SIVA IM – you partner for industrial park development July , 2013

1. SIVA IM – you partner for industrial park development July, 2013

2. SIVA SF is a state-ownedcompanythatisinvolvedindevelopingindustrialparks in Norwaysince1968. Over 100 parks are developed. Today SIVA is a co-ownerinmorethan 50 realestateprojects. Competence SIVA InternationalManagementASis a companyownedby SIVA SF 100% beinganinternationaloperatorforthe SIVA projects since 1992. SIVA IM gained20 years’ experienceofrunningprojectsinternationally; mostofthemwereimplementedinEastEuropeandformer USSR countries.

4. Industrialparksshouldprovidebothproperinfrastructureandgoodcommonservices offered to the tenats. Both elements are important for the success of a concept. • Be accurate and precise in calculations and estimations in the very initial stage. • Define basic principles in the very beginning. • The budgeting principles shall be put in the fundament of the concept developing.

5. Important questions: • What can you charge a tenant for? • Where is a ceiling for fees and charges? • What services and fees one should never offer? • Who should render particular services? • How to have a fair play and avoid monopoly situation? • We know the answers

6. Sharingourcompetenceand experience couldbethegreatestcontributionof SIVA IM toanindustrialparkprojectdevelopment.

7. Attracting international companies to a new established industrial park • Takingintoconsiderationculturaldifferencesisimportant. • Nocompanywouldcometoanindustrialparkjust because of freespace availability, moderninfrastructureorgoodservices.Find reasons that are determinative for making a decision. • Useargumentsattractiveforinternationalbusiness. • Convincethepotentialtenants/investorsthatjoiningthisconceptprovidescompetitiveadvantagestothecompany.

8. Attracting international companies to a new established industrial park Whenmakingmarketingofindustrialparks Developinga programforinternational company-to-company(or B2B) communicationandinteractionisanefficientinstrumentfordevelopmentofgoodmarketingstrategyfor a bigindustrialpark. Ourcompanyalwaystriedtobuild a localnetwork, being a “connectinglink” betweeninternationalcompaniesandlocalbusinessenvironment. Suchaninstrumentshouldbeusedasmuchaspossibletointroducemoreadvancedandinnovativecompaniesandindustrialsolutionstotheconceptand, consequently, tothelocaleconomy.

9. What can we offer to you? • 1. Consultationontheconceptdevelopmentwiththedevelopmentofthecommon servicesfor industrial park tenants,toensuretheconceptcompetitivenessattheinternationalmarketincludingthemarketingstrategytargetedtoattractinginternationaltenants/investors.

10. What can we offer to you? • 2. Consultationformakinganoverview of the business opportunities for the industrial park owner regarding the lease, new construction, operation and commonservices. Differentiation of the voluntaryandobligatorycommonservices.

11. What can we offer to you? • 3. Consultation on the budgeting to determinethebasiccosts, common costs and principlesofthenewconstructionaccordingtotenets/investorsdemands.

12. What can we offer to you? 4. Exchange of knowledgeandexperienceontherentagreements, agreementswithinvestors, organizationofoperationand management of an industrial park.

13. From a project to a concept

14. From a project to a concept

15. SIVA IM activity overview • Facts about the owner: • SIVA SF - Corporation of Industrial Development of Norway • Established in 1968 • Investments in 51 real estate projects • Co-owner of: • 21 science and research parks • 50 business gardens • 41 incubators • Shareholder in 145 companies

16. SIVA IM activity overview • PolarStar” InnovationCentre, Murmansk • Opened in 1999. Area: 3500 m2. • Main focus: environmental technologies, maritime and marine sector, • Norwegian equipment industry, subcontractors and tourism. • Offer: Commercial lease of the office premises www.siva.ru, • startup center for Norwegian enterprises, Norwegian-Russian business • incubator and High North’s information portal www.barentsnova.com. • Conference room for the seminars with up to 50 participants, canteen. Possibilities for the meetings in the small cottage with a space for 20 participants. • Norwegian startup centre (Norsk Etablerersenter). • Consultancy and advices from local experts for the Norwegian companies, which wish to establish business in the region. Norwegian startup center has completed a prequalification for a number of companies, rendering business services, for example: accounting, legal services, insurance, customs clearance, certification, IT and a number of other services. The Norwegian startup center has its own database of the pre-qualified service providers in Murmansk region. • Secretariat for the groups of the Norwegian enterprises and business associations within and beyond SIVA network. • Other business possibilities: • In cooperation with the authorities of Murmansk region SIVA International Management has made an overview of the other commercial opportunities in the region for the Norwegian business activities, for example, oil and gas.

