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HB Aviation International

Kapelsteeg 7 3841 BJ Harderwijk The Netherlands Tel: +31 641 042 767 Email: [email protected]

Marketing Report for 2009 M&D Flugzeugbau GmbH & Co.KG.

A. Business Review M&D Flugzeugbau GmbH & Co.KG. (further referred to as MD), located at Streekerstraße 5b, D-26446 Friedeburg (Marx), started it's activities as an aircraft maintenance organization, specialising in maintaining and repairing gliders and motorgliders. As of 1995, MD was certified as an aircraft maintenance organization by the German Aviation Authorities LBA (Luftfahrtbundesamt). Since June 2007, MD is certified by EASA (European Aviation Safety Agency) as a Certified Production Organization (DE.21A G.0208), a Maintenance Organization (DE.145.A.0397), an Alternative Design Organization (AP 175) and since June 2009, as CAMO (Continuing Airworthiness Management Organization) with number DE.MG 0397. MD employs 36 people and hires free contracters on a regular basis. The following activities are performed by MD: Aviation: production, marketing and sales of the Samburo AVo68 R100 and R115 motorglider. periodical checks, maintenance, repair (light and structural) and overhauls of gliders, motorgliders, certified aircraft (CS-VLA and CS-23) and non-certified aircraft (ultralights and experimentals). sales of pre-owned aircraft (all categories). exterior painting and interior upholstery. Industry: production of aircraft prototypes and (helicopter) simulators. production of models and molds for composite construction. production of composite parts in glass fibre-, carbon fibre- and aramid fibre reinforced plastics for, amongst others, Remotely Operated Aircraft (military). WIG welding (Wolfram-Inert-Gas) with steel, aluminium and titan. painting of aircraft, trailers/lorries, cars, motorcycles and various industry parts.

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Aircraft Development Production Sales Maintenance Flight Training Registered at Chamber of Commerce Harderwijk nr. 08118206 ­ VAT/MWSt/BTW nr. NL120910755B02

HB Aviation International

Kapelsteeg 7 3841 BJ Harderwijk The Netherlands Tel: +31 641 042 767 Email: [email protected]

The Samburo AVo68 R100 and R115

1. 2. 3. 4. 5. Product description Initial marketing area Market situation and absorption potential Competitor aircraft Marketing, branding and sales

1. Product description. The Samburo AVo68 R100 / R115 is a certified motorglider. This aircraft has been certified by EASA at the airworthiness standard CS-22 (certification standard, part 22) which is the airworthiness standard for gliders and motorgliders. The Type Certificate Data Sheet is filed under: EASA TCDS No. A.252. The latest revision was filed at March 19, 2007. The Samburo was originally designed and built in Austria, where it received it's first type approval according to the "Airworthiness Requirements for Sailplanes and Powered Sailplanes" (LFSM) in 1977. Production history: Alpla-Werke Flugzeugbau Ges.m.b.H. in Hard, Austria. This company produced 28 Samburo's Firma Nitsche Flugzeugbau GmbH in Unterwössen, Deutschland. This company produced 8 Samburo's M&D Flugzeugbau GmbH & Co.KG. in Friedeburg, Deutschland. MD produced 2 Samburo's and 3 more are under construction at present. As of 1977 the Samburo started as model AVo68-V, with a single landing wheel and a 57 HP engine, 40 liter of fuel and an maximum take off weight of 685 kg. After this model the AVo68-S and AVo68-R followed where engine performance was increased.

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Aircraft Development Production Sales Maintenance Flight Training Registered at Chamber of Commerce Harderwijk nr. 08118206 ­ VAT/MWSt/BTW nr. NL120910755B02

HB Aviation International

Kapelsteeg 7 3841 BJ Harderwijk The Netherlands Tel: +31 641 042 767 Email: [email protected]

With the introduction of the model R100 (Rotax 100 HP) in 2000, the Samburo was equipped with a twin wheel main landing gear, a wider cockpit, a Rotax 100 HP engine and an increased maximum take off weight to 750 kg's. Soon the turbo charged 115 HP Rotax followed (R115) for better glider towing performance.

Samburo AVo68 R115, M&D's demonstrator (D-KMUD)

The Samburo Avo68 R115 is allowed to tow gliders up to 800 kg's. There is no other motorglider on the market that meets this performance. Very recently MD has finalised the certification of an increased maximum take off weight of 850 kg's. This allows the pilot to load 250 to 275 kg's (depending on equipment) in the aircraft. No other motorglider on the market is even getting close to this payload.

