Schaeffler ’s intro & getting buy-in from senior stakeholders

1. Schaeffler’s intro & getting buy-in from senior stakeholders CEE Business Services Summit 2019 Warsaw

2. Three divisions – Automotive, Automotive Aftermarket and Industrial Automotive OEM(Systems) Automotive Aftermarket(Segments) Industrial(Sector Clusters) RawMaterials Wind Light CommercialVehicles Passenger Cars Railway Engine Systems Transmission Systems Aerospace Tractors & AgriculturalVehicles Heavy CommercialVehicles TwoWheelers Offroad Chassis Systems Hybrid and Electrical Drive Systems IndustrialAutomation Services PowerTransmission

3. Introduction Schaeffler - „Mobility for tomorrow - The digital world of Schaeffler ”

4. Global Multifunctional Shared Services Europe – Wroclaw, Poland 40% - 60% Male - Female 01-Oct-18 98FTEs Global Services Europe 5 functions Purchasing, Logistics, IT, HR & Finance Targeted Employees 180 by the end of 2019 800 by the end of 2021

5. Getting buy-in from Senior Stakeholders – regional vs. global models Regions Perspective Model Functions • Your purpose • Being “the voice” of respective stakeholders • Being “the face” of a competence center • Constantinously improve Stakeholders’ satisfaction • Lead Communication Model Automotive Aftermarket Automotive OEM Industrial Competence Center Virtual Team Service provider approach

6. Getting buy-in from Senior Stakeholders - tips 25 • Identify and categorize your stakeholders • Evaluate your supporters, neutral ones • & adversaries • Learn communication style and customize your communication channels accordingly • Lean in first & have a Table Top approach to working out your communication paths • Have your communication advocates in respective stakeholders’ organization • Appeal to your stakeholders’ needs and bring them benefits • Train your organization to be business consultants on top of their expertise • Appoint & train your Customer Relationship Leads • Provide a structure, reliance & build your visibility • Be the problem solver, moderator & coach