Foton Motor Overseas EI Construction Standards

1. Definitions Terminal Experience Identity is focused on customer experience. The visual environment, spatial environment, exhibition environment, and acoustic environment of the terminal will result in visual, behavior, and mental feelings of the customer, constitute the complete experience of the customer at the terminal, and thus realize brand recognition. EI is the integrated embodiment and application of mind identity (MI), behavior identity (BI), and visual identity (VI) systems of BIS at the terminal. The core carriers of EI are image identity design and behavior identity design of the terminal. 2. Classification and patterns of EI construction 2.1 Classifications The EI construction patterns for overseas sales terminals of Foton Motor can fall into the following four classes according to the image construction standards: Class A (standards 4S shops), Class B (functional 4S shops),and Class C (2S shops). Class A shop: i.e. standards 4S flagship shop, a channel terminal which integrate the sales, service, spare parts, and survey functions within the same building or in a store-in-front-of-shop mode. Class B shop: i.e. functional 4S shop, a channel terminal combination with separated repair workshop and exhibition hall. It realizes the sales, service, spare parts, and survey functions of the products of a certain band within the same city (city-wide 4S shop). Class C shop: i.e. 2S shop, a channel terminal that realizes the product sales and survey functions of a certain brand and meets relevant standards and requirements. 2.2 Patterns According to the business characteristics and actual situation of overseas business, the EI construction standards for overseas terminals of Foton Motor are preliminarily classified into 4 series: Passenger car EI construction standards: applicable to Midi/MP-X/View/SUP/SAGA Truck EI construction standards: applicable to Auman/Aumark/OLLIN/FL Conglomerate EI construction standards: applicable to terminals whose sites are used for conglomerate business of trucks and passenger cars at the same time. Can be further divided into two categories:
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p Storefront exhibition hall pattern: applicable to already established sales exhibition halls in which trucks and passenger cars are sold at the same time p Storefront exhibition hall + outdoor exhibition yard pattern: applicable to occasions where passenger cars are sold in indoor exhibition halls and trucks are displayed and sold outdoors 4 series of the EI construction standards for overseas terminals of Foton Motor Business Patterns Shop Yard Shop+yard Passenger car Truck Conglomerate

3. Categorization of EI construction standards Besides the intrinsic standards of image elements, hardware construction standards are also important for EI construction. Both types of standards are indispensable. Site evaluation elements Hardware construction standards EI construction standards Standards for uniform image articles and articles made or prepared by the distributor Sales storefront Site, facilities, equipment, environment, and staffing standards Site Service parts Staffing Exhibition hall layout EI image standards Image elements Matching facilities Environment of image shop (Below are detailed construction standards)
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3.1 Hardware construction standards:

Image class Business Standards Elements
National capital, regional capital, economical ly advanced city

Construction standards for Class A shops Passenger carshop Conglome rate-shop Conglome rate-shop+ yard

Construction standards for Class B shops Passenger carshop Conglome rate-shop Conglomer ate-shop+y ard
Mainly national capital, regional capital, economically advanced city

Construction standards for Class C shops Passeng er car shop

regional capital, second-tie r or third-tier economic ally advanced city Downtown , automobil e market district, area with heavy pedestrian flow, marketpla ce for competitiv e passenger car brands

Truck-yard

Truck-yard

Truck-yard

Conglome rate-shop

Conglomer ate-shop+y ard

Regional capital, economically advanced city of light industry, heavy industry, or mining industry suburb, automobile market district, areas near large logistic distribution centers, marketplace for competitive passenger car brands

Location

National capital, regional capital, economically advanced city

National capital, regional capital, economically advanced city, industrial city

National capital, regional capital, economicall y advanced city

National capital, regional capital, economicall y advanced city

regional capital, second-tier metropolis, city or town of light industry, heavy industry, or mining industry

Mainly national capital, regional capital, economical ly advanced city Outskirts, automobile market district, areas with heavy pedestrian or logistic flows, cluster area of internationa l passenger car brands

regional capital, second-tier or third-tier metropolis, city or town of light industry, heavy industry, or mining industry Outskirts, suburb, automobile market district, logistic distribution center, perimeters of plants & mines, roadsides of inter-city arterial highways, marketplace for competitive passenger car brands

