2025 Honeywell TLW Vertical Overview

Agenda

• Industry Trends
• Market Overview
• Delivering Solutions
• Use Cases

Industry Trends

Trends Impacting the Supply Chain 2025

• Labor Availability: High costs and shortages of labor are driving the need for cost savings and further automation of repeatable tasks.
• Technology Deployment: Top drivers for tech deployment are productivity (38%), cost efficiency (35%), and process automation (34%).
• Cost Management: 57% of supply chain professionals surveyed find cost management remains short-term and functionally focused.
• Workforce Evolution: By the end of 2024, 25% of workers will be 55+, raising concerns about attracting younger workers.

Key Statistics:

• 60% of supply chain organizations view labor shortages as a top challenge.
• 80% of distribution centers rely on manual processes and labor, exacerbating labor availability challenges.

Supply Chain Bets for 2025 and Beyond

• Artificial Intelligence: Expected to grow to $59B in 2031 at a CAGR of 40.4%.
• 5G Connectivity: Expected to rise to 5.5 billion connections by 2030, surpassing 4G connections by 2028.
• Automation Investment: 70% of top logistics and supply chain leaders plan to invest over $100M in automation over the next 5 years.

Market Overview

AIDC Market Size | TLW

Future spending on supply chain technology remains positive, driven by the need for companies to invest in technologies that enhance productivity, efficiency, address labor challenges, and improve resilience against disruptions.

The AIDC market is projected to grow, with Global TAS and Global SAS showing upward trends from 2025 to 2028, indicating a large market with room for growth.

Market Positioning

• Employee Experience: Focus on positive employee experiences to drive retention and improve customer experience (CX).
• Labor Availability: Deploying technology to train workers faster and increase productivity to address workforce evolution.
• Sustainability: Delivering on sustainability initiatives as customers demand environmentally friendly products and solutions.
• Supply Chain Resiliency: Investing in technology for operational smoothness amidst geopolitical risks, economic uncertainty, cybersecurity threats, and supply interruptions.
• Cost Management: Controlling costs through technology to drive productivity, efficiency, and automation.

Delivering Solutions

Outcomes Most Critical to Operational Success

1. Productivity: Delivering improvements to meet growing demand on workforce and operations.
2. Accuracy: Ensuring consistent, repeatable processes for timely and correct product delivery.
3. Training & Onboarding: Speeding up new worker integration and comfort in their roles.
4. Employee Experience: Providing a differentiated experience to retain valuable staff.
5. Safety: Ensuring employee safety through tools and applications.

Distribution Center Operations

Unlocking Your Site's Potential

Honeywell's solutions aim to enhance distribution center operations by addressing key challenges and improving efficiency.

Distribution Center: Receiving

Receiving products requires detailed sorting and management. Honeywell's solutions across print, scanning, mobile, and wearable applications simplify product handling for accurate inventories.

Key Technologies: ? Wearables, ? Mobility, ️ Scanning, ?️ Print.

Solution Components:

• CK67
• PM65
• Granit Ultra
• Service Contract ⚙️
• Workforce Intelligence ?

Distribution Center: Put-Away & Replenishment

Accurate and efficient put-away and replenishment are critical for inventory management. Honeywell scanners, wearables, and mobile computers help document and store products for proficient picking and packing.

Key Technologies: ? Mobility, ️ Scanning, ? Wearables.

Solution Components:

• CW45
• RP4F
• 8675i Ring Scanner
• Service Contract ⚙️
• Workforce Intelligence ?

Distribution Center: Picking

Correctly picking orders increases distribution center efficiency. Honeywell printers, scanners, voice technology, and mobile computers enable accurate, simplified picking processes.

Key Technologies: ️ Scanning, ? Wearables, ? Mobility, ?️ Print.

Solution Components:

• Voice Enabled Devices
• PM65
• 8675i Ring Scanner
• Service Contract ⚙️
• Guided Work Software ?‍♂️➡️

Distribution Center: Cycle Count

Cycle counting enhances inventory management efficiency and accuracy. Honeywell scanners, mobile computers, and wearable solutions streamline documentation and minimize disruption.

Key Technologies: ️ Scanning, ? Wearables, ? Mobility.

Solution Components:

• CK67
• RP2F
• 8675i Ring Scanner
• Service Contract ⚙️
• Workforce Intelligence ?

