QUESTIONNAIRE MARKETRESEARCH EMEA 1 Labour force industry (in numbers)

Top 10 of industry, based on number of workers / employees Industrial sector Number off employees

Turnover

Top 10 largest companies of the top 10 industry Industrial sector Company 1.1 1.2 1.3 1.4 1.5 1.6 1.7 1.8 1.9 1.10 2.1 2.2 2.3 2.4 2.5 2.6 2.7 2.8 2.9 2.10 3.1 3.2 3.3 3.4

Number of employees

Current supplier

Type of supplier

Current fabrics

3.5 3.6 3.7 3.8 3.9 3.10 4.1 4.2 4.3 4.4 4.5 4.6 4.7 4.8 4.9 4.10 5.1 5.2 5.3 5.4 5.5 5.6 5.7 5.8 5.9 5.10 6.1 6.2 6.3 6.4 6.5 6.6 6.7 6.8 6.9 6.10 7.1 7.2 7.3 7.4 7.5 7.6 7.7

7.8 7.9 7.10 8.1 8.2 8.3 8.4 8.5 8.6 8.7 8.8 8.9 8.10 9.1 9.2 9.3 9.4 9.5 9.6 9.7 9.8 9.9 9.10 10.1 10.2 10.3 10.4 10.5 10.6 10.7 10.8 10.9
10.10

Direct competition in this market imracaminte Competitor Type of fabrics 1 2 3 4 5

Marketshare

Situated

7a Top 3 PPE delaers restul EIP

PPE dealer 1 2 3 4 5

General remarks

ALTE EIP CURENT

Contactperson

SWOT ANALYSE 1 Market segments industrial safety A market segment is a group of customers or end users that have similar needs. What are the 3 most important segments for which you would like to develop a special approach or program? With market segment a type of end use industry is meant. (e.g. petrochemical industry, energy, heavy metal etc) Reason of your choise

Market segment 1 2 3

2 Market strategy industrial safety

Market segment

What kind of strategy would you choose for the above mentioned market segments? E.g. pricing, product development, alliances, frontal attack existing market players, copy & replace existing, end-use marketing, creating safety awareness, etc Strategy

3 Needs and recourses industrial safety Market segment

What are your needs and recources for your strategy to target you above mentioned market segments? Resources and needs

4 SWOT analyse Strengths

What is/ are the strenghts, weaknesses, opportunities and threats for TenCate in your country?

Weaknesses Opportunities Threats

QUESTIONNAIRE MARKETRESEARCH EMEA 1 Labour force industry (in numbers) Please fill in the number of people working in the industrial sector in your country 2 3 Top 5 of industry, based on number of workers / employees Please list the top 5 of most important industries and the amount of people working + the turnover in this industry Top 5 largest companies of the top 5 industry Please list from the above mentioned industries, the 5 largest companies in your country. From these companies would like to have additional information: a) Number of employees: What are the number of people working in this company? b) Current supplier: Who is delivering the garments? Please fill in the suppliers name. c) Type of supplier: Is the supplier a garmentmaker, a rental laundry or a PPE dealer? d) Type of fabrics: What type of fabrics are used in the current safety garments? Please fill in a no 1 if they use FR treated fabrics, a no 2 if they use inherently FR fabrics, no 3 if they use non FR fabrics with safety aspects (e.g. High Vis, Antistatic). More numbers are possible e) Contactperson: Who is the best contactperson in the company for TenCate? The best person is the safety officer (HRM) or the purchaser Top 10 of largest garment makers in safety wear Please list the top 10 of most important garment makers in your country. These are not neccesarely our customers. From these garment makers we would like to have some additional information: a) Type of fabrics: What type of fabrics do they use; please fill in a no 1 for FR treated fabrics, a no 2 for inherent FR fabrics or no 3 if they use non FR fabrics with safety fabrics (e.g. High Vis, Antistatic). More numbers are possible. b) Marketshare: What % of the market do they have in the industrial safety? c) Distribution channel: How do they deliver to the market. Directly to the enduser, via laundries, via ppe dealer or via other channels? d) Customer of TenCate: Is this garmentmaker a customer of TenCate. (customer = buying) Direct competition in this market Please list the 5 lagest fabric suppliers of safety fabrics in your country. From these suppliers we would like to have additional information: a) What type of fabrics are they offering to the market? Please fill in a no1 for FR finished fabrics, a no 2 for inherent FR fabrics or a no 3 for non FR fabrics with safety fabrics (e.g. High Vis, Antistatic). More numbers are possible. b) Marketshare: What % of the market do they have in the industrial safety? c) Situated: how is the competitor organized in your country? Please fill in a no1 if they have an own office / salesmanager within the country, a no2 if they supply from an office/salesmanager outside the country, a no3 if they supply via an agent or a no4 if they make use of a distributor

Presence of laundries Are rental laundries present in your market? 6a Top 3 laundries Please list the top 3 of most important laundries for industrial safety. 7 Presence of PPE dealers Are they ppe dealers present in your country? A PPE dealer is a whole seller in different kind of safety equipment (garments, shoes, glasses, gloves, respiratory.) 7a Top 3 PPE delaers Please list the top 3 of most important PPE dealers in your country. 8 Presence safety associations Are there associations present in your market concering on the safety during work, like an association for safety engineers? There could be different associations for different industrial sectors 8a Top 3 safety associations Please list 3 safety associations in your country and if they are spezialized for an certain industrial sector, please fill this in as well.