Eastern Europe Meeting 2006 Gorazd Kolari Croatia Hrvatska

Eastern Europe Meeting 2006 Gorazd Kolarić, Croatia – Hrvatska HR Prag, November 30. 2006

Thyssen. Krupp Elevator Regional Center Eastern Europe Thyssen. Krupp Elevator d. o. o. : Croatia Branch Zagreb, Split Thyssen. Krupp Elevator Business Unit Central/Eastern/Northern Europe

Table of contents: § introduction: Croatia – Hrvatska HR § introduction: Market ex-Yugoslavia § introduction: Thyssen. Krupp Elevator d. o. o. : - Foundation - MD profil - Zagreb - Prodajni centar - Šibenik - Hotel Astoria - Zagreb - Hotel Jadran - Rijeka - Poslovno stambena građevina, Stari Grad Rijeka, Grivica - Rijeka - Zagreb Tower - Zagreb - Airport - Dubrovnik - Hotel Lero - Dubrovnik - Hotel More - Dubrovnik - Plinacro - Zagreb § Sales data § Croatia - Market and Competition - The Regent Esplanade Hotel - Zagreb - Erste&Steiermärkische Bank - Rijeka - Hrvatska radio televizija HRT - Zagreb - Branimir centar - Zagreb - Hotel Arcotel - Zagreb - Cine. Satar - Zagreb - Centar Kaptol - Zagreb - Slavonska Banka - Osijek - Esseker centar - Osijek - Segro- Zagreb - Getro- Zagreb - Hotel Manora- Nerezine, Mali Lošinj

Croatia – Hrvatska HR § Geografical data: - Southeastern Europe, - bordering the Adriatic Sea § Population data: -4 496 869 inhabitants - median age 39, 7 years § Economy data: - GDP: purchasing power parity – $47. 05 bilion (2003 est. ) - GDP - real growth rate: 4. 0% (2004 est. ) - GDP - per capita: $12. 500 - unemployment rate: 15, 5%

Market ex-Yugoslavia § Projects: - Hotel Park Novi Sad - Shopping C. CAN Novi Sad - Australian Embassy Belgrade - Merkator Belgrade - Agrobanka Belgrade - Robna Kuća Pančevo - Bazar Novi Sad

Thyssen. Krupp Elevator d. o. o. § Founded - February 2002 - 1 person Today - 9 person for sales import, export, reexport, erection, maintenance - 3 person external company for engenering – contractual company for planing and suppervision. § Foundation: 1 Milestone Branimir centar Zagreb - 8 Escalators - 12 elevators Project value cca 1 Mio €

Thyssen. Krupp Elevator d. o. o. § Sales development: BC + § Maintenance development: 2001/2 350 T € 2002/3 700 T € 2003/4 1. 050 T€ 2004/5 1. 650 T€ 2005/6 1. 650 T€ 2001/2 0 units 2002/3 20 units 2003/4 50 units 2004/5 70 units 2005/6 90 units Contracted price / year cca 95. 000 € cca 105 € / unit / Month § Offering development: 2001/2 3, 5 Mio € 2002/3 6, 5 Mio € 2003/4 12, 6 Mio € 2004/5 17, 4 Mio € 2005/6 15, 0 Mio €

Croatia – Market and Competitions § Market: Croatia, Si. CG (ex YU) General development: Market is growing, Nr of projects is growing, Competition with low prices is growing / low price for maintenance Competition in high prices lower the price – introducing products from China KONE / OTIS / SCHINDLER is agresiv with low price escalator - China § Potential: Croatia Elevators Escalators Access 500 – 550 pices / year 30 – 40 pices / year 10 – 15 pices / year § Visible strategies: OTIS fighting for Maintenance Portfolio and High and Standard Equipment KONČAR looking for best owner, fighting to surwiwe low kost elevators SCHINDLER Low cost Escalators / opens own Company 2006 / Buying big projects KONE selling cabs 800 kg, low cost standard Equipment, mixing domestik Equipment. Escalator from CHINA Others: Mixed cheap komponents, maintenance portfolio, doing business in other branges, meintenance and errection.

