a3 Report Ggb Sukabumi Kab

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PT. ASTRA INTERNATIONAL TBK - TOYOTA SALES OPERATION ANALYSIS SUKABUMI KAB. < PU 4 X 2 M edium > 2006 2007 2008 2009 2010 YTM 2011 Grow th U NIT M/S UNIT M/S U NIT M/S UN IT M /S UNIT M/S UN IT M/S 19,4% TO YO TA HILUX 4 X 2 28 29,2% 4 4,2% 12 7,6% 5 6,1% 16 10,1% 11 6,3% -3,7% M ITSU BISH IL300 66 68,8% 90 94,7% 146 92,4% 72 87,8% 135 84,9% 161 92,5% 7,6% FO R D R AN G ER 4 X 2 0 0,0% 0 0,0% 0 0,0% 0 0,0% 0 0,0% 0 0,0% 0,0% ISU ZU 2 2,1% 1 1,1% 0 0,0% 5 6,1% 8 5,0% 2 1,1% -3,9% 68,8% 94,7% 92,4% 87,8% 84,9% 92,5% < PU 4 X 4 > 2006 2007 2008 2009 2010 YTM 2011 Grow th M ARKET 9,1% TO YO TA HILUX 4 X 4 0 #DIV/0! 0 0,0% 0 0,0% 1 10,0% 1 20,0% 1 20,0% 0,0% M ITS U BIS H I L200 4 X 4 0 #D IV/0! 4 100,0% 3 13,6% 4 40,0% 3 60,0% 4 80,0% 20,0% FO R D R AN G ER 4 X 4 0 #D IV/0! 0 0,0% 0 0,0% 3 30,0% 1 20,0% 0 0,0% -20,0% ISU ZU D -M AX 4 X 4 0 #D IV/0! 0 0,0% 0 0,0% 0 0,0% 0 0,0% 0 0,0% 0,0% #D IV/0! 100,0% 13,6% 40,0% 60,0% 80,0% < LightTruck Total> Grow th U NIT M/S UNIT M/S U NIT M/S UN IT M /S UNIT M/S UN IT M/S M ARKET -16,9% TO YO TA DYNA 13 9,2% 8 3,1% 25 6,1% 23 7,9% 38 7,5% 41 10,7% 3,1% H IN O D U TR O 1 0,7% 1 0,4% 24 5,8% 35 12,0% 28 5,6% 26 6,8% 1,2% 90,1% 94,1% 84,4% 74,2% 82,3% 74,0% < Lighttruck 4 roda > 2006 2007 2008 2009 2010 YTM 2011 Grow th U NIT M/S UNIT M/S U NIT M/S UN IT M /S UNIT M/S UN IT M/S M ARKET -6,6% TO YO TA DYNA 5 10,9% 1 1,6% 1 1,2% 6 6,1% 0 0,0% 0 0,0% 0,0% M ITS U B IS H IC AN TER 41 89,1% 58 93,5% 76 92,7% 71 72,4% 101 97,1% 79 88,8% -8,4% ISU ZU 0 0,0% 3 4,8% 4 4,9% 14 14,3% 3 2,9% 10 11,2% 8,4% H IN O D U TR O 0 0,0% 0 0,0% 0 0,0% 7 7,1% 0 0,0% 0 0,0% 0,0% 89,1% 93,5% 92,7% 72,4% 97,1% 88,8% < Lighttruck 6 roda > 2006 2007 2008 2009 2010 YTM 2011 Grow th U NIT M/S UNIT M/S U NIT M/S UN IT M /S UNIT M/S UN IT M/S -19,5% TO YO TA DYNA 8 8,4% 7 3,6% 24 7,3% 17 8,8% 38 9,5% 41 13,9% 4,4% M ITS U B IS H IC AN TER 86 90,5% 181 94,3% 271 82,4% 145 75,1% 314 78,5% 205 69,5% -9,0% ISU ZU 0 0,0% 2 1,0% 5 1,5% 2 1,0% 20 5,0% 23 7,8% 2,8% H IN O D U TR O 1 1,1% 1 0,5% 24 7,3% 28 14,5% 28 7,0% 26 8,8% 1,8% 90,5% 94,3% 82,4% 75,1% 78,5% 69,5% 46 62 82 98 104 89 384 LIG HT TRUCK (D YNA ) 141 254 411 291 504 5 PU 4 X 4 0 4 22 10 5 PU 4 X 2 M EDIUM (HILUX 2W D) Tidak ada program penjualan MARKET ANALYSIS MARKET DAN MARKET SHARE PERFORMANCE AREA ANALYSIS - CONT'D Tren Market Share Toyota and Strongest Competitor Analisa by Model Note : 1. Mitsubishi is the strongest competitor with market share gap 3.8% 2. There is declining tren in Mitsubishi, while Toyota has increasing market share in the last 3 year 3. Daihatsu, in YTM 2011, has slight increase. In the last 3 months, Daihatsu has significant increased in November resulted from Xenia launched. 