1. PROPRIETARY AND CONFIDENTIAL1
@MAKERBOT • MAKERBOT.COM • EU.MAKERBOT.COM
How to enter Europe
Alexander Hafner, General Manager, MakerBot Europe
European Entrepreneurship & Innovation @ Stanford Engineering
February 2 2015

2. PROPRIETARY AND CONFIDENTIAL2
How I did start with MakerBot
MAKERBOT
Alexander Hafner- General Manager MakerBot Europe
1985-1988 STUTTGART UNIVERITY - mechanical engineering
1988 HAFNER’S BÜRO – Entrepreneur
Consulting, implementation and training for CAD, PDM-
solutions for architecture and engineering.
Authorized Autodesk Reseller
2004 AED STUTTGART - Cofounder
nonprofit association for architecture, engineering, design
2011 MAKERBOT - Distributor for Germany
2012 AUTODESK - Authorized consulting partner
2013 MAKERBOT - Distributor Central & East Europe
2014 ACQUISITION - MAKERBOT - Europe GmbH & Co. KG
CARVEOUT – HAFNER’S BÜRO GmbH - Owner

3. PROPRIETARY AND CONFIDENTIAL3
Were MakerBot did start
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Stuttgart – Germany
Country Germany
State Baden-Württemberg
Founded 10th century
Subdivisions 23 districts
Total 207.36 km2 (80.06 sq mi)
Elevation 245 m (804 ft)
Population Town Total 597.939
Town Density 7.500/sq mi
Region 5.400.000
Region 5.900 sq mi
Region Desnity 890/sq mi
Time zone CET/CEST (UTC+1/+2)
en.wikipedia.org/wiki/Stuttgart
en.wikipedia.org/wiki/Stuttgart_Metropolitan_Region

4. PROPRIETARY AND CONFIDENTIAL4
Global Sales Market
$ 3.1 B $ 12.5 B $ 21.0 B
2013 – Actual 2018 2020
Source: Wohlers Associates, Inc
CAGR 42 % CAGR 30 %
MAKERBOT
Estimated market for Additive Manufacturing Solutions

5. PROPRIETARY AND CONFIDENTIAL5
0
2.000
4.000
6.000
8.000
10.000
12.000
14.000
16.000
Americas APAC EMEA
Enterprise
Consumer
72%
27%
1%
Up to $10,000
$10,001 - $100,000
Over $100,000
Q2 2014 global shipments of 3D
printers by price band
Q2 2014 global shipments of 3D printers
by region and end-user segment
We cover the good selling segments
MAKERBOT

6. PROPRIETARY AND CONFIDENTIAL6
We cover the strong B2B Markets
563
254 230
54 50
42
119
709
499
355
60 59
106
313
0
100
200
300
400
500
600
700
800
Manufacturing
Industry
Government Services Building &
Architecture
Craftsmanship Retail Consumer
Leads Customers Convertion rate
79%
51%
65%
90% 85%
40%
38%
80%
Manufacturing
Government
Service
Building
MAKERBOT

7. PROPRIETARY AND CONFIDENTIAL7
0
500
1000
1500
2000
2500
3000
3500
$0 $5.000 $10.000 $15.000 $20.000 $25.000 $30.000 $35.000
Price
Mini
Replicator
Z18
Mojo Uprint SE
Uprint SE+
BST1200
Elite
SST1200
BuildVolume
We reach out into the markets today and tomorrow
MAKERBOT

8. PROPRIETARY AND CONFIDENTIAL8
The Vendors in the industry
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9. PROPRIETARY AND CONFIDENTIAL9
MAKERBOT
3D ECOSYSTEM
The MakerBot 3D Ecosystem
sets the standard in making
user-friendly 3D printing and
Real Time Prototyping
accessible for everyone.
MAKERBOT
An innovative Story

10. 10 PROPRIETARY AND CONFIDENTIAL10 PROPRIETARY AND CONFIDENTIAL
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The Ecosystem Elements
HARDWARE ACCESSORIES APPS FILAMENTS SOLUTIONS PEOPLE DESIGNS

11. PROPRIETARY AND CONFIDENTIAL11
Gartner’s Hype Cycle Analysis Of The 3D Printing Market
The Ecosystem for The Hype
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12. PROPRIETARY AND CONFIDENTIAL1212 PROPRIETARY AND CONFIDENTIAL
MAKERBOT
REPLICATOR Z18
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REPLICATOR MINI
MAKERBOT
REPLICATOR
> 75.000 MakerBot Printers sold
> 500.000 files on Thingiverse
+100.000 Thingiverse items a year
The Printers
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13. PROPRIETARY AND CONFIDENTIAL13
Easy to replace
Sends notifications to
MakerBot Desktop and
MakerBot Mobile apps
Detects filament absence
and automatically pauses
your print
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The Replicator Smart Extruder

14. PROPRIETARY AND CONFIDENTIAL1414 PROPRIETARY AND CONFIDENTIAL
1 Prepare for Printing
2 MakerBot Cloud Library
3 3D Print Monitoring
4 Thingiverse
MAKERBOT
MakerBot Desktop & Mobile
Mobile access to
MakerBot Cloud Library
Explore and print
from Thingiverse
Mobile monitoring
via on-board camera