Glider Towing Hook

_________________________________________________________________________________

Aircraft Development Production Sales Maintenance Flight Training Registered at Chamber of Commerce Harderwijk nr. 08118206 ­ VAT/MWSt/BTW nr. NL120910755B02

HB Aviation International

Kapelsteeg 7 3841 BJ Harderwijk The Netherlands Tel: +31 641 042 767 Email: [email protected].nl

The Samburo is a "multi-role" aircraft used for: Glider Towing (up to a glider weight of 800 kg's, big two seat gliders) Training. Students can train for PPL (private pilot licence) and GPL (glider pilot licence). Cross Country touring (speeds up to 200 km/h, range up to 950 km). Gliding. Aerial Work, like environmental observation, photo flights and banner towing. The aircraft is built in a traditional manner with a mixture of traditional and highly modern materials.

Wooden wing construction

Tubular steel fuselage construction

The wings and tail are a wooden construction completely covered with ceconite fabric. The fuselage is a tubular steel construction covered with carbon fibre plating and ceconite fabric. The cockpit has carbon fibre platings, panels and floor boards. The canopy slides backwards on a rail and can be opened during flight. The engine is a modern Rotax 4-stroke, liquid cooled, 4 cylinder engine that produces 100 HP (non-turbo Rotax 912S) or 115 HP (turbo charged Rotax 914F). This engine can be used with aviation gasoline (AVGAS) or the much cheaper and cleaner car fuel (MOGAS) with 95 or 98 octane. The Samburo structure has no "life time limit" thanks to the way it is constructed. The wing has a special NACA profile that makes it unsensitive to rain, and only little to icing.

_________________________________________________________________________________

Aircraft Development Production Sales Maintenance Flight Training Registered at Chamber of Commerce Harderwijk nr. 08118206 ­ VAT/MWSt/BTW nr. NL120910755B02

HB Aviation International

Kapelsteeg 7 3841 BJ Harderwijk The Netherlands Tel: +31 641 042 767 Email: [email protected]

Instrumentation can be with traditional round dails or modern EFIS (electronic flight instrument system) with daylight readable screens.

Carbon fibre panels and combination of round dails and screen display

The Samburo is one of the first certified aircraft utilising LED-lighting for Position Lights (green, red and white), ACL ­ anti collision lights on the turtle deck and combined in the landing light, and a landing light reaching 300 meters. This LED system uses very little electrical power compared to traditional light bulbs and will emit light for many thousands of flight hours.

_________________________________________________________________________________

Aircraft Development Production Sales Maintenance Flight Training Registered at Chamber of Commerce Harderwijk nr. 08118206 ­ VAT/MWSt/BTW nr. NL120910755B02

HB Aviation International

Kapelsteeg 7 3841 BJ Harderwijk The Netherlands Tel: +31 641 042 767 Email: [email protected]

2. Initial marketing area. As of January 1, 2009, MD has appointed a designated aviation marketing & sales person. The marketing efforts will start as a "spreading oil spot" from the centre outwards. Therefore MD is marketing and selling the aircraft initially in Germany and Switserland. The Samburo was exhibited at the AERO in Friedrichshafen (the number one trade fair for General Aviation) and demo-flown in Germany and Switserland. The first Swiss Samburo will be delivered to Neuchatel, CH, in August 2009.

AERO 2009 Friedrichshafen

Next countries are The Netherlands and the United Kingdom, where MD already participated at the AeroExpo (Wycombe, UK) and flew demo flights as well as Pilot Report flights for the number one UK aviation magazine "PILOT" and number one Dutch/Belgian magazine "Piloot en Vliegtuig". Austria, Denmark, Belgium, France and Spain will follow suit. Next trade fair will be "Air Expo Zell" in Zell am See, Austria in September 2009. MD is still considering to participate in the trade fair "International Air Meeting" at Sabadell, Barcelona, Spain in October 2009 (when budget and time allows).

_________________________________________________________________________________

Aircraft Development Production Sales Maintenance Flight Training Registered at Chamber of Commerce Harderwijk nr. 08118206 ­ VAT/MWSt/BTW nr. NL120910755B02

HB Aviation International

Kapelsteeg 7 3841 BJ Harderwijk The Netherlands Tel: +31 641 042 767 Email: [email protected]

After these countries, MD will work it's way into Poland, Czech Republic, Slovenia, Croatia and Italy. In all these countries the EASA CS-22 airworthiness certificate is implemented or accepted. Entering markets like North and South America, Middle East and Far East, will be on hold until MD has established a healthy turn-over in Europe. This should give MD the financial means to certify, or receive type certificates on basis of mutual acceptance, in countries outside Europe.

