North American Pulp and Paper Chemicals Markets Offshore

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North American Pulp and Paper Chemicals Markets Offshore Developments Affect Regional Opportunities A 844 - 39 “Faced with decreasing market opportunities, paper chemical manufacturers are endeavoring to make their products stand out in the crowd. ” Chemicals and Materials Group © Copyright 2003 Frost & Sullivan. All Rights Reserved.

Meeting Agenda • Market Segmentation • Report Overview • Industry Challenges • Major Market Drivers • Major Market Restraints • Key Market Participants • Frost & Sullivan Awards • Value Proposition to Our Clients • Prospects © Copyright 2003 Frost & Sullivan. All Rights Reserved.

Meeting Agenda • Report Statistics • Pricing Strategy • Sales Strategy • Related Frost & Sullivan and TI Titles • Potential Sales Objections and Strategies to Overcome Them • Sales Target and Projected Sales © Copyright 2003 Frost & Sullivan. All Rights Reserved.

Market Segmentation Analysis by Chemical Type • Pulping Chemicals • Bleaching Chemicals • Starch • Internal Size Chemicals • Surface Size Chemicals • Coating Chemicals • Drainage and Retention Aids • ‘Other’ Chemicals © Copyright 2003 Frost & Sullivan. All Rights Reserved.

Report Overview • Geographic Coverage - North America • Market Size - 2003 Base Year 21. 11 billion pounds of unit shipment • CAGR - 2. 1% for revenues and (0. 1)% for unit shipment • Revenues - 2002: $4. 68 billion • Product Lifecycle - Mature Stage © Copyright 2003 Frost & Sullivan. All Rights Reserved.

Industry Challenges • Offshore Developments Affect Regional Manufacturers • Changes in Paper Demand Impacts Response Time from Chemical Suppliers • Commoditization Affects Prices • Environmental Implications Surrounding Use of Chemicals • Economic Depression Affects Consumer Spending • Slump in Innovations Hinders Market Growth • Lack of New Market Opportunities Presents a Challenge © Copyright 2003 Frost & Sullivan. All Rights Reserved.

Major Market Drivers • Increased Recycled Paper and Filler Content Drives Demand for Chemicals • Performance Benefits Drive Demand for Key Chemicals • Environmental Implication Drive Market for Paper Chemicals • Growing Application Base Boost Demand for Chemicals © Copyright 2003 Frost & Sullivan. All Rights Reserved.

Major Market Restraints • Rising Energy and Power Costs Affect Price • Decline in Demand for Paper Affects Demand for Chemicals • Foreign Competition Limits Market for Regional Suppliers © Copyright 2003 Frost & Sullivan. All Rights Reserved.

Key Market Participants • • • ADM A. E. Staley AVEBE Bayer Chemicals BASF Corporation Buckman Laboratories Ciba Specialty Chemicals Dow Chemical Engelhard EKA Chemicals FMC Corporation General Chemical • • • Georgia-Pacific Hercules Inc. Imerys J. M Huber Kerr-Mc. Gee Kemira Oyj Millennium Inorganic Chemicals National Starch & Chemical Company Oxy. Chem Penford Products Specialty Minerals © Copyright 2003 Frost & Sullivan. All Rights Reserved.

Frost & Sullivan Awards • Business Development Strategy Leadership Award – Bayer Chemical • Product Line Strategy Award – Hercules Inc. • Market Penetration Leadership Award – National Starch & Chemical Company • Growth Strategy Leadership Award – Specialty Minerals, Inc. © Copyright 2003 Frost & Sullivan. All Rights Reserved.

Value Proposition to Our Clients • Why should clients buy the report? - Presents a comprehensive view of the North American Pulp and Paper Chemicals Market - Offers the latest trends and developments in the industry • What do we offer that our competitors don’t? - Report contains unit shipment and growth forecasts of total paper chemicals split by type (pulping, bleaching, starch, internal size, surface size, coating , drainage and retention aids and others. ) Also, the report presents the strategic analysis of the Total Pulp and Paper Chemicals in North America based on major industry trends under each chemical type, enabling clients to see the available potential target market size for paper chemicals. • What challenges can be overcome with the info provided in this report? - In-depth strategies to aid market penetration and stratagems addressing individual challenge. - Market size and forecast for each chemical type with strategic analysis in one convenient report combined with the Market size for the total North American Pulp and Paper Chemicals Market. © Copyright 2003 Frost & Sullivan. All Rights Reserved.

Report Statistics Total number of figures: 30 Total number of charts: 24 Is this report an update? - No If so, number of previous report: Anything new since update? – New research approaches in this report: Yes, Includes a comprehensive study about each segment with further analysis of key trends. Any unique figures, charts, or methodology? Yes - AGP files, revenue forecast for each application segment, potential unit forecast for each segment and at total level. © Copyright 2003 Frost & Sullivan. All Rights Reserved.

Sales Strategy How do we get our clients to buy this report? - Find the responsible parties with Decision Making Authority - Stress that through extensive interviews with industry players and our existing research on pulp and paper chemicals markets , we are in an excellent position to produce this forward looking research - Competitive Intelligence By Sale Type: • Easy Sale: Companies that are operating in specific chemistry segments and who can get an intensive as well as extensive view of the market trends in all segment as well as the industry as a whole. • Companies that have expressed desire to buy the report • Tough Sale: Companies that have been offering broad portfolio of paper chemicals to numerous paper grades. © Copyright 2003 Frost & Sullivan. All Rights Reserved.

Potential Sales Objections and Strategies to Overcome Them Sales Objections Strategy • Niche or single-product companies not wanting to invest in information in other paper chemical markets • Emphasizing that each of the segments in the report handles that product market individually as well as in comparison to the other chemical markets. In this report we are offering revenue, unit shipment and market share forecasts as well as market and technology trends that are specific to each product segment market. © Copyright 2003 Frost & Sullivan. All Rights Reserved.

For More Information § Call toll free 877 GO FROST (877. 463. 7876) § Fax toll free 888. 690. 3329 § E-mail myfrost@frost. com § Visit www. frost. com © Copyright 2003 Frost & Sullivan. All Rights Reserved.