15. PROPRIETARY AND CONFIDENTIAL15
Design
14 Days
Assemble
5 Days
Machine
1-10 Days
Waiting for Parts Delivery
30-40 Days
Traditional Process
Design & MRTP
5-10 Days
Print
1 Day
Assemble
5 Days
Rapid Manufacturing
Iteration Print Test Fit
MakerBot Real-Time Prototyping
MakerBot Real-Time Prototyping MRTP
enables efficiency in the design process:
Multiple design iterations during earlier
phases of process conserve resources,
saving users time and money whether they
use traditional prototyping methods, or are
already AM users.
MAKERBOT
MakerBot Real Time Prototyping

16. PROPRIETARY AND CONFIDENTIAL16
Berlin
DEUTSCHLAND
Luxemburg
The Blue Banana
MAKERBOT EUROPE
en.wikipedia.org/wiki/Blue_Banana
The area with the
highest concentrations
of people, money and
industry in Europe

17. PROPRIETARY AND CONFIDENTIAL17
Where we are now
MAKERBOT EUROPE
Working committed
to European channels
28 Countries covered
52 Authorized Resellers
Increasing every day

18. PROPRIETARY AND CONFIDENTIAL1818 PROPRIETARY AND CONFIDENTIAL
MakerBot Europe
Providing customer Hotline
Supporting Distributors employees
Onboarding and evolving resellers
Authorized MakerBot Service Centers:
handle warranty and repairs
MakerBot and Service Centers support the channel
MAKERBOT EUROPE

19. PROPRIETARY AND CONFIDENTIAL1919 PROPRIETARY AND CONFIDENTIAL
MakerBot Europe MakerCare – Service Package
MakerCare is in a box product
MakerCare is a Hotline and an advanced service
plan
MakerCare will provide additional Support to
Customer and a hassle free ramp up for Resellers
MAKERBOT EUROPE
Hotline secures ongoing customer satisfaction

20. PROPRIETARY AND CONFIDENTIAL20
Selling through a 2 Tier Channel Modell
MAKERBOT EUROPE
PLATINUM
CUSTOMER
Full customer satisfaction – best user experience
Product Sales Marketing TrainingSupport & Service
GOLD
Resller
SILVER
Resller
RETAIL OEM
DIRECT
DISTRIBUTION

21. PROPRIETARY AND CONFIDENTIAL2121 PROPRIETARY AND CONFIDENTIAL
For giving first information
www.makerbot-reseller.zone
For applying resellers
Online application form
For onboarding resellers
Web based education
Online tests
Hands on trainings
Requirements
Reseller Zone multiplying channel fast
MAKERBOT EUROPE

22. PROPRIETARY AND CONFIDENTIAL2222 PROPRIETARY AND CONFIDENTIAL
Marketing - Localizing portfolio will boost sales
Campaigns
Samples
Event
Content for website
Branding
Channel
References
Press
MAKERBOT EUROPE

23. PROPRIETARY AND CONFIDENTIAL2323 PROPRIETARY AND CONFIDENTIAL
8105
follower
Cross & net reach with: events, social, press
Nothing without Social ....
63.661
Likes
12 events
Gross
reach:
650.000
MAKERBOT EUROPE

24. PROPRIETARY AND CONFIDENTIAL24
Overall lead time may much higher than you think
Prepare on operation early (entity, legal, bank,…)
Don’t assume to get DD data fast
But assume misunderstandings
Talk to authorities and cambers to get local knowledge
It’s about the right European team
Don’t move if you are uncertain
It’s all about your product
Don’t load the merger with assets not needed
The DD process - Message to run a successful merger
MAKERBOT EUROPE

25. PROPRIETARY AND CONFIDENTIAL25
Don’t sell directly from the US into Europe if you need the Channel
Look into regulations (Warranty, Recycling, Legal, Staff,…)
Budget with European cost structures (Warranty, Shipping,
Translation,…)
If you have to grow look into hiring good staff early
Be aware of currency relates topics and market price changes
Look into local competitors and their networks
The PMI process - Lessons learned with building MakerBot Europe
MAKERBOT EUROPE
TOYOTA CONCEPT CAR!
When Toyota showed off their flashy FT-1 concept car in New York City, we
were there 3D printing scaled-down replicas as giveaways for visitors.

26. PROPRIETARY AND CONFIDENTIAL26
B e s t p e o p l e F i g h t f o r y o u r i d e a s
C r e a t e i n s a n e l y e x p e r i e n c e s
B e s t p r o d u c t s S e l l w h a t y o u l o v e B e s t
c u s t o m e r e x p e r i e n c e
T h i n k d i f f e r e n t
D r e a m b i g B e s t
c o m m u n i c a t i o n
W o r k h a r d
F U L L S P E E D A H E A D
MAKERBOT EUROPE

27. PROPRIETARY AND CONFIDENTIAL27
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