Introductions & Opening Greeting Good morning/afternoon/evening, ladies and gentlemen. Welcome to SI Electronics. Hello/Hi, everyone.

. Name and position Let me just start by introducing myself. My name is Peter Dolorez. As some/most of you already know, I am Peter Dolorez. I'm in charge of production. I'm responsible for production. I'm the new CEO. Title/subject The title of today's presentation is the market situation for SI Electronics' main industry. The topic of today's presentation is Sonway Solar Electronics. The subject of today's presentation is TFT LCD. The subject can be looked at under following headings. Today, I'd like to speak about the market situation for SI Electronics. What I'd like to speak about is the customer service. Sample presentation 1 Good afternoon, ladies and gentlemen. Thank you for coming today. Let me start by introducing myself. I'm Minsuk Chang and I am the manager in charge of opening new factory sites. Today, I'd like to talk about the design proposals for the production plant in Malaysia. The purpose of today's talk is to review the proposals and select the best one for the plant. I have split my talk into three main parts. First, I'm going to tell you the background to the proposal. Second I'll go over the characteristics of each proposal. Finally I'll highlight some key characteristics that you have to keep in mind. My talk will take about 20 minutes followed by 30 minute discussion.I'll take questions at the end of my presentation. Sample presentation 2 Good morning, ladies and gentlemen. My name is Jang, Minhee. I'm in charge of marketing new brand. The title of today's presentation is marketing plans for new cell phone brand. I've divided my talk into three main parts. First, we'll look at the overview of new trends for cell phone market. Second, I'll highlight characteristics of the new cell phone brand. Third, I'll present marketing plans for the new

cell phone brand. I'll be using power point and my talk will be 20 minutes long. If you have any questions, please feel free to interrupt. Sample presentation 3 Good afternoon everyone. My name is Arnold Layton. Im a director for International Marketing Center, in charge of analyzing new fields in Korea. Im going to talk about a recent research of new consumer trends in Korea. Ive divided my talk into three parts. First, research that we have done. Then Ill give you information on published research from other companies, and finally, Ill talk about how this affects us in exploring new markets. Please interrupt any time if you have any questions or if something is not clear. My talk will last about half an hour. Later my assistant will be showing a video on the new consumer trends in Korea. Linking & Sequencing Link to start OK. Let's start with the first point which is last year's sales performance. All right.We can begin by looking at last year's sales performance. Sequencing ideas First/Second/Third/Then/Next/Finally Second, we will take a look at plans for next month. The first/second/third/final point is The final point is to find constructive ways for the future. Ending a section Right/So/Well/Ok OK. That's it for today. That's all I wanted to say about the sales figure. I think that covers everything on the first handout. I think that deals with the problem. To summarize, everyone should concentrate on the new project. Intermediate questions Are there any questions or comments on that? Would anyone like to ask a question at this point? Opening a new section Let's now look at the new project. Now I want to turn to the sales success. This brings me to the third and final point, which is price negotiation. Exploring a list of points

In relation to the financial problems in the industry, we need to come up with a solution. Regarding the customer service, we need to take action right away. Concerning the factors of this situation,..... With respect to current situation,...... Adding ideas In addition to this,.../Moreover,... However,.../Despite this,... So,... /Therefore,... Digressing If I could just digress for a second. I would like to look at the last year's figure in passing. By the way, the special project is still not finished. Going back Let me now return to the main subject. Let me now come back to the main point. < Sample Presentation 1 > All right. We can begin by showing you a short video prepared to introduce SI Electronics. ------------ Video Presentation ---------This video was made for the Multi-Media trade show held in San Francisco last September. I hope that you have enjoyed it. Now, let me come back to the slides. I will first briefly introduce the current organization and the business structure at SI Electronics. The current CEO at SI Electronics is President Y .G. Song. We have recently reorganized the organizational structure and now we have 4 divisions. Digital Solution, Digital Display, Telecommunication, Household Appliance as you can see on the chart. Now I would like to focus on the Digital Solution department handling TFT LCD. It is made up of three different teams, TFT LCD, LSI, and Memory. The current Director of the team for TFT LCD is Mr. S.Y Lee. I know that you have met with him before this . presentation. Would anyone like to ask a question about our organization? Finally, I will talk about the future strategies for SI Electronics TFT LCD. In addition to the growth Ive already discussed, there will be a reduction on the proportion of the 15-inch monitor, which is currently our main product. We will actively drive into the market products larger than 17 inches and will develop an even greater demand for larger-sized products. The main market in the future will be China, and in preparation for this

