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Unisource-Minneapolis Neenah Paper Sales Meeting July 13, 2010

Unisource-Minneapolis Neenah Paper Sales Meeting July 13, 2010. Agenda . Two way conversation – WE need YOUR input! YTD Sales Performance – Q1 and Q2 Environment ® Review Conservation™ Review & Feedback Sundance ® Review & Feedback Strategic Selling of Neenah Paper Brands

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Unisource-Minneapolis Neenah Paper Sales Meeting July 13, 2010

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  1. Unisource-MinneapolisNeenah Paper Sales MeetingJuly 13, 2010

  2. Agenda • Two way conversation – WE need YOUR input! • YTD Sales Performance – Q1 and Q2 • Environment® Review • Conservation™ Review & Feedback • Sundance® Review & Feedback • Strategic Selling of Neenah Paper Brands • New Selling Tools • Simply Neenah Quick Reference • Classic Crest Commercial Sample • Conservation Commercial Sample • Email Blasts

  3. 2010 YTD Performance • Up 7.6% in Volume • Flat in Sales Dollars • Considering the price increase – this means our mix has changed a bit. • Classic Crest® – largest brand • Up 10% • Classic® Linen – 3rd largest brand • Down 9% • Classic® Laid – 4th largest brand • Up 24%

  4. Environment® Sales • 2010 YTD Down 48% • Our largest brand in 2009, now half the volume of Classic Crest®. • Missing about 132,000 lbs YTD • One piece of business accounts for a little over half of this. • Need to see if we can find a piece or two of business to offset this shortfall in the second half. • Looks like we are trading Environment® for Conservation™ sales, but… Environment®

  5. Conservation™ Sales • We’ve sold 16,000 lbs YTD. • Half of Addison’s sales • We have fairly aggressive targets to maintain the exclusive status. • Approximately 25,000 lbs/month • Need feedback: • Are printers hesitant to try Conservation? • Are we missing desired items? • What would incent printers to try it? • Have they heard the info enough times? ConservationTM

  6. Competitive Landscape

  7. Conservation™ Promotions

  8. Conservation™ Papers Keep running with Conservation! • Every SKU is in your warehouse • No 10, A2, A6, and A7 envelopes in stock • Swatchbooks are in your sample department • Sell sheets are in your sample department • Sample sheets are available – use for trials • NEW Commercial Sample shows good printability • Email artwork – blast out again • Target Printer list – initial targets hit – are there others? Do we need to revisit those target printers? ConservationTM

  9. Sundance® Sales • YTD we’ve sold 27,547 lbs. • All day-to-day sales – no contracts • Approximately 1 turn in 6 months • Many items are hitting dead and excess report. • 82% of the items sold to date were non-stocked colors or sizes • 88% of orders against stocked items were too large to fill from stock. • We are running a SPOT analysis. Sundance®

  10. Sundance® Sales • Inventory is driving sales – we just need to sell more so that more comes off the floor. • Do you have opportunities to move pieces of business to Sundance®? • What are you hearing in the market: • Is pricing competitive? • Is quality comparable? • Is availability sufficient? Sundance®

  11. Sundance® Sales • National Breakout • 48% Smooth • 44% Felt • 8% Linen • Unisource Minneapolis • 13% Smooth • 37% Felt • 50% Linen Sundance®

  12. Neenah Paper – Strategic Selling VALUE PREMIUM Sundance® Classic® ESTABLISHED • Dependable performance • Most popular solutions: colors, textures, weights, digital, green certifications • Practical price • Green Options • Updated 9/09 w/promotional support • Absolute best print performance • Complete Solution: colors, finishes, weights, digital, labels, green certifications • Enhanced service offerings • Green Options • Updated 9/08 w/promotional support GREEN ConservationTM Environment® • Extensive environmental attributes: multiple green certifications, PCW levels, alternative fibers • Comprehensive colors, finishes, weights and digital • Great print performance • Updated 2/09 w/promotional support • 100% PCW, FSC Certified • Straightforward, simple solution: one color, limited SKUS in most common sizes and weights. • Dependable performance, practical price

  13. New Selling Tools • Simply Neenah Quick Reference Guides • Classic Crest commercial sample • Conservation commercial sample • Other ideas? • Notepads/promo items • Events • Printer incentives • Flyers or direct mail

  14. New Selling Tools • Email Blast files • Conservation™ and Sundance® envelope emails ready to go. • Coming: • Sundance® • Classic Crest® • Environment® • What others? I’d like to produce 6 new files to start with.

  15. Thank you! • Thank You for your unending support of Neenah Paper – you are an outstanding strategic partner!

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