X-BORDER BUSINESS PROJECTBudapest, Warsaw, Prague

Feb – May 2019

2

THIS IS HILTI

• Founded in 1941 in Schaan,

Liechtenstein

• World market leader in fastening and

demolition technology for construction

professionals

• Sales of CHF 5 billion

• Direct sales approach:

~ 230,000 customer contacts per day

• 100% family owned

• 27 000 employees in more than 120

countries

careers.hilti.comX-BORDER CEMS Business Project, 2019

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A HIGH-PERFORMINGGLOBAL TEAM

• 27 000 employees

• 124 nationalities in the global team

• 13 nationalities in top management

• 56 nationalities at headquarters

• 23% of team members are women

• 17% of team leaders are women

• All sharing: Caring and performance

driven corporate culture

careers.hilti.comX-BORDER CEMS Business Project, 2019

OUR CORPORATE STRATEGY

4careers.hilti.comX-BORDER CEMS Business Project, 2019

BUSINESS PROJECT TOPIC

How to boost the value proposition of VIP program in order to drive the

engagement of key customers in Czech Republic, Hungary and Poland

5X-BORDER CEMS Business Project, 2019 CEMS@Hilti

Presntation title | Month 00, 201X 6

STRATEGY PROPOSAL FOR HILTI VIP PROGRAM

Business Project objectives:

Define strategy how to boost the value proposition of VIP program in order to drive the engagement of key customers

in Czech Republic, Hungary and Poland

Business Project description:

Hilti strategy is based on creation of long term relation with customers via product and services leadership and

differentiation supported by operational excellence and direct sales model. At forefront and primary focus are VIP

customers, customers with highest potential to purchase wide portfolio of Hilti products and services in substantial

volume. To boost engagement of VIP customers Hilti recently introduced a VIP program. Your role will be to review its

structure, communication and impact in 3 markets and propose the common future strategy.

Business Project outcomes:

Qualitative and quantitative assessment of the current process and progress of VIP program and its promise, analysis

of effect on engagement. What works and what does not work – internal and external assessment. Overview of best

practices inside Hilti Group and outside (market organization, competitor and market). Proposal for next step to drive

the sustainability of the program and differentiation. The proposal will be a common solution for 3 targeted markets

benefiting from learnings in each of them.

X-BORDER CEMS Business Project, 2019 CEMS@Hilti

Presentation title | Month 00, 201X 7

BUSINESS PROJECT ROADMAP

Local

Kick-off

Local

Data

Gathering

X-border

Kick-off

SKYPE

X-border

team works

online

X-border

Progress

Check

SKYPE

X-border

team works

online

X-border

Final

Presentat

ion at

Hilti

ONSITE

Local

Presentat

ions at

CEMS

Interaction with the x-border comitee

Interaction with local supervisor

Jan/Feb End of Feb Mar/Apr Mid of May

X-BORDER CEMS Business Project, 2019 CEMS@Hilti

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PROJECT ORG CHART

Hilti X-border comitee

Hilti Local Contacts

CEMS Team

Jiří Jindrák

Marketing

Director

Hilti CZ

Anna

PankowskaMarketing

Director

Hilti PL

Mark Jekey

Marketing

Director

Hilti HU

Mark Jekey

Marketing

Director

Hilti HU

Petr Koler

Strategic

Marketing TL

Hilti CZ

Andrzej

Drozdz

Finance

Controlling

Hilti PL

X-BORDER CEMS Business Project, 2019 CEMS@Hilti

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G’day, Dobry Dan, Dobrý den, Jó Napot,

My name is Mark Jékey. Twelve years ago I was interviewed at Hilti Hungary – it was the first interview of my life, and my main aim was to test myself and gain some experience. I was hired on the day.Since then, Hilti has become a part of my life. I started as sales representative in Budapest and my blood gradually began to turn the required Hilti shade of red. After number of months “in the car”, I was offered the position of Product Manager for Direct Fastening and Measuring. In early 2011, I moved to Prague to join the Marketing Competence Centre in Eastern Europe, as an international Product Manager. As I was in the global pull and Australia was keen to get an experienced manager, I was offered Product Manager position down-under. After 5 years of flat growth it was time to shake up the business. A 60 years old technology and still loaded with the wow factor. 2 years later, I received the honour to lead the Product Marketing team. Stretching my comfort zone was not easy, but now I truly enjoy working with great individuals. After circa 5 years, I had to work on my Work-Life balance, and we decided to return home with my wife and the 2 cheeky boys what we have gathered during the international adventure. Now, I’m leading the Marketing team in Hungary and still feels extraordinary, that after so many years I’m still doing what I’m passion about.

➔ Why is the project important to me?We are not chasing illusions, we know that we cannot do everything for everyone… but we can do everything for the ones who we choose. As per our engagement strategy we’ve cautiously selected our VIP accounts where we are offering exclusive services. However to increase our SOW and to truly become partners from start to finish we always have place to improve. I hope that the project will define new sustainable VIP tailor made service offerings to remain ahead of the game.

Mark Jekey, Marketing Director Hilti Hungary

MARK JÉKEY

X-BORDER CEMS Business Project, 2019 careers.hilti.hu

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Hi My name is Anna Pankowska and I am Marketing Director in MO PL. My adventure with Hilti has started 14 years ago. I had a pleasure to work in Poland and in our headquarter in Liechtenstein. Marketing is my passion.

Hilti has over 75 years of history. Our goal is to develop enthusiastic customers and build better future. The customer selection is critically important for us as we want to develop long term partnership relations with our clients and to deliver outstanding value to them. VIP program has been launch 2 years ago in Poland. There is a good moment to collect customer insight, evaluate the program and think about future customers’ needs and expectations to assure we develop and strengthen customers engagement.

Anna Pankowska, Marketing Director Hilti Poland

ANNA PANKOWSKA

X-BORDER CEMS Business Project, 2019 careers.hilti.pl

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Hi My name is Jiri Jindrak and I am Marketing Director in sub-region of eastern Europe. I have joined Hilti 7 years ago as intern and have spent most of my professional life in sales and marketing position locally and internationally.

This project is extremely relevant as our strategy is to further strengthen relationship with our VIP customers, bring exciting customer experience which is key to Hilti business model and at the same time differentiate towards our competition.

In Hilti we do not want to be everything for everybody but rather everything for those customers that value our partnership and therefore for those customer we want to deliver on top, unique, scalable and differentiated services.

We have launched VIP program in Czech Republic 1,5 year ago and evaluation, customer insights and plan on further improvement of its value proposition and execution is desired.

Jiří Jindrák, Marketing Director Hilti ČR and Head of Marketing in EE-EU Subregion

JIŘÍ JINDRÁK

X-BORDER CEMS Business Project, 2019 careers.hilti.cz