Paul Minchin and Paul Lake

1. Paul Minchin and Paul Lake Habitat Sales Platforms and Education Sector Pilot Team

2. Part 1 – Habitat Sales Platforms Agenda • Purpose & Structure • Benefits to individual Representatives & Brands • Representative Sales Platform Survey • Laing O’Rourke – a case study

3. 1. Purpose & Structure SE Sales Platform Paul Lake Midland Sales Platform Paul Minchin Habitat Sales Platform Leaders Northern Sales Platform Paul Minchin Steering Group Management of the LIVE Habitat Project Schedule Scottish Sales Platform Habitat Sales PlatformsShare knowledge & relationships to strengthen individual business positions & the Saint-Gobain position Stuart McKill

4. 1. Purpose & Structure

5. 1. Purpose & Structure Habitat Regional Sales Platform Objectives & Scope • Cross selling – to allow Brand Regional Sales Managers to be aware of S-G cross selling opportunities through the exchange of key customer detail, contacts & opportunities and through a basic awareness of each Habitat Brand’s capability all within the existing autonomous single Brand sales structures. • Major projects – to create added customer value and/or increased Saint-Gobain value from major project opportunities through a Habitat cross brand selling platform. • Initially the Habitat Regional Sales Platform will concentrate on major project opportunity in the following Construction Sectors:- • Commercial : Public Non Housing : Major Infrastructure • Meet - quarterly • Progress reported to Habitat Steering Group

6. 1. Purpose & Structure Habitat Sales Platform Processes • Collaboration tool – My Saint-Gobain • Selection criteria for major projects • Master project tracker • Sub-working groups formed at the request of Platform representatives - typically :- • Residential/Commercial/Architects/Fit-out & Distribution

7. 1. Purpose & Structure Values • Trust • Integrity (incl. honesty & transparency) • Supportive (positive attitude, professional) • Openness (incl sharing of information) • Respect – for individual brands, team, existing relationships (other customers & suppliers

8. 1. Purpose & Structure Commitments • Promote opportunities for other Saint-Gobain brands. • Collaborative/ share information. • Mindset – think Saint-Gobain! • Commit to meeting dates and keep. • Add even more value to clients through Platform. • Keep a proactive open communication style with other • Communicate Platform goals, strategy and common KPIs. • Develop & individually contribute to a common data base. • Do what we say we will do. Actions agreed are actions completed. • Learn from successes and failures.

9. 2. Benefits to individual Representatives & Brands What could success look for individual brand representatives and each brand? • Experience of working in a cross business ‘team’ environment • Greater knowledge of Saint-Gobain offer • Build ‘networking’ circles within Saint -Gobain • Capitalise on the strength of individual brands / relationships • Share project / customer intelligence • Customer Relationship Leverage to build strategic cross business relationships with key, influential stakeholders • Create business opportunities above that possible via single brands

14. Laing O'Rourke opportunity

15. S-G Strategic Relationship Opportunity Team Paul Minchin, SG PAM UK MD Brian Andreas, BG Sustainability Leader Paul Cave, Isover Nat. Bus. Development Alan Martin, S-G Glassolutions KA/Education Dir. Andy Higson, BG OSM Bus Development Mngr Andy Hyde, S-G Glass Sales & Marketing Dir. Richard John, Weber Nat Accounts Manager EWI Bob Moon, Ecophon RSM North Nick Moore, SG PAM UK RSM London Chris Nicholls, Celotex Nat. Acc. & Comm. Mngr Stacey Temprell, Isover & Habitat Sector Marketing Dir Ian Irving ….Breese, Strategic B2B specialist

16. Saint-Gobain Project Purpose LOR UK’s 3rd largest Construction Company : Buildings : Transport : Power : Water & Utilities : Oil & Gas : Mining & Nat. Resources All S-G manufacturing brands have weak position ….leading to dismantling of S-G invested value S-G brands…. LOR share lower than National shares Main competitors hold ‘preferred/alliance positions/agreements’ P Hindle/M Chaldecott agreed to high level (C-suite) engagement with LOR Support relevant UK manufacturing brands to gain enhanced positions Our role is to provide the means to make this high level intervention successful We must demonstrate that S-G manufacturing individual brands or S-G’s collective competence, capability & assets create LOR business, enterprise or visionary value To a point where LOR C-suite request S-G value validation work to be undertaken.

