Packaging &International Key

AccountsHubert Royer

Packaging & International Key

Accounts Director

Primary,secondary

andtertiary

Europesecondary

and tertiarydistributed

World, all products and channels ≈ 400

Distributed Packaging for Agriculture,

Industries,Services ≈ 5

Packaging for Agriculture, Industries, Services ≈ 25 -

30

Europe, all products and channels ≈ 100

Sources: Ernst & Young and other sources, Antalis estimates, in billion €

Distributed -Print & Office

≈ 0,7

Packaging Markets

Packagingdistributors

focus

Wholesalers(Antalis UK,

Spicers France)

Producers & importers

Distribution Channels

Packaging specialist distributors

Generalists(Paxor,

Ambassador)

Catalogue Sales(Raja, Ratioform)

Specialists (Carton service, B+H,

Dekker)

Contract packers, social workers, OSD etc

Non specialistsPackaging distributors

OSD ( Office Depot, Antalis Iberia)

Paper merchants (Antalis)

Generalists (Manutan)

≈5≈20-25

Customers (P&O, Manufacturing, Services, Logistics etc.)

Sources: Antalis estimates – all figures in B.€

Distributed packaging market≈ 5 Mds in Europe

Segmentation

Semi professional

Professional

Highly technical

Packaging is essential

Packoccasion

ally

ComplexityProducts

Dedicated Solutions - Machines - Small volume at higher margin -

Standard products – No or simple machines

Print and

Office Occasional packer

Geographical Presence

Other channels (ie “Industrial packaging”)

Developed – 5 countries

“Print and Office channels”

Advanced – 3 countries

Starting – 7 countries

Key 2007 Financial Figures

40%4,829%20,9Switzerland

170,4

16,0

0,1

68,4

27,1

1,4

25,9

10,7

Turnover

Industrial Packaging

27%28,128%Total

23%11,529%UK & Eire

31%3,413%Iberia

19%1,725%Germany

34%3,031%France

14%2,618%C&EE

32%1,130%Benelux

25%Austria

GM rateTurnoverGM rateIn M.€

Packaging for Print & Office

Antalis Product Offer

Paper and cardboard Filling and

cushioning material

Corrugated Cardboard folding boxes

Protection against corrosion

Shrink filmOther

films

Containersand inserts

Equipment

and machines

Strapping

Tapes(Includingtechnical

tapes)

Stretch

film

Top categories in print & office

Packaging Long Term Objective

Main countries

Main distributed products

Main customers segments

Direct channels (National and International Key Accounts / Sales representatives / Telesales / e-commerce / Catalogue sales

Become one of the European leader in the distribution of packaging products and

services

Packaging for Print & Office Markets

Packaging for Print− Served by paper

merchants and specialists

− Narrow range (tape, boxes, strapping, films…) and machines

Packaging for Office − Mailroom packaging

− Sold by OSD - Wider range

− More difficult than packaging for print

Objective: Achieve a market share similar to the one achieved in paper

≈ 100 M.€

23%

77%

540 M€

160 M€

Packaging for printPackaging for office

(1) Antalis estimates, varies between countries (2) MPA surveys

Small andmedium printers

Approach in Print & Office Packaging

Project launch-

HQ Marketi

ng & Purchasi

ng support

Turnover

Years

“Refresh”knowledge

Catalogues +e-marketing

≈400+ SKU

Basic range ofmachines for

printers

Telesales trainingand incentives

+ Segmentcatalogues

(Print & Office etc)One

packagingcatalogue

Samples

Field salestraining andincentives

+ Office direct & trade + Ourwarehouses and main suppliers

+ Larger printersand Viscom

Example of Marketing tools

Print & Office catalogue

Internet site

Conclusions

Packaging market is showing good growth opportunities in most customer segments

Immediate actions to take in the“packaging for print & office” segment

International Key Accounts

Paper International Key Accounts

Office and recycled papers in France, Germany, Belux, Spain. Print papers in UK

Print papers in UK, France, Germany and Poland

Recycled office paper and opportunities for Print paper- Switzerland, UK, Germany, France, HollandOffice papers and Print papers- France, UK, Benelux, Nordic, Germany

Packaging International Key Accounts

etc

Protective Packaging for electronics industryall over Europe (≈20 sites running)

Protective Packaging for electronics designers and manufacturers in C&EE - Introduced by xpedxSpecially designed boxes to transport electronic equipment - Starting in 6 European countries

Packaging for European production sites (≈20 sites) - Starts January

Specific anti slip for pallets plus other material for European plants (≈40 sites) - Developing

2007: ≈ 4,5M.€ sales, +36% growth, 22% gross margin

Conclusions

Packaging and Paper Key International Accounts show sales growth potential

First contacts between MAP and Antalis confirm opportunities in office and print

Organization

Market Manager Packaging

Nicolas KlasserSales Manager Packaging International Key Accounts

Nicola OpitzSales Director

Dominique Bosse Platiere

Hubert Royer

Packaging & International Key Accounts

Director