17. SIVA IM activity overview • “Technopark Nor AS” - NorwegianlogisticsandbusinesscentreinMurmansk • Purchased: summer 2008. • Area:total 4,6 ha; 8000 sq.m - terminal building and offices. • Project is a result of cooperation between SIVA and • InnovasjonNorge Fund • The main focus: promotion of the possibilities for the Norwegian subcontractors in the Northwest Russia with a focus on the future oil and gas production and operation. • Offer: Commercial rent of the premises for the terminals (railway, road and air freight), warehouses and areas for the assembly of the large constructions and small-scaled production. Detailed information: www.technoparknor.no/

18. SIVA IM activity overview • The Baltic countries: SIVAIM established 3 large industrial parks in the Baltic States onbehalfof SIVA SF and one large industrial park for Norwegian private investors. • UAB SIVA SpilkaUAB SIVA ScanSIA SIVA OgreIndustry

19. SIVA IM activity overview The Baltic countries: The industrial parks were considered as a positive contribution from the Norwegian side to the development of marketeconomyin the Baltic States in the phase of transition from the planned economy. SIVA’sparticipationhelpedtocreateapprox. 500 newworkplaces, introduce a newtechnologyandcreatefuture-orientedbusinesses. ThemostofNorwegiancompanies, whichparticipatedinthatprogram, managedtostandandovercometheinternationalcompetitionthatbecamestrongerintheearly 2000’s. The activity of SIVAIM in the Baltic States has much in common with the activity of SIVAIM in Russia. SIVAIM was also active locally in Latvia by transfer of its knowledge with a special focus on how can municipalities act to attract new investments. In order to achieve this goal SIVAIM has implemented a program with a name “Næringsvennligekommuner” (“Business friendly municipalities”).

20. SIVA IM activity overview • The Baltic countries: In 1999 SIVAIM made a feasibilitystudyinSaldus, Latvia. The results of this research became a ground for the development of a project of a large Norwegian industrial park that was established in cooperation with the companies from Hareide, Ulstenvik. • Theprojectparticipantsconstructedseveralindustrialobjectswhichwererented out to Norwegian companies.

21. SIVA IM activity overview • From 2004 to the present day SIVAIM together with its Norwegian network: SINTEF, ÅlesundKunnskapspark AS, LEN and other companies and in co-operation with the RoyalNorwegianMinistryofForeignAffairsand IN-EEA mechanism established incubators inTuzla (Bosnia & Herzegovina)www.bit, Sibenik (Croatia) www.cronomar.hr, Constanta (Romania) www.ronomar.org. • In 2012 SIVAIM started a new project in Ukrainewhich continues to developrelationsbetweentheinnovationorganizationsinNorwayandUkraineandsupportstheideatoopenanincubatorinKievforthenew IT startupcompanies. TheprojectwassupportedbytheNorwegianMinistryofForeignAffairs and fell into the category of the institutional capacity building. Formoreinfo: www.unini.no • In spring 2013, SIVAIM was engagedas a consultantfortheestablishmentof a largeindustrialpark (totalarea 100 hectares) inMacedonia.Theowneroftheindustrialparkis a Norwegiangovernmentalinstitution “InnovationNorway” andNorwegian localinvestors. Atpresenttheworkhasjustbegunanditwilllastforseveralyears. TheindustrialparkofficeislocatedinTetovo, Macedonia. Thisindustrialparkhasnotlauncheditsownwebsiteyet.

22. SIVA IM activity overview • SIVAIM isanimportantinstitutionalpartnerforthebusinesscooperationandknowledgetransferonthelocallevelbetweenNorwayandthecountrieswhere SIVAIM isestablished. SIVAIM also places emphasis on the co-operation with the IN-Fund in order to develop assistance to the self-helpinNorthwestRussiabyfocusing, amongotherthings, onthefollowing: a) pre-qualificationoftheserviceprovidersforthenewNorwegianbusinesscompanies, b) buildingoftheproperrelationsandcontactswiththelocalauthoritiesandsharingthemwiththenewNorwegianbusinesscompanies, c) positioningitselfasanimportantfigureofthebusinesscooperationinthecountry / region. • SIVA isconsideredasanimportantcontributionintotheimprovementoftheinvestmentclimateintheregionsandcountrieswhereSIVA IM presents withtheemphasisontheNorwegianand local business activities. SIVAIM participatedinseveralpublichearingswhichtookplacebeforethenewlawsandregulationswereputinforceinNorthwestRussiaandearlierintheBalticStates. • SIVA IM hasalsoinitiatedtheestablishmentoftheinstitutionalorganizationsthathaveactedtoimprovetheframeworkconditionsandfightagainstcorruption. SIVA IM initiatedestablishmentof FIBA (ForeignInvestorsBusinessAssociation) http://nwfiba.com which is today the most important business association for the foreign investors in the NorthwestRussia; 90 percentofitsmembersareNorwegiancompanies. SIVAIM wasalsoaninitiatorof FIBA inLithuania; Norwegiancompaniesinthisorganizationconstitutethemajorityaswell. http://www.fibapanevezys.eu

23. SIVA IM activity overview • SIVA IM hasbeen a memberofthe UN GlobalCompactsince 2008 www.unglobalcompact.org/anditfollowstheprinciplesthatarerecommendedbytheorganizationinrespecttotheactivitiesandworkoutsideNorway. • SIVAIM hasintroducedqualitymanagementsystemsfortheinternationalprojectsimplementation from the first stage (the phase of idea) to the concept in operation (real estate – innovationcenter). Now SIVA IM worksontheupgradingofitsqualitymanagementsystemaccordingtothenew ISO 9001:2008. • Moreinformationcanbefoundat: • www.siva.no • www.sivaim.no • www.barentsnova.com • www.technoparknor.no • www.sivascan.lt • www.scandpark.com • www.bit.ba • www.icbl.ba • www.ronomar.eu • www.cronomar.hr • www.unini.no