What makes a
Toughbook?
Benefits of Digital Communities
 Increases Government Efficiency New technology and real-time information
exchange saves lives, reduces crime, and
increases efficiency.
 Improves citizen satisfaction - Gratifies
the expectations of citizens pampered by the
conveniences they have gained from the private
sector.
 Energizes economic vitality - Modern
infrastructures and new technology, like RFID,
attract business, investment, and jobs, growing
the local economy, and opening up alternative
government revenue streams.
 Minimize downtime, allow fast data
processing, and improve productivity and job
satisfaction.
Panasonic and Digital Communities
 We are the 34th largest company in the world
 Market Leaders in Mobile Data Field Based Computing
 We design, build and sell over 14,000 products worldwide
 We spend $5 billion annually on research & development
 Committed to this Market, Field Based Computing, broken by
Verticals
 Leader in integrated wireless for over 9 years
Panasonic Facts
 Over 4000 State and Local Customers across
the country.
 We own over 65% of the Public Safety Market.
 We have the lowest failure rates for mobile
laptops in the industry.
 Panasonic does not sell direct. No matter the
size of the deal.
Panasonic Market Share – VDC June 05
Panasonic
Symbol
Intermec
Psion Teklogix
Motorola
Itronix
DENSO WAVE
Qualcomm
LXE
DRS Tactical Systems
Hand Held Products
Vocollect
Casio
L-3 Communications
Unitech
Itron
Fujitsu
Siemens
PSC
Getac (Mitac Group)
VT Miltope
Datalogic
DAP Technologies
Dolch
WalkAbout
Amrel
Xplore Technologies
TouchStar
Kontron Mobile
Opticon
Densei/Densei USA
Data911
MicroSlate
Others
TOTAL
2002
Total Market Vendor Share
750.0
21.9%
502.2
14.7%
243.8
7.1%
148.0
4.3%
175.0
5.1%
129.0
3.8%
113.0
3.3%
60.0
1.8%
50.0
1.5%
59.5
1.7%
46.5
1.4%
16.0
0.5%
50.5
1.5%
40.0
1.2%
23.5
0.7%
50.0
1.5%
57.5
1.7%
53.5
1.6%
24.8
0.7%
33.0
1.0%
41.0
1.2%
19.1
0.6%
35.0
1.0%
35.0
1.0%
25.0
0.7%
19.0
0.6%
14.0
0.4%
18.0
0.5%
16.0
0.5%
12.0
0.4%
15.0
0.4%
12.0
0.4%
23.2
0.7%
510.4
14.9%
3,420.5
100.0%
2003
Total Market Vendor Share
875.0
23.5%
588.4
15.8%
280.5
7.5%
171.0
4.6%
145.0
3.9%
126.0
3.4%
105.0
2.8%
75.0
2.0%
65.0
1.7%
64.0
1.7%
49.0
1.3%
35.0
0.9%
58.0
1.6%
50.0
1.3%
29.0
0.8%
50.0
1.3%
55.0
1.5%
48.0
1.3%
32.0
0.9%
36.0
1.0%
42.0
1.1%
29.5
0.8%
30.0
0.8%
29.0
0.8%
20.0
0.5%
17.0
0.5%
22.0
0.6%
16.0
0.4%
16.0
0.4%
15.0
0.4%
15.5
0.4%
13.0
0.3%
12.5
0.3%
507.6
13.6%
3,722.0
100.0%
2004
Total Market Vendor Share
1030.0
24.3%
716.5
16.9%
301.2
7.1%
179.8
4.2%
147.5
3.5%
144.0
3.4%
110.9
2.6%
83.7
2.0%
82.0
1.9%
72.9
1.7%
68.0
1.6%
64.0
1.5%
63.8
1.5%
50.5
1.2%
46.5
1.1%
44.0
1.0%
41.0
1.0%
37.5
0.9%
36.0
0.8%
35.5
0.8%
35.0
0.8%
33.5
0.8%
30.0
0.7%
27.4
0.6%
22.0
0.5%
20.8
0.5%
20.0
0.5%
18.5
0.4%
18.1
0.4%
16.0
0.4%
12.0
0.3%
12.0
0.3%
9.5
0.2%
610.9
14.4%
4,241.0
100.0%
2005 Notables
• Panasonic 24.3%
