1 – The winter market

2 – Consumer expectations

Who are our high-performance consumers?

• They need to control their vehicles like they control their lives.• They have a very emotional connection to their vehicles.• They like to take pleasure in driving and in maintaining their vehicles.

… … and what are their expectations regarding tyres?

They look for a tyre that optimizes the performance of their vehicles.

And in winter?

• They want to anticipate changes in climate• They want to feel protected and take all the necessary precautions• They want to be responsible citizens who respect the law• In general, they follow the advice and instructions of their dealers• They can’t imagine not enjoying the use of their vehicle in winter

They do not drive the same way, they are looking for safety

MICHELIN: the expertise of winter safety

• In line with the work done on accidentology with the VÜFO (Research Institute of the University of Dresden specialized in road accidents).

• Michelin has interviewed more than 4,000 consumers in France, Germany, Sweden, Russia, Canada, asking them to describe their experiences of winter driving.

• Nearly 12,000 situations of "loss of control" were identified and analyzed.

Whatever the conditions

Covered in fresh, powdery snow.

Covered in slush, semi-liquid, melting snow.

Covered in compact, hard snow.

Covered in shiny, frozen snow, defrosted then re-frozen.

Partially snow-covered, the road appears thanks to the vehicle tracks.

SAFETY

MOBILITY

Consumer’s hierarchy of needs

I can change lanes, and drive on all types

of surfaceCONTROL

I can do a hill start

4x4 ++

I can brake and stop

I can take a corner

3 – The MICHELIN answer

Two ranges to meet consumer needs

The newMICHELIN PILOT ALPIN

tyre

power in total safety, winter after winter.

The newMICHELIN LATITUDE ALPIN

tyre

mobility in total safety, winter after winter.

The MICHELIN winter technologies

MICHELIN PILOT ALPIN2 tread patterns suited to all requirements

A tread pattern optimized to respond to the large range of powerful vehicles on the

market

Asymmetrical tread pattern

A tread pattern corresponding to a Porsche-specific balance of performances

Directional tread pattern

Tread with a large number of ridges* and more sipes**

Benefits:Traction & braking on snow and ice

* On average compared to the previous range:+ 30%-MICHELIN Latitude Alpin, +25% - MICHELIN Pilot Alpin** on average compared to the previous range:+70%- MICHELIN Latitude Alpin, +135% - MICHELIN Pilot Alpin.

Deep sipes designed in three dimensions, set out at variable angles allowing:- more ridges for greater traction- the tyre to break the water film and to run on a dried road- increased rigidity in the rubber blocks

Benefits:• Grip• Driving precision

The 3rd generation of the Heliocompound rubber mixture.A new rubber mixture formula based on silica and using sunflower oil*, for better grip in cold weather.

Benefit: Better grip on wet roads, on snow and ice* Michelin patent

An optimum alliance- between a deep-cut tread (Maxi-Edge) for

greater grip on winter roads, but with interlaced elements (Stabiligrip sipes) to ensure optimum rigidity for greater driving precision

- and a flexible rubber mixture for better grip on wet and icy roads that keeps its elasticity even at low temperatures (HelioCompound 3G)

MICHELIN Pilot AlpinPower in total safety, winter after winter

MICHELIN Pilot Alpin: No. 1 for safety in winter conditions (1),

winter after winter- Greater safety: it brakes 2 metres shorter on wet roads (2)

- Greater control: the best lateral grip on snow and the best handling on wet roads (3)

- Greater mobility: the best traction on snow and ice (3)

Plus the excellence of MICHELIN tyres in longevity and fuel saving.

(1) Pilot Alpin PA4 ranked best over the average performances for braking, traction, handling and lateral grip, on wet, snowy and icy roads, compared to those of its main competitors. (2) On average, compared to its main competitors in the European market (80-0 km/h). TÜV Süd 2012 tests on 245/40 R 18 V, with the tyres available and purchased on the European market in Nov. 2011. (3) Compared to its main competitors on the European market. TÜV Süd 2012 tests on 245/40 R 18 V, with the tyres available and purchased on the European market in Nov. 2011.

75.0

95.0

Balance of performancesMICHELIN PILOT ALPIN

WET BRAKING

WET HANDLING

SNOW BRAKING

SNOW HANDLING

SNOW TRACTION

ICE LATERAL GRIP

ICE TRACTION

Concurrent AConcurrent BConcurrent CConcurrent DConcurrent EConcurrent FMICHELIN PILOT ALPIN

ICE BRAKING

Tests TÜV Süd Automotive 2012 on dimension 245/40 R 18 V.