Regional capital, economical ly advanced city of light industry

Site evaluation

Area

Downtown, automobile market district, area with heavy pedestrian flow, cluster area of 4S shops of international passenger car brands

Outskirts, suburb, automobile market district, logistic distribution center, perimeters of plants & mines, roadsides of inter-city arterial highways, cluster area of international passenger car brands

Outskirts, automobile market district, areas with heavy pedestrian or logistic flows, cluster area of internationa l passenger car brands

suburb, automobile market district, areas near large logistic distribution centers, cluster area of international passenger car brands

Downtown, automobile market district, area with heavy pedestrian flow, cluster area of 4S shops of international passenger car brands

Outskirts, suburb, automobile market district, logistic distribution center, perimeters of plants & mines, roadsides of inter-city arterial highways, cluster area of international passenger car brands

suburb, automobile market district, areas near large logistic distribution centers, cluster area of international passenger car brands

Outskirts, automobile market district, areas with heavy pedestrian or logistic flows, marketplac e for competitive passenger car brands

3 4 5 6 7 8 9 10 11 12 13 14 15 16 Service parts Yard Sales storefront Area

Premises (m2) -Total building area (m 2) -Yard area (m ) Functions Construction mode Storefront width (m) Usable area in the shop (m 2) Number of exhibition booths for sample cars in the shop Frontage width of yard (m) Area available for display 2 (m ) Number of exhibition booths for sample cars in the yard Area of repair workshop (including spare parts) (m 2) Area of spare parts section (m 2) Number of repair stations
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3000 1500 / 4S
Store in front of workshop

3000 / 1500 4S
Store in front of workshop

2000 1000 / 4S
Store in front of workshop

2000 1000 1000 4S

Store in front of workshop

2000 1000 / City-wide 4S

Separated store and workshop

2000 / 1000 City-wide 4S

Separated store and workshop

1200 800 / City-wide 4S

Separated store and workshop

1200 600 800 City-wide 4S

Separated store and workshop

1000 800 / 2S
Sales store

1000 / 800 2S
Sales store

1000 600 / 2S
Sales store

1000 400 600 2S

Sales store

25 500 4 / / / 1000 100 7

/ / / 30 500 8 800 100 5

20 300 3 / / / 500 100 5

15 300 3 20 300 5 500 100 5

20 300 3 / / / 500 100 5

/ / / 25 400 6 600 100 4

10 100 1 / / / 300 100 4

10 100 1 15 200 4 300 100 4

15 200 1 / / /

/ / / 20 300 4

10 100 1 / / /

10 100 1 10 150 3

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Image class Business Standards Elements 17 18 19 20 21 22 23 24 25 26 27 28 Staffing Grade of repair qualification Amount of spare parts in stock ($10,000) Number of general managers (shopkeepers) Number of full-time brand managers Number of customer relations managers Number of full-time salespersons Number of heads of maintenance station Number of technical identifiers Number of technical workers Number of spare parts planners Number of finance clerks Number of other personnel

Construction standards for Class A shops Passenger carshop Conglome rate-shop Conglome rate-shop+ yard

Construction standards for Class B shops Passenger carshop Conglome rate-shop Conglomer ate-shop+y ard

Construction standards for Class C shops Passeng er car shop Conglome rate-shop Conglomer ate-shop+y ard

Truck-yard

Truck-yard

Truck-yard

Authorized by Foton 3 1 1 1 5 1 1 15 1 2 7.5 1 1 1 4 1 1 12 1 2 As required 2.5 1 1 1 4 1 1 12 1 2 2.5 1 1 1 4 1 1 12 1 2 1.5 1 1 1 3 1 1 10 1 2

Authorized by Foton 4.5 1 1 1 3 1 1 10 1 2 As required 1.5 1 1 1 3 1 1 10 1 2 1.5 1 1 1 3 1 1 10 1 2 2 3 2 3 2 3 2 3 1 1 3 1 1 3 1 1 3 1 1 3

