Marketing & Purchasing

Print, Office and Viscom

Marcus GillioenMarketing & Purchasing

Director

Marketing & Purchasing what do we do ?...

Prepare & implement Marketing & Purchasing plans in order to increase the bottom line & reduce the cost base:

− Supplier and product optimisation generating better margins(front & back)

− Product management & promotion

− Develop e-Business (customer & supplier)

− Supply chain project implementation

Marketing & Purchasing process…

M&P Committee meeting every 6 weeks between Central team and Regional M&P Directors

Propose strategic direction to the Management Board

Define and implement plans for the decisions taken at Management Board

Monitor & follow KPIs − Ratio of strategic suppliers / back margin rate / e-

commerce rate (customer & supplier) / items reduction / supply chain project income / headcount evolution / marketing expenditure ratio /…

Transversal IPO process

Regional Marketing & Purchasing Directors

UK & Ireland

Andy Christian

Regional Marketing & Purchasing Directors

France & Switzerland

Hanspeter Ischi

Bertrand Senlis

Regional Marketing & Purchasing Directors

Benelux

Chantale De Bruyn

Regional Marketing & Purchasing Directors

Nordic Region

Steen Murmann

Regional Marketing & Purchasing Directors

Stefan Baumeister

BCEE Region (1):Germany, Austria and Slovenia

Regional Marketing & Purchasing Directors

BCEE Region (2):Baltics, Russia and Ukraine

Enn Kukk

Regional Marketing & Purchasing Directors

Alina Adamkiewicz-Krajewska

CSEE Region: Poland, Slovakia, Czech Republic, Hungary, Romania, Bulgaria and Turkey

Regional Marketing & Purchasing Directors

Juan Domingo Merino

Spain & Portugal

Regional Marketing & Purchasing Directors

South America: Luis Antonio Baeza

South Africa: David James

Asia (Image Paper JV with AW): Will Boon

Regional Marketing & Purchasing Directors

Central Marketing

Nicolas MalpieceJudith Davis

Joël ToremansLiz Wilks

Richard Champion

Central Purchasing

Jan Berbee

Pascal CussetDominique Assouline

Mike Whitehead

François-Régis Arhanchiague

Marketing & Purchasing Priorities 2008 Financial conditions

− Capture IPO synergies in Marketing & Purchasing− Leverage conditions between Antalis and Map group-wide− Benchmarking− Optimise % rate of purchases from strategic suppliers

Supply Chain− Continue rollout of Libra forecasting tool (including Map

companies)− Increase level of e-trading with our strategic suppliers

Supplier management− Manage the cooperation with key strategic suppliers: UPM, gPS,

IP, Mondi, Sappi, Stora Enso, MacTac, …− Manage the "special" relationship with ArjoWiggins− M-real Supply Agreement

M-real Supply Agreement

Coated additional volume (kt)

Office Papers additional volume− Grow DataCopy and Evolve by 20kt in 2008 and by further 20kt in 2009

− Split ⅔ DataCopy and ⅓ Evolve

France

UK

Germany

TOTAL

2008 2009 2010

20

15

6

40

25

20

15

60

30

25

25

80

Marketing & Purchasing Priorities 2008

Product Management− Redefine Product & Brand offer

Environmental strategy − Product offer and information support

− Developing towards Corporate sustainability approach

2007 YEE Antalis€k

Products: Paper, board, plastics, self adhesive products, laminates, films, fabrics…

Supply structure: >100 suppliers

Visual Communication

65,000

16,000

30,000

7,500

0

20,000

40,000

60,000

80,000

100,000

Turnover Gross Margin

Map

VisCom - Next steps

Business analysis

Where are we Today ?

Quick winsRationalise, payment terms; service fees…

Define, agree and implement Strategy 2008-

2012

VisCom in action…

Customers: Printers (offset, screen, digital), sign makers, display makers, exhibition, advertising companies, photo labs, corporate end users, government…

VisCom in action…