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VOLTIMAG

The News Letter #10/04 – November 11th, 2004

For any more details, contact Manuela Barelli (manuela.barelli@voltimum.com), phone: +41 (0)22 306 21 85

Dear all,

October has been quite successful for Voltimum. All our monthly targets have been overpassed, sometimes by far.

Even more satisfactory, all countries have contributed to this growth. Spain is our overall champion in absolute values, when Sweden is in relative terms.

In both countries, Voltimum is now recognized as THE marketing tool of the electrical installation sector.

In both countries also, we experience the best quality in involvement and cohesion amongst our shareholders teams. A real “ team spirit “ animates Voltimum and its shareholders with a common goal for success.

We are working hard so that these good examples could be followed in all our other countries.

Another satisfaction for the month is the results of the “ Catalogue on line poll “ where we gathered ~ 2,000 answers. A vast majority of the users who answered actually plebiscited our catalogue and search engine features.

The detailed results of the poll have been made available to the VMAC members and can also be obtained from our countries managers.

Traffic numbers for October 2004:

Number of new accounts opened: 9,822

Number of recurrent users: 26,202

Number of pages viewed (logged in): 1,369,554

Number of pages viewed (total): 2,083,361

Bruno Hamon

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FranceVoltimum France Data Base

The acquisition of database is done step by step via the launching of new Thema with good referencing, via fax mailing and the good partnership, which has been concluded with the Elec Show.In the same time, we are enriching our database via Phone calls, and also e-mailing confirmations.For the moment, we still remain to a level of 60,000 contacts, > 30,000 members and 10,000 faithful users.

Themas Files and Newsletter

We have sent our users the “Dossier Maison Communicante” and are just launching the “Chemin de Câbles” file.

Our users really appreciate those topics because more than 60,000 pages were viewed specifically for both of those 2 themas so far.

Here on the graph, we can see the great impact of our two intrusive Thema files in terms of pages viewed. Thanks to this action, we are now on a trend of more than 430,000 pages viewed by month.

Moreover, we have planned to send 30,.000 fax next week to announce the New Thema on Voltimum of November and by the way catch some new members of Voltimum.

In parallel, we have a constant progression of distinct visitors, which let us think that our base of potential recurrent users is growing in good proportion.

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For the moment, we are always close to 5,000 recurrent visitors by month but with the visitors of Elec Show and our good recruiting actions during each launching of new Thema, we are confident to reach 8,000 recurrent visitors before the end of the year.

Meetings and Potential Partners

- We had contacts and meeting with 3M. - We will meet Emerson for UPS solutions and APIBAT for softwares in the coming weeks.- We will have a meeting with Atlantic group next week to confirm their partnership next year.- A meeting is planned with FAAC during the Elec Show- We had also contacts with FITEC, a manufacturer of Battery for UPS system. They are quite

interested on our marketing tools and try to collect the money internally.- Idem with SLAT specialised in Fire Security system (BAES…).

Lobbying is done on a long list of partners (Delta Dore, Urmet Captive, Cooper, Maréchal, …) to get new partnership agreements for the beginning of next year.

On Line Poll

The Catalogue Poll has known quite a big success with roughly 400 answers in less than 10 days.Quality of the answers helps us to improve our catalogues and services associated to this multi-brand catalogue.

Preparation of the ELEC Show

We will be present at the ELEC Show thanks to a special partnership with the Elec Organism in a mutualised way (Pôle Elec and Internet with CPI Media, J3E.com, eleclive.com, electricienplus.info and voltimum.fr)

ItalyRegistration and traffic resultWe reached 26 ,593 registered target users , 335,549 cumulated page views at the end of October. In this month Voltimum Italy had 52 new subscribers and the trend is growing month by month.

In terms of target pages viewed (255,439) and number of recurrent (5,494), October was the best month of this year. Also very good is the ratio between the number of recurrent users and the distinct users: 60%.

