2014 FMHS Postgraduate Prospectus - Faculty of Medical and

BMW Sales Jun 2015 BMW Sales Playbook.

June 2015.

BMW Sales Jun 2015

BMW Sales Playbook. June, named for the Roman goddess Juno, is a fruitful month for car sales!

WITH GREAT MOMENTUM, ALL MAY PROGRAMS CONTINUE UNCHANGED THRU JUNE FOR A GREAT FINISH TO THE FIRST HALF! Sales Support Planning Calendar and MY2015 Build Out Plan MAY SALES PROGRAMS CONTINUE UNCHANGED

• The celebration of 3 Series as the original sports sedan continues thru June, and 4 Series Gran Coupe and 5 Series help celebrate!

BMW LOYALTY PULL AHEAD PROGRAM • Final 30 days!

AWARDLINE CONTINUES THRU JUNE

• 3 Series, 4 Series Gran Coupe, and 5 Series ALL-NEW 2016 BMW 7 SERIES

• Start of Communication • Recommended Builds • Allocation and Ordering Process

OTHER GOOD THINGS TO KNOW

• Power of M 2016 • Dealer Group Employee Corporate Lease Program • Vehicle Wholesale Delay in July

BMW Sales Jun 2015

Sales Support Planning Calendar. All MY2014 Support ends with Q2.

Use this planning calendar to ensure that vehicles placed in AMP service will be retired in time to make use of Final Buildout support! ALL MY2014 SALES SUPPORT PROGRAMS (incl. i3) END ON JUNE 30TH!!

BMW Sales Jun 2015

MY2014 & 2015 BUILDOUT: • No changes from May; all programs continue • All MY2014 support, including i3, will end after June.

MY2015 & 2016 NEW BMW PROGRAMS and 40 YEARS OF AN ICON:

• No changes from May; all programs continue, including AMP Velocity Bonus

MAY SALES PROGRAMS CONTINUE UNCHANGED. MY2014, 2015 and 2016 Programs.

Program Tactics 320i Sedan 328i Sedan 428i Gran Coupe 528i Sedan

Residual Support @ 36 Month @36 Months @36 Months @36 Months

Advertised Monthly Payments $269/mo $329/mo $399/mo $449/mo

Transaction Monthly Payment $322/mo $389/mo $479/mo $534/mo

APR/SELECT OFFERS – MY2015 3er / 4er Gran Coupe / 5er (with Anniversary / Innovations Credits)

Up to 36 mo 37-60 mo 61-72 mo

APR 1.9% 2.79% 2.79%

Select 2.79% 2.79% -

APR/SELECT OFFERS – All Other MY2014, 2015, 2016 models

Up to 36 mo 37-60 mo 61-72 mo

APR 0.9% 1.9% 2.79%

Select 1.9% 1.9% -

BMW Sales Jun 2015

This incredible loyalty benefit continues through June, covering up to 6 payments for lessees maturing in 2015! Remember the performance-based Mulligans:

• 1 Mulligan earned for every 3 conversions of Q1, Q2, Q3 maturities • 1 Mulligan earned for every 2 conversions of Q4 maturities

THIS IS YOUR LAST CHANCE TO CAPITALIZE ON THIS INCREDIBLE PROGAM IN ITS CURRENT FORM!

22% Minimum YTD Target Conversion

40% Best-in-Class YTD Target Conversion

35% Benchmark YTD Target Conversion

BMW LOYALTY PULL AHEAD PROGRAM. FINAL 30 DAYS – Conversion Benchmarks.

BMW Sales Jun 2015

AWARDLINE CONTINUES THRU JUNE.

PERFORMANCE BONUS FOR CLIENT ADVISORS AND SALES MANAGERS: • Client Advisors can earn a per unit payout on all eligible MY2015 3 Series, 4 Series

Gran Coupe, and 5 Series models sold during May; Sales Managers will receive an override for each eligible retail

• Spins pay out from $100 to $350, with overrides of $25

• Only consumer retail types and demo deliveries are eligible for spins

BMW Sales Jun 2015

THE ALL-NEW 2016 BMW 7 SERIES.