Distribution Center: Shipping

Accurate, easy-to-read shipping labels ensure products reach their destination correctly. Honeywell printers, scanners, mobile computers, and wearables streamline tracking, shipment confirmation, and request checking.

Key Technologies: ?️ Print, ️ Scanning, ? Mobility, ? Wearables.

Solution Components:

• CT47
• PX940
• Granit Ultra
• Service Contract ⚙️
• Workforce Intelligence ?

Our Solutions Working Together

Honeywell TLW Solutions at a Glance

Marketing Assets

Available marketing assets include:

• Supply Chain Best Sellers Guide
• Supply Chain Technology Listicles
• Supply Chain Best Sellers PPT

TLW Use Cases – Where We're Winning

T&L AIRLINES

Challenges

• 20+ year competitor incumbency
• Difficult environment – below the wing operations for baggage handling
• Available product not 100% meeting needs

What We Won

• 25k+ CT47s
• Op Intel licenses

How We Won

• Bringing solution to customer problem
• Maintaining relationship
• Co-collaboration and development
• Putting customer at center of solution

Key Takeaways

1. Stay close to customer
2. Bring solutions
3. Strategic approach

T&L M&I

Challenges

• Needed a devices refresh
• Needed to upgrade system to future proof their processes
• Yard-check solution needed updating to reduce time to completion
• Needed a "Man Down" solution for mobile workers

What We Won

• Upgrade to Guided Work
• 3,000+ Talkman devices
• Introduction of Mobility devices for Yard-checks
• Pilot for Smart Talk
• Pilot of Swift Decoder for Yard-check and inventory management
• White Glove and HEMs services

How We Won

• Joint collaboration between customer and Honeywell to deliver a full solution to keep customer working into the future

Key Takeaways

1. Listening to all of their problems
2. Provide a full solution
3. Collaboration and partnership

T&L LOGISTICS

Challenges

• Needed a mobile device refresh
• Panasonic – 10-year incumbent, going end of support
• Challenge to rip and replace existing vehicle docks

What We Won

• 800+ CT45XPs for drivers
• Strengthens Honeywell's position as vendor of choice for other sister divisions of parent company

How We Won

• Great collaboration with partner to position Honeywell as replacement for Panasonic
• Ruggedness and performance of CT45XP were key vs competition
• Leveraged Honeywell SHIPIT Promo for Q1 pull-in

Key Takeaways

1. Strong collaboration with customer, partner, distributor
2. Leaned on Honeywell Mobility Edge and Universal dock for Future-Proof solution
3. Positions Honeywell as leader for future opportunities across other divisions

T&L PARCEL

Challenges

• Competition was 10+ year incumbent
• Many in key decision-maker positions were pro Zebra

What We Won

• 38,000 CT47 Globally (and growing)
• 32,000 Op Intel Licenses
• 40,000 8680i
• 35,000 RP2/4 Printers (and growing)
• 115,000 Gold Service Contracts

How We Won

• Creativity with offer and incentives
• Listening to problems/ideas and crafting solutions that addressed them
• Consistent, planned interactions from CEO to end users – same messaging top to bottom

Key Takeaways

1. Total solution approach
2. Utilize cross Honeywell business
3. HUE team helps close deals

T&L PARCEL (Continued)

Challenges

• World's largest package delivery service operating in 200 countries delivering over 22M packages daily
• Loading 534 aircraft, 135,000 vehicles, operating in 1,800 facilities
• Operating in varied environments
• Multiple challengers
• High demand for innovation

What We Won

• CN85 (174,000)
• 8690i (65,000)
• PC/PM45's w/RFID - up to 100,000
• Operations Intelligence and HEM management

How We Won

• We make it our mission to know their business as well as they do
• We've positioned ourselves as an extension of their IT Systems engineering and innovation teams
• Recurring face-to-face meetings
• Anywhere, anytime commitment

Key Takeaways

1. Own the relationship, own the problems.
2. It's better to be in the saddle than underneath it, own the solution and drive the cadence
3. Be strategic in your approach

WAREHOUSE

Challenges

• To keep Zebra out since they still have a foothold with their handhelds being used for voice.