Our main figures:

Ø Subscribers 324Ø Registered Target Users 26,593Ø Newsletter database 32,375Ø Page views target + anonymous 335,549Voltimag#10/04 3 / 17

Ø Visits 25,872Ø Unique Visitors 9,084Ø Recurrent Users 5,494Ø Loyal Users 6,700

Recurrent Visitors

Loyal Visitors

Distinct usersMarketing and Communication

October was a very successful month in terms of traffic and subscriptions. We concentrate a several marketing activities. In particular:

@ We launched a successful quiz named “Pillole di Conoscenza” that 56,000 target pages views and more than 1,200 players.

@ We organized 3 courses on Installation wiring in Residential environments (Naples, Florence, and Pisa).

@ Voltimum Italia finished the last telemarketing activity of the year with more than 660 interviews

Subscriber activities

In October Voltimum registered 52 new subscriptions and the trend is growing month by month in fact in November we have just registered more then 15 new subscribers.

Voltimum Quiz

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In the 3rd week of October, Voltimum Italia started a very useful quiz, named “Pillole di conoscenza”. This was a success with more than 1,200 players in October and 56,000 pages views by target users.This is a time ability quiz on electrical information published on Voltimum. Every week we publish 10 new questions and at the end of the month the best players can win subscription to the portal.

Here below the link:http://www.voltimum.it/page.jsp?content=/content/CONTEST/contest1&fullsize=yes

Courses

In October Voltimum Italy had organized a course on Installation wiring in Residential environments in three cities: Naples, Florence, and Pisa.

At the price of 250 euro we had given:- 1 day course with documentation- 1 year subscription to Voltimum.it- 1 year subscription to “Il giornale dell’Installatore” magazine

In Naples and Florence attended 13 people and 20 on Pisa.

The feedback was very positive. In a range from 0 to 10 we reached 8.

In particular the course of Pisa was organized with Mef, the leading wholesaler in Toscana

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Telemarketing

On October we have finished the last telemarketing activity of the year with more than 660 users interviewed. With telemarketing activity Voltimum is:

@ Promoting Voltimum and the new services@ Asking users how they reach electrical information@ Selling subscriptions and stimulating the usage of the portal

This activity was a success with 110 users (15%) who want to buy subscriptions to Voltimum This year Voltimum Italy has interviewed more than 2,300 users. This activity gives to Voltimum Italy a large database on there below questions:

@ How often do you use Voltimum?@ Why didn’t you use Voltimum after registration?@ Are you interested in Voltimum services?@ Where do you find professional information?@ What magazines do you read?@ What kind of websites do you visit for job?@ Which are your favourite websites?@ Which important informations are more difficult to obtain in internet?@ How much do you usually spend in a year to inform yourself?@ Are you interested to buy subscription to Voltimum at the promotional price of 120€?

E-mailing

Here below our e-mailing activities:

E-mailing Data

2 part VoltiTech guide 18 October

Voltimum Quiz 22 October

Voltimum Quiz 25 October

Download Voltimum pdf 27 October

VoltiNews 2 November

Voltimum Quiz 5 November

Download Voltimum pdf 5 November

VoltiTech 10 November

UKHighlights for October 2004

All KPI targets for October surpassed UK Country Committee - OSRAM offices Langley, 7th October MF has had a round of individual meetings and teleconferences with manufacturing partners

regarding a specifier plan for 2004. Manufacturer visits to Marshall Tufflex (Hastings), AICO (Oswestry), C-TEC (Wigan) Preparations for VoltiBLITZ completed

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KPIsActual Target

New Registrations (Month) 959 710 New Registrations (Cumulative) 19,575 20,000 Recurrent Users (Month) 1,943 1,750 Page Views (Month) 160,000 113,000 Page Views (Cum. Target /logged in) 1,165,000 1,000,000 Page Views (Cum. Target + Anon) 1,555,000 2,000.000 Page views per login (October) 13.6

Registrations

Registrations continue to grow at a healthy rate. The majority of these come through the Edmundson branches. Of concern continues to be high number of new users who opt not to receive our newsletter. In October, 43% of new users opted out.

Currently, our database of 22,000 users contains 7,500 users who have opted not to receive our emails. This % is much higher than any other country in Europe and reflects the UK market's great fear of SPAM (98% of all spam is in English). It is a top priority for us to reduce this figure and to reduce the proportion of new registered users saying no to emails. Reducing this will have a dramatic impact on our recurrent use and page views.

