1 A CEO Paints The Moon Pink Achim

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1 A CEO Paints The Moon Pink Achim Lutter @ MGIMO 22. 10. 2012 1 A CEO Paints The Moon Pink Achim Lutter @ MGIMO 22. 10.

2 Start-up 1995 Aquisition of a Copperplant Fall 1997 Mafia steels the Plant Fighting Up on2 Start-up 1995 Aquisition of a Copperplant Fall 1997 Mafia steels the Plant Fighting Up on the Feet again! 2000 founding of Bau. Tex

Lost everything Oh, my God,  If You exist up there,  you made a mistake!Lost everything Oh, my God, If You exist up there, you made a mistake!

Lessons learnt • don’t deal with the wrong people,  no matter what trust your stomachLessons learnt • don’t deal with the wrong people, no matter what trust your stomach feelings • do the right things right: no „krisha“ no offshore no bribing • don’t trust the big law firms

Risk of Big Clients „ We do not need your product anymore“ your main client 5Risk of Big Clients „ We do not need your product anymore“ your main client

Risk of Big Clients • Negotiations skills • Building a partnership relationship • Never more thanRisk of Big Clients • Negotiations skills • Building a partnership relationship • Never more than 40 % to one client • Diversify

Risk of big Suppliers • Prices up 50 next month ! St. Gobain 7 Risk of big Suppliers • Prices up 50% next month ! St. Gobain

Quality Suppliers • Everyday one container from China • The pipeline full of poison 8 Quality Suppliers • Everyday one container from China • The pipeline full of poison

Quality Suppliers • Invented a new product line to process the waste • Quality control atQuality Suppliers • Invented a new product line to process the waste • Quality control at the root

Big French International „ My lawyers tell me, we do not have a contract anymore“ IfBig French International „ My lawyers tell me, we do not have a contract anymore“ If you want our glassfiber in 3 weeks any longer you have to pay USD 2, 5 mln Genis Arnaud, CEO St. Gobain Glassfiber

11 The year 2011 • Consumption 20. 000 tons Glassfibers • 600 employees • Aquisition of11 The year 2011 • Consumption 20. 000 tons Glassfibers • 600 employees • Aquisition of the plant in Pabianitse in Poland • 80 mio m 2 Glassfabrics • Turnover € 35 mio • > 40. 000 m 2 Production area • 45 % growth • ISO-Certification • Acquisition of plant from Johns Manville Oscarström, Sweden

12 Development 2012 • Turnover goal € 45 mio • Introducing IFRS  • Build-up of12 Development 2012 • Turnover goal € 45 mio • Introducing IFRS • Build-up of an SMC-Technicum: 3 big presses • Re-engineering of main products • Increase of productivity • Increase of effectivity

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14 Sell to your clients and not to the local administration keep low profile there are14 Sell to your clients and not to the local administration keep low profile there are no free luncheswww. bautex. ru

15 Production 15 Production

16 Production 16 Production

17 Production 17 Production

18 Production 18 Production

19 Production 19 Production

What does a good CEO do right? 20 What does a good CEO do right?

 • Have discipline homework techniques applied 21 • Have discipline homework techniques applied

Your Partner • Choose the right Partner handle your Partner with greatest trust with total respectYour Partner • Choose the right Partner handle your Partner with greatest trust with total respect with great carefulness • with explaining and reasoning positions • with a total readiness to change the position if the partner has the better argument

Integrity • Be integer be real be true in what you say this will be yourIntegrity • Be integer be real be true in what you say this will be your strongest asset with your colleagues, your clients, your partner, your suppliers Communicate the bigger common benefit!

 • Be always curious why do things go well?  what can be done to • Be always curious why do things go well? what can be done to repeat success? in which other areas could this be applied? or why did something go wrong and what can be done to weed out this mistake fundamentally? • Look at the fundamental aspects of the matter

 • Be visionary you have to start the next initiative re-engineering re-organizing the matrix re-empowering • Be visionary you have to start the next initiative re-engineering re-organizing the matrix re-empowering the managers MORE Think Pink — Paint the moon pink ! Which areas to grow? What is tomorrow‘s business model?

 • You have to inspire do sports go to theaters and exhibitions sleep enough come • You have to inspire do sports go to theaters and exhibitions sleep enough come into the office with good energy and be fresh you have to set free a fluidum in your company

 • Interviewing is Moulding  • „ It is the biggest opportunity to engage a • Interviewing is Moulding • „ It is the biggest opportunity to engage a new colleague to the set of values and ideas of your company“ • Create a Team, trust your people • Together you formulate the strategy and you support the idea‘s execution and listen to your team

Take on chances and make speeches We never wait There are no problems Prepare for negotiationsTake on chances and make speeches We never wait There are no problems Prepare for negotiations like in a chess game

 • Be very, very sensitive - Tonus ! The devil‘s Advocate you have to smell • Be very, very sensitive — Tonus ! The devil‘s Advocate you have to smell the first

Tonus 30 • it could be a shift in the market • it could be aTonus 30 • it could be a shift in the market • it could be a team of key people leaving setting up their own competitive shop • it could be a major client or supplier trying to sqeeze you out • it could be a hostile takeover • it could be just another ordinary worldwide financial crisis • you have to react earlier than the others and you have to be ready for this reaction and the change

Plant aquisition No one grants you a chance – so grab it and be fast !Plant aquisition No one grants you a chance – so grab it and be fast ! Networking and Friends

32 Thank you for your attention 32 Thank you for your attention




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