New towels and a better package Clean & Convenient

Problems that distributors are facing Slim margins Low profit

Problems our customer are facing with 1-ply hand towels High consumption More waste Low-quality paper, which is rough on the hands

Problems our customers are facing with cardboard boxes Excessive waste Lack of brand recognition on the shelves Inconvenient Handling and carrying Difficulty on opening

Approach Replace the current 1-ply products Introduce brand-new 2-ply Zig Zag hand towels Sell 'better' rather than 'good' products Place the launch-phase focus on distributors Take advantage of the opportunity to establish higher hand towel quality Strengthen, develop, and establish the Katrin brand Boost sales by pushing volume onto the market This launch is an extension of the washroom update and will strengthen our overall message: 'Hygiene spreads success'. To strengthen our offer even more, we will launch the new towels with a new and inventive packaging solution: the Handy Pack! 5 7/6/2018

2 is better Clean Convenient Zig Zag 2-ply Handy Pack Katrin Distributor + + + Better offers Better solutions Better business

Clean Convenient + 2 for better offers

Zig Zag 2-ply hand towels in the Katrin Handy Pack, clean and convenient: The Zig Zag 2-ply hand towels, in combination with the right dispensers (hand-towel dispensers S, M, and L), will promote good hand hygiene (with soft paper, paper that is always at hand, and touch-free dispensing). An additional selling point is that the hand towels are hypo-allergenic and will not irritate sensitive skin. CONVENIENT The Handy Pack is a smart and modern packaging solution with features that make it convenient for customers in several respects: Carrying, transportation, handling, storage, and opening are stress-free. The ZZ 2-ply hand towels spread success in hand hygiene, while the Handy Pack spreads success in ease of use, environment-friendliness, and financial terms. In other words, we offer complete success. CLEAN & CONVENIENT – 2 is better 8 7/6/2018

New towels in a smart package solution Clean & Convenient New towels in a smart package solution

Zig Zag 2-ply Handy Pack + 2 for better solutions

2-ply is a better solution than 1-ply A 2-ply hand towel fulfills better the meaning of our product concept Less is More ( LiM) and our Don’t sell good, sell better - sales concept. It brings the advantages and features that is connected to LiM: Less consumption Better absorbency and wet strength mean that fewer hand towels are needed. Dispensing one at a time and use of plus self-extracting sheets mean full use of hand towel size – again saving on the number of sheets Don’t sell good, sell better A hand towel of better quality will cost more per towel, but less per hand drying, as a better towel leads to reduced consumption. A hand towel with better properties performs better in the washroom. In combination with the right dispenser it will provide better overall economy for the customer.

This is Less is More Less Is More is our product concept for minimising resources through reduced consumption and reduced hygiene risks. Its foundation is firmly on paper, dispensers, and consumables that do their job properly – and therefore perform at their maximum.

It matters which paper you buy The right paper in the right place reduces purchased volumes, purchasing costs and consumption. A paper with high absorbency gives reduced consumption. The right paper quality (size, strength and other properties) minimises the amount of waste and the impact on the environment. Flat sheets give controlled consumption and reduce waste. The right paper + the right dispenser reduce loss and the amount of waste – and make it easier for the visitor to maintain good hand hygiene.

It doesn’t cost much to choose a better hand towel Labour represents by far the largest share of the total cleaning costs in a workplace. Hand hygiene (paper and dispensers) accounts for only 1.5% of the total cost. Disposables 3% of which paper 1.5% Machines 4% Equipment 3% Labour 90% 7/6/2018

2 is better, here is one example Users/day 400 Toilet visits/day 3 Usage day/month 20 Total amount of visits / month 24 000   ZZ-fold Handt. 1-ply ZZ-fold Handt.2-ply Amount of hand dryings 24 000 Amount of paper consumed at a time 4,0 sheet 1,5 sheet 96 000 sheet 36 000 sheet Sheets / unit  4 000 3 150 Unit / Need per month 24,00 unit 11,43 unit Costs / unit 16,70 20,00 Product costs / month 400,80 228,57 ZZ-fold Total / Euro /month SAVINGS GBP / MONTH 172,23 YEARLY 2 066,74 7/6/2018

2 is better 62 % higher consumption with 1-ply hand towels ZZ-fold Hand towel 1-ply ZZ-fold Hand towel 2-ply

Less consumption New, improved quality 2-ply Zig Zag hand towels A 2-panel towel with a larger surface for drying the hands – only one sheet needed Better properties of absorption and wet strength, which is an advantage in demanding drying situations and lowers consumption while improving hygiene, for better overall economy Embossing in combination with the optimal combination of raw materials, to ensure higher absorbency Bigger sheet size Better absorption 17 7/6/2018