3. Market situation and absorption potential. In this chapter I will concentrate on Europe as a market. Although the United States of America have the largest market potential, it is currently too expensive for MD to penetrate that market. It would also draw MD's current personel recourses away from the area were MD has to earn back its initial investments. The Samburo will mainly be used as a multi-role aircraft, where it will replace a number of older towing/cruising aircraft like (but not limited to): Robin DR 235 - 400 Morane & Rallye 180 ­ 235 Piper Pawnee PZL-104 Wilga Various Ultra Lights The certified aircraft are usually very expensive in maintenance and consume almost twice as much (expensive) AVGAS, compared to a MOGAS powered motor glider. They are commonly loud and aging, resulting in a lower dispatch-reliability. The use of Ultra Lights is getting less popular because of high "wear-and-tear" on the construction and lower glider-tow performance. Another problem with Ultra Lights is that these aircraft are not certified by any aviation authority, but only have a "permit to fly". The accident rate due to mechanical failures in this class is very worrisome.

_________________________________________________________________________________

Aircraft Development Production Sales Maintenance Flight Training Registered at Chamber of Commerce Harderwijk nr. 08118206 ­ VAT/MWSt/BTW nr. NL120910755B02

HB Aviation International

Kapelsteeg 7 3841 BJ Harderwijk The Netherlands Tel: +31 641 042 767 Email: [email protected]

MD expects to sell its Samburo to the following clients, put in the right order: 1. Flying / Glider flying clubs 2. Private individuals 3. Aerial work companies and/or agencies A quick count of the gliding clubs, only in Germany, shows that there are 786 German gliding clubs. Most of these clubs use towing aircraft next to a winch. A safe estimate of the number of European gliding clubs is 2000+. This means that there are more than a 1000 older certified aircraft that can be replaced by a towing motorglider. Europe wide, over the next 5 years, I estimate a market for touring- and towing motorgliders of more than 300 aircraft. Considering the fact that there are currently 3 producers of certified touring/towing motorgliders, MD is aiming for a market share of 30% or better, resulting in an expected turn-over of 20 Samburo's per year in 5 years. At present MD is not capable to meet this number. Not in production capacity nor in sales performance. MD's current planning is to produce 3 Samburo's in 2009, 7 or 8 in 2010 and 12 in 2011. One aircraft per month is currently the absolute maximum for a "single line" production. Based on actual sales, MD will decide when and how to rank up the production speed. As the market is very sensitive to large fluctuations due to the economical situation, MD can not make long term planning, and a production rank up, based on 5 year expectations. The big advantage of building the Samburo in a classical way, is the fact that MD does not need to invest too heavily in tooling. Producing 10 aircraft per year, sold for the suggested selling price, will be profitable for MD. A certified aircraft, built fully in composites, is normally faced with tooling costs (moulds ect.) of multi millions. Production in such a way will only make sense when the company produces a high number of aircraft per year (minimum of approximately 100 per year). As an example, Columbia Aircraft Manufacturing Co. from Oregon, USA, producing the Columbia 350 and 400 in full composites from 2000 till 2007, had to produce 180 aircraft per year to make a marginal profit.

_________________________________________________________________________________

Aircraft Development Production Sales Maintenance Flight Training Registered at Chamber of Commerce Harderwijk nr. 08118206 ­ VAT/MWSt/BTW nr. NL120910755B02

HB Aviation International

Kapelsteeg 7 3841 BJ Harderwijk The Netherlands Tel: +31 641 042 767 Email: [email protected]

4. Competitor aircraft. There are basicly 3 main players in the market of touring/towing motorgliders. M&D Flugzeugbau, Samburo AVo68 R100 and R115 Diamond Aircraft, Super Dimona HK36 Sammet, Falken SF-25C

Super Dimona HK36. This is a full composite touring/towing motorglider, produced in Wienerneustadt, Austria. Just like the Samburo, it is available with a 100 HP Rotax 912S, as well as with a 115 HP Rotax 914F.

Diamond Super Dimona HK36

Advantages compared to the Samburo: Full composite, smooth modern looks Can be parked outside for longer periods of time Disadvantages compared to the Samburo: approximately 30% more expensive to buy much smaller cockpit more difficult to fly (more sensitive) no sliding canopy less powerfull in towing (not allowed to tow 800 kg gliders) engine problems when used for much towing (cooling problems) Life Time Limit of only 6000 flight hours untill 30.000 structural overhaul much less payload (cannot be flow "full fuel, two persons and luggage") sensitive to rain and very sensitive to icing on the structure fuel tank in the fuselage (dangerous when crashing)

_________________________________________________________________________________

Aircraft Development Production Sales Maintenance Flight Training Registered at Chamber of Commerce Harderwijk nr. 08118206 ­ VAT/MWSt/BTW nr. NL120910755B02

HB Aviation International

Kapelsteeg 7 3841 BJ Harderwijk The Netherlands Tel: +31 641 042 767 Email: [email protected]

Falken SF-25C. This is a touring/towing motorglider constructed in a similar method as the Samburo, produced in Heubach, Germany. It is also available with the 100 and 115 HP Rotax engines.

