ENTREPRENEURSHIP

MANAGEMENT
JURY PROJECT
 INTRODUCTION

 Hilti Corporation (Hilti Aktiengesellschaft or Hilti AG, also known as Hilti Group) is a
Liechtenstein multinational company
 It develops, manufactures, and markets products for the construction, building
maintenance, energy and manufacturing industries, mainly to the professional end-user.
 It concentrates mainly on anchoring systems, fire protection systems, installation systems,
measuring and detection tools (such as laser levels, range meters and line lasers),
 Power tools (such as hammer drills, demolition hammers, diamond drills, cordless electric
drills, heavy angle drills, power saws) and related software and services.
 TYPE Aktiengesellschaft

Industry Manufacturing

Founded 1941

Headquarters Schaan , Liechtenstein

COMPANY Key people Martin and Eugen Hilti

PROFILE Products Power Tools, Anchors,

Diamond Drills, Laser
Products, Firestops
[
Number of employees 29,000 worldwide (2018)

Website www.hilti.group
ORGANIZATIONAL CHART

HILTI

EXECUTIVE
HEADS

DR. MARCO MATTHIAS

DR. STEFAN MEYRAT GILLNER
CHRISTOP NÖKEN NORTH CORPORAT JÖRG BOARD OF
H LOOS FASTENIN AMERICA E KAMPMEY DIRECTOR
CHIEF G MARKETS FUNCTION ER S
EXECUTIVE TECHNOLO AND S AND CFO
OFFICER GY AND EMERGING ENERGY &
LOGISTICS REGIONS INDUSTRY

HEINRICH MICHAEL
FISCHER HILTI BARBARA
CARLA DE PROF. DR.
Chairman Honorary KIM MILIAN DANIEL
GEYSELEE PIUS
of the Chairman FAUSING THORALFS DAENIKER
R BASCHERA
Board of of the SON
Directors Board
HILTI’S OPERATING
MARKET

 55 percent of the revenue

comes from Western
Europe,
 21 percent from America,
 12 percent from Asia and
another
 12 percent from Eastern
Europe and the Middle
East
HILTI’S TARGET MARKET

 Professional users in users in different areas of building industry and the

house renovation industry
 Main market : Europe and Africa – North and Latin America
 Main competitors : Black and Decker , Illinois tool works ( ITW ) , Bosch ,
Wurth , Makita and Techtronic Industries ( TII )
 Competitive advantage : close relationship to customers
PRODUCT LINE OF HILTI

 Product lines of the company include mining, cordless, measuring systems,

direct fastening, drilling and demolition, anchoring systems, diamond
coring and cutting, installation systems, cutting and sanding, screw
fastening, fire stop and foam systems.
 The company provides a deep product range of tools, inserts and
consumable goods for construction sites.
 These products are specialized on the trade where the customer comes
from.
 The system solutions in form of product baskets are provided to customers
in order to fulfill all their applications
CUSTOMER SEGMENT

 customers are segmented into

 building construction,
 interior finishing,
 mechanical,
 electrical,
 civil engineering,
 steel/metal and solar trades,
SERVICES OF HILTI

 The three main services are

 fleet management,
 lifetime service and
 engineering support.
HILTI BUSINESS MODEL
PARAMETERS IN BUSINESS MODEL

 PURPOSE AND VALUES-

Integrity, courage, teamwork, commitment
 Culture Journey-
The Culture Journey binds people to act together. It is a corporate initiative
that intends to make sure that the corporate purposes and values described
before are meaningful to all employees working at Hilti.
THE CHAMPION 3C STRATEGY

 Customer: they want to be our customers' best partner. customers

requirements drive their actions.
 Competency: commitment to excellence in innovation, total quality,
direct customer relationships, and effective marketing.
 Concentration: focus on products and markets where they can achieve
and sustain leadership positions.
 Product Portfolio Management: This aspect essentially deals with the design of new
products..
 Market Reach: Considering the Market Reach process, five different sales channels are
differentiated, namely (1) Hilti centres, (2) Territorial sales people, (3) Pro Shops, (4) B2B (incl.
Hilti online), and (5) Customer Services.
 Supply Chain Management:. Supply chain management deals with the logistics and the
warehouse management by means of logistic centres.
 Professional Services: These processes include delivering after sales services. An essential
part is dealing with repair services which should be provided with a favourable quality and
speed. Another important part of Professional Services is fleet management:
MARKETING STRATEGY - PRODUCTS

 Hilti continuously innovates her products. An increasing amount of effort and funds is
invested in R&D to enlarge the number of products and to improve them. Hilti will only
continue with a product if it is veri-fied that it matches customer needs significantly
better then competitive products.
 All products are of a high quality. This is equivalent to a high level of reliability. This is
very important for a lot of companies, because they are dealing with deadlines and
their reputation is at stake. The products are of such kind a quality that they should last
a lifetime.
 The products are designed in view of efficiency. A good machine can save the
consumer a lot of time. In a company’s perspective this saves a lot of money.
PRICE

 The price level of the products is quite high in comparison to the other
competitors. So Hilti doesn’t use the low price strategy to get an
advantage.
 prices emphasize the image of a high quality manufacturer.Hilti is a
company with a long history and has accomplished to make it-self the
main contestant in the area of professional construction-tools and
materials.
PLACE

 In the Netherlands Hilti’s products are solely available at Hilti-centres or by

contacting one of the many salesmen operating all across the land.
 So you can’t find these products at your local do-it-yourself shop or at the
wholesale dealer. But some shop-in-shop locations do exist, though they
are completely run by Hilti itself.
 In the Netherlands there are ap-proximately 20 Hilti-centres.
 At Hilti’s website you can find most things you need as a customer. You
can order products, inquire about offered services, find technical data of
products and get into contact with Hilti advisors. To use most online
services registration is obligatory to ensure customer-oriented services,
even online.
PROMOTION

 Hilti’s main objective in promotion is to emphasize its quality and service. Hilti does
this by providing lifetime warranty on her products. Also the slogan “outperform,
outlast” states the advantage of Hilti.
 Because Hilti is particularly a ‘business to business’ operation, it uses different
channels than most other companies to reach its customers. You won’t find any
Hilti advertisements in the newspapers, simply be-cause the readers aren’t part of
the target group.
 Hilti runs several campaigns. For example the price reduction campaign ‘buy
more, get more’.
 Customers frequently receive emails with the latest information or a newsletter.
Also a magazine called ‘Hilti Impulse’ is brought out on a regular basis.