ceramitec Investment Climate / Digitization

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1 Connecting Global Competence Market Research, MARCH 2018 ceramitec Investment Climate / Digitization Report on the Results of the Online Survey

2 Method / Proceeding Field time February 8 March 5, 2018 Population & sample Visitors and exhibitors of ceramitec 2015 / 2018, 7,309 dispatched invitations, n= 624 interviews (9% responses) Survey method Online survey by (2 reminders) in German + English 2

3 Structure (1/6) - Type - All respondents 12% 88% Visitors Exhibitors 3

4 Structure (2/6) - Company headquarters & main job function (area of responsibility) - Company headquarters Germany 34% Main job function (area of responsibility) Business owner, corporate / operations management Purchasing / Procurement 6% 36% All respondents Other European countries 48% Marketing / Advertising / PR 4% Sales 13% Asia 11% Research & Development / Engineering 15% North / South America 4% Manufacturing / Production / Processing 18% Quality control / assurance 3% Africa 3% Maintenance, servicing 3% Other area 3% Australia / Oceania 0% Not working / student / graduate 0% END 4

5 Structure (3/6) - Decision-making competency - All respondents (without business / corporate / operational management) Decisive / co-decision / advisory 62% Not directly involved, but well informed about the most important investments and potential investment projects 38% Not directly involved, and not always well informed about the most important investments and potential investment projects 0% END 5

6 Structure (4/6) - Primary area of business (exhibitor) - Manufacturer / Producer Overall - of raw materials and additives, powder, production materials, and auxiliaries 35% 91% All economically active or gainfully employed exhibitors - of refractory materials, kiln furniture, kilns, and kiln equipment 12% - of machines, systems, and devices for heavy clay ceramics 21% - of machines, systems, and devices for fine and refractory ceramics 10% - in the technical ceramics sector 10% - in the powder metallurgy sector 3% - in additive manufacturing with ceramics and powder metal 1% Research/ Service provider for the ceramics industry / powder metallurgy 9% Not active in the ceramics industry/ other industry Not gainfully employed / student/ graduate 0% END 0% END 6

7 Structure (5/6) - Primary area of business (visitors) - Ceramics industry Overall - Brick (making) industry - Refractory industry 18% 10% 74% All economically active or gainfully employed visitors - Ceramic raw materials / additives 8% - Sanitary ceramics 5% - Tableware / kitchenware 12% - Floor & wall tiles 3% - Technical ceramics 12% - Powder metallurgy 2% - Other ceramics industry sectors 5% Other industry / sector (with products) related to ceramics Overall 26% - Machinery and plant engineering 13% - Automotive industry 1% - Other industry / sector (with products) related to ceramics 11% Other industry / sector NOT related to ceramics Not gainfully employed / student / graduate / not a trade visitor of ceramitec 0% END 0% END 7

8 Structure (6/6) - Company size & share in turnover ceramics / powder metallurgy - All respondents Company size (number of employees) Share in turnover ceramics / powder metallurgy 18% 19% 22% 8% 9% KMU 65% 21% 50% 14% 25% 14% ,000 Up to 25% 26-50% 51-75% More than 75% 8

9 Rating of the total investments compared to recent years Relevant respondents with rating Well above average (=1) 9% TOP 2 (1+2) 41% Above average (=2) 32% TOP 3 (1+2+3) 88% LOW 2 (4+5) 12% Mean values Average (=3) 47% 5,0 4,0 Below average (=4) Well below average (=5) 8% 4% 3,0 2,0 1,0 2,7 9

10 Estimated development of the total investments in future Relevant respondents (whose total corporate investments will increase or decrease) will increase (=1) 44% Increase by Ø 30% (median: 20%) will remain at the current level (=2) 52% will decrease (=3) 4% Decrease by Ø 39% (median: 30%) Ø Rating

11 Detailed development of the investments (1/2) will decrease (=3) will remain at the current level (=2) will increase (=1) Ø Relevant respondents with rating Research & Development 2% 51% 47% 1.6 Production/ Manufacture 3% 43% 54% 1.5 Sales 3% 49% 48% 1.5 Marketing 4% 59% 37% 1.7 IT 2% 65% 33% 1.7 Logistics 5% 76% 19% 1.9 Management/ Administration/ Procurement / Other 7% 76% 17%