Falken SF-25C

Advantages compared to the Samburo: none that we can think of Disadvantages compared to the Samburo: approximately 10% more expensive to buy much smaller cockpit lower cruising speed less range no sliding canopy less powerfull in towing (not allowed to tow 800 kg gliders) much less payload (cannot be flow "full fuel, two persons and luggage") very sensitive to rain and extremely sensitive to icing on the structure fuel tank in the fuselage (dangerous when crashing) no carbon fibre platings and coverings (only heavier glass fibre)

_________________________________________________________________________________

Aircraft Development Production Sales Maintenance Flight Training Registered at Chamber of Commerce Harderwijk nr. 08118206 ­ VAT/MWSt/BTW nr. NL120910755B02

HB Aviation International

Kapelsteeg 7 3841 BJ Harderwijk The Netherlands Tel: +31 641 042 767 Email: [email protected]

5. Marketing, branding and sales. The most important part in this early stage of marketing the Samburo is "branding". This aircraft is not yet well known in the market. Image and reputation are extremely important in the aviation community. A badly built aircraft will not be standing alongside of the road when breaking down, like a car would, it can actually kill you. A good reputation will take years, a bad reputation just 2 minutes.... When talking about "branding" it is basicly all about "exposure". People have to see the aircraft as often as possible. Make the brand well known. This can be accomplished in the following ways: 1. Magazine articles (Pilot Reports), for free and lots of coverage 2. Trade fairs, costy but with direct contact to prospect buyers 3. Advertising, costy with no direct contact to prospect buyers 4. Demonstration flights, based on appointments made on trade fairs and thought ads 5. Visits to clubs and local flight festivities 6. Internet website Ad 1) The Samburo has been featured in the following main stream magazines: Aerokurier, 6 pages (No. 1 General Aviation Magazine of Germany, Austria and CH) Piloot en Vliegtuig, 4 pages (No. 1 GA Magazine of Netherlands and Belgium) PILOT Magazine, 7 pages (!) (No. 1 GA Magazine of the United Kingdom) Ad 2) The Samburo has been displayed on the following trade fairs and "Fly Ins": Air Magdeburg, Germany (autumn 2008) AERO Friedrichshafen, Germany (spring 2009) AeroExpo Wycombe, United Kingdom (spring 2009) Tannkosh Fly In, Germany (summer 2009) Ad 3) The company M&D Flugzeugbau has a monthly add in Aerokurier, which will be modified to put more emphasis on the Samburo apart from the industry part of MD. Ad 4 & 5) MD has demo-flown the Samburo at various locations in Germany, Switserland, Netherlands and United Kingdom. Ad 6) MD has a beautifull website at www.samburo.com and www.mdflugzeugbau.com

_________________________________________________________________________________

Aircraft Development Production Sales Maintenance Flight Training Registered at Chamber of Commerce Harderwijk nr. 08118206 ­ VAT/MWSt/BTW nr. NL120910755B02

HB Aviation International

Kapelsteeg 7 3841 BJ Harderwijk The Netherlands Tel: +31 641 042 767 Email: [email protected]

This Samburo branding will continue, followed by putting emphasis on MD as a maintenance and repair station to promote continuity of the aircraft's operations. Appointments of regional service stations in England, Netherlands, Austria ect. will be the next thing to do. When the "oil spot" keeps on spreading, and buyers get farther away from the factory, MD will need to appoint local dealerships to keep the pressure on that market. For this purpose MD will need to adjust the selling price to a level where it can pay a dealer his commission (typically around 10%). At present, though, MD will keep the selling price just below the closest competitor (Falken SF-25C), to be able to penetrate the market and secure a solid market share. MD's aircraft sales department will need access to financial means to be able to execute it's marketing and sales activities in a usefull way. The Samburo excels towards it's competitors in many ways: lowest price best towing performance most comfortable and roomy cockpit highest payload easy to fly low environmental footprint (low noise, low fuel consumption) capable to handle rough grass runways sliding canopy that can be opened during flight fuel tanks in the wings not sensitive to rain abundant use of carbon fibre platings and coverings use of LED lighting systems Next product updates: EFIS cockpit screens to replace old "steam gauges" and unreliable gyro systems VFR-Night certification, to enable the Samburo to fly at night Harderwijk, December 4, 2009 Enrico H.L.C.M. Evers Managing Director

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Aircraft Development Production Sales Maintenance Flight Training Registered at Chamber of Commerce Harderwijk nr. 08118206 ­ VAT/MWSt/BTW nr. NL120910755B02

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