• Motorola 3.5%
• Itronix/GD 4.4%
• Fujitsu 1%
• WalkAbout 0.5%
• Xplore 0.5%
Worldwide Vendor Shipments and Shares of
Rugged Mobile Form Factor Computers
Total Rugged Market – Global
(VDC Market data – June 05)
8,000.00
2004 $4.2B - Total
7,000.00
 Panasonic globally 24.3%
6,000.00
5,000.00
Total
4,000.00
40%
PCSC
Pana Tot
3,000.00
50%
Panasonic
Itronix
Moto
Others
2,000.00
3%
1,000.00
7%
2004 $2.4B Market (non-hand
0.00
2003
2004
2005
2006
2007
2008
2009
2 0 10
held)
Panasonic Computer Solutions Company
 All of Toughbooks’ Major Components
(except CPU & HD) are Manufactured
Internally
 Limited Channel Distribution with No Retail
or Mass Distribution
 Factory Focused Solely on Rugged and
Semi-Rugged Products
 900 Dedicated Manufacturing Employees
for Notebooks
 260 Engineers Focused on Notebooks Only
Core Manufacturer Advantages
 Customer-driven Product Development
 Quality, Consistency and Availability of
Components
 Rapid Response to Engineering Issues
 Problem resolution to the component level
 Guaranteed Roll-out Schedules
 Long-term Parts Supply
 Long Product Lifecycle
 One Point of Contact for Quality and Support
 Long Term Service and Support
Who Does Not Build Laptops?*
Dell
Gateway
Acer
H-P
(Lenovo’s Chinese factories build the rest)
Lenovo (IBM)
Panasonic
0
25
50
75
100
Percent of Laptops Outsourced 2004
Source: Wall St. Journal June 9, 2005
*Taiwanese companies, like Quanta, Compal, Inventec, and
Wistron compete to build laptops in their factories in China.
Reliable By Design
Rugged Hinge & Full Magnesium Case
•20X stronger than ABS
plastic (5X stronger than
titanium.)
•Withstands a 36 in. drop
onto concrete.
•Withstands up to 50,000
openings and closings
•Withstands up to 50,000
LCD rotations
Shock mounted Hard Drives
 Hard disk drives are mounted in
metal cases
 Sponges and gel absorb shocks
and insulate hard disk drive from
damage
 Protects drive even when it is
writing to the heads
 Flexible connectors protect
motherboard from transfer
Quality Means Reliability
We test Toughbooks in our
laboratories and
in independent facilities:
 Drop tests
 Vibration tests
 Water-resistance tests
 Dust-resistance tests
 High and low temperature
tests
 Thermal shock test
 ESD Spark test
 Explosive atmosphere test
Fully rugged Toughbooks are
MIL-STD-810F Compliant.
Toughbook 18
 Toughbook 18 – Fully Rugged
 Convertible Tablet
 Proven hinge/product design
 All magnesium survive 3’ drop
 New model with 500 NIT LCD
 4 wireless modules as option
 Shock mounted HD - 3’ feet drop
 Failure rates less 2% annualized
 13 years of manufacturing history for
rugged
Toughbook 29
 Toughbook 29 – Fully Rugged
All magnesium survive 3’ drop
New MK4 model with 500 NIT LCD
4 wireless modules as option
Shock mounted HD - 3’ feet drop
Failure rates less 2% annualized
13 years of manufacturing history
for rugged
INTEGRATED WIRELESS
IS NOT A FEATURE.
IT’S A NECESSITY.