We have asked the Technical Department in Geneva to help by creating a special message for those who say no encouraging them to change their profile.

We have also created a traditional flyer and will mail these to all existing ‘opted-out’ users and incorporate it into our daily process by sending it to all newly registered opted-out users.

In October we sent out the following emailsNo. Page Views

Week 1: VoltiNEWS part 1 22,000Week 2: VoltiBULLETIN (WEEE Directive) 16,000Week 3: VoltiNEWS part 2 25,000Week 4: Loyal user of month & New users of month 35,000 (sent only to a limited number of users)

We are very pleased with the impact of our emails once they get to their destination. We continue to enjoy one of the best performances in Europe in terms of pages viewed per login: 13.6 page views per login.All our efforts are concentrated on increasing the level of recurrent use on the UK site.

Actions undertaken have included the introduction of 3 new newsletters, which go to specific targeted groups:

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New user of the month – welcome and prize-winning opportunityLoyal user of the month - prize-winning opportunity Wish you were here – for those users who have not visited us in at least one month – prize-winning opportunity and reminder of all the important information they are missing.

An industry first – Newsletter certified for CPD

We were successful in having our VoltiBULLETIN for November on DALI assessed and approved for CPD (Continuing Professional Development). We are excited to see the reactions of our professional users to this service – publication date 9th October.

Page views

Page views grew again in October. We were very pleased to surpass our September figure given that September was a 5-week month.

Catalogue

Our catalogue continues to grow slowly. In October we added 21 new products from MITA from their ULTRA 60 range and Pirelli added the FP200 Gold range with new harmonised colours.

VoltiBLITZ

In November all the UK partners will help us to raise awareness of Voltimum both internally and in the marketplace in general. Member of Voltimum certificates will be placed in prominent positions (Reception areas, Board rooms, etc) Voltimum brochures will be displayed. A flashing logo will appear on the home page of the websites. These are just some of the actions that will take place at the same time in all companies.Manufacturers VisitsMF met Richard Waddington, newly appointed Marketing & Sales Director of Marshall Tufflex (Cable Management) in October as well as C-TEC (Alarms and Security Products) in Wigan. Both companies are now doing their own research into the market to get a different perspective of Voltimum.

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Germany

New portal content – VoltiSPOT “Verbindungstechnik”

New portal content – bTicino VDI components and systems bTicino and Voltimum launched the first part of the full catalogue on the Voltimum products catalogue with bTicino VDI components and systems. We communicated bTicinos’s presence on the portal with a dedicated VoltiNEWS special for the brand.

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Marketing Promotion – e f a Leipzig exhibition

Voltimum used its proven fair concept to get new registrations and to support awareness of Voltimum in the market. More than 1,200 registration/lottery coupons have been gathered.1,000 new registrations will be loaded on the portal in November. In a co-marketing deal Voltimum communicated the “e f a Leipzig” fair via the portal and got its stand sponsored by “Messe Leipzig”.

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K P I

Traffic and recurrent usage is increasing steadily.

Pages Viewed

Recurrent users

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Sweden

Traffic

The traffic is increasing in Sweden. We are learning more and more which kind of content that is appreciated by the users and are stimulating them to click fore more information. We are also learning how to present it in a way that stimulates clicks. We can see the result in our nice increase of number of pages viewed.

Marketing

Expert article in magazineWe placed another article in the electricians’ union magazine where our expert panels gave the readers a lesson. The article series is a very good way to promote the expert panels in Voltimum. This time we got two full pages with lots of information about Voltimum.

NewslettersWe sent out three newsletters and a special emailing about our seminars in October.

Search engine optimizationWe have bought a service that gives us high ranking in the search engines. This gives us lots of traffic to our front page.

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SeminarsWe are now just about to have the first of our four seminars in November. We have been promoting them in the newsletters, by telemarketing and in a special letter and emailing. So far 170 people have said that they are going to visit a seminar.

TelemarketingOur telemarketing campaigns for signing up installers and electrical manager for the newsletter are still running.

Revenue generation

Banners and job advertsWe have signed a contract with a freelance consultant that will sell banners in the newsletter and in the portal.

