Slide 1: Capital Markets Day 2016: Commercial Transformation
Capital Markets Day 2016 Commercial Transformation …growing faster than the market through differentiation Gérard Kuperfarb, Growth & Innovation
Slide 2: Commercial Excellence through differentiation, commercial performance and enhanced go-to-market
Commercial Excellence through differentiation, commercial performance and enhanced go-to-market to drive margin and growth Retail Building & Affordable Housing Differentiated e.g. bag market e.g. Value added products Masons, Individual Home Builders Building Contractors, End Users End Use Offers & G
Slide 3: Retail differentiation essential to succeed in over 60% of our markets
Retail differentiation essential to succeed in over 60% of our markets Europe Retail* Volume APAC Share 33% (Incl. India) Retail* Volume Share 77% North America Retail* Volume Share 5% Middle East, Africa Latin America Retail* Volume Retail* Volume Share 82% Share 78% * Share of cement bag sales as
Slide 4: 55 countries embarked on Retail transformation
55 countries embarked on Retail transformation, strengthening differentiation and collaboration with our channel partners Develop a community of retailers Gain value share in with an affiliation model: independent retailers • Superior customer experience for end users End-user • Enhance our ability
Slide 5: Deploying tomorrows' Retail solutions to create the next generation Retail models
Deploying tomorrows’ Retail solutions to create the next generation Retail models Creating a great customer experience that touches all stakeholders in the construction ecosystem… Online Modern Construction Retail www.disensa.com & Affiliate network © 2016 LafargeHolcim 5
Slide 6: Pursuing differentiation in Infrastructure
Also pursuing differentiation in Infrastructure, through sectorial expertise, partnership and world-class execution In-house infrastructure A partnership approach World-class excellence in sectorial expertise on a global scale project execution Selected illustrations 1. Optimized 2. Savings design R
Slide 7: Differentiating through Infrastructure offers with need based value proposition
Differentiating through Infrastructure offers with need based value proposition for large project eco-systems Leveraging new Teaming-up upfront with Developing strategic relations Mining Hub in Canada: advanced designs in Transport: with global contractors: Contract signed with Gold Mining Our new b
Slide 8: Significant progress on delivering world-class Commercial Performance
Significant progress on delivering world-class Commercial Performance – Key ongoing actions Price and Margin Management 122 pricing managers introduced. Structured sustainable pricing strategies in place Offer Range Management Cross selling synergies delivered in 2016 Differentiated offers developed
Slide 9: Pricing and Margin Management – Focus on building excellence
Pricing and Margin Management – Focus on building excellence and realizing benefits Disciplined local pricing Standards and management toolkit co-development Country support, Pricing reporting & academies, peer transparency groups & coaching © 2016 LafargeHolcim 9
Slide 10: Selected innovative breakthrough construction solutions hitting the ground
Selected innovative breakthrough construction solutions hitting the ground A patented disruptive technology, a 100% mineral Multiple advantages CO2 binder cement targeting insulating solution targeting the worldwide ~70bn unreinforced precast industry with overall 70% CHF construction thermal insula
Slide 11: AIRIUM a promising technology platform for the insulation market
AIRIUM a promising technology platform for the c.70bCHF insulation market, unlocking value for all stakeholders AIRIUM is a patented disruptive technology, relevant to improve energy efficiency from floors to ceiling. It can be leveraged through various operational models. AIRIUM holds an edge over
Slide 12: Commercial Transformation aims to target a larger share of construction spend
Commercial Transformation aims to target a larger share of construction spend Share of cement spend: 3% Commercial Excellence • Gain share of volume and value in the Construction material Est. Construction Spend 2020 Differentiated & Breakthrough Solutions USD 10.3 Tn • Retail, Building and Infrastr
Slide 13: In conclusion, Commercial Transformation progressing well
In conclusion, Commercial Transformation progressing well to support countries in driving profitable growth Marketing Plan, a growth plan in every country is at the core of business planning Mobilizing the organization by widely communicating the new vision Performance metrics and incentives, across