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3.2 Construction and acceptance standards for EI image elements: Notes: Required
N o. N o. Unifor m article (offere d by Foton) To be prepar ed by the distrib utor Passenger car EI image constructio n standards (shop) A B C Truck EI image constructio n standards (yard) A B C

Optional

Per actual situation

Item

Inspected element

Conglomera te EI image constructio n standards (shop) A B C

Conglomera te EI image constructio n standards (shop+yard) A B C

Notes

1 2 3 4

Modular roof sign Painted roof banner Bottom plate of roof sign Pylon sign

Uniform article. Upper eaves of roof sign shall be slightly higher than upper eaves of the bottom plate of roof sign. Lighting system shall be normal

Material: Aluminum pinch plate; color: Foton blue; no shedding Shall be installed at the main entrance with intact image and correct contents of indication Columns LOGO is located in the middle of the space between the upper and lower extension lines of the bottom plate of roof sign. Details are to be selected as per architectural form Distributors name shall be presented on the roof sign. Format of name: XXX (shop brand) franchised distributor (name of firm) sales (service) center XXXX

Columns LOGO

External environment

Plastic letters of distributors name Illuminated pole sign

Used to guide distant vision; a certificate proving the impossibility to install pylon sign shall be provided if it is not installed Either illuminated wall sign or the illuminated pole sign must be installed. Illuminated wall sign has to be installed if illuminated pole sign is not installed. Shall be erected in accordance with local regulations on outdoor advertisements. Impact protection strips installed 1.2m above the ground Floor-mounted stand, parking space sign, etc. Pained with Foton grey; grey scale 30% Floor of passenger car yard shall be hardened; floor of truck yard shall be paved with gravel Shall be exactly opposite to the main entrance of exhibition hall Provides guidance in the area; shall be installed in an easily-sighted position Made by combining background LOGOs according to certain proportions Brochures shall be placed in an orderly way and free of materials of other brands To be fabricated in accordance with corporate standards To be fabricated by the distributor; VI shall be properly used To be placed on both sides of reception desk

Illuminated wall sign

9 10 11 12 2 Showroom 1 2

Glass sticker Outdoor facility sign Outdoor wall surface Outdoor floor Position of functional area Facility sign (Suspended sign of Reception Area) single-side/double-side Reception wall Brochure display Reception desk Desk name plates Green plants

Reception area

3 4 5 6 7

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N o.

Item

N o.

Inspected element

Unifor m article (offere d by Foton)

To be prepar ed by the distrib utor

Passenger car EI image constructio n standards (shop) A B C

Truck EI image constructio n standards (yard) A B C

Conglomera te EI image constructio n standards (shop) A B C

Conglomera te EI image constructio n standards (shop+yard) A B C

Notes

1 2 Showroom area 3 4 5 6 7 1 2 3 4 5 1 2 Waiting area 3 4 5 6 1 Sales business transaction area (Class A only)

Facility sign (Suspended sign of Showroom Area) Show cars Specification stand Technical parameters sheet Roll-up banner stand POP hanging banner Pennant banners Facility sign (Suspended sign of Discussion Area) Brochure display Roll-up banner stand Business talks desks and chairs Desk name plates Facility sign (Suspended sign of Waiting Area) Brochure display Brand & product pictures Sofa, tea table, drinking fountain Multimedia System Green plants Facility sign (Suspended sign of Sales Business Transaction Area) Brochure display Brand & product pictures Business transaction desk Wall sign Chairs

/ / / / / / /

/ / / / / / /

/ / / / / / /

Provides guidance in the area; shall be installed in an easily-sighted position Promoted models with quantities in accordance with requirements of the company Uniform article; to be placed in the left front of show car Made according to VI template with the same data as that of show car

Provides guidance in the area; shall be installed in an easily-sighted position Brochures shall be placed in an orderly way and free of materials of other brands Each set includes 1 glass desk and 4 chairs. See Acceptance Standards for detailed quantities To be fabricated by the distributor; VI shall be properly used Provides guidance in the area; shall be installed in an easily-sighted position Brochures shall be placed in an orderly way and free of materials of other brands

Discussion area

Matching facilities are completed and work normally Equipment is intact; lines are unobstructed; both the equipment and lines work normally To be placed as required Provides guidance in the area; shall be installed in an easily-sighted position Brochures shall be placed in an orderly way and free of materials of other brands Uniform article; free of damages To be fabricated in accordance with corporate standards To be fabricated according to VI template Prepare at least 4 chairs

2 3 4 5 6

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N o.

