LEGRAND / 2018 Registration document

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GROUP OVERVIEW

AN ORGANIZATION SERVING BOTH THE GROUP’S STRATEGY AND ITS CUSTOMERS

Stimulating demand among electrical installers, product specifiers and end-users (“pull”) Where its “pull” strategy is concerned, Legrand believes that demand for its products is mostly determined by requirements that electrical installers, product specifiers and end-users make known to distributors. As a result, Legrand focuses the bulk of its marketing efforts on developing and sustaining demand for its products, by actively promoting them to electrical installers, product specifiers, and end-users. Legrand focuses on providing training, technical handbooks, business software applications and a large amount of information in digital format to fuel its clients’ digital communication, as well as ensuring reliable and rapid availability of its products. Legrand offers training programs to local distributors and electrical installers, mainly at its Innoval international training centers in France, as well as in the Middle East, Asia and South America. In total, there are more than 20 training centers around the world for electrical industry players. Almost 800,000 customers received one training session between 2014 and 2018. These training programs are designed to expand electrical installers’ expertise and service offering by familiarizing them with the Group’s latest product innovations and product installation methods. The Innoval training centers in France offer more than 80 separate hands-on programs in different areas, ranging from home automation, the wiring of electrical cabinets and fiber-optic cabling to installing emergency lighting systems or providing training on current regulations and technical standards. In 2018, the Innoval centers received 7,300 visits from customers, while nearly 5,400 trainees attended courses. In addition, Legrand offers local training programs in many countries, including Italy, India, Brazil and the United Kingdom, as well as in Chile and Dubai. More generally, Legrand also uses new communications and training technologies, and has thus introduced various online training tools, such as e-learning and virtual classrooms (webinars). Legrand also offers various software applications specifically designed to provide day-to-day support to professionals, depending on their role (from architects to electricians) or the type of project. Among the main business software applications offered by the Group, XLPro3 is aimed at designers and manufacturers of energy distribution panels, who can use it to plan the distribution and siting of panels and to visualize and cost entire projects; LCS Pro3 can be used to configure Voice-Data-Image systems simply (patching racks and communication cabinets for multimedia networks as well as UPS systems); the entire electrical installation can be designed quickly using illiPro, intended for the residential and tertiary markets, which allows users to select products room by room.

Legrand also publishes e-catalogs on the websites of its various brands, making it possible to search for technical, commercial and logistics data, certifications and installation tools, for all product categories. Legrand also offers online configurators in France and the United States in particular. The Group continuously enriches its digital marketing content for its distributor customers, specifiers and end-users (rich content) – with more than 74,000 product references already available in ETIM (Electro-Technical Information Model) format – and contributes actively to the development of BIM (Building Information Modeling), an innovative process for the digital planning of the building life cycle. Finally, Legrand offers applications for tablets and smart phones (including, in particular the e-catalogue for iPhone, Home + Control for the “Céliane with Netatmo” connected user interface offering, or apps related to My Home residential systems solutions), which make it easier to search for information concerning products, configure and cost an electrical installation and manage many functions. Legrand promotes its products in particular via marketing initiatives that are aimed at electrical installers. The Group also seeks to stimulate demand among end-users by actively promoting its products through advertising campaigns and targeted marketing events promoting the design and functionalities of its products. In this respect, Legrand has implemented innovative marketing and sales initiatives in recent years: the “Lab by Legrand” in Paris, where individuals, architects, decorators, distributors and electrical installers can experience the Group’s high-end user interfaces in a unique setting, the multi-brand (Legrand, Bticino and Vantage) concept store, “B Inspired”, in Brussels, and the Experience Center at West Hartford in the United States, where visitors enter a unique world of innovation and design. Finally, Legrand is also developing its relationship with end-users by continuously strengthening its presence on social networks and more generally online, especially through its corporate website www.legrand.com and websites in local languages in most countries where the Group operates. In 2018, the Group’s websites generated more than 121 million-page views in total, while Legrand’s YouTube © videos were viewed over 40 million times. Legrand’s call centers, which provide a full range of information on new applications, also contribute to this promotional effort. In France, for instance, Legrand has organized its customer relations by setting up a three-level call center which provides general information about its products at the first level, detailed information on the standards that apply to products at the second level, and information giving access to customized solutions drawn from Legrand’s product portfolio at the third level. In order to support end-users’ interest in simple home DIY, Legrand markets part of its product range in specialist stores, with a particular emphasis on high value-added ranges. This system enables the Group not only to meet demand from customers who want to renovate or improve their electrical installation, but also to communicate with the general public by offering aesthetically or functionally innovative solutions.

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LEGRAND

REGISTRATION DOCUMENT 2018