Philippe CLERGET Chairman and CEO Groupe Industrie Services Info

What is GISI ? APROVIA Group N°2 B2B publisher in Europe N°1 in France 70 Magazines 104 Trade Shows (Industry and Services) GISI 8 publications leader R 60 M€ (Construction and Local Authorities) L’Usine Nouvelle Moniteur Group Industry Weekly Industrie &Technologies Technology Monthly Test Group (IT) Emballages Magazine Packaging Weekly (Agriculture and Food Processing) France Agricole Group Biotech Info Biotechnology Weekly LSA Retail Weekly International Press (UK, Italy, Spain) L’Argus de l’Assurance Insurance Weekly Exposium (Trade Shows) L’Echo Touristique Travel Weekly NéoRestauration Catering Monthly

EUROPEAN BUSINESS PRESS An unchallenged leadership : as business information source for European managers High Added Value : Business Press Internet Trade Shows Source : European Survey 2001, conducted by IPSOS for the French Business Press Association) Conferences Mailings Qualities % OK Credible 83% Useful 81% Easy to read 69% Helps to develop job skills 68% The French Business Press is characterised by a paid circulation model : Subscription + Newstands : 30% of revenues, favoring high value-added content publication. (France credibility index : 92 vs 83 Europe)

INFORMATION 2000/2003 : What is new ? The example of the GISI Group New information activities 1 - e-newsletters 2 - Conferences 3 - Training 4 - Book publishing / Databases Thanks to the internet double trauma, we have rethought our way to deliver business information, depending on : Its periodicity (daily, weekly, monthly, yearly) Its use (news, know-how, info service, must have …) Its added value An opportunity to enlarge our information territory and increase information revenues. The end of the “one-stop shopping” publication concept.

1- E-Newsletters Reinforce news info coverage 1 newsletter / brand Periodicity : daily when associated to a weekly, weekly when associated to a monthly Circulation : Free, for print subscribers (but paid in 2004) Qualified, for three months subscription Else, paid (low fare 50€/y) Create, launch, market, develop use, sell …. the process needs time

2- CONFERENCES Conferences ~ 13 average speakers/conferences Department created in 2000 30 1-day conferences on a yearly basis Branded by publications From “high speed machining” to “category management” ~ 13 average speakers/conferences ~ 120 attendants (average) ~ 750€ registration fee

2- CONFERENCES Congresses 2 acquisitions in 2001 CIR International Catering Convention (250 attendants. 2 days) REAVIE International Reinsurance Convention (350 attendants. 2 days) + LSA Marketing Forum + Operator, of the European Automotive Industry International Congress (June 2003)

3- TRAINING Created in 2000, launched in 2001 A catalogue of 250 training sessions Positioning Multi-Companies Short time sessions For big and medium size companies 500 customers – 1 000 participants Expertise : - from technical (“flexible packaging”,“selling to retail chains”) - to managerial (“how to build a business plan”)

4- BOOK PUBLISHING / DATA BASES 11 Business Directories at least 1/ brand 3 Atlas (in-depth information) Industrial plants Retail stores Engineering departments { Company / Activities / Managers } ≠ excluding { Business Units / detailed info } { Contacts } Direct Marketing Services Surveys … next step ! + Added value

STRATEGY The so called “Brand Extension” strategy is not a cosmetic marketing concept. Now ⇒ “Brand & Plateform extension” strategy. The first objective is to saturate business information markets, through a multi-channel platform: Magazines Internet Trade Shows Conferences and Congresses Direct Marketing Marketing Intelligence Services Training

STRATEGY The second objective is to dominate B2B communication markets, through this platform. Advertising Classifieds Events Direct Marketing Catalogues …

FUTURE : THE KEY POINT In what business are we ?

Dietmar Salein Vogel Media Group „New sources of revenues - the future of business-to-business?“ 1. Brand Building and Brand Extension 2. The Way to Individualised Publishing

1. Brand Building and Brand Extension The Brand and its Extensions CHIPtv Special publications International expenditure INSIDE CHIP Community Club The Magazine in Germany CHIP Online Line Extension CHIP is more than only an international computer magazine:  with the regular printed products (like magazines and books), the multimedia extensions of the brand (such as websites), software, CDs and WebTV, play an outstanding and unique role on the market

1. Brand Building and Brand Extension The Magazine in Germany Sold Circulation Development Actual Data: 2003: 510.000 sold copies IVW-Circulations (I/03): 510.000 sold copies 164.500 subscribers Readership: AWA 2002: 1,421 Mio. ACTA 2002: 1,40 Mio. LAC/2001: 1,296 Mio. 1998: 300.000 sold copies 1993: 200.000 sold copies 1983: 100.000 sold copies II/79: 48.000 sold copies. Source: yearly average from IVW