outlook, we will establish a factory in Shenyang, extending over 4 hundred thousand sq. meters. Starting in December 2005, we plan to start preparing for mass production there. < Sample Presentation 2 > 1. Tell the audience that you're going to present four main points in the order of last year's sales figures, target sales figures, marketing plans, and future strategies. I've split my talk into four main parts. First, we'll look at last year's sales figures. Next, I'll talk about target sales figures. Then, I'll give you information about marketing plans. And finally, you'll hear about future strategies. 2. Tell the audience that you've ended the first point, which is last year's sales figures. That's everything on the first point, which is last year's sales figures. 3. Ask the audience if they have any questions or comments on the second point that you've just finished. Are there any questions and comments on that? 4. Open a new section, which is marketing plans. Now I want to turn to the next section, which is marketing plans. 5. Change the topic to the price negotiation, which is not related to the main points of your presentation. I'd like to look at the price negotiations in passing. 6. Go back to your main point, which is future strategies. Let' me know return to the main subject, which is future strategies. < Sample Presentation 3 > Good morning. Today, Id like to discuss our marketing strategy to penetrate the U.S. laptop computer market. Unfortunately, there isnt enough time to present all the details of the strategy, so I will provide an overview of our main objectives and follow up with all the details in a written report. Basically, we intend to penetrate the U.S. laptop computer market in four ways. First, we intend to 1) have the best product on the market. Second, we want to 2) launch the product in the U.S. with an exciting promotional campaign that will include TV, radio, print and direct-mail advertising. Next, we will 3) offer a price that few of the competitors can beat. Finally, we will 4) have a team of experienced sales representatives for our products to be in computer showrooms throughout the country.

Describing Charts & Graphs Introducing the visual OK. Let's take a look at the power point. I have a transparency to show you. The first/second/final slide shows the figures of this month. Check with the audience Is that clear for everyone? Is that in focus? Can everybody see that? Is the chart readable? Meaning of the visual This shows/illustrates/demonstrates/refers to the difference of those two products. This is a graph/a diagram, which shows the difference of those two products. As you can see from the chart, this is the difference of the two products. Here we can see how our sales increased. Focusing attention I'd like to draw your attention to the market situation for TFT LCD. One of the most important aspects of this is the growth rate in sale. At first glance it seems it's going down but actually, it is going up. Describing change: UP This year's sales have increased/risen/grown/improved/got better/recovered/rocketed. There was an increase/a rise/a growth/an improvement/a recovery in this year's sale. Describing change: DOWN This year's sales have gone down/decreased/fell/dropped/deteriorated/got worse/worsened/slumped. There was a decrease/a fall/a drop/a deterioration/a worsening/a slump in last year's sales. Describing change: Others This year's sales ______ remained stable leveled out peaked/reached a peak fluctuated

bottomed out reached a low point/hit a low point We experienced _______ a peak a fluctuation a low Speed of change There was a rapid growth in sales. Sales grew rapidly. There will be a steady increase in exports. Exports will increase steadily. There has been a gradual drop in imports. Imports have gradually dropped. We had a slow decrease in the number of overseas office. The number of overseas affiliates has decreased slowly. Degree of change There's going to be a dramatic fall in prices. Prices are going to fall dramatically. There will be a significant rise in profits. Profits will certainly rise significantly. There has been a moderate improvement in working conditions. Working conditions have improved moderately. There's been a slight expansion in the market. The market has expanded slightly. - Our company had a bad year last year. There was a stead fall in our profits. - Unfortunately, profits declined considerably . - At the same time that we were losing profits, there was a dramatic increase in our costs. Costs for everything were skyrocketing.

