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Konferenz: Digitalisierung in der Industrie30.8.2016, Rapperswil

Hilti ON!Track With Transparency comes Efficiency

Philipp Laesser Customer Life Cycle Manager

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Agenda

Hilti Corporation

Hilti ON!Track – a business model innovation

Guided Selling Advisor – sales approach digitalisation

Conclusions

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This is Hilti

Founded1941 in Schaan, Liechtenstein

Family owned companyAll shares and participation certificates are held by the Martin Hilti Family Trust

Construction technologyWorld market leader for professional fastening and demolition technology

Global reachPresent in more than 120 countries

International teamMore than 23,000 worldwide employees

Unique characteristicDirect sales model

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Hilti is a globally acting company with a history of sustainable sales growth

0

500

1000

1500

2000

2500

3000

3500

4000

4500

5000

1950 1955 1960 1965 1970 1975 1980 1985 1990 1995 2000 2005 2010 2015

4,384

47.5

23.8

3.0

14.3

11.4

Europe North America Latin America Asia / Pacific Eastern Europe / Middle East / Africa

Revenue, in CHF million Revenue share by region, in %

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Hilti Strategy – Champion 2020

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We develop and sell system solutions for construction professionals across many trades

• Design• Specifications• Consulting• Software

Engineering Services & Software

Fastening and

installation

Cutting and grinding

Drilling and demolition

Firestop and insulation

Measuring and aligning

• Distance measuring

• Leveling and aligning

• Detection

• Drilling and chiseling

• Diamond systems

• Direct fastening

• Screw fastening technology

• Anchor technology

• Installation

• Construction chemicals

• Firestop

• Cutting and grinding

• Diamond systems

• Fleet management

• Repair service

• Lifetime service

• Delivery service

• Training and consulting

• Asset Management

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Our strength: innovation

40Average number of new product lines released each year

5.5%of sales invested in R&D in 2015

10,000Number of products in the entire product portfolio

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Agenda

Hilti Corporation

Hilti ON!Track – a business model innovation

Guided Selling Advisor – sales approach digitalisation

Conclusions

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We proactively searched for new service business opportunities

Fleet Management since 2001

Developed with our customers

Revolutionized construction industry – today >100.000 customers globally

Our promise: „We manage your Hilti tools, so you can manage your business“

Our customers told us: „We need a professional solution to manage all our construction assets in the field“

Based on this need, Hilti initiated an intensive analysis of customer needs

Intensive market research based on customer feedback

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The Customer Problem: Managing construction assets is difficult for most of our customers

Vehicle

Employee

Jobsite JobsiteJobsite

EmployeeEmployee

VehicleVehicle

HQ/warehouse

How many assets do we have?Where are our assets and who is responsible? In which condition are our assets and when is the next inspection due? Do we have an optimal fleet of assets?

?

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Poor management of assets have significant negative impact on a construction company’s business

Costs Low asset productivity Process inefficiencies

Compliance Not able to meet health and safety regulation

with respect to inspections of assets

Managing assets is a need that attracts the attention of C-suite management

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Services

Solution was developed through customer-driven iterations

Hilti’s answer to the customer problem is a system solution: ON!Track

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Agenda

Hilti Corporation

Hilti ON!Track – a business model innovation

Guided Selling Advisor – sales approach digitalisation

Conclusions

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ON!Track and Fleet Management require a

Consultative based selling…

… which is supported bythe innovative

Guided Selling Advisor

• Identify and quantify customer needs • Develop solution tailored to customer

needs • Support customer in implementing

solution and achieve benefits

• Guided selling advisors leads sales force through 8-step sales approach

• Easy calculation of savings• Professional demonstration of ON!Track• Reduces preparation time and

accelerates sales process

We are selling a solution and have a powerful tool to lead us through the sales process

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Agenda

Hilti Corporation

Hilti ON!Track – a business model innovation

Guided Selling Advisor – sales approach digitalisation

Conclusions

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Conclusions

To differentiate sustainably, manufacturing companies are moving beyond their traditional hardware offerings to system solutions of hardware, services and software

Developing such complex solutions requires an agile, iterative approach – customer proximity is key to success

Choose your partners carefully

We are at the beginning of a long, long road!