MICHELIN Latitude AlpinMobility in total safety, winter after winter

MICHELIN Latitude Alpin: No. 1 for safety in winter conditions (1),

winter after winter- Greater safety : it brakes 2 m shorter on snowy roads and 4 m shorter on icy roads(2).

- Greater control: the best lateral grip on snow and on icy roads(3).

- Greater mobility: the best traction on snow and ice (3)

Plus the excellence of MICHELIN tyres in longevity and fuel saving.

(1) Latitude Alpin LA2 ranked best over the average performances for braking, traction, and lateral grip, on wet, snowy and icy roads, compared to those of its main competitors. (2) On average, compared to its main competitors in the European market (50-0 km/h). TÜV Süd 2012 tests on 235/65 R 17 H, with the tyres available and purchased on the European market in Nov. 2011. (3) Compared to its main competitors on the European market. TÜV Süd 2012 tests on 235/65 R 17 H, with the tyres available and purchased on the European market in Nov. 2011.

75.0

95.0

Balance of performances MICHELIN LATITUDE ALPIN

Tests TÜV Süd Automotive 2012 on dimension 235/65 R 17 H.

WET BRAKING

WET LATERAL GRIP

SNOW BRAKING

SNOW TRACTION

SNOW LATERAL GRIP

ICE LATERAL GRIP

ICE TRACTION

Concurrent AConcurrent BConcurrent CConcurrent DMICHELIN LATITUDE ALPIN

ICE BRAKING

Dimensions availablefor the new MICHELIN Pilot Alpin

2012 201317'' 18'' 19'' 20'' 21"

235/45 R17 V 225/40 R18 V,W 225/35 R19 W 235/35 R20 W 245/30 R21 W235/55 R17 H,V 235/40 R18 V,W 225/40 R19 W 245/35 R20 V,W 295/25 R21 W245/45 R17 V 235/45 R18 V 235/35 R19 W 255/35 R20 W

245/55 R17 V 235/50 R18 H,V 235/40 R19 V,W 265/30 R20 W

245/40 R18 V,W 235/45 R19 V 265/35 R20 W245/45 R18 V 245/35 R19 W 275/30 R20 W245/50 R18 V 245/40 R19 V 275/35 R20 W255/45 R18 V 245/45 R19 W 285/30 R20 W

255/35 R19 V 295/30 R20 V,W255/40 R19 V

265/40 R19 V,W275/30 R19 W275/40 R19 W285/30 R19 W285/35 R19 V

17'' 18'' 19'' 20'' 21"235/50 R17 V 215/45 R18 V 255/45 R19 V,W 255/40 R20 V,W 255/30 R21 V245/40 R17 V 225/45 R18 V 265/35 R19 W 285/35 R20 V 255/35 R21 W

225/50 R18 V 285/40 R19 V,W 295/25 R20 W 265/30 R21 W235/55 R18 V 295/30 R19 W 295/35 R20 W 295/30 R21 W255/35 R18 V

255/40 R18 V265/35 R18 V265/40 R18 V

NEW!NEW!

Dimensions availablefor the new MICHELIN LATITUDE ALPIN

2012

2013

16" 17" 18" 19" 20" 21"215/70 R16 104H XL 225/60 R17 103H XL 225/60 R18 104H XL 235/50 R19 103V XL 245/45 R20 103V XL 265/45 R21 104V

225/65 R17 106H XL 235/60 R18 107H XL 255/50 R19 107V XL 255/45 R20 105V XL 275/45 R21 110V XL

235/60 R17 106H XL 255/55 R18 109V XL 255/55 R19 111V XL 255/55 R20 110V XL 295/35 R21 107V XL

235/65 R17 108H XL 265/60 R18 114H XL 265/50 R19 110V XL 265/45 R20 108V XL 245/65 R17 111H XL 275/45 R20 110V XL 255/60 R17 110V XL

NEW!

16" 17" 18" 19" 20" 21" 235/55 R18 104H XL 255/60 R19 113V XL 255/50 R20 109V XL 265/40 R21 105V XL

235/65 R18 110H XL 275/40 R20 106V XL 295/40 R20 110V XL

NEW!

APPENDIXWinter segmentation

Simplified MICHELIN Winter Passenger car segmentation

City cars

Icy roads Snow/wet roads

High-performance vehicles

MICHELIN X-ICE

NORTH

MICHELIN ALPIN

MICHELIN PILOT ALPIN

MICHELIN X-ICE

Simplified MICHELIN 4x4 Winter segmentation

City cars

Snow/wet roads

High-performance vehicles

MICHELIN LATITUDE

ALPIN

MICHELIN LATITUDE

X-ICE

MICHELIN LATITUDE

X-ICE NORTH

Icy roads