Marketing Committee Meeting Voltimum UK, Hammersmith, 7th Decemeber, 2004

Agenda 1.Minutes of previous meeting and actions outstanding 2.Voltimum Review: a)KPIs to end November & forecast to end 2004 MF b)Marketing Highlights & Actions PH c)Newsletters: MF i) Detailed analysis of performance ii) New newsletters 3.VoltiBLITZ: i) Overview PH ii) Manufacturers examples of Blitz actionsALL 4.Technical Developments & Catalogue Update: MAS a) Improved news content area b) Catalogue c) CPD area 5.Overview of Administration of new News Content Area MAS 6.Marketing Plan 2005 MF/PH 7.AOB and dates of forthcoming meetings ALL 8.Presentation by Steve Webb of CMP on new M&E Exhibition in 4.00pm

Voltimum KPI’s – Cumulative to end Novmeber 2004 & Forecast to end of 2004

Key Performances Targets in 2004  Registrations:10,000 new registrations in 2004 (cumulative20,000)  Page Views:1,000,000 target page views 2,000,000 all pages  Recurrent Use:2000 recurrent users by December 2004

By Month: (Target) Sep:1103 (Set T – 870) Oct:959 (Set T – 710) Nov:992 (Set T – 600) Total Users on Voltimum 21,884 target users 24,095 total registered users (incl manufacturers) Avg monthly growth: 1000 (target) Segmentation of users: 29% Small Contractors 19% Medium & Large Contractors 11% Wholesalers 11% Specifiers 21% Others 9% Manufacturers 1% Panel Builders New Registrations – to end November 2004

By Month: (Target) Sep:152,652 (Set T – 104,100) Oct:160,175 (Set T – 113,600) Nov:171,340 (Set T – 132,100) 2004 Figures: Logged in: 1,192,569 Target page views – (Logged in page views target: 1million) Target + Anonymous: 1,760,876 Target + Anonymous Page views - Cumulative end November 2004

Recurrent Users – End November 2004 Monthly “Two + time visitors” (Target) Sep:1845 (Set T – 1,500) Oct:1943 (Set T – 1,750) Nov:2029 (Set T – 2000) Varies between 8% & 13% of registered users Priority to improve this performance to 12.5% by end 2005 This increase will be achieved by: increased exposure to specifiers. targeted actions to one-time users.

Loyal Users – end November 2004 By Month: (Target) Sep:3,878 Oct:3,474 Nov:3,987 Varies between 20% and 25% month on month Aiming to achieve 30% loyalty by end 2005

Visits Login – end November 2004 By Month: (Target) Sep:11,837 Oct:11,812 Nov:13,510 Page views per login: Sep:13 Pages Oct:14 Pages Nov:13 Pages

Distinct Visitors – end November 2004 By Month: (Target) Sep:3,861 Oct:3,852 Nov:4,317 People that visit the site once a month. This will increase by increased exposure to specifiers. search engine positioning telemarketing VoltiBlitz

Catalogue Update (end of November 2004)

Catalogue Status end November 2004 Total end of August: 21,913 Total end of November: 23,906 Deliveries from: Nexans : 1722 products Mita : 21 products Pirelli : 199 products New Catalogues: Draka UK: 107 Canalis: 397

Catalogue - Thing’s to remember for delivery Please keep these things in mind when delivering catalogues Please make sure that when delivering a package you state exactly how many products there are, whether they are new products or an update or both (again stating how many are new and how many are updates), and give a short description of the ranges supplied. This enables us to keep track of new ranges so that we can promote them in newsletters. Please keep your catalogues up to date with regards to changes in price.

Newsletter Performance – September 2004 – November 2004

September Newsletters Approximate Pages Viewed Per Newsletter September: VoltiNews1 – 12,500 PV Did You Know – 20,200 PV VoltiBulletin – 23,100 PV VoltiNews2 – 19,300 PV Loyal+New - 24,000 PV October: VoltiNews1 – 21,800 PV VoltiBulletin WEEE – 15,600 PV VoltiNews2 - 24,800 PV Loyal+New - 35,000 PV November: VoltiNews1 - 24,300 PV VoltiBulletin DALI - 23,500 PV VoltiNews2 - 24,000 PV Loyal_New - 23,500 PV