Item

N o.

Inspected element

Unifor m article (offere d by Foton)

To be prepar ed by the distrib utor

Passenger car EI image constructio n standards (shop) A B C

Truck EI image constructio n standards (yard) A B C

Conglomera te EI image constructio n standards (shop) A B C

Conglomera te EI image constructio n standards (shop+yard) A B C

Notes

1 Administrati on area 2 3 4 1 2 3 Outdoor exhibition area Outdoor shed exhibition area 3 4 5 6 1

Spatial arrangement of office area Door plates Wall sign (corporate rules and regulations) Office furniture Outdoor exhibition shed Facility sign (outdoor floor stand) Show cars Specification stand Technical parameters sheet Pennant banners Uniforms of sales and management staffs Office paper/chest cards/business

Managers room, financial office, and business department are independent rooms Provides guidance in the area; shall be installed at the entrance of office area Organizational structure, business flow, and management rules shall be displayed on the wall; VI shall be properly used Equipment is complete and works normally To be fabricated in accordance with Fotons standards Provides guidance in the area; shall be installed in an easily-sighted position Promoted models with quantities in accordance with requirements of the company Uniform article; to be placed in the left front of show car Made according to VI template with the same data as that of show car

/ /

/ / / / / / / / / / / /

/ / / / / / / / / / / /

/ / / / / /

/ / / /

Western-style suits or uniform suits prepared by the distributor

Other 2

cards/notebooks/envelops/let ter paper/memo pads/paper cups Facility sign (Suspended sign of Service Reception Area) Total Care service signage Reception desk Desk name plates Wall sign Office equipment Facility sign (Suspended sign of Waiting Area) Brochure display Sofa, tea table, drinking fountain

To be fabricated according to VI template

Service business area Service reception area

1 2 3 4 5 6 Waiting area 1 2 3

/ / / / / / / / /

/ / / / / / / / /

/ / / / / / / / /

/ / / / / / / / /

Provides guidance in the area; shall be installed in an easily-sighted position 3-D LOGO combined according to certain proportions To be fabricated in accordance with corporate standards To be fabricated by the distributor; VI shall be properly used Business flow and management rules shall be displayed on the wall; VI shall be properly used Computers, telephones, and fax machines are complete and work normally Provides guidance in the area; shall be installed in an easily-sighted position Brochures shall be placed in an orderly way and free of materials of other brands Matching facilities are completed and work normally

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N o.

Item

N o.

Inspected element

Unifor m article (offere d by Foton)

To be prepar ed by the distrib utor

Passenger car EI image constructio n standards (shop) A B C

Truck EI image constructio n standards (yard) A B C

Conglomera te EI image constructio n standards (shop) A B C

Conglomera te EI image constructio n standards (shop+yard) A B C

Notes

4 5 1 2 3 6 Repair workshop 4 5 6 7 1 7 Spare parts warehouse 2 3 4 1 8 Service car 2 1 9 Other 2 3

Multimedia System Green plants Service roof sign Spatial partition Workshop environment Maintenance equipment Operating instructions Uniforms of repair workers Special repairs Spare parts management Spare parts placement Staffing Office equipment Exterior packaging of service car Number of service cars Repair qualification Corporate relationship Staffing

