---

Dana President Discusses Keys to Supplier Survival in the 21st Century

11 February 1998

Dana President Discusses Keys to Supplier Survival in the 21st Century at MEMA Heavy Duty Manufacturers Association Event

    ATLANTA, Feb. 11 -- Market orientation, technology
infrastructure, capital efficiency, and employee input will be critical to the
success of tomorrow's global vehicular suppliers, Dana Corporation
President and Chief Operating Officer Joseph M. Magliochetti told an audience
of heavy trucking industry leaders Tuesday.
    Magliochetti was a featured participant in a Motor & Equipment
Manufacturers Association (MEMA) session addressing the topic, "Surviving and
Prospering in the 21st Century."  The session was part of MEMA's Heavy Duty
Dialogue '98 event held in Atlanta.
    On the subject of evolving organizational structures, Magliochetti cited
Dana's recent evolution from a product-oriented company to a company more
aligned with its markets.  A key element in this new structure was the
development of six Strategic Business Units that are more focused and aligned
with the company's customers and markets.
    Technology is a critical factor in providing customer service, as well as
driving manufacturing and distribution process improvements, Magliochetti
added.  "I believe that those in our industry who are slow to embrace new
technology are putting their operations and their people at tremendous risk,"
he said.
    Regarding his third key to success, Magliochetti said there will be a
necessity for a more efficient use of capital (both fixed and working capital)
as the industry grows production capacity worldwide.
    "We simply can't continue to add capacity to serve every market niche
around the world," he said.  "We've got to utilize assets in a more
intelligent way to make sure we're getting the optimum use of our collective
capacities, wherever we have them.
    "And while we're focusing on global availability, we certainly can't
forget about global consistency.  Our products must be of reliable quality
whether they're made in Atlanta or Ankara."
    For his final key to supplier success, Magliochetti touched on
collaboration and idea generation among employees.  Both are concepts Dana has
focused on through its renowned ideas program.
    Dana's program has an objective of generating two ideas per person, per
month, with 80 percent implementation and 80 percent participation among Dana
people.  As part of the program, Dana people contribute nearly one million
ideas annually.
    "We believe our people -- those doing the job day after day -- are the
true 'experts' in their area," Magliochetti said.  "It's our duty to listen
carefully, encourage their participation, and garner their support."
    Dana Corporation is a global leader in the engineering, manufacture, and
distribution of products and systems for the automotive, heavy truck, off-
highway, engine, and industrial markets.  It also operates a leasing services
business, Dana Commercial Credit.  Founded in 1904 and based in Toledo, Ohio,
Dana operates facilities in 30 countries and employs more than 50,000 people.
The Internet address for Dana's home page is http://www.dana.com.

SOURCE  Dana Corporation