Andrew Pylyp. Capital Market Day. Managing Director Wer liefert was? Stockholm 27. November 2006

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1 Capital Market Day Andrew Pylyp Managing Director Wer liefert was? Stockholm 27. November 2006 Wer liefert was? GmbH Capital Market Day, November 27,

2 Company History Media 1932 Business-to-Business Industrial Print Directory for Professional Purchasers Detailed Product-based Nomenclature with over Headings 1986 First CD-ROM 1995 Early Internet Entrance Wer liefert was? GmbH Capital Market Day, November 27,

3 Company History Geographic Coverage Operations: 1988 Austria 1989 Switzerland 1992 BeNeLux 1995 Czech Republic, Slovakia, Croatia and Slovenia Operations Alliances Databases Alliances: 1998 United Kingdom 2001 Sweden and Finland Databases: 1998 Italy and France Wer liefert was? GmbH Capital Market Day, November 27,

4 Company Repositioning 2004 Major Repositioning of Wer liefert was? Initiated: Discontinuation of Offline Products Supplier Search Engine International Geographic Focus National Target Market Extension Wer liefert was? GmbH Capital Market Day, November 27,

5 Pre-Repositioning Advertising Customers Germany (#) Wer liefert was? GmbH Capital Market Day, November 27,

6 Market Research Online Regional / National Precise Wer liefert was? GmbH Capital Market Day, November 27,

7 Strategic Positioning To the B2B Advertiser Wer liefert was? is a Supplier Search Engine which is suitable for Directional Online Advertising because it is used by Purchasers for supporting Commercial Purchasing Decisions and offers only Qualified Contacts because of its precise search capability. Wer liefert was? GmbH Capital Market Day, November 27,

8 Migration Challenges WLW Pre- Migration GAP Online Growth Model (1) No clear Positioning / diluted Identity Clear Positioning / focused Identity (2) User Service: Industrial B2B - Portal Comprehensive B2B - Search Engine (3) Vast Variety of Customized Offerings Limited # of Self-explanatory Offerings (4) Single Sales Channel Multiple Sales Channels (5) Customized Workflow Highly Automated Workflow (6) Functional Organization Structure Process Oriented Organization (7) Integrated European Presence Network of National Presences Wer liefert was? GmbH Capital Market Day, November 27,

9 Performance Indicators Productivity Improvement Usage Multiple Sales Channels Conversion Rates Customer Base Financials Wer liefert was? GmbH Capital Market Day, November 27,

10 Productivity Improvement Elimination of Order Processing Department Customers per (Order Processing) Employee Wer liefert was? GmbH Capital Market Day, November 27,

11 Productivity Improvement Discontinuation of Non-Core / Non-Profitable Operations Operations Alliances Databases Wer liefert was? GmbH Capital Market Day, November 27,

12 Productivity Improvement Online Data Verification 35% 35% Wer liefert was? GmbH Capital Market Day, November 27,

13 Usage User Service Wer liefert was? GmbH Capital Market Day, November 27,

14 Usage Number of Listings Sep % 212% Wer liefert was? GmbH Capital Market Day, November 27,

15 Usage Unique Visitors per month DACH, January - September % 226% Wer liefert was? GmbH Capital Market Day, November 27,

16 Usage User Generated Content Self-Registered Companies per Month Pre-Relaunch Relaunch March 2005 Post-Relaunch 100% 543% Wer liefert was? GmbH Capital Market Day, November 27,

17 Multiple Sales Channels High Touch Lower Touch High Cost Lower Cost Premise Tele Sales Online 100% 80% 53% 40% 19% 7% Wer liefert was? GmbH Capital Market Day, November 27,

18 Conversion Rates New Customers: New Target Group Premise Tele Sales 12,0% 7,1% 2,1% 0 0,7% Wer liefert was? GmbH Capital Market Day, November 27,

19 Conversion Rates - Online Renewal Existing Customers 10,5% 3,4% Wer liefert was? GmbH Capital Market Day, November 27,

20 Customer Base New Customer Acquisition (#) Sept Wer liefert was? GmbH Capital Market Day, November 27,

21 Customer Base Total Customers (#) Sept Wer liefert was? GmbH Capital Market Day, November 27,

22 Financials Impact of deferral method Customer Acquisition Revenue Timeline Wer liefert was? GmbH Capital Market Day, November 27,

23 Financials 3300 Revenue Development k Turning Point Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep *Normalized Actual Trendline Wer liefert was? GmbH Capital Market Day, November 27,

24 Financials Underlying EBITDA Margin in % of Revenue* 26% 10% 15% 18% Rolling 12 Months** *Excl. Discontinued Operations ** Period October 2005 to September 2006 Wer liefert was? GmbH Capital Market Day, November 27,

25 is poised to create Significant Shareholder Value Wer liefert was? GmbH Capital Market Day, November 27,

26 Thank You Wer liefert was? GmbH Capital Market Day, November 27,

27 Wrap up Tomas Franzén

28 Concluding remarks Objectives Revenue growth of 3-5 percent Leverage on strong Nordic market position Stabilise print Accelerate online growth Sales force management Product innovation ROI selling Good, sustainable margins and cash flow Cost savings program Group synergies Healthy EBITDA in all markets Dividends to shareholders 75 percent of net income An efficient capital structure Deliver on dividend policy The Board will continuously evaluate the appropriate leverage 161

29 Författare: 162

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