September Newsletters VoltiNEWS 1: 1 st September - generated 12,500 pages viewed approx Best hit

September Newsletters Did you know (catalogue): 7 th September - generated 20,200 pages viewed approx

September Newsletters VoltiBULLETIN: BS6701 Telecomms - generated 23,100 pages viewed approx

September Newsletters VoltiNEWS 2: generated 19,300 pages viewed Best hit

October Newsletters VoltiNews 1: generated 21,800 pages viewed Best hits:

October Newsletters VoltiBULLETIN: WEEE directives - generated 15,600 pages viewed

October Newsletters VoltiNEWS 2: generated 24,900 pages viewed Best hit

November Newsletters VoltiNEWS 1: generated 24,300 pages viewed Best hit

November Newsletters VoltiBULLETIN : DALI CPD certified - generated 23,500 pages viewed

November Newsletters VoltiNEWS 2: generated 24,000 pages viewed Best hit

New newsletter and website developments since September 2004

New Newsletters We have implemented a variety of newsletter to maximise the understanding of Voltimum to the user and encourage more visits to the website: New user of the month and Loyal user of the month which generated: 24,000 PV in September 35,000 PV in October 23,500 PV in November Wish you were here which generated approximately 15,000 PV in November. Advent Calendar sent to promote online Advent Calendar. Fantastic response from users – we generated 85,000 PV in the first 5 days of December!!!

Website developments We have updated certain areas of the website: - Faqs - Expert Advice - CPDs - New news content system

Highlights & Actions in 2004

Highlights and Actions User Highlights: Reached milestone of 10,000 th and 20,000 th registered users Prize Giveaways – Best Newsletter of the year: Opening newsletter - VoltiNews 1 October 2004 for people opening the newsletter Page Views – VoltiNews 2 October 2004 – 25,000+ Developments: Technical Expertise Universe - April CPD – DALI Standard – November VoltiBulletin – CPD Accredited Events: ELEX 2004: GMEX – Manchester, 5-6 th March 2004 – 190 Registrations Donington, th Septmeber 2004 – 213 Registrations

Highlights and Actions (cont…) Electrical Roadshows: Brands Hatch, 9 th March 2004 – 95 Registrations Old Trafford, 9 th November 2004 – 85 Registrations Interbuild NEC – Birmingham, th April 2004 (Launch of Technical Expertise) – 700+ Registrations New Manufacturers: ITW Spit – catalogue of 107 products went live August 2004 Draka – catalogue of 576 went live September 2004 Glen Dimplex – Heating and Ventilation – a huge new area for Voltimum Other: Nominated for Innovation of the Year 2004 – Building Services Journal Awards, June 2004 NICEIC, IEE, BEAMA, EEIBA joining as full promotional partners Product catalogue increased from 16,000 – 24,000 products…

VoltiBlitz – a review

VoltiBlitz VoltiBlitz – a short-term campaign to show manufacturer support for Voltimum Proposed date : November 2004 to Xmas First 5 Initiatives: 1.Website homepage prominent flashing banner – proud to be partner of Voltimum 2.Letter from MD to staff stating to use and learn Voltimum 3.Labels on all deliveries out of packaging 4.‘Member of Voltimum’ logo on all appropriate PR material 5.Presence at Reception desks & showrooms

VoltiBlitz Voltimum Certificate located in ABB Reception

VoltiBlitz ABB Welcome Display board now reads: Welcome to ABB Coventry – Founder member of Voltimum

VoltiBlitz Manufacturer VoltiLink:

VoltiBlitz Other items: All outgoing mail has Voltimum sticker attached on envelope as well as correspondence Voltimum logo included on all UK produced catalogues and brochures to all staff raising awareness and urging use of Voltimum

VoltiBlitz Letter from MD Sent Wed 27 th October And reference made on intranet A framed ‘Member of Voltimum’ Certificate to be displayed in reception areas together with voltimum user guides INTERNAL COMMUNICATION

VoltiBlitz Flashing banner on home page- linking to Voltimum page INTERNET COMMUNICATION

VoltiBlitz GENERAL PROMOTION Regular Newsletter article Latest edition sent out last week PLUS Voltimum logo on all promotional and general literature