What We Won

• New stores business with our CT47
• Current Stores refresh of CT40's to CT47

How We Won

• Blocking an RFP by creating a strong commercial offer
• Strong relationships with customer
• Strong SA support to the customer
• Executive leadership relationships

Key Takeaways

1. Know your customer's needs
2. Get creative on commercial offer to solve their problems.
3. Start early and work closely with customer

WAREHOUSE (Continued)

Challenges

• New Global organization need for better visibility and control of the estate
• Standardization of Hardware and Services
• Integrating new companies

What We Won

• 10k units across various products – CK65, CT45, CW45, VM1A, PD45, PX65, RF4
• SOTI XSight for all devices
• Seagull Bartender for all Printers

How We Won

• Building a Global Honeywell team to serve customer consistently across regions
• Global Price Book to make it easier for them to purchase

Key Takeaways

1. Understanding Customer Challenges
2. Bringing real measurable benefits to customer
3. Upsell Software

WAREHOUSE (Continued)

Challenges

• Competitively bid against multiple providers
• Bid process started and stopped multiple times

What We Won

• 1,500 CT45XP

How We Won

• Understanding customer needs and delivering solution
• Multiple site visits to ensure collaboration
• Management engagement with customer and partner
• Ability to adjust to dynamic environment

Key Takeaways

1. Stay close to the customer
2. Relationships with decision makers make a difference
3. Successful product testing eliminates many hurdles

POSTAL

Challenges

• Needed a high performance scanner with custom settings to handle the unique read requirements on their POS system.
• All major competitors competed with aggressive pricing (lower than HON)

What We Won

• 26,000 Xenon 1950G

How We Won

• Enable 15+ custom settings and custom read feedback to host system through firmware modifications
• Provided superior and timely responses on the customization requests

Key Takeaways

1. Collaboration with POS system vendor extremely important to meet customer requirements
2. Being responsive to vendors and partners to create solution
3. Positive response to customization requests creates loyalty

T&L

Challenges

• We were the incumbent with the CT60 and Zebra attacked heavily on pricing to disrupt and try to take away customer

What We Won

• 1,800 x CT47
• Op Intel

How We Won

• Won through relationship and C-suite engagement for final bidding process.
• We also were very successful in our POC thanks to the SA team.

Key Takeaways

1. Put time and effort into getting the POC right! Be there on-site to make sure everything is done correctly
2. Never get complacent as the incumbent.
3. CT47 is a great device for T&L

T&L (Continued)

Challenges

• Customer was very price conscious
• Previous Zebra account and any issue could drive them back to competitor

What We Won

• 500 x CT47 with a further 1,000 as part of the rollout to remove all CT60s

How We Won

• Great customer engagement and stakeholder management.
• Positioned the CT47 at the right time of the CT60 lifecycle.

Key Takeaways

1. CT47 is a great T&L device
2. Our services have played an important role in retaining the customer business.

E-COMMERCE

Challenges

• Needed a mobile device refresh
• 5+ year Zebra incumbency
• Installed base of 40k Zebra TC52, 10k Zebra LI4278 and many printers
• High demand of increasing productivity

What We Won

• 8,000+ EDA52

How We Won

• Create dashboard to provide visibility of all deployed devices by partner
• Quick response to any queries during the evaluation
• Build relationship and confidence with IT team and frontline managers

Key Takeaways

1. Understand customer's pain point
2. Collaboration and partnership
3. Position Honeywell as total solution provider

T&L 3PL LOGISTICS

Challenges

• Customer is a price buyer
• Urovo & Zebra were well positioned
• Overcome incumbent relationship bias
• Many key decision-makers were pro Zebra / Urovo

What We Won

• 1,000+ EDA51/52 for 3PL warehouse
• Strengthens Honeywell's position as vendor of choice.

How We Won

• Ruggedness and performance of EDA5X were key vs Urovo DT50 and Zebra TC21.
• Strong partner relationship with customer leadership.

Key Takeaways

1. Strong collaboration with customer, and IT delivery partner.
2. Stay close to customer
3. Bring solutions
4. Strategic approach

MARINE PASSENGERS

Challenges

• Price oriented for Government account
• Zebra TC22 main contender
• Aftersales support for the 45 office branches and 115 terminal points

What We Won

• 215 + Unit EDA52 plus Op Intel and Service for 3 Years.
• Penetrate Honeywell position in the market as top-of-mind AIDC provider.
• Consideration for 2025 upcoming projects in the region

How We Won

• Performance and ruggedness of EDA52 were the key factor versus Zebra TC22.
• Close relationship and deep understanding for end customer needs.

Key Takeaways

1. Harmonious partnership and collaboration with end user customer.
2. One stop solution for customer operation.
3. Strategic approach with key decision maker.
4. Competitor price analysis.

Thank You