International payment practices

Payment behaviour / Punctual payment (in %) Question: How high is the proportion of receivables and/or invoices paid punctually as a percentage of the total number of invoices issued in a (financial) year? EOS Russia 2012 © EOS2 Russian end customers and Greek business customers account for the lowest proportion of punctual payments. 50% or moreUp to 50%Don’t know / prefer not to state0% Companies End customer DE UK ES PL GR BE RO RU BG SK Ø в %82,976,181,671,977,269,181,573,542,348,073,974,668,369,043,166,275,372,231,268,0 (n=285)(n=354)(n=76)(n=190)(n=96)(n=186)(n=100)(n=177)(n=96)(n=190)(n = 91)(n=199)(n=129)(n=198)(n=121)(n=187)(n=81)(n=171)(n=85)(n=197)

EOS Russia 2012 © EOS3 Trend in payment behavior in the next 2 years (in %) Question: In your opinion, how will the payment behavior of your customers change in your sector over the next two years? Generally the same payment behavior across countries. Exception: Greece. DE UK ES PL GR BE RO RU BG SK (n=285)(n=354)(n=76)(n=190)(n=96)(n=186)(n=100)(n=177)(n=96)(n=190)(n=91)(n=199)(n=129)(n=198)(n=121)(n=187)(n=81)(n=171)(n=85)(n=197) 50% or moreUp to 50%Don’t know / prefer not to state0% Companies End customer

EOS Russia 2012 © EOS4 Cash flow bottlenecks due to unpaid receivables (in %) Question: Have unpaid receivables and/or delays posed a hazard to your company’s cash flow in the past? One in three Greek and Romanian businesses experience cash flow problems. YesNoDon’t know / prefer not to state DE UK ES PL GR BE RO RU BG SK (n=400)(n=206)(n=200) (n=202)(n=211)(n=200) (n=203)

EOS Russia 2012 © EOS5 Credit/Receivables management department (in %) Question: In your company, do you have a special department for credit management (receivables/risk management) or employees who deal exclusively with receivables and credit management? This applies to e.g. steps taken during credit assessments and to dealing with unpaid receivables and bad debts. Over half of Greek and Polish businesses have specialist staff/departments for credit/receivables management. DE UK ES PL GR BE RO RU BG SK (n=400)(n=206)(n=200) (n=202)(n=211)(n=200) (n=203) YesNoDon’t know / prefer not to state

EOS Russia 2012 © EOS6 Cooperation with external service providers (in %) Question: With which of the following external service providers do you co-operate in the field of credit/receivables management? German and Belgian companies are most likely to use external service providers. Law firms Dunning/Debt collection companies Credit agencies Credit insurance No external service provider Don’t know / No comment DE UK ES PL GR BE RO RU BG SK Companies End customer (n=285/354)(n=76/190)(n=96/186)(n=100/177)(n=96/190)(n=91/199)(n=129/198)(n=121/187)(n=81/171)(n=85/197)

7 Management Summary Structure of the companies Services B2B Trade, services B2B Services B2B Trade B2B Trade B2B Average proportion of outstanding amounts B2C: 6,0% B2B: 10,5% B2C: 5,1% B2B: 10,2% B2C: 5,3% B2B: 11% B2C: 8,4% B2B: 12,7% B2C: 12,4% B2B: 35,0% Average payment period granted B2C: 12,4 days B2B: 20,3 days B2C: 25,6 days B2B: 36,5 days B2C: 21,5 days B2B: 33,3 days B2C: 44,6 days B2B: 71,4 days B2C: 28,8 days B2B: 92,2 days Proportion of receivables paid punctually B2C: 82,9% B2B: 76,1% B2C: 81,6% B2B: 71,9% B2C: 77,2% B2B: 69,1% B2C: 81,5% B2B: 73,5% B2C: 42,3% B2B: 48,0% Average proportion of written- off debts B2C: 1,8% B2B: 1,8% B2C: 1,6% B2B: 1,4% B2C: 1,5% B2B: 1,6% B2C: 4,6% B2B: 4,9% B2C: 2,5% B2B: 5,1% Future trend in payment behaviour Trend remaining the same or decreasing Trend remaining the same or decreasing (end customers) Trend remaining the same Trend remaining the same or decreasing Internal receivables management department 23,1%46,1%37,5%44,1%53,0 % Use of external service providers B2C: 74,4% B2B: 84,6% B2C: 77,8% B2B: 81,3% B2C: 40,3% B2B: 60,7% B2C: 51,2% B2B: 67,0% B2C: 38,5% B2B: 70,7% Future significance of risk/receivables management Remaining the same or increasing Increasing DE UK ES GR BE EOS Russia 2012 © EOS

8 Management Summary Structure of the companies Industry B2B Trade, industry B2C + B2B Industry B2C + B2B Trade B2B Trade B2B Average proportion of outstanding amounts B2C: 4,0% B2B: 11,8% B2C: 9,7% B2B: 13,9% B2C: 8,2% B2B: 15,6% B2C: 9,8% B2B: 10,2% B2C: 3,2% B2B: 9,0% Average payment period granted B2C: 12,2 days B2B: 41,4 days B2C: 23,3 days B2B: 44,5 days B2C: 18,4 days B2B: 36,1 days B2C: 22,6 days B2B: 34,9 days B2C: 7,7 days B2B: 23,4 days Proportion of receivables paid punctually B2C: 73,9% B2B: 74,6% B2C: 68,3% B2B: 69,0% B2C: 43,1% B2B: 66,2% B2C: 75,3% B2B: 72,2% B2C: 31,2% B2B: 68,0% Average proportion of written- off debts B2C: 1,1% B2B: 2,3% B2C: 5,9% B2B: 4,2% B2C: 1,6% B2B: 3,3% B2C: 1,9% B2B: 1,7% B2C: 0,4% B2B: 2,0% Future trend in payment behaviour Trend remaining the same or increasing Trend remaining the same or decreasing Trend remaining the same or increasing Trend remaining the same or decreasing Trend remaining the same or increasing Internal receivables management department 13,1%30,2%15,1%52,3%25,0% Use of external service providers B2C: 22,5% B2B: 32,4% B2C: 38,0% B2B: 52,3% B2C: 43,5% B2B: 51,0% B2C: 49,2% B2B: 63,8% B2C: 6,7% B2B: 15,5% Future significance of risk/receivables management Remaining the same or increasing IncreasingRemaining the same PL RO RU BG SK EOS Russia 2012 © EOS

Thank you for attention! 9EOS Russia 2012 © EOS