VoltiBlitz PROMOTIONAL CAMPAIGN Main concept: The over-riding message is that Voltimum is a mini- encyclopaedia, providing for all the industry professional’s needs in one small space. MINI Competition:  The crux of the campaign is a prize draw, which participants enter when registering on Voltimum with a specific promotional code  The monthly winner will receive a miniature digital camera combining facilities such as a web cam and video courtesy of OSRAM This will help to communicate the message that, like the camera, Voltimum provides all that the user could need, compressed into one tiny space. CAMPAIGN TIMING: October 04 to October 05

VoltiBlitz PROMOTIONAL CAMPAIGN - COMPONENTS template Flyer

VoltiBlitz OTHER PROMOTIONAL AND AWARENESS Training days: –The flyer and information sheet will be distributed on all sales days Voltimum will be mentioned and demonstrated during training where appropriate. Trade counter The flyer, information sheet and Voltimum keyrings are being distributed at the trade counter along with explanations and demonstrations as appropriate. Telesales: –The flyer has been distributed to all telesales staff together with template to send out to further promote the competition as appropriate.

VoltiBlitz Building a New Electric World

VoltiBlitz Building a New Electric World Voltimum banner & links on Schneider Electric and Square D website home pages (see attached) Banner and link on intranet home page (see attached) Letter from MD to all account holders, plus notice boards Membership certificate and literature dispensers at head office reception (requested additional ones for other sites) Stickers applied to mailing going out to small contractors Training being organised for all Marcoms Execs to maximise input to news and events

VoltiBlitz Building a New Electric World Corporate Website

VoltiBlitz Building a New Electric World Brand Page

VoltiBlitz Building a New Electric World Intranet

VoltiBlitz

Website

VoltiBlitz PR Example

VoltiBlitz Website – Accessed by users throughout the UK Covers trade and consumer Direct link to voltimum.co.uk

VoltiBlitz Philips Intranet Accessed by all lighting staff in the UK Front page news! Microsite/gateway planned with regular news updates

VoltiBlitz And More… Leaflets in the theatre and waiting areas Stickers on all Direct Mail Logo on all promo leaflets Posters produced and placed around the office Letter drop from Peter Maskell and Margaret to all Lighting staff A planned blitz and competition in the field to get new recruits Plenty of PR and its own editorial in internal & external comms And spaces ready and waiting for the certificates!

Other Progress

VoltiLink discussions underway with Rexel Senate - in September 2004 for launch 2005 Meeting with Newey & Eyre to discuss Edmundson style VoltiLink VoltiLink progression with Manufacturers on their websites.

Marketing Plan 2005 Awaiting final approval of Management and Board of Voltimum

Mission & Objectives One Mission To become the central information point for all those involved in the electrical industry’s building sector with particular emphasis on contractors and specifiers Three Objectives To maintain our position as No. 1 Portal for the UK Electrical industry To develop our electronic publishing capabilities to secure a position amongst top 3 electronic publishers in the industry To establish VoltiLINK as the rich product data source of the electrical industry

Voltimum – ready to move to the next level “They said it would never happen, then they said it would never last, now they say it is here to stay”. Nigel Ellis, EDA Reached a critical mass of 25,000 registered users Catalogue now at 24,000 items and growing – imminent move into new product area Good processes in place for adding news content Unique central industry resource for technical expertise established Forming new important industry partnerships (BEAMA, EEIBA, EDA) Three distinct ‘strings to our bow’ –portal, –electronic newsletters, –database link Achieved a certain ‘status’ in the industry Still achieving growth every month Relatively favourable technological environment – internet and broadband penetration However Fear of spam – high opt-out rate at registration – negative impact on recurrent use Need for more manufacturers

Voltimum – ready to move to the next level Desire by several manufacturers to move to a new level by broadening marketing actions to include specifiers. Some manufacturers recognise that this is the logical next step but would prefer to continue to consolidate our position with small and medium contractors. Key specifier targets cited were: By functionBy Professional Institution –M&E ConsultantsCIBSE –Local AuthoritiesACE –ContractorsInst of Fire Engineers –House BuildersInst of Facilities Mgmnt –Housing AssociationsInst of Building Control –Facilities ManagersInst Maint & Building Mgmnt –Fire Performance specialistsInst of Building Engineers –Clients (very diverse group)Inst of Lighting Designers Voltimum will adopt a phased approach to these groups but will not lose site of its primary target – the small and medium contractor.