Meetings

We hosted a meeting for the expert panel for building automation.

Content

We have now launched the new expert panel section for safety and standards together with the education company STF Ingerjörsutbildning. This section will be of great value for our sales of subscriptions.

We are finished with the RSS-solution and an offer is sent to Elfack management. The RSS-solution can be offered to all distributors when it’s ready. It is a smooth way to have an updated homepage for them and will give us marketing.

SpainResults October 04

Total qualified pages views October 04’ Voltimum Spain: 371,513 pages (Without counting pages viewed by manufacturers) Counting anonymous: 571,613 pages.

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Number of New Registrations by Month

New registrations per month in October 04’: 1,489 (Target group)

Total nº of registered users: 21,804 (target group)

Number of Recurrent users by Month

Total recurrent users October 04’ Voltimum Spain: 7,241 (Targeted users) Loyal users: 11,233 (Targeted users)

Number of Subscribers

We started selling subscriptions in January. We have today 200 subscribers .

Marketing & Communication

Plan Sleeping usersThe plan worked very well, 1,676 recovered users.We call Sleeping users to different segments who do not visit us frequently.I attach a table with segments, volume of each segment, actions and nº of recovered users by segment

Segment Volume Action RecoveredUsers 4> logins and Last visit in March 04’ 6,059 Fax mailing with Technical

Guides REBT to 1.600650

Users 4> logins and Last visit in March 04’ 6,059 Send e-mail in txt 313They want commercial info but no Voltinews

346 Send e-mail in txt 6

Undelivered e-mail 700 Correct Misspelled e-mails 26They do not want to receive Voltinews 3,000 Sent e-mailing with Technical

Guides REBT681

TOTAL SLEEPING USERS 6,059 TOTAL RECOVERED 1,676

MATELEC 04’

73,480 professional attended Matelec 04’ in Madrid.Voltimum was present in Matelec thanks to our partners. We had presence in 5 different stands:

Cahors,Osram,Pirelli,Distrelec, MagazineInstituto de Tecnología Eléctrica (ITE), consulting body related to Valencia Engineers school.

It has been very encouraging for us because at qualitative level we noticed that we are already well known in the market. We met many professionals who already knew us, and our image is very positive for them.

At quantity level we had the following results:

- 30 subscriptions sold- 400 new registrations- 50 manufacturers visited

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Installers ASSOCIATIONS

Bilbao

Bilbao Installers Association sent a Press release about Voltimum to its 350 members

Technical Engineers ASSOCIATIONS

San Sebastian Xavi Buch presented Voltimum inside Technical Engineers Association. 25 Engineers attended the meeting. Before, the association sent a mailing with the presentation summon.

Content

Catalogue Quality Check

We made Catalogue quality check with 828 families and 1,047 products checked. Global results (% with critic error):

Discovery (Total 746) 1,5% does not appear. 4,8 % without sub-levelsAssistant (Total 356) 14% does not workList (Total 828) 2% does not appear

Alfredo visited almost all partners to explain results of catalogue quality check by brand, and they looked for ways to correct them.

Project Installation Report

New REBT require installers to present a Report of every installation.We are working to offer an easy tool to produce this report.We are looking and benchmarking providers for our project about Installation Report According REBT for installers.Alfredo met PLC Madrid, ICT and Docutecnia as possible partners.

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Others

Exclusive Voltinews of Philips launched beginning November. Another one about ABB will be launched mid November.Alfredo will lead the European project about Voltimum presence in search engines as Google or Yahoo.

Seminars REBT 04’

Last quarter is being very successful, we are gaining knowledge and brand image in this business:100 professionals attended to our seminar in Barcelona in October 0494 in Madrid – October 04’59 in Bilbao – November 04’

We have 4 Topics: REBT REBT on industries REBT ob public buildings REBT on garages

Next cities before the end of the year: Valencia, Sevilla, and Santiago de Compostela.As well we have 2 “in companies” seminars confirmed: Repsol and IBBE.

Human Resources

Second Sales-woman on commission joined us. She is Patricia Martín from Barcelona. She is in training this week but she already sold her first subscription by telephone.

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