17. S-G Workshop 1 - Actions BG ‘SmartWall’ development to be used as the S-G ‘Trojan’ horse Build financial value proposition and other LOR Kpi impacts for BG activity to date. All S-G manufacturing brands to identify the LOR Kpis which they could impact (-including recognising LOR as a manufacturing contractor) prior to LOR/ SG workshop. Prepare 1 page compelling value proposition for why LOR should want to engage with UK manufacturing brands.- All/Stacey Temprell Obtain LOR agreement for B2B workshop. - PH/ MC/ PM

18. BG data linkage to 2020 vision Material volume saving 17,392.01m2 £97,916.99 Cutting time saving 3,376.24 hrs £6,077.23 Recycling costs saving £7,656.58 Wall finishing saving 1,188.52 hrs £64,178.89 On-site labour saving 94.845 hrs £511,875 Technical/Development fees saving £30,750 CO2 saving 12,882.51 KG Total saving to date (12 months) £687,704.69

20. Saint-Gobain next steps LOR 90+ modular housing - Visit to Nottingham H.O.U.S.E. 07th March 2014 to discuss Saint-Gobain research into Modular living solutions and group innovation technology. Opportunity to demonstrate S-G strategic value to LOR & validate SmartWallvalue calculations Out come - LOR have asked us to consider involvement in a future AMSCI submission (BIS funding initiative ‘Advanced Manufacturing and Supply Chain Initiative’) for June 2014. LOR got to final stages of last funding round Missed out on gaining funding due to lack of cross sectorial support LOR see working with Saint-Gobain as key to project success and funding success due to: Product Range: Breadth & Depth of Solutions Design Assistance: Work with them on their project teams in each of the 8 work streams to develop new solutions for OSM Streamlined Supply Chain: Time & cost savings, plus key to AMSCI funding success Provide phone call script to PH/MC to obtain meeting with Ray O’Rourke/Anna Stewart CEO/Others and brief presentation and content delivery to Senior team meeting LOR Senior meeting PH/MC with LOR to make compelling case for Strategic partnership LOR : SG & key output to obtain agreement for a workshop between senior LOR business heads and SG manufacturing brands to explore value opportunity All interested S-G manufacturing brands to prepare how combined or separately their competences, capability & assets can impact on LOR ‘Business’ (show them the money) or ‘Enterprise’ (show them the future) value for things they are trying to fix, avoid or accomplish

21. Habitat Offsite Manufacturing Approach Strategic Options

22. Part 2 – Habitat Sector Solutions / South East Pilot Team Agenda • Sector Solutions / South East Education Pilot Team purpose & structure • Chronology of key events • South East Education Pilot Team activities • Sales Tool-kit • Data capture & intelligence sharing • Successes & challenges

23. Project Sponsor: Paul Lake Project Leader: Simon Carin Objectives:- Achieve market presence and sales growth through greater ‘cross business’ penetration of the education sector - Create a differentiated ‘sector specific’ offer& take it to market

24. South East Education Pilot Team • Steering Group • Paul Lake - Ecophon (Project Sponsor) • Simon Carin - Glassolutions (Project Leader) • Alan Martin - Glassolutions • Simon Mayes - Isover • Bradley Giles - British Gypsum • Nick Eaton - Weber • John Wilson - PAM • Lindsey Walker - Saint-Gobain • Stacey Davis - Saint-Gobain • Pilot Team • Sharon Baker - Ecophon • Tess Harlock - Isover • Chris Greve - British Gypsum • Ian Snow - Glassolutions • Gary Zumeris - PAM • John Foster - Glassolutions • Rob Alexander - Swedecor • Daniel Harrendence - Saint-Gobain Glass • Helen Webb - Weber • Julian Still - Weber • Debbie Berger - Celotex

25. Sector SolutionsApproach, history of key events June 2009 First ‘scoping’ meeting, project objective statement / team standards & norms January 2010 Support from Delegation Marketing Team March 2010 Wates meeting / valuable lessons learned January 2011 Commence development of Education Prospectus August 2009 Customer relationship report February 2010 Agree joint visits / introduction with ‘Top 5’ architects & MC’s from each business Customer Insight Study September 2010 Customer questionnaire & competitors offer analysis August 2011 Start-up South East Education Platform Pilot Team – first meeting