Embossing The special embossing design, DERL (Double Embossed Random Laminated) improves strength in length and width – the towel has more strength in use. The embossing principle “DERL” combined with a special single pin design increase the softness and thickness as well as the absorption speed – the towel is more comfortable for hands The new embossing pattern makes Katrin unique and more recognizable Air pockets between the layers gives: Faster absorption Higher absorption capacity A thicker towel

Softer and more skin-friendly The quality is improved with a new, unique wave embossing and is softer, as well as skin-friendly, so ideally suited to frequent use. The towels are skin-friendly and allergy-tested – for a fully hypo-allergenic product User touches only one sheet (the sheet that is used) Skin-friendly 19 7/6/2018

Improved paper quality Diagram showing some of the key benefits of the new paper quality (absorption, softness) will come later 20 7/6/2018

Controlled consumption Touch-free dispensing and self-extracting sheets making full use of the hand towel size possible One-at-a-time dispensing Minimisation of waste, consumption and environmental impact Lower consumption, which also means fewer refills and less maintenance 2-panel, self extracting sheet Money saver 21 7/6/2018

A packaging solution that strengthens our offer The new towels will be launched with a smart packaging solution: the Handy Pack!

Smart packaging WHAT IS SMART PACKAGING? The combination of materials, technology, and functionality to solve packaging problems in a new and better way, throughout a package’s life cycle. WHAT DOES A SMART PACKAGING SOLUTION DO? Conveys information through imagery and iconography rather than text Combines different materials May also feature interactivity Makes the packaging itself part of the experience when you use the product (the Handy Pack can serve as a waste bag) HOW IS SMART PACKAGING DEVELOPED? Unconventional thinking Teamwork Adding new technology but retaining functionality Adaptation to the environment in which it will be used Making the packaging part of the product 23 7/6/2018

Convenient – package NEW PICTURE! Integrated handles – easier to carry Transporting and handling large packages by hand is usually difficult. The Handy Pack has smart carrying handles integrated into the packaging. Ergonomic grip enable the customer conveniently grab the pack from the shelf and carry to the vehicle, on the stairs, passing heavy doors an to and from the storage room. Instead of walking long distances to pick one carton at a time, with Handy Pack it is easy to carry many packages in the same time. Less awkward handling, more efficient working. Compact packaging – convenient logistics Towels and paper packages normally need large storage spaces. The Handy Pack packaging in plastic is more compact and yet carries larger volumes of hand towels in each package, so less space is required along the entire logistics chain. In addition, fewer purchases are needed, for less administration and lower costs. NEW PICTURE! 24 7/6/2018

Convenient – package Convenient perforation – quick package opening and easy disposal Opening traditional packages takes time and energy (and sometimes sharp edges can result in injury). Due to its convenient perforation, the Handy Pack is easy to open. Opening requires no tools, and the package has no sharp edges, meaning that it is ergonomic and convenient for maintenance personnel while also saving space in small storage areas (such as cleaning trolleys = savings in personnel costs, time, and total money spent.) Plastic pack requires less space when disposing it and it is also easier to carry away more Handy Packs at a time to the recycling area compared to bulky cartons. Multipurpose bag – convenient extra uses With traditional packaging, each empty package is another piece of rubbish. An empty Handy Pack bag doubles as a trash bag, providing added value to the customer. It is also really easy to fold up and recycle. 25 7/6/2018

Convenient – package Plastic package – durable in bad weather Non-plastic packaging is vulnerable to humidity and water. Plastic packaging withstands humidity and water better. The Handy Pack minimises the risk of water damaging the paper stored inside, and that means less waste while adding to the convenience of the product. Information icons – quick access to information Reading information on packaging wastes time. The Handy Pack packaging is equipped with icons that clearly indicate the paper quality, size, and the number of bundles in the package, giving you rapid and convenient access to vital product information – a quick glance and the informing is done! Transparent package – easier to find Finding the right product from storage too is time-consuming. The Handy Pack packaging is partly transparent, and the bundles are visible through the plastic, so the customer will be able to recognise and identify the products sooner when they are stored in a warehouse or in low-light conditions. 26 7/6/2018

Zig Zag towel, products 3 x 7 Handy Pack Name Product number Plies No. of CP Width x hight cm No. of sheets Katrin Plus ZZ 2 61649 2 21 23,4 x 23 150 Katrin Classic ZZ 2 61694 Katrin Classic ZZ 2, green 61717 Katrin Basic ZZ 61731 1 250 Katrin Basic, green N/A 27 7/6/2018

Zig Zag towel, 1 x 5 Handy Pack Name Product number Plies No. of CP Width x height cm No. of sheets Katrin Classic ZZ 2 62769 2 5 22,4 x 23 150 Katrin Basic ZZ N/A 250 28 7/6/2018

