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Slovenia

Slovenia. Area - 20,273 km ²  Population - 2008 estimate 2,023,358 Currency: - Euro. Slovenia. Existing sales structure Responsible sales person: Tomaz Derencin Dealer: LMM Professionell (Ljubljana) A. Kornhauzer d.d.o. (Ljubljana) Others:

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Slovenia

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  1. Slovenia • Area -20,273 km²  • Population- 2008estimate 2,023,358 • Currency:- Euro ITW Befestigungssysteme GmbH

  2. Slovenia • Existing sales structure • Responsible sales person: Tomaz Derencin • Dealer: • LMM Professionell (Ljubljana) • A. Kornhauzer d.d.o. (Ljubljana) • Others: • Lesnina (Roofing – Importer of Gerard Roofing Systems of NZL) • Hosekra (Roofing – Importer of similar-cheaper copies of Gerard –Roofing Systems) • Direct customers • ITW products present at all major large pre.fab. housing customers ITW Befestigungssysteme GmbH

  3. Croatia • Area • Total 56,542 km² • Population • 2008 estimate 4,453,500 • Currency • Kuna ITW Befestigungssysteme GmbH

  4. Croatia • Existing sales structure • Responsible sales person: not defined yet • Dealer: • Peal (former haubold exclusive distributor, exclusivity to be cancelled) • Comet (Key dealer for Spit – highly interested to add haubold –evaluated to be very prosperous) • Others: • Lesnina (Roofing – Importer of Gerard Roofing Systems of NZL) • Polo Commerce (Roofing - Importer of Roser roofing systems from South Korea) ITW Befestigungssysteme GmbH

  5. Serbia • Area- Total 88,361 km²  • Population • 2002 census 7,498,000 • Currency • Dinar ITW Befestigungssysteme GmbH

  6. Serbia • Existing sales structure • Responsible sales person: not defined yet • Dealer: • Magnat (existing Spit / Paslode Dealer) • Pregis (Nail producer: sold haubold products – might become another partner) • Comet (plans to open a branch office including warehouse in Serbia) • Direct customers • Few direct haubold customers buying haubold products in Germany • Large wooden house industry – great potential ITW Befestigungssysteme GmbH

  7. Bosnia • Area: • Total 42,000 km² • Population • 4,377,000 • Currency:- KM (konvertible Mark) ITW Befestigungssysteme GmbH

  8. Bosnia • Existing sales structure • Responsible sales person: not defined yet • Dealer: • No active dealer network yet) • Comet negotiates formal legislative necessities with authorities. Plans to open branch office with warehouse by the end of 2008 / beginning of 2009 • Direct customers • None ITW Befestigungssysteme GmbH

  9. Montenegro • Area • Total 13,812 km²  • Population • Total 684,736 • Currency • Euro ITW Befestigungssysteme GmbH

  10. Montenegro • Existing sales structure • Responsible sales person: not defined yet • Dealer: • No active dealer network • Direct customers • None ITW Befestigungssysteme GmbH

  11. Macedonia • Area • Total 25,713 km²  • Population • 2006 total 2,038,514 • Currency • Macedonian Dinar ITW Befestigungssysteme GmbH

  12. Macedonia • Existing sales structure • Responsible sales person: not defined yet • Dealer: • No active dealer network • Direct customers • None ITW Befestigungssysteme GmbH

  13. Kozovo • Area • Total 10,908 km²  • Population • 2007 total 2,100,000  ITW Befestigungssysteme GmbH

  14. Kosovo • Existing sales structure • Responsible sales person: not defined yet • Dealer: • No active dealer network • Direct customers • None ITW Befestigungssysteme GmbH

  15. Conclusions - Summary • Slovenia: • Existing well established sales organization • Croatia • Existing established sales organization with key dealers • Requires a lot of extra training • Serbia • Difficult market, great potential in key customers • Comet is able to open the market substantially • Bosnia • Market not endeavoured yet • Great potoential for wooden house industry • Comet is able to open the market substantially • Montenegro, Macedonia, Kosovo • Difficult Markets, no existing sales structures ITW Befestigungssysteme GmbH

  16. Action plan and risks Proposal • 1 additional sales person in Croatia • Hire one person employed at Comet an share costs • Substantial training by ITW • Products, standards, quality highlights, value add • Practical support in the field through Tomasz Derencin • Responsibility for Croatia and Bosnia and eventually Serbia • Risks • Finances: all countries suffer under financial weakness • Manpower: difficult to find qualified sales personnel • Austrowaren: competes heavily with original/genuine product at lower cost price ITW Befestigungssysteme GmbH

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