IMPORTANT DATES FOR 7 SERIES LAUNCH:

• June 10 – Start of Communication • Pricing and order guides will be available on CenterNet shortly • Pictures and product information are now available on PKoD • Landing page will open on bmwusa.com with colors and images • Order Bank will open – PUT CUSTOMER NAMES ON EACH ENTRY

• BMW NA will be communicating with customers who have placed orders

• June 30 – First dealer allocation • (1) HEA unit and at least (1) modifiable unit per dealer – More info on next pages

• July – October: Dealer Launch Teams and Purchase Funnel Support

• Dealer Performance Coaching programs and Lead Management seminars are in full support of 2016 BMW 7 Series prospecting and lead generation

• Regional resources will be in place to help facilitate networking and plan activation strategies with dealers

• Regional Product Trainers and Financial Services support will supplement online training and launch programs

• August – Build Your Own and full model webpage will be available

• September/October – Regional Ride & Drive Training Events

• October 24 – Start of Sale

BMW Sales Jun 2015


RECOMMENDED BUILD INFORMATION:

• For the all-new 7 Series (G12), significant focus has been put on exclusive and premium appearance and equipment

• Three different flavors provide a variety of ways to build vehicles at the target transaction price point of ~$108,000 for maximum effectiveness of the lease programs at launch: • “Sport” • “Tech” • “Luxury”

• For the enthusiast, the “Sport High” build includes the best equipment for truly dynamic

driving

• The flagship BMW should showcase the best luxury and technology available – Make sure to stock a wide variety of equipment levels for maximum appeal

Executive Package x x x x Interior Design Package x x

M Sport Package x x Black Alcantara Upgrade x x

Driver Assistance Plus x x x x Active Driving Assistant Plus x

Autobahn Package x Luxury Rear Seating Package x

Cold Weather Package x x x x Wheel Upgrade to 20” M wheel x

“Tech” Build ”Sport High” Build

”Sport Low” Build “Luxury” Build

BMW Sales Jun 2015


RECOMMENDED BUILD INFORMATION:

• All recommended builds consist of a great collection of premium appointments in the Executive Package, innovative driver technologies in the Driver Assistance Plus Package, and year-round preparedness in the Cold Weather Package

• The “Sport” recommended build adds the exciting M Sport Package and luxurious Black Alcantara Headliner to the profile

• The “Sport High” recommended build turns it up to 11 by adding the Dynamic

Handling Package and the 20” Alloy Wheel with performance tires for a truly engaging driving experience

• The “Tech” recommended build puts a focus on the features which make the all-new 7 Series the most innovative and driver-focused vehicle in its class with the Active Driver Assistance Plus Package, and elevates the level of craftsmanship with the Interior Design Package

• The “Luxury” recommended build ensconces our best customers in the 21st century without depriving them of the classical driving experience by adding the Luxury Rear Seating Package, complete with its powered and heated/ventilated rear seats, and the aforementioned Interior Design Package, advancing the bespoke look and feel of BMW’s flagship offering

BMW Sales Jun 2015


ALLOCATION AND ORDERING:

• June 30 – First dealer allocation • (1) HEA unit and at least (1) modifiable unit per dealer • HEA units will be one of the Recommended Builds shown on the previous page

• HEA units cannot be modified and are a mix of 740i and 750i xDrive • Modifiable units will also be one of the Recommended Builds

• Running dealer allocation

• Order Bank will be pulled into production first • It is imperative that each order in the bank have a customer name attached

so we can track success of various launch events and communicate with these customers while they await the delivery of their new vehicles

• Remaining allocation will be based on the three Recommended Builds and open for modification as dealers see fit

• Production volumes for July, August, September, and part of October will be released at once in late June, similar to the first M3/M4 allocation, to allow for maximum pipeline ordering and sales planning

• Full lineup availability dates

• 740i and 750i xDrive will be available from July production • 750i will be available from November production • Other models will follow in 2016

BMW Sales Jun 2015

OTHER GOOD THINGS TO KNOW.