- The number of overseas operations climbed steadily in 1990s. Now there are many more overseas branches. - Did you say that sales dropped only slightly? Yes, there was only a slight decrease in sales. - What else has gone up besides prices? Well, costs have also risen slightly . < Sample Presentation 1 > Lets now take a look at the records for SI Electronics total sales, sales by department, and the predicted rates of growth. In 2003, the total sales figure for SI Electronics was 25 billion US dollars, but in 2004, a rapid growth in the total sales figure is predicted, at a rate of 40%, reaching a total of 35 billion dollars. The next chart shows the sales figures for each department by the 2003 standards. The Digital Solution, Digital Display, and Telecommunication departments display similar sales figures of 28%, 26%, and 25%, respectively; however, in 2004, our Digital Solution department and Telecommunication department are predicted to grow at 14% and 12% respectively, taking up about 32% and 28% of the total sales figure. 32 and 28. Regarding the total sales of our LCD team, please look at this chart. Is it clear for everyone? The relative weight of the LCD team is expected to increase by 50% from last years 26% to 39%, and the total sales goal for this year is 3 billion dollars. This figure is 15% higher than the average predicted growth rate of 35% for the entire LCD business this year. Considering the progression of production and sales so far, we should be able to achieve the sales goal without any difficulties. Next, Id like to draw your attention to the market situation for TFT LCD, which I believe, will be important for everyone to examine. According to the results of the research conducted by the Marketing Division at SI Electronics, most consumer demand in the past has been for the notebook panel. However, in the future, the monitor panel will replace the notebook panel as the product that will power new growth. Moreover, as can be seen on the chart below, the demand for LCDs will gradually increase, and overall, the market demand for LCDs larger than 10.4 inches is predicted to grow solidly at an average of 32% each year.

With respect to supply, the LCD panel makers have made appropriate investments on the equipment, so I dont think that there will be huge problems in coping with the consumer demand explained before. In particular, Korea and Taiwan, with early investments, will gain increased proportions of the market share, and by 2004, it is predicted that Korea will have taken 45%, and Taiwan 38% of the market. As a result of this, it is predicted that Japan, whose current share is 23%, will see its share fall as far as 17% in 2006. < Sample Presentation - 2 > Now Id like to talk about GIs business volume by commodity for the year 2002. The total business volume for the year was $13.4 billion. GIs commodities can be divided into several major areas. This pie graph shows the comparative shares of each commodity. The largest area is electronics, with 38.1% of the total business volume for the year. Running a close second is the area representing chemicals and industries, which came to 35.5% of the total. Both energy and textiles made up significant portions at 9.7% and 9.6%, respectively. The final area can be called general merchandise and accounted for 7.1% of GIs business volume 2003. < Sample Presentation - 3 > 1. O.K, let's take a look at the line graph. 2. Is that in focus? 3. This is a graph which shows the unemployment rate from 2002 to 2004. 4. 5. 6. 7. There was a slight increase in 2000. The unemployment rate remained stable from 2001 to 2002. I'd like to draw your attention to the sharp fall in 2002. The rate rocketed dramatically from 2002 to 2004. Highlighting & Emphasizing Focusing Id like to emphasize the new project. Id like to stress the new project. I should highlight the new project. It is critical/essential to understand the new project. What focusing What we cant do is give up suppliers. What Ill be doing is talking about the sales figure in more detail. What we did was find out the strong impact of Olympic Games on our economy. What is really important is not losing customers.

 Repetition This is a very, very difficult problem. We thought for a long, long time about this. We need to do something and we need to do it now. Simplifying To be honest, last years figures were not good. Frankly speaking, last months figures were not good. Basically, all sales increased. To put it simply, all sales increased. Believe me, all numbers went up. Analyzing Lets look at this more closely. What does this mean exactly? In other words, we are selling more products than last year. Articulation-stressing Auxiliary verbs - do/does/did We did achieve many things last year. He does think very carefully about this. Key words I agree, it is important. We have tried repeatedly, believe me. There is a lot of room for improvement. Dramatic language It was a(n) total / absolute / complete disaster. It was a(n) great / outstanding / remarkable success. Its a totally unacceptable proposal. Its a quite brilliant idea. Contrast Actually/In fact, the sales increased quite a bit. The truth is that we are not making any profit. Yesterday it was easy.Today it is far more difficult. Survival Tactics When you think you've got your facts wrong. "Sorry, what I meant is this." When you feel you're going too fast. So, lets just recap on that.