26. Sector SolutionsApproach, history of key events March 2012 Launched Prospectus at Ecobuild / to Pilot Team March 2013 Inaugural Saint-Gobain Classroom working group meeting October 2013 Refine on-line activity, project & customer log May 2014 Launch ‘sales tool kit‘ & finalise cross-brand CPD offering, launch drop in clinics September 2012 Investigate KISDO (Key integrated system development opportunities) June 2013 Commence development of ‘sales tool-kit’ & collaborative CPD offering January 2014 Dedicated Market Director / Lead project approach

27. South East Education Pilot Team • Sales tool-kit - Education prospectus - On-line targets spreadsheet - Habitat strategy presentation - Operational presentation - Training presentation - Cross brand CPD offering - Drop-in-clinic Flyer

28. Outline Agenda – Habitat Strategy Introduction to the Saint-Gobain Group Introduction to Saint-Gobain in the UK & Ireland Our Habitat Strategy

29. Outline Agenda – Operational presentation Introduction to the Saint-Gobain Group Introduction to Saint-Gobain in the UK & Ireland Our products, solutions and services Case Studies

30. Education Sector Marketing Joint CPD

31. Saint-Gobain CPD:Creating the Best Learning Habitats Objectives • Help you to design educational environments that: • Are comfortable to inhabit • Are energy efficient • Protect occupants from internal and external noise • Are safe and secure to occupy • Have maximum natural light ingress • Have minimal impact on the environment

32. Saint-Gobain CPD:Creating the Best Learning Habitats Agenda • Typical Design Challenges: • Regulatory & Performance Requirements • Creating the Best Learning Habitats • What Quality Suppliers Can Offer • The Saint-Gobain Integrated Approach • Design Approach: ‘Fabric First’ Principles • Discussion Forum • Summary & Close

33. Creating the Best Learning Habitats:Typical Design Challenges: Creating the Best Learning Habitats Touch Temperature Texture Vision Design Colours Lights Hearing Noise Acoustics Thinking Social Responsibility Maintenance Smell Air quality Clean and dry The best school environments give an impression of liveliness, with attractive spaces and a general feeling of pleasantness which it is difficult to define. There can be no doubt that education building surroundings contribute to the happiness and well-being of both pupils and teachers, with the following elements all playing a critical role: Thermal insulation Airtightness Summer comfort Day lighting Glare Luminance Airborne sound insulation Impact sound insulation Reverberation Energy consumption Carbon footprint Running costs Fresh air supply Moisture management CO2 & VOC levels

34. South East Education Pilot Team • Data capture & intelligence sharing • - Formal quarterly PT meetings • - Informal face to face meetings • - Group email & telephone discussions • - My Saint-Gobain • - Targets spreadsheet • - Lead projects

35. South East Education Pilot Team • Data capture & intelligence sharing • - Targets spreadsheet

36. South East Education Pilot Team • Data capture & intelligence sharing • - Lead projects

37. Pilot Team Reporting

38. LEAD PROJECT SUMMARY TARGET > 4 BRANDS ON EACH LEAD PROJECT

39. South East Education Pilot Team • Successes • - Steadily improving flow of project & stakeholder intelligence • - Personal introductions to key stakeholders (PT & outside working group) • - Increasing no. of projects with more than three brands specified • - Development of cross brand marketing materials • - Joint meetings at the Innovation Centre (Lend lease, Kier) • - Saint-Gobain classroom concept • - Collaborative BIM offering concept • Challenges • - PT members leave with skills & knowledge & are not backfilled • - Regular attendance of PT members to meetings • - Inconsistent commitment of some members outside of meetings vs day job • - Complexity of pulling together cross-brand marketing / sales tools • - Line manager understanding / buy-in / support

40. Habitat Sales Platforms & South East Education Pilot Team • Feedback / Suggestions? • Additional benefits - how can you help? • Risks? • Issues? • Communication / progress reporting?

41. Habitat Sales Platforms & South East Education Pilot Team Thank you all for attending today If you require any further information or wish to talk to Paul or myself, please do not hesitate to contact either of us. Have a safe onward journey.