4. Market Compositions for Non Commercial : commercial is 49% : 51% 5. By model, Toyota lost non commercial in Sedan model and Fortuner 4x4 6. Toyota commercial have lost in all model. 1. Product fit with Area (Compared with Strongest Competitor)* Note : 1. Toyota Hilux 4x2 in 2nd position (5.3%), and the market leader is Mitsubishi L300 with huge market share (92.5%) 2. Market growth 19.4% as well as strongest competitor Mitsubishi L300 (7.6%) but our product declined 3.7% Note : 1. Toyota Hilux 4x4 in 2nd position (20%), and the market leader is Mitsubishi L200 with huge market share (80%) 2. Market growth 9% as well as strongest competitor Mitsubishi L200 (20%) but our product was steady Note : 1. Toyota Dyna in 2nd position (10%), and the market leader is Mitsubishi Canter with huge market share (74%) 2. Market declined 16.9% as well as strongest competitor Mitsubishi L200 (8.4%) but our product increased 3.1% Note : 1. Toyota Dyna 4 Roda in 3nd position (0%), and the market leader is Mitsubishi Canter with huge market share (88%) 2. Market declined 5.5% as well as strongest competitor Mitsubishi L200 (8.4%) but our product steady Note : 1. Toyota Dyna 4 Roda in 2nd position (13.9%), and the market leader is Mitsubishi Canter with huge market share (59.5%) 2. Market declined 19.5% as well as strongest competitor Mitsubishi canter (9%) but our product increased 4.4% Adjust with Road Condition Max Load Cust. Complain Mitsubishi (FE74HD) Dyna (HT) No problem in on road or off road 12 Ton (Sand) Tire ace & gardan are not prime No problem in on road or off road 16 Ton (Sand) Limited number of sparepart in outside city & resale value is low Need to placed sparepart Dyna in some points which potential : ex. Pelabuhan Ratu, & Cicurug 2. Price Toyota D yna M itsubishiC anter H ino D utro HT3S FE 74 HD 130 H D P rice O TR 253.350.000 263.000.000 246.000.000 D iscount 17.000.000 5.000.000 25.000.000 N etP rice 236.350.000 258.000.000 221.000.000 Leasing S upport ACC D ipo S tarFinance, A DIRA N iaga Finance, MandiriFinance Type Notes : 1. Toyota only have problem in 1st payment (TDP) but the installment is lower than Mitsubishi (15-20%) 2. Hino offers price below Dyna, while as a product Hino have same quality with Dyna but the image if this product is not good in Sukabumi 3. Place Notes : 1. 2 Sales Point + 1 Branch (Indirect) already cover potential area. 2. 2 Sales point need to provide sparepart and display unit Dyna 4. Promotion JEN IS A K TIFITA S LOKASI BUDGET PIC TG L JU M LA H TAR GET EVAL UASI KETERANAGAN PELAKSANAAN SALES PRPK SPK PSPK SPK PA M ERA N SUPERM A LL Rp.2.500.000 ERVAN 8,9 DA N 10 SEPT ALL TEAM 60 8 80 10 UNIT YA NG DIPA JA NGKAN GRAND NEW INNOV A G MT SUPERM A LL Rp.2.500.000 ELVIN 15,16,DA N 17 SEPT ALL TEAM 60 8 50 3 UNIT Y ANG DIPAJANGKAN GRAND NEW FORTUNER M OV EX/JO INT C ANVAS CIKEM BA R-BJ.LO PA NG RP.300.000 RANI 13 DA N 14 SEPT