/ / / / / / / / / / / / / / / / / /

/ / / / / / / / / / / / / / / / / /

/ / / / / / / / / / / / / / / / / /

/ / / / / / / / / / / / / / / / / /

Equipment is intact; lines are unobstructed; both the equipment and lines work normally To be placed as required Modular roof signs must be installed where possible; shadow-cloth roof signs shall be fabricated in accordance with the corporate standards. Repair stations shall be separated from safety passageways with painted lines No obvious greasy stains or casually stacked spare and component parts. To be inspected one by one in accordance with acceptance standards. Old equipment shall be painted blue Operating instructions for important equipment shall be displayed on the wall; VI shall be properly used Uniform suits Whether to repair vehicles of other brands, especially of rival brand Warehouses for new and old spare parts shall be separated and must not be shared Spare parts shall be stacked in different areas and marked with labels according to their categories Full-time spare parts management staff shall be configured Computers shall be configured 1. Check if both sides of exterior package of the vehicle body are pasted in the correct direction, as they may easily get warped. 2. Check if VI is properly used for LOGO combination at the car doors Check if the number of service cars meet requirements in the Acceptance Standards On-site inspection of original copy of Highway Transportation Permit or brass plate of repair qualification On-site inspection of business licenses on the sales and service parts Check the roster of the distributor and verify the staffing

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 EI
1. EIExperience Identity EI BIS MI BI VI

2. EI 2.1 EI A 4S 4S 2S B C D A 4S sales service spare parts survey B 4S 4S C 2S D

2.2 EI EI //// EI ///FL

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 EI n n + EI 4 + EI EI EI EI

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1
- - - A -+ B + C -+ - D - -+

4S

4S

3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25

m - m2 -m2

3000 1500 / 4S 25

3000 / 1500 4S / / / 30 500 8 800 100 5

2000 1000 / 4S 20 300 3 / / / 500 100 5

2000 1000 1000 4S 15 300 3 20 300 5 500 100 5

2000 1000 / 4S 20 300 3 / / / 500 100 5

2000 / 1000 4S / / / 25 400 6 600 100 4

1200 800 / 4S 10 100 1 / / / 300 100 4

1200 600 800 4S 10 100 1 15 200 4 300 100 4

1000 800 / 2S 15 200 1 / / /

1000 / 800 2S / / / 20 300 4

1000 600 / 2S 10 100 1 / / /

1000 400 600 2S 10 100 1 10 150 3

400

500

400

400

1S

1S

1S

1S

m m m m m m
2 2 2 2

500 4 / / / 1000 100 7

20 1 1 1 5 1 1 15 50 1 1 1 4 1 1 12 15 1 1 1 4 1 1 12 15 1 1 1 4 1 1 12 10 1 1 1 3 1 1 10

30 1 1 1 3 1 1 10 8 1 1 1 3 1 1 10 8 1 1 1 3 1 1 10 1 1 3 1 1 3 1 1 3 1 1 3 1 1 3 1 1 3 1 1 3 1 1 3

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 - 1 2

A - 1 2 -+ 1 2 1 2

B 1 2 + 1 2 2 3

C -+ -

D - -+

26 27 28

1 2

1 2

2 3

2 3

2 3

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2EI

/ / / / / / / / / / / / / / / / / / / / / / / / / / / /

EI A

EI A B C

EI A

EI + A

1 2 3 4 5 1 6 7 8 9 10 11 12 2 1 2 3 4 5 6 7 1 2 3 4 5 6 7

LOGO POP

LOGO XXX XXXX( 1.2 30% LOGO VI VI

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EI A

D
/ / / / / /

EI A B C

EI A B C

EI + A B C

1 2 3 4 5 1 2 3 4 5 6 A 1 2 3 4 5 6 1 2 3 4 1 3 4 2 3 4 5 6 1

AV

/ / / / / /

1 4 VI

VI 4

/ / / / / /

/ / / / / /

/ / / / / /

/ / / / / /

/ / / / / /

/ / / / / /

VI EI VI

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EI A

C
/ / / / / / / / / / / / / / / / / / / / / / / / / / /

D
/ / / / / / / / / / / / / / / / / / / / / / / / / / /

EI A B C
/ / / / / / / / / / / / / / / / / / / / / / / / / / /

EI A B C
/ / / / / / / / / / / / / / / / / / / / / / / / / / /

EI + A B C
/ / / / / / / / / / / / / / / / / / / / / / / / / / /

2 1 5 2 3 4 5 6 1 2 3 4 5 1 2 3 6 4 5 6 7 1 7 2 3 4 8 1 2 1 9 2 3

///// // AV

VI LOGO, VI VI VI 1 2 LOGO VI

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