Business Review

Table of Contents

Introduction and Executive Summary 4

Overview of NSW Loctite Business 5

NSW Loctite Business Analysis 6

Strengths (internal) 6

Challenges (internal) 6

Opportunities (external) 7

Threats (external) 8

Industry and Territory Analysis Matrix 9

Distributor and Territory Analysis Matrix 9

Overview of Loctite Distribution in NSW 10

NSW Distribution Analysis 10

NSW Distributor Sales Performance 2006-2007 10

NSW Distributor Market Share 07 10

Distributor Conclusion 10

NSW Distributor Detail 11

Overview of Manufacturing and Maintenance in NSW 15

NSW Key Industries Detail 17

Mining 17

Defence and Aerospace 18

Food and Beverage 19

Forestry and Timber Products 20

Biotechnology 21

Overview of Competitors in NSW 22

Competitor Brand and Product Analysis 23

Competitor Comparison Matrix 23

Competitor Industry Targets 24

Competitor Analysis Conclusion 25

Conclusion and Action Plan for 2008 26

Conclusion Scenario One ..................................................................................27

Conclusion Scenario Two .................................................................................29

Appendix 31

Power Stations 31

Steelmaking 35

Aluminium Smelting 37

Pulp & Paper 38

Asset Management & Maintenance Contractors 40

Railway Maintenance 41

Introduction and Executive Summary

The objective of this plan is to provide a comprehensive overview of current business in NSW and provide strategic direction for the NSW sales team to grow the business into the future. Part of our strategy going forward will be to utilise regional marketing initiatives to better penetrate and grow sales in strategic industries and accounts.

The results of analysis conducted for this plan show that we need to improve in several areas and has identified the some main challenges to growth in NSW.

* Changing distribution structure and purchasing strategies

* Distributor consolidation

* Increased competition form other chemical suppliers

* Industry consolidation and outsourcing of maintenance operations

While these challenges are significant they do not exceed the opportunities for sales growth in NSW. The best opportunities are in areas such as:

* Design - Increasing awareness of our full range of products and services in learning institutions and product design companies by conducting training. We recently have proven the value of this by receiving a call from a customer who had been trained last year, now in a maintenance role requiring a product to specify for a large maintenance job.

* Manufacturing -Increasing OEM customer knowledge and applications for our full range of products and services including dispensing equipment by training end users.

* Maintenance - Penetrating strategic facilities with high levels of potential applications and working closer with maintenance contractors by utilising MRO Workshop training.

* Distribution - Increasing application, product knowledge and product availability for all end users that may use a few drops or a litre of product per year. Continue with monthly business review meetings.

Growth from these opportunities will only be realised by working closely with our distribution and customers to gain a deeper understanding of needs and meeting these needs, utilising our complete range of technologies and services. We already enjoy excellent brand equity in the market place that forms a solid base to build on.

Other Henkel businesses that operate in many of these industries can also offer process knowledge and access to some of the largest facilities in NSW. It is our intention to involve our colleagues in finding the best solutions no matter what the application may be.

Overview of NSW Loctite Business

Loctite business in NSW comes from a wide variety of industries in fourteen different defined business regions and is serviced by our comprehensive distribution network consisting of seven national distributors and large numbers of resellers. Our application engineers in NSW work in three geographical territories that enable us to best support and develop our business. These are:

Southern NSW - South from Mascot in Sydney to Eden, out to Griffith

* Australian Capital Region

* Greater Western Sydney

* Illawarra

* Murray

* Riverina

Central NSW - Sydney CBD straight out to Bourke

* Far West

* Central West

* Orana

* Sydney

Northern NSW - North of North Sydney to Grafton out to Moree

* Central Coast

* The Hunter

* Mid North Coast

* New England - North West

* Northern Rivers

Several key industries are spread over large distances and it would be inefficient