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2confidential – non disclosable 2EMANUELE MASCHERPA S.p.A.
how do we work
we go in a precise direction :
solve problems ● suggest solutions ● discoverapplications ● develop markets ● report Principals
3confidential – non disclosable 3EMANUELE MASCHERPA S.p.A.
how do we work 1
Our Chemical Division is structuredin 3 segments :
o Lubeso Adheso Non Reactive Glues (hot melts + water based)
+ Screw Patches
The concept is : the same men cannot talk aboutjoining surfaces (adhesion) and separating them (lubrication)
in the needed professional way
4confidential – non disclosable 4EMANUELE MASCHERPA S.p.A.
Each segment is organized with :
o Directoro Technology Managerso Area Men
Director and Technology Managersform the Driving Management of each segment
functions of different segments are interacting, coordinated, at common customers
how do we work 2
5confidential – non disclosable 5EMANUELE MASCHERPA S.p.A.
Beside what in previous slide there are :
o Managers of Focused Industriestheir mission is to follow our activitiesat :
▪ Automotive and Transportation▪ Electro-Electronics
They work in team with Technology Managers and Area Men across thesegments Adhes - Lubes
how do we work 3
6confidential – non disclosable 6EMANUELE MASCHERPA S.p.A.
Technology Managerstheir mission is : enhance promotion, sales, internal culture, relations with Principals
Area Mentheir mission is : enhance promotion, sales, etc. in their geo area
Managers of Focused Industrytheir mission is : develop applications, sales, etc. in their industry, jointly with Area Men
how do we work 4
7confidential – non disclosable 7EMANUELE MASCHERPA S.p.A.
Experts of Products (Technology Managers = they
know everything about their Products, are committed to push the products)
Experts of Geo Areas (Area Men = they know most
about their Area, are committed to develop sales there)
Experts of Industry (Industry Managers = they know
most about their Industry, are committed to find, promote, reapply applications)
how do we work 5
The matrix has been conceived to have:
8confidential – non disclosable 8EMANUELE MASCHERPA S.p.A.
how do we work 7
our wheel of values at customers
9confidential – non disclosable 9EMANUELE MASCHERPA S.p.A.
Proprietary CRM helps all Teams, via Intranet, with a robust realtime database
Digital Newsletter, with technical + applications content, sent monthly to > 4800 prospects
Technical literature in italian languageavailable for download in our website
Trainings to customers systematically doneon various subjects
how do we work 8
10confidential – non disclosable 10EMANUELE MASCHERPA S.p.A.
how do we work 9
beyond the borders :we are member of DGE
11confidential – non disclosable 11EMANUELE MASCHERPA S.p.A.
PlanningTransforming ideas into facts
CreativityFinding ways to success and excellence
CultureSharing and conserving info and historical memory in a fast changingevolving world
SkillsFruits of our skills are on ourPrincipals table
People30 salesmen and 15 technicians in team working along all country territories
CompetenceMore than 3700 customerslisten to and trust us
TransparencyCommon behavior vs Principals and Customers
CommitmentFocused on innovation, evolutionand success
how do we work 10
EthicsCode of conduct released and atwork
FlexibilityTo meet continous changes in today evolving world
12confidential – non disclosable 12EMANUELE MASCHERPA S.p.A.
we constantly evolve our "hows“ to be in line with the frequent evolutions of the markets
and the changing needs of our Principals
how do we work 11
change is what allows us to grow