ship manager climbing the ladder Per Sennicksen Director Business Development TESMA Holding TradeNet Annual Conference – Copenhagen – 18th June 2004

June 2004TESMA Private & Confidential agenda … discussion points e-Commerce TESMA – our role, scope and targets TESMA e-way Not forgetting the frontline Next steps

June 2004TESMA Private & Confidential agenda … e-Commerce e-Commerce –connectivity –untangling the web –climbing the s-curve TESMA – our role, scope and targets TESMA e-way Not forgetting the frontline Next steps

June 2004TESMA Private & Confidential e-Commerce … connectivity SellersBuyers connectivity Internet trading platform Internet trading platform

June 2004TESMA Private & Confidential e-Commerce … untangling the web SuppliersShip Owners TradeNet They have realised that connectivity: is selective between trading partners represents an opportunity to improve trade transaction requires business expertise to realise They have chosen to: remain focused on a niche area share (sell) wealth of expertise collaborate with others provide multiple options

June 2004TESMA Private & Confidential e-Commerce … climbing the s-curve Bumpy ride community model is limiting the total number of potential transactions e-Commerce solution may lack functionality enabling the full business transaction Implementation Demonstrate clear improvements in the transaction process Prove increased control of the process and overall business Connect the right trading partners

June 2004TESMA Private & Confidential agenda … TESMA – our role, scope and targets e-Commerce TESMA – our role, scope and targets –ensuring ships’ cargo worthiness –scope of operations –120 years of experience –climbing the ladder TESMA e-way Not forgetting the frontline Next steps

June 2004TESMA Private & Confidential Commercial Management Ship Management our job at TESMA … ensuring ships’ cargo worthiness Technical Management Crew Management Registered Owner Controlling Owner Commercial Fleet Manager Cargo Owner Charterer Foundation for ship management InfrastructureTool Box Communications platform Suppliers Seafarers Yards Port facilities Class societies Flag states

June 2004TESMA Private & Confidential TESMA today … scope of operations Ship Management More than 80 vessels in full technical management Experience in managing Tankers (crude – product – chemical), LPG, OBO, Cement, Bulk, RoRo, Container, Multipurpose, Reefers Copenhagen, Tallinn, Singapore, Mumbai Crew Management 1,900 seafarers deployed on more than 150 vessels Tallinn, Riga, St. Petersburg, Mumbai, New Delhi, Manila, Oslo, Copenhagen, Singapore

June 2004TESMA Private & Confidential TESMA tradition … more than 120 years of experience EITZEN GROUP Est. 1883

June 2004TESMA Private & Confidential TESMA growth … climbing the ladder Fleet size; –50 vessels November 2003 –80 vessels June 2004 –100 vesselsDecember 2004 –150+ vessels December 2005 Strategy for achieving fleet target –sale & purchase at existing customers –secure new customers –increase number of alliance partners

June 2004TESMA Private & Confidential agenda … TESMA e-way e-Commerce TESMA – our role, scope and targets TESMA e-way –our little web –a ShipServ solution –purchasing is one piece of the puzzle –driving factors –our chosen path Not forgetting the frontline Next steps

June 2004TESMA Private & Confidential TESMA e-way … our little web SuppliersCustomers TESMA TESMA DK TESMA EE TESMA IN TESMA SG Situation ShipNet in all locations Purchase Frame Agreements

June 2004TESMA Private & Confidential TESMA TESMA e-way … a ShipServ solution SuppliersCustomers TESMA DK TESMA EE TESMA IN TESMA SG TradeNet

June 2004TESMA Private & Confidential TESMA e-way … purchasing is one piece of the puzzle Maintenance Regulatory Crewing Purchasing

June 2004TESMA Private & Confidential TESMA e-way … driving factors Mobility –ships sail constantly –superintendents are on the move Flexibility –crews change –tasks may transfer –ships may transfer Continuity –consistency across TESMA network Expandability –competence centres may open or close –alliance partners will join Visibility –trust proven through transparency –global management

June 2004TESMA Private & Confidential TESMA TESMA e-way … our chosen path SuppliersCustomers TESMA DK TESMA EE TESMA IN TESMA SG TradeNet ShipNet Purchasing Accounting Ulysses PMS ISMS TESMA NN

June 2004TESMA Private & Confidential agenda … not forgetting the frontline e-Commerce TESMA – our role, scope and targets TESMA’s e-way Not forgetting the frontline –the ships are in the centre –enabling safe and timely delivery Next steps

June 2004TESMA Private & Confidential TESMA Not forgetting the frontline … the ships are in the centre SuppliersCustomers TradeNet

June 2004TESMA Private & Confidential TESMA Not forgetting the frontline … enabling safe and timely delivery SuppliersCustomers TradeNet Shipboard Management Team Distribution Team Ship Supply transaction

June 2004TESMA Private & Confidential agenda … next steps e-Commerce TESMA – our role, scope and targets TESMA’s e-way Not forgetting the frontline Next steps –in climbing the ladder

June 2004TESMA Private & Confidential Next steps … in climbing the ladder Believe in TradeNet Stay committed – buy a tour pass and enjoy the bumpy ride Stay active – help and push ShipServ to deliver It is all about people Phone, fax and old habits are main competitors Look beyond TradeNet to solve issues All suppliers connected Electronic invoicing

Thank You Per Sennicksen Director Business Development TESMA Holding TradeNet Annual Conference – Copenhagen - June 2004