12 Detailed development of the investments for Germany (2/2) will decrease (=3) will remain at the same level (=2) will increase (=1) Ø Relevant respondents with rating with headquarters in Germany Research & Development 2% 59% 39% 1.6 Production/ Manufacture 3% 53% 44% 1.6 Sales 2% 62% 36% 1.7 Marketing 2% 71% 27% 1.7 IT 2% 65% 33% 1.7 Logistics 3% 84% 13% 1.9 Management/ Administration/ Procurement / Other 5% 79% 17%

13 Geographic areas with the largest planned investments & affecting trends Geographic areas with the largest planned investments Germany 29% Affecting trends New raw materials and additives, powder, production materials, and auxiliaries 26% Relevant respondents with rating Other European countries 34% Increasing automation of production processes 35% Asia 15% Networking of previously independent manufacturing systems (smart factory) 3% North / South America 5% Energy efficiency and recovery 13% Africa 4% Reduction of emissions 2% Australia / Oceania NO Investments planned at all 0% 13% Saving and recycling of raw materials and additives, powder, production materials, and auxiliaries NONE of the above / do not affect us 6% 15% 13

14 Business challenges (1/2) Shortage of skilled labor 31% Relevant respondents with rating (Re-) Financing of major investments Shortage of energy and raw materials / rise in cost 7% 23% Multiple responses (3 max.) Increasing competition / price pressure 37% Stricter environmental laws and regulations 14% Increasing automation of manufacturing stages Increasing demands on quality and quality assurance 24% 23% Digitization of business processes 12% Development of new (sales / production) markets 39% Expansion of product portfolio / range Cyber security / IT security 2% 24% Use of artificial intelligence in the company NONE of the above 3% 4% 14

15 Business challenges for Germany(2/2) Shortage of skilled labor (Re-) Financing of major investments 4% 44% Relevant respondents with rating with headquarters in Germany Shortage of energy and raw materials / rise in cost 21% Multiple responses (3 max.) Increasing competition / price pressure 31% Stricter environmental laws and regulations Increasing automation of manufacturing stages Increasing demands on quality and quality assurance Digitization of business processes 20% 15% 26% 18% Development of new (sales / production) markets 37% Expansion of product portfolio / range Cyber security / IT security 2% 22% Use of artificial intelligence in the company NONE of the above 3% 4% 15

16 Status / rank of Process Digitization We consider ourselves pioneers in the digitization of business processes 6% Relevant respondents with rating Multiple responses While we have already digitized many processes, we will continue to expand the transitions 33% We pursue an overall digital strategy for all areas of the company 22% We will wait until proven solutions for digitization become available 18% The topic is overrated; at the moment we do not see any need for action in dealing with the further digitization of business processes 9% NONE of the statements apply 16% 16

17 Opportunities & risks for digitization in the industry Digital technologies offer the opportunity of developing new sources of revenue with new capabilities benefitting from the advantages of digital distribution channels improving customer relations responding more flexibly to customer requests providing more individual products and services cutting costs increasing quality improving customer satisfaction NONE of this applies 16% 16% 10% 23% 20% 36% 38% 41% 34% The risks for future digitization are lack of applications in the ceramics industry difficult adaptation to our existing IT systems difficult adaptation to customer IT systems data protection barriers are too high unclear legal situation high investment costs lack of acceptance by the customer no internal contact person as interface to external partners available high costs for education and training shortage of in-house competency bottleneck in acquiring adequate competency from external partners complicated decision-making processes and rigid hierarchies in the company NONE of this applies 16% 24% 18% 10% 12% 35% 8% 10% 17% 19% 8% 10% 15% Relevant respondents with rating Multiple responses 17

18 Commitment to research & development (1/2) Relevante Befragte mit Bewertung Excellent (=1) 17% TOP 2 (1+2) 59% Rundungsdifferenzen möglich TOP 4 ( ) 95% Good (=2) 42% LOW 2 (4+5) 5% Satisfactory (=3) 24% 6,0 5,0 Mean values 4,0 Sufficient (=4) Unsatisfactory (=5) Inadequate (=6) 12% 5% <1% 3,0 2,0 1,

19 Commitment to research and development for Germany (2/2) Relevant respondents with rating with headquarters in Germany Excellent (=1) 27% TOP 2 (1+2) 76% TOP 4 ( ) 98% LOW 2 (4+5) 2% Good (=2) 49% 6,0 Mean values 5,0 Satisfactory (=3) Sufficient (=4) Unsatisfactory (=5) Inadequate (=6) 15% 7% 2% <1% 4,0 3,0 2,0 1,

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