e nablement @ ship manager climbing the ladder Per Sennicksen Director Business Development

1. enablement @ ship manager climbing the ladder Per Sennicksen Director Business Development TESMA Holding TradeNet Annual Conference – Copenhagen – 18th June 2004

2. agenda… discussion points • e-Commerce • TESMA – our role, scope and targets • TESMA e-way • Not forgetting the frontline • Next steps TESMA Private & Confidential

3. agenda… e-Commerce • e-Commerce • connectivity • untangling the web • climbing the s-curve • TESMA – our role, scope and targets • TESMA e-way • Not forgetting the frontline • Next steps TESMA Private & Confidential

4. e-Commerce… connectivity Buyers Sellers Internet trading platform connectivity TESMA Private & Confidential

5. e-Commerce… untangling the web Ship Owners Suppliers TradeNet • They have realised that connectivity: • is selective between trading partners • represents an opportunity to improve trade transaction • requires business expertise to realise • They have chosen to: • remain focused on a niche area • share (sell) wealth of expertise • collaborate with others • provide multiple options TESMA Private & Confidential

6. e-Commerce… climbing the s-curve • Bumpy ride • community model is limiting the total number of potential transactions • e-Commerce solution may lack functionality enabling the full business transaction • Implementation • Demonstrate clear improvements in the transaction process • Prove increased control of the process and overall business • Connect the right trading partners TESMA Private & Confidential

7. agenda… TESMA – our role, scope and targets • e-Commerce • TESMA – our role, scope and targets • ensuring ships’ cargo worthiness • scope of operations • 120 years of experience • climbing the ladder • TESMA e-way • Not forgetting the frontline • Next steps TESMA Private & Confidential

8. Foundation for ship management Infrastructure Tool Box Communications platform our job at TESMA… ensuring ships’ cargo worthiness Commercial Management Commercial Fleet Manager Charterer Controlling Owner Cargo Owner Registered Owner Seafarers Ship Management Class societies Suppliers Yards Port facilities Flag states Technical Management Crew Management TESMA Private & Confidential

9. TESMA today… scope of operations Ship Management • More than 80 vessels in full technical management • Experience in managing Tankers (crude – product – chemical), LPG, OBO, Cement, Bulk, RoRo, Container, Multipurpose, Reefers • Copenhagen, Tallinn, Singapore, Mumbai Crew Management • 1,900 seafarers deployed on more than 150 vessels • Tallinn, Riga, St. Petersburg, Mumbai, New Delhi, Manila, Oslo, Copenhagen, Singapore TESMA Private & Confidential

10. EITZEN GROUP Est. 1883 TESMA tradition… more than 120 years of experience TESMA Private & Confidential

11. TESMA growth… climbing the ladder • Fleet size; • 50 vessels November 2003 • 80 vessels June 2004 • 100 vessels December 2004 • 150+ vessels December 2005 • Strategy for achieving fleet target • sale & purchase at existing customers • secure new customers • increase number of alliance partners TESMA Private & Confidential

12. agenda… TESMA e-way • e-Commerce • TESMA – our role, scope and targets • TESMA e-way • our little web • a ShipServ solution • purchasing is one piece of the puzzle • driving factors • our chosen path • Not forgetting the frontline • Next steps TESMA Private & Confidential

13. TESMA TESMA DK TESMA EE TESMA SG TESMA IN TESMA e-way… our little web Customers Suppliers • Situation • ShipNet in all locations • Purchase Frame Agreements TESMA Private & Confidential

14. TESMA e-way… a ShipServ solution Customers Suppliers TESMA TradeNet TESMA DK TESMA EE TESMA SG TESMA IN TESMA Private & Confidential

15. TESMA e-way… purchasing is one piece of the puzzle Purchasing Maintenance Crewing Regulatory TESMA Private & Confidential

16. TESMA e-way… driving factors • Mobility • ships sail constantly • superintendents are on the move • Flexibility • crews change • tasks may transfer • ships may transfer • Continuity • consistency across TESMA network • Expandability • competence centres may open or close • alliance partners will join • Visibility • trust proven through transparency • global management TESMA Private & Confidential

17. TESMA e-way… our chosen path Customers Suppliers TESMA TradeNet TESMA DK • ShipNet • Purchasing • Accounting • Ulysses • PMS • ISMS TESMA EE TESMA SG TESMA IN TESMA NN TESMA Private & Confidential

18. agenda… not forgetting the frontline • e-Commerce • TESMA – our role, scope and targets • TESMA’s e-way • Not forgetting the frontline • the ships are in the centre • enabling safe and timely delivery • Next steps TESMA Private & Confidential

19. Not forgetting the frontline… the ships are in the centre Customers Suppliers TESMA TradeNet TESMA Private & Confidential

20. Not forgetting the frontline… enabling safe and timely delivery Customers Suppliers TESMA TradeNet Shipboard Management Team Ship Supply transaction Distribution Team TESMA Private & Confidential

21. agenda… next steps • e-Commerce • TESMA – our role, scope and targets • TESMA’s e-way • Not forgetting the frontline • Next steps • in climbing the ladder TESMA Private & Confidential

22. Next steps… in climbing the ladder • Believe in TradeNet • Stay committed – buy a tour pass and enjoy the bumpy ride • Stay active – help and push ShipServ to deliver All suppliers connected Electronic invoicing • It is all about people • Phone, fax and old habits are main competitors • Look beyond TradeNet to solve issues TESMA Private & Confidential

23. Thank You Per Sennicksen Director Business Development TESMA Holding ps@TESMA.net www.TESMA.net TradeNet Annual Conference – Copenhagen - June 2004