FYC Meeting / Salzburg 17.4.2008. Marc Willer ITW Befestigungssysteme GmbH 2 Slovenia Area - 20,273 km ² Population - 2008 estimate 2,023,358 Currency:

FYC Meeting / Salzburg 17.4.2008

Marc Willer ITW Befestigungssysteme GmbH 2

Slovenia

• Area - 20,273 km²

• Population - 2008 estimate 2,023,358

• Currency: - Euro


Slovenia

• Existing sales structure• Responsible sales person: Tomaz Derencin

• Dealer:– LMM Professionell (Ljubljana)– A. Kornhauzer d.d.o. (Ljubljana)

• Others:– Lesnina (Roofing – Importer of Gerard Roofing Systems of NZL)– Hosekra (Roofing – Importer of similar-cheaper copies of

Gerard –Roofing Systems)

• Direct customers– ITW products present at all major large pre.fab. housing

customers


Croatia

• Area – Total 56,542 km²

• Population– 2008 estimate 4,453,500

• Currency– Kuna


Croatia

• Existing sales structure• Responsible sales person: not defined yet

• Dealer:– Peal (former haubold exclusive distributor, exclusivity to be

cancelled)– Comet (Key dealer for Spit – highly interested to add haubold –

evaluated to be very prosperous)

• Others:– Lesnina (Roofing – Importer of Gerard Roofing Systems of NZL)– Polo Commerce (Roofing - Importer of Roser roofing systems

from South Korea)


Serbia

• Area - Total 88,361 km²

• Population– 2002 census 7,498,000

• Currency– Dinar


Serbia


• Dealer:– Magnat (existing Spit / Paslode Dealer)– Pregis (Nail producer: sold haubold products – might become

another partner)– Comet (plans to open a branch office including warehouse in

Serbia)

• Direct customers– Few direct haubold customers buying haubold products in

Germany– Large wooden house industry – great potential


Bosnia

• Area: – Total 42,000 km²

• Population– 4,377,000

• Currency: - KM (konvertible Mark)


Bosnia


• Dealer:– No active dealer network yet)– Comet negotiates formal legislative necessities with

authorities. Plans to open branch office with warehouse by the end of 2008 / beginning of 2009

• Direct customers– None


Montenegro


• Population– Total 684,736

• Currency– Euro


Montenegro


• Dealer:– No active dealer network



Macedonia


• Population– 2006 total 2,038,514

• Currency– Macedonian Dinar


Macedonia





Kozovo


• Population– 2007 total 2,100,000


Kosovo





Conclusions - Summary

• Slovenia:– Existing well established sales organization

• Croatia– Existing established sales organization with key dealers– Requires a lot of extra training

• Serbia– Difficult market, great potential in key customers– Comet is able to open the market substantially

• Bosnia– Market not endeavoured yet– Great potoential for wooden house industry– Comet is able to open the market substantially

• Montenegro, Macedonia, Kosovo– Difficult Markets, no existing sales structures


Action plan and risks

Proposal• 1 additional sales person in Croatia

– Hire one person employed at Comet an share costs– Substantial training by ITW

• Products, standards, quality highlights, value add– Practical support in the field through Tomasz Derencin– Responsibility for Croatia and Bosnia and eventually Serbia

• Risks– Finances: all countries suffer under financial weakness– Manpower: difficult to find qualified sales personnel– Austrowaren: competes heavily with original/genuine product

at lower cost price

FYC Meeting / Salzburg 17.4.2008. Marc Willer ITW Befestigungssysteme GmbH 2 Slovenia Area - 20,273 km ² Population - 2008 estimate 2,023,358 Currency:

Documents

population total

currency dinar slide

currency kuna slide

direct haubold customers

serbia area total

serbia direct customers

montenegro area total

croatia area total