Packaging & International Key Accounts Hubert Royer Packaging & International Key Accounts Director

Primary, secondary and tertiary Europe secondary and tertiary distributed World, all products and channels ≈ 400 Distributed Packaging for Agriculture, Industries, Services ≈ 5 Packaging for Agriculture, Industries, Services ≈ Europe, all products and channels ≈ 100 Sources: Ernst & Young and other sources, Antalis estimates, in billion € Distributed - Print & Office ≈ 0,7 Packaging Markets Packaging distributors 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 specialists Packaging 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 Pack occasional ly 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%20,9Switzerlan d 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 film Other films Containers and inserts Equipment and machines Strapping Tapes (Including technical tapes) Stretc h 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 print Packaging for office (1) Antalis estimates, varies between countries (2) MPA surveys

Small and medium printers Approach in Print & Office Packaging Project launch- HQ Marketing & Purchasin g support Turnover Years “Refresh” knowledge Catalogues + e-marketing ≈400+ SKU Basic range of machines for printers Telesales training and incentives + Segment catalogues (Print & Office etc) One packaging catalogue Samples Field sales training and incentives + Office direct & trade + Our warehouses and main suppliers + Larger printers and 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, Holland Office papers and Print papers - France, UK, Benelux, Nordic, Germany

Packaging International Key Accounts etc Protective Packaging for electronics industry all over Europe (≈20 sites running) Protective Packaging for electronics designers and manufacturers in C&EE - Introduced by xpedx Specially 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 Klasser Sales Manager Packaging International Key Accounts Nicola Opitz Sales Director Dominique Bosse Platiere Hubert Royer Packaging & International Key Accounts Director