Keyfigures I – FY 05/06 Order Intake TKE CROATIA - Figures in T €-

Responsibilities – Regional Center Eastern Europe COO Mr. Kolarić NI - Support COO Controlling Service Health & Safety Mrs. Tratnik Mr. Nikolić Mr. Kolarić Mrs. Uzelac Mr. Burjan Miss. Štefulj Business Development Controlling Field Operation Service Projectmanagement Mrs. Tratnik Field Operation New Installation and Modernization Key Account Mrs. Uzelac NT – Support Mr. Nikolić Menagement Msr. Tratnik Human Resources Accounting Planning M&A Reporting Miss. Štefulj Mrs. Uzelac Country responsibility: P&L Statement and Budget Mr. Kolarić Thyssen. Krupp Elevator Business Unit Central/Eastern/Northern Europe Key Account Management Global Service Strategy Mr. Burjan Health and Safety IT – Support Miss. Štefulj

Thyssen. Krupp Elevator CRO ORGANIGRAM - (situation 30. 11. 2006. )

Prepared By: Gordana Tratnik e-mail gordana. tratnik@thyssenkrupp. com

Prepared By: Marko Nikolic TKE Branch Office Split tel. +385 -21 -489 -013 fax +385 -21 -489 -019 mob. +385 -91 -377 -7601 e-mail marko. nikolic@thyssenkrupp. com

THYSSENKRUPP ELEVATOR d. o. o. , ZAGREB, CROATIA REPORT 2005/2006 What is special about branch/department We have finished our greatest this years project – Zagreb Tower. Total: 11 elevator units Billing to 30. 09. 06. : 615, 00 TEUR Collecting to 30. 09. 06. : 481, 47 TEUR This project is technical estimated as very succesful. Firm PORR is very satisfied with quality of equipment and realization of works. Order intake Plan: Current: Invoiced Projects: 2. 160, 00 TEUR 1. 642, 00 TEUR (ca. 80% of plan) 1. 621, 00 TEUR Office in Split, Croatia We have opened office in Split in July 2006. Current costs: 18 TEUR (wages, office costs, car and travel expenses for 6 months) New cars: 1) New car for services – Peugeot Partner – 1 pc. 2) Exchange car VW Passat to new VW Jetta – Sales department.

THYSSENKRUPP ELEVATOR d. o. o. , ZAGREB, CROATIA REPORT 2005/2006 Achievement of problems during last FY We have made offers in total amount about 15 Mio. EUR. We have invoiced the projects in total amount about 1621 TEUR. We have closed the project Zagreb Tower, Airport Dubrovnik, Vicus Osijek, Grad Kastav, Montmontaža Tušilovićka Zagreb, Cautio Gospić, merkantile Zagreb. We have delivered the equipment for the projects: Esseker Center Osijek, Hotel Tamaris Dubrovnik-Srebreno, Foreign Ministry, ARK-Mihelić Rijeka, Hotel Dujam Split. The main problem for growth and expansion on the market are high prices of material which are not adapted to the prices of the competition. Our material prices are offen higher than the prices of the whole projects of the competition. The prices of elevators from China are drastic lower and the competition (OTIS, KONE, SCHINDLER) gives for this products full guarantee even this equipment is 30% cheaper (example City Center Zagreb). No name producer are offering 50% lower prices (example KERUM). We have very offen invested into the project documentation for some projects but competition take the projects through extreme low prices of material (example GTC Zagreb). We are competitivein following segments: Elevator SPIRIT in projects with low pit and small shaft head. Elevator EVO in projects with demands for suitable dimensions. Elevator SIMPAKT for projects with drive unit in pit and for suitable dimensions. Elevator ISIS, but here have we great problems in communication with producer, delivery of spare parts and generaly with franch equipment – they hesitate to send they technical support on site to help solve the problems.