When you forgot to say something. Sorry, I should just mention one thing. When you think what you're saying is too complicated. So, basically, what Im saying is this. When you feel what you're saying does not make any sense. Sorry, perhaps I didnt make that quite clear. When you don't know how to say a word in English. Sorry, whats the word/expression? When you think you sound wrong. Sorry, let me rephrase that. When you're running out of time. So, just to give the main points here. < Sample Presentation 1 > Next, Id like to say something regarding the market for desktop monitors. This is a graph that shows LCD monitor penetration into the market. It looks as though there will be a 1% increase in quantity, but as can be seen from the red-line graph, the rate at which LCD substitutes CDT is likely to grow rapidly from 28% in 2004 to 42% in 2005. Basically, the LCD is popular among consumers because it is lighter than the existing CDT, and for its innovative design. Moreover, the supplying product manufacturer prefers the production of LCD monitors because they are more expensive than CDT monitors, and thus, they easily bring about effective sales increases. All right, lets look at the overall figures more in detail. Let me draw your attention to the bar graph for the year 2004 first. The quantity of sales for the CDT monitors on the top part of the bar is 23 million for the first quarter, 18 million for the second, 21 (million) for the third and 22 (million) for the fourth, a total of 84 million. For the LCD monitors at the bottom are 7 million for the first, 8 million for the second, 8 million for the third, and 9 million for the fourth, a total of 32 million. The specific gravity of the LCD monitors was 28% of the total sales quantity of 116 million.

Now, Id like to show you an estimate for the year 2005. The overall size of the market for the CDT monitors is 69 million and for the LCD monitors, 48 million, a total of 117 million. There was only a slight increase of 1% from the year before of 116 million but Id like to stress that due to the increase of consumers demand and the producers likeliness to expand the LCD monitor market, the rate of possession for the LCD monitor market will be 42%, a growth rate of 1.5 times that of the last years which was 28%. < Sample Presentation 2 > As far as this contract in China is concerned, we're pretty tied up with other projects at the moment, so there's no way we could meet their deadlines. We're not very familiar with this kind of work, anyway. And to be honest, they're not prepared to pay us for the products. Basically, it's out of the question. < Sample Presentation 3 > Let's continue our discussion about Korea by focusing on the different sectors of the economy. First agriculture accounts for 5.7% of the GNP. The major products are rice, barley, and vegetables. Well, I got the number wrong. What I meant is 7.5%, not 5.7%. Mining and manufacturing make up 32.8% of the GNP. Textiles, footware, electronics, shipbuilding, motor vehicles, petrochemicals and industrial machinery are the main industrial products. < Sample Presentation 4 > Good morning, ladies and gentlemen. Today what I'd like to do is to give you an overview of Samsung and answer any questions you may have about our organization. Samsung was established in 1938 as the Samsung General Store and has become a leader in the development of Korea's economy since that time. During the 1950s, Samsung increased its role in import and export activities and did become the first Korean firm to establish overseas offices. Then in the 1960s, export activities rose dramatically as the government launched a massive export drive. The number of overseas branches climbed steadily as exports continued to rise. When many companies saw declining profits following the oil shock of the 70s, Samsung vigorously pursued new overseas markets. Closing & Handling question A. Closings

 Signaling the end OK. That brings me to the end of my presentation. Right. That covers everything I want to say about the new project. So, that's all I have to say. Summarizing To sum up then,. In brief,. Before I finish, let me just go over the main points. If I can briefly summarize,. Concluding To conclude, I'd like to say that you've been great on this project. I'd like to finish by thanking all of you. In conclusion, there's a great potential in the growth of the Chinese market. Final recommendation It seems to me that we should have some backups on the distribution channel. I would therefore recommend/advise that you get some backup distribution channel. Support I have prepared handouts, which I will pass around. I'll give you my e-mail address in case you want to follow up on something I said. Closing Thank you for listening so attentively. Thank you for your attention. I hope that this has been useful. Inviting questions I'm glad to answer any questions. So, do you have any questions? Are there any questions? Yes, the gentleman/lady sitting there. B. Handling Questions Positive response That's a good/difficult/complex/an interesting question. I'm glad someone asked that question. It allows me to say. Check your answer Does that answer your question?

