Map Merchant Group Karl-Johan Lindborg Executive Vice President

23 European countries from Norway to Spain and from Ireland to Russia Map Merchant Group > 20% market share

Facts (2006) Business structure Commercial print Office paper Specialities Sales volume 1,432 million tons Sales M€ Main operating companies 25 Employees 2414 Salesmen 1150 Warehouses 74 Stock tons Customer base Customer structure Printers, publishers, advertising agencies, industries, banks, insurance companies, converters, retailers Supply structure >100 of which 10 are key suppliers

Map’s Own Brands representing consistent performance, availability and standards of service UNCOATED PAPERS COATED PAPERS OFFICE PAPERS

Map Business Commercial printing papers 850,000 tons Papers for office environment 320,000 tons Specialities (board,digital,viscom) 230,000 tons −locally offering different services Our Target Sustainable Profitability by −developing and leveraging scale on the group level −differentiation on the operating company level through −entrepreneurially driven customer focus Key to Success −strategic and organic growth −close value chain partnership with the suppliers and customers −deep understanding of the customers’ business

Turnover M€ Operating profit % (before one-offs) Volume ‘000 ton ROCE % Key Figures e e

How did we do it? Map’s sales is 56% STOCK and 44% INDENT Our stock gross margin is 19.5% and indent gross margin 7.5% We have been 80% in commodity business

How did we do it? In order to reduce bulk sales, with no investments money available, we created tiger teams (Viscom, board, office, PMS) as resource banks and cross responsibilities between companies

How did we do it? Management through trust and delegation. No micromanagement Process driven by customer focused local cost conscious entrepreneurs! Combined with centrally managed scale 15 people in the head office

Strategy Personal Touch Differentiation through customer intimacy People Operations “Personal Touch” as a common nominator Regional & local initiatives Pan-European platform

KPI ROOC 15% Confident people through training and coaching! Measure customer profitability Customer loyalty surveys obligatory