1. Terberg Benschop B.V. in Turkey EXIT

2. What is Terberg The history of Terberg How is our sales organized Our experience in Turkey Introduction:

3. Organisation structure Per 01-01-2012 Real estate Leasing/Rental Other activities Industrial sector

4. Picture Gallery Terminal Tractors

5. Picture Gallery RoRo Tractors

6. 1935-1940: 3rd Generation Terberg starts as blacksmith. After 2 nd world war start with modifying old army trucks History 1915: Willem George Terberg takes over the business from his father 1869: Johannes Bernardus Terberg started as blacksmith in Benschop

7. * 1973: First Terminal Tractor built by Terberg for customer Burger in Rotterdam * Seventies and eighties Cooperation with Planmarine * Nineties onwards: Country per country our own distributor direct History

8. World-wide sales and support of Terberg tractors organised through: 1.Sales department at factory in Benschop, Holland. 2.Independent network of exclusive distributors in the world. The distributor provides professional sales- and after-sales support. 3.In UK, Germany, Belgium, U.A.E. we have our own companies that act as our distributor for that country 4.Joint Venture in Malaysia

9. Finding a distributor in Turkey Looking via contacts that are in the same market Go there, talk to the final customers Check if the potential distributor is good in after sales support

10. Our distributor in Turkey Contact since 2003/2004 Contact via manufacturer of Fork lifts that they represent → Good reference Growth during the years Last year due to big order fourth biggest sales volume country

11. What is special in Turkey: When new in Turkey you will be positively surprised First build up the relationships Questions about children/family are welcomed Also Turkish history is a good topic Avoid politics Personal contact is very important In general Turkish people do business with people they like Expect negotiations and again and again Prepare your proposal well If possible prepare it with graphics and visual explanations Pushing for the order will work against you Take your time

12. What is our experience: Regular contacts and visits are needed After sales has to be followed up strictly We have a distributor contract, but in many cases they prefer to act as an agent In general: WE ARE HAPPY WITH THE BUSINESS IN TURKEY!