Is that OK? Is that clear now? Can we move on? Clarify If I understand you correctly, you want to know about the predicted growth rate. You're asking me about the predicted growth rate. Is that right? Sorry, I didn't follow/catch the question. Could you repeat that for me, please? In other words, you're asking about the predicted growth rate. Refer back As I said earlier in the first section/at the end of the second section. As said/pointed out/explained earlier. I think we've already made it clear. Accept criticism I accept that./That's a fair point./I agree with what you're saying. Up to a point, I agree. C. Avoiding Wrong person I'm afraid I can't really answer that. That's not really my area/field, I'm afraid. I don't have the figures with me. Wrong topic I'm afraid that question goes beyond the subject of today's presentation. I'm afraid that's confidential. I'm not a liberty to give you that information. I'd be glad to discuss that with you personally after the presentation. Tennis-returning a question Well, let me ask you the same question. OK. Let me ask you a question. I can answer that by asking you a question. Hedging Well, that depends on what you mean by growth. Well, it's a very complicated matter. Well, there are various ways of looking at it. < Sample Presentation - 1> OK. That brings me to the end of my presentation. To sum up then, I have briefly introduced the present state of SI Electronics and the market conditions for the TFT LCD. To conclude, Id like to say that considering the

current status for the TFT LCD market, we are bound to have a prosperous year. Are there any questions? Q (Ms. Jane Baker/Doll Computer): My name is Jane Baker, and I am from Doll Computer. How does SI Electronics regard the growth potential of the Chinese market for monitors? A: Thats a good question. According to the 2004 market standard, the total demand for monitors in the Chinese market is currently predicted to be around 1 billion. However, due to the explosive increase in the number of Internet users, we predict that in the future, there will be at least a 15% increase in demand. In that figure, the percentages of market share by LCD, 2.1% in 04, 5% in 05, and 9.7% in 06, are less than the average figures of market share world-wide. But, in terms of the purchase of new monitors, it is predicted that over 50% of the sales worldwide will be made in China, with 20% in 07, 45% in 08, and 72% in 09. Thank you for your attention. We will close todays presentation here. < Sample Presentation - 2> 1. A : If you don't mind, could you tell us how you reached an agreement on the Saudi contract? B : That's not my area, I'm afraid. Mr. Kim could answer the question since he's the one who participated in making the contract. 2. A: You've said that we have to spend more on promotions. Would you please go into more detail about that? B: You're asking me about the exact budget for the promotions on the new product. Is that right? 3. A: It seems to me that the commercial contains a biased perspective toward women, which I think will bring about rage and criticism from many female activist groups. B: Well, there are various ways of looking at it. 4. A: You mentioned the construction of power stations in Asia. Can you expand on that? B: 3 Asian countries including South Korea, Thailand and Malaysia will join the construction. We expect them to be built by 2010. Does that answer your question? 5. A: Could I ask you how the surveys were set up? You know, did you use

a control group? B: As I explained earlier, we randomly selected two groups consisting of 30 middle-aged men and women respectively. < Sample Presentation - 3 > 1. How do you see the future for Chinese Electrical consumer goods? 2. Well, they will start making profits with low labor costs. 3. Thats true but what I want to know is if they can become competitive. 4. Competitive? Its difficult for me to say. It really depends on the price of imported goods from Japan and Korea. 5. So, what youre saying is, the future of the industry in China depends on the Yen and Won. < Sample Presentation - 4 > 1.That concludes the main part of my talk. 2. To sum up, 35% of the incidents for the last 5 years have been caused by communication problems. 3. Now, turning to my conclusion, I want to make two key recommendations. 4. First one is to emphasize communication procedures and the second one, to set up a program to review the communication procedures. 5. And that, ladies and gentlemen, completes my talk. A: Does anybody have a question? B: Yes, Id like to know about next years promotion campaign. A: Im afraid were running out of time. Well have a meeting next week to discuss it. B: I see. A: Are there any questions? B: Yes, I wonder if you have considered any other options? A: Im not quite sure what youre trying to say. B: Well, you know, other possibilities such as relocating to a cheaper area. A: I see what you mean. Yes, of course weve looked at all the options and we think this is the best one. A: Do you agree that with low interest rates and low consumer confidence rate, the stock market will revive soon? B: To be honest, Im not really the right person to answer that. A: Maybe not. But Im sure you have an opinion on that matter. B: Of course, but I think youd better ask one of the people sitting next to you.