POWER OF M 2016 • All M vehicle sales from January-December 2015 may be eligible • New this year, additional awards for highest growth, highest volume, and

highest volume specific to M5 and M6 • See Automotive Sales Bulletin V-1-0615-35 for more details

DEALER GROUP EMPLOYEE CORPORATE LEASE PROGRAM

• Using Corporate Fleet Level 2 incentives and AVP, BMW dealer group employees are eligible for deals on par with a Center Employee Lease!

IFT SWITCHOVER IN EARLY JULY

• Due to a system upgrade, several financial transaction functions will not be available from Wed-Sun, July 1-5, including vehicle wholesales, which means several vehicles may arrive at your dealership which may not be reported sold until after July 5

• See Automotive Sales Bulletin V-1-0615-37 for more details

BMW Sales Jun 2015

Sales Support: • 0.9% APR out to 60 on all MY11/12/13 5 and 7 Series• Spins on all MY11/12/13 5 and 7 Series• CPO Elite support continues on all MY14/15 models

Marketing: • Heavy digital national marketing focusing on affordability.

Inventory: • On light side - continue to play pull-aheads, trades, work the loan portfolio!

Continued weak supply of 3 AWD.

BSC TPO Targets: • Target reduction to be posted in June - Roughly 10% average reduction.

Full Circle: • Sign up window by June 30th.

BMW CPO SALES PROGRAMS 90 Day Sales Support Programs through August.

BMW Sales Jun 2015

CPO Program Support – June thru August.

CPO Programs June – August Sales Support

APR: All MY11/12/13 models (except 5 & 7) 0.9% up to 24 Months 1.9% at 60, 2.9% at 72

APR: All MY11/12/13 5 & 7 Series 0.9% up to 60 Months 1.9% at 72 Months

Select and Owners Choice on MY11/12/13

0.9% at 48 for 5 & 7, 1.9% rest of portfolio

AwardLine: MY11/12/13 5 & 7 Series

$100-$1000 and $50 Manager

Override

BMW Sales Jun 2015

BMW CPO Elite Program Support – June. MY14 and MY15

APR/SELECT OFFERS – MY2015 3er / 4er GC / 5er only* Up to 36 mo 37-60 mo 61-72 mo

APR 1.9% 2.79% 2.79% Select 1.9% 2.79% -

APR/SELECT OFFERS – All MY14 & MY15 (all models except table below) Up to 36 mo 37-60 mo 61-72 mo

APR 0.9% 1.9% 2.79% Select 0.9% 1.9% -

* Further eligible for new cash credit of $1,000 on 3 & 4 GC, $1,500 on 5.

• MY14 & MY15s also eligible for build-out cash on some models. See new carsales bulletin.

• APR out to 60 across all credit tiers for all MY14 and MY15.

BMW Sales Jun 2015

BSC TPO Target Adjustment.

• We heard your feedback and we will post a TPO BSC target adjustment in June!

• Will equate to roughly 10% reduction to compensate for significantly lower sales demo volume (type 7).

• For 2016 BSC target lever will change to CPO.

BMW Sales Jun 2015

Sales Support Calendar & CPO Elite Opportunities – 90 Day Window.

June July August

MY2014

MY2015

CPO Elite - 1.9% APR/SELECT to 60 Build-out cash available

CPO Elite Support

CPO Elite - 1.9% APR/SELECT to 60 on

most models (across all credit tiers)

New Lease Support (all models)

Build-out cash available

2014 FMHS Postgraduate Prospectus - Faculty of Medical and

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