Antenna & Radio Placement
Multi-band WAN
antenna
WLAN (main)
WLAN (aux)
Bluetooth
GPS
Wireless Tray(Pack) for embedded Wireless WAN module
Wireless Networks Supported
The Panasonic
Toughbook Advantage
Causes of Damage
Dropped
Liquid Spill
Fell off table
Crushed/run over
Improper insertion
Elec. Surge
Packed too tight
Dirt/Dust
Heat/Cold
Vibration
0
20
40
60
Percent of Respondents Mentioning (Multiple Responses Allowed)
Source: IDC Research 2005
80
Component Damage Rates
LCD Screen
Hard Disk Drive
Outer Case
Keyboard
0
25
50
Percent of Respondents Mentioning (Multiple Responses Allowed)
Source: IDC Study 2005
75
Competitive Annualized % Failure Rates (8/05)
Annual Failure Rate
35.0%
30.0%
32.0%
26.0%
26.0%
23.0%
25.0%
24.0%
24.0%
22.0%
20.0%
15.0%
10.0%
5.0%
0.0%
Dell
Gateway
Source: PC Magazine Sept. 20, 2005
HP/Compaq
Lenovo/IBM
Toshiba
Sony
Industry Average
Toughbook Annualized % Failure Rates
Annual Failure Rate
35.00%
30.00%
25.00%
20.00%
15.00%
10.00%
4.80%
5.00%
4.19%
3.25%
1.47%
1.05%
3.20%
1.58%
0.00%
CF-51
CF-Y2
CF-73
Source: PCSC Service Records 5/05 (In and out of warranty)
CF-29
CF-18
MDWD
Toughbook
Average
A Total Mobile Computing Solution
Panasonic Professional Services
Implementation
Services
•
•
•
•
Industry Specific Expertise
Requirements Definition
Hardware Integration
Disk Imaging
• Configuration
• Deployment Management
• Training (Technical)
Support &
Management
•
•
•
•
National Call Center
National Service Center
Field Service
Hot Swap & Return
• Priority Exchange
• Extended Warranty
• No Fault Warranty
•
•
•
•
Online Repair Reporting
Asset Management
Software Loads
BIOS/Software Downloads
• Online Help
• Online User Information
• On-Site Warranty Service
Items in black come standard with all Toughbooks
Redeployment
Services
•
•
•
•
Redeployment
Disposal
Donation
Employee Purchase
Premier Partner Program – TP3
 TP3 Program allows
authorization to resell Panasonic
Toughbook – rugged and
wireless models
 Toughbook 29
 Toughbook 18
 Panasonic MDWD
 Panasonic P1
 Toughbook 73 – W/WAN sku’s
 Toughbook PDRC
 Future Toughbook models
Panasonic Toughbook Premier Partner
 Requirements for all TP3 resellers
Panasonic Champion at location
Quarterly Sales Training at location
Provide monthly POS reporting for Panasonic sales
TP3 resellers can purchase a demo unit at time of
signing. Panasonic Demo Program available to
purchase up to 5 units annually at 50% off SRP
Current TP3 Program Benefits
 Rules of Engagement
 Reseller Support
 Regional Training Events
 Continued RSM/ CM support- Face Time









Market Development Funds
Panasonic generated leads
Wireless Activations
Demo Program discounts
Annual TP3 Event, qualification required
Marketing Communications Support
Dedicated TP3 website
Hotline Technical Support
Inside sales Support
Panasonic Training
Regional Managers
 EASTERN REGION: Jan Ruderman, Manager
E-Mail
TITLE
REGION
Brad Jens
(904) 610-9546
Brad_Jens@us.panasonic.com
Senior Area Manager/ Team
Leader
AL,DC,FL,GA,KY,MS,NC,SC,T
N,VA,WV
Felix DiCamillo
(585) 370-1879
Felix_DiCamillo@us.panasonic.com
Area Manager
CT,DE,MA,MD,ME,NH,NJ,NY,
PA,RI,VT
Chris Kepus
(916) 616-6603
Chris_Kepus@us.panasonic.com
Area Manager
AZ, CA, ID, NV, OR, WA, AK,
HI, UT,WY, MT
Barbara Taylor
(214) 707-8926
Barbara_Taylor@us.panasonic.com
Area Manager
TX, NM, CO, KS, MO, AR, LA,
NE, ND, SD, OK
Marilyn Feltenberger
(224) 622-0320
Marilyn_Feltenberger@us.panasonic.com
Area Manager
IA, IL, IN, OH,MI, MN, WI
Joe Martin
(630) 243-1990
Joe_Martin@us.panasonic.com
Senior Business Development
Manager
USA
Technical Suport
800-LAPTOP-5 (800) 527-8675
www.panasonic.com/toughbook
Inside Sales/Support
800-662-3537, x4
THANK
THANK
YOU
YOU
Panasonic Computer
Solutions Company