Our complete solution 3 x 7 1 x 5 29

Katrin Distributor + 2 for better business

Doing good business together is a win/win-relation A long-term relationship Profitability = growth for both parties Establishment of common goals and working together to reach them A lot to win More time for core business Common sales activities More knowledge of the markets and clients Tailoring of solutions and service Improvement of sales and market share Profitable sales Less time spent on negotiations

Don’t sell good, sell better 'Don’t sell good, sell better' is our sales concept. It’s about up-selling – that is, selling a better product. By doing that, you provide the customer with a better offer and solution, resulting in better overall economy and a more pleasant washroom experience for the visitors. Example: Why is Zig Zag 2-ply better than 1-ply Higher absorption capacity Faster and more efficient absorption A more hygienic result Less consumption Less waste so reduced impact on the environment GOOD BETTER BEST

Distributor selling to the main target groups HoReCa, smaller offices such as those used by architects, designers, lawyers, doctors and facility companies 33 7/6/2018

Ideas for incentives and give-aways Buy and get: A cardboard dispenser – designed Katrin-style with informative text at the back of the dispenser A suitcase or travel bag (a handy pack of another sort) A dispenser Toilet paper Inflatables Bags X cents going to charity Something handy for a barbecue A trial pack A protective bag for a mobile phone (in Handy Pack design) Focus on handle Firewood box with handle Snow shovel Ski bag Some of the above can also be give-aways 34 7/6/2018

Give-aways for 'Two is better' Board games Boule Win and invite one more person A badminton set Dinner for two A tennis kit – for the beach Bath slippers Diving flippers A beach ball or volleyball A pack of cards Sushi sticks (sushi kit) Barbecue mitts Salt and pepper cellars Headphones Earplugs

Ideas for incentives / give-aways A pencil Bags Gloves or a barbecue mitt A travel bag or suitcase (a handy pack of another sort) An ice-scraper Sitting pad with handle A lighter with 'smart handles' Some of the above can also be incentives 36 7/6/2018

Ideas of POS material Insert for pallets Pallet stand Pallet rim SHELF TAG Upper part tol be removable and tailored to the launch Insert for pallets Pallet stand Pallet rim Shelf tags Banner/streamer Signs/poster adapted to the display frames in the store (if the C&C provide us with such display areas) Locking system at the back Easy to wrap around a new pallet when empty Sign in life size Real packages hanging from his hands INSERT FOR PALLET 37 7/6/2018

Ideas of POS material Expose Katrin dispenser and paper together Create a box for the shelf with information about the product, a dispenser, and paper inside the box Let the customer try the dispenser in the store Attach the dispenser to the shelf with a magnet Dispenser stand Pallet container 38 7/6/2018

Ideas of other units Flags Stickers on the floor – hands FLOORSTICKERS Flags Stickers on the floor – hands Signs in the shape of a hand Embossing-shape signs, (new embossing) Bags, cooler, and travel bag Hanging mobile with embossing-inspired pattern Activity on the Internet via katrin.com or banners at the C&C, or activity in external media? FLAGS SIGN 39 7/6/2018

Marketing materials POS cards Posters Roll-ups PR info and newsletter Internal/external presentation Folder Campaign site Pictures of the items to be added 40 7/6/2018

Distributor package Campaign brochure Print templates with a focus on hand towels, and Handy Pack Banners HTML send-outs Pictures of the items to be added

Kick-off idea Biathlon Let´s Dance Tandem competition 42 7/6/2018

Sales competition Katrin + Distributor = Strong team, better result

Thank you! First name Last name Title, Katrin mobile phone: +000 00 123 456 phone: +000 00 12 34 567 firstname.lastname@metsatissue.com Katrin. At Hand.

Handy Pack exercise Part 1: starting the event with a theory-based lesson / sales presentation Part 2: fitness exercise Step board Push-ups on an HP Box ball Dumbbells/weights Running with an HP in each hand Throwing HPs Stretching Maybe finishing by testing the towel, washing one's hands Advantage: resistance to sweat – just wipe and clean The option, of course, of holding this event in the open air or inside, with your personnel or your customers (at least in Scandinavia) – give-aways may be appropriate for this: training bag (towel?), water bottle, headbands in the style of the 1980s, etc. Bonus! Smaller love handles Better 'package' (abs) Gyms as potentially a very interesting target group for Katrin products in many ways: on account of level of consumption, fitness values, fashion, hygiene, etc. 45 7/6/2018

Activities connected with UEFA Euro 2012 in Poland and Ukraine (8 June – 1 July) DRAFT!! Give-aways Hands for Handy Pack and give us a helping hand T-shirts with fun/clever/smart message Hand-clapper (greet your team, as with the vuvuzela in World Cup 2010 in South Africa) Sales competition connected to UEFA Euro 2012 The chance to win tickets Going backstage with your favourite team or player Special sales competition for sales forces in Poland and Ukraine Within the sales force – which country will win Handy Pack Euro 2012? Printed message, also for use as a clapper