It’s all about content!

Target Segments for 2005 Small & Medium Contractor Three groups of specifier 1.Fire Performance Specialists (action in March 2005) 2.Local Authorities (June 2005) 3.M&E consultants (Q3 & Q4 at M& E Event) Voltimum will also endeavour to develop relationship with wholesalers via VoltiLINK

Targets for small & Medium Contractor New registrations: 3,200 (cumulative 9000) Page Views: 700,000 (400,000 in 2004) Distinct visitors (Month): 3,000 (1,400 in 2004) Recurrent Use: 1,600 (650 in 2004) Portal Content Feedback is positive on current portal content (need more manufacturers!) News of technical and legislative change is area of most interest Also competitions, gifts and give-aways work a treat.

Actions to Small & Medium Contractors 1.Electronic Newsletters 12 x VoltiNEWS Part 1 and 12 x VoltiNews part 2 12 x VoltiBULLETIN Occasional competitions & festive newsletters 2.Wholesaler Roadshow Minimum 1 event per month at pre-selected branches 3.Regional Trade Fairs (limited) Electrical Roadshow – March, Sandown 4.Other Co-marketing with Edmundsons VoltiLINK with Newey & Eyre? VoltiLINK with Rexel? Other Links? Reciprocal marketing with EEIBA, NICEIC, IEE, etc 5.Campaign to reduce Opt-out rate at registration – direct mail and telephone

Targets for specifiers New registrations: 2000 (cumulative 4300) Page Views: 400,000 (200,000 in 2004) Distinct visitors (Month): 1,500 (663 in 2004) Recurrent Use: 700 (340 in 2004) Portal Content of importance to specifiers Product Catalogue with Search Engine & up to date manufacturers details Access to expert advice in one place News of technical and legislative changes News of genuine product innovation and new technologies Continuing Professional Development

Actions for Specifiers (1) Running in parallel with our actions to contractors – 3 specific actions 1.Fire Performance Specialists – March Local Authorities – May M&E Consultants and specifiers in general – Q3 & Q Fire Performance Specialists Content and support readily available, relatively small, defined group, good starting point. Further meetings with companies concerned are necessary to draw up a detailed campaign plan. Some initial thoughts: 1.CPD accredited on 15 th March backed up by telephone campaigns, press advertising and inserts in FSP magazine. We will also rely on support of the manufacturing partners’ individual campaigns. 2.Attempt to get additional content and presence of fire specialist bodies onto the site. 3.Attempt to attract other companies in the fire sector to join

Actions for Specifiers (2) 2.Local Authorities Of universal interest and also relatively easy to define. Further meetings with companies concerned are necessary to draw up a detailed campaign plan. Some initial thoughts: CPD accredited on 12 th May (topic to be agreed with experts on 7 th Dec) backed up by telephone campaigns, press advertising and inserts in SITELINES (Quarterly Magazine of Local Authorities). We will also rely on support of the manufacturing partners’ individual campaigns. Attempt to get links of some sort to local authority websites.

Actions for Specifiers (3) 2.M&E Consultants and electrical specifiers in general Of interest to all manufacturers and but a very diffuse and fragmented group. Unique opportunity to participate in a new M&E Event to be held in London on 23 rd and 24 th November Run by CMP media group. (BSJ (CIBSE Journal), M&E Contractor (ECA Journal), Building, Building Design, RIBA Journal, What’s New in Building, Housing Today (Social Housing Sector Magazine), Fire Safety Engineering, Security Management Today. Supported by ECA,NICEIC, ECA, CIBSE & HVCA. Voltimum has been invited to be a supporter (free stand space and presence in advertising). Central to the event is the training academy – with on-going seminars. Remember Interbuild!!!!! Voltimum to participate in steering group to discuss themes of interest.

Business & Performance Targets in 2005 Eight Targets 2 million logged in page views (double 2004) 8,000 new registrations (cumulative 30,000 – avg 700 month) 13% recurrence – 4000 users visiting site twice /month (double 2004) 20% loyalty – 6000 visitors visiting site at least once/month (3,500 in 2004) 50% of wholesaler market linked to Voltimum (currently 27%) 5 more manufacturing partners 3 more partners from tooling & test instrument sector 10 promotional partners.

AOB & Date of Next Meeting