TEAM 3 20 2 30 3 SEBAR BROSUR DAN KANVAS KEPUSAT PERTO KOAN DAN PASAR LENG KO NG -J.KULO N RP.400.000 ERVAN 19 DA N 20 SEPT TEAM 1 20 2 25 2 SEBAR BROSUR DAN KANVAS KEPUSAT PERTO KOAN DAN PASAR SURA DE-CIRA CA P RP.400.000 DEWI 16 DA N 17 SEPT TEAM 2 30 2 35 3 SEBAR BROSUR DAN KANVAS KEPUSAT PERTO KOAN DAN PASAR PEL.RATU DSK RP.300.000 L IA 12 DA N 13 SEPT TEAM 5 20 2 21 2 M ENYASAR KANTUNG2 TRUK DAN TK MATERIAL=SEBAR BROSUR SUKA RA JA -CIM A NG KO K RP.250.000 DINA 12 DA N 13 SEPT TEAM 4 20 2 20 3 MENYASAR KANTUNG2 TRUK DAN TK MATERIA L IKLA N RADIO NBS RP.1.800.000 BN 20 HA RI DIBLN SEP ALL TEAM 50 5 45 4 JA NGKAUAN W IL SMI KO TA DAN KA B..PAKET A VA NZA TB 10 JT DLL PEMASANGAN SPANDUK RP.2.000.000 INDRA - PAKET A VA NZA DP 10 JT DISELURUH W IL SM I 9 10 BUA H SPA NDUK0 PIKET LIBUR HARI M INGGU ELVIN SETIA P M INGGU DI ALL TEAM 5 1 5 2 BUKA DA RI JA M 9.00 SAMPA I 15.00 SEPT - TRA INING SETIAP HA RI RABU/KA M IS @ 150.000 WS/BN STP M ING G U ALL TEAM PRODUCT KNOW LEDG E DA N SKILL SALES PERUM AHAN PESONA PANGRANGO RP.100.000 L IA SETIA P HARI SA BTU TEAM 5 10 1 10 1 SEBAR BROSUR PURI CIBEUREUM RP.100.000 ERVAN SETIA P HARI SA BTU TEAM 1 10 1 12 1 SEBAR BROSUR TANJUNG SARI RP.100.000 DINA SETIA P HARI SA BTU TEAM 4 10 1 15 2 SEBAR BROSUR CIM A PHA R ENDA H RP.100.000 DEWI SETIA P HARI SA BTU TEAM 2 10 1 5 1 SEBAR BROSUR PESONA CIBEUREUM RP.100.000 RANI SETIA P HARI SA BTU TEAM 3 10 1 11 SEBAR BROSUR M A SJID2. M ESJID A GUNG SMI L IA SETIAP JUM AT TEAM 5 10 1 10 PAMER 1 UNIT KEND DAN SEBAR BROSUR M ESJID SECAPA DINA SETIAP JUM AT TEAM 4 10 1 12 1 SDA APOTEK DAN RS A PO MAXI RP.100.000 ERVAN SETIA P SO RE TEAM 1 10 1 8 SEBAR BROSUR DAN PAKET KREDIT KHUSUS DOKTER APO ELKA RP.100.000 DEWI 2 X DLM SEM GG TEAM 2 10 2 10 1 SDA APO.KA RTIKA RP.100.000 RANI SDA TEAM 3 10 1 9 SDA A PO .INDO FA RM A RP.100.000 DINA SDA TEAM 4 10 1 10 2 SDA A PO KIM IA FA RM A RP.100.000 L IA SDA TEAM 5 10 2 12 SDA 41 AREA ANALYSIS Notes : Need particular activity to targeting commercial market 313 (64%) 164 (33%) NC 168 (55%) 139 (45%) C AVG Market 2011 Cirebon Sukabum i Cirebon Sukabum i AVG M arket 477 307 S1 1,7 1,6 22 23 S2 7 5 7 2 S3 9 10 3 2 C1 5 4 2 2 C2 21 1 C3 12 3 DSF1 1 2 DSF2 3 1 DSF3 4 2 AVG Productivity Qty Comparison with Cirebon (2011) Cirebon Sukabumi Notes : Need to invest people in Dyna Need to enhance sales force from S1 to S2/S3 Competitor 4. People M arket M odel Avg M /S Regpol/Bln M /S Target Total Regpol Cont 4x2M ini M ed 7 55% 4 63% 4 5% 4x2Low M PV 71 64% 46 88% 52 66% 4x2M ed M PV 10 79% 8 83% 9 11% 4x2M ed SUV 9 63% 5 82% 6 8% 4x2High 4 43% 2 58% 2 2% PU M ed 16 6% 1 13% 1 1% 4 Roda 8 0% 0 0% 0 6 Roda 26 16% 4 27% 5 6% Total M /S 32% 69 37% 79 TargetRegpol Current CS 4 CS 6 SF 21 SF 32 DSF 3 DSF 1 Total 28 Total 38 Current 32 N EED O F PEO PLE FO R SUKABUM I KAB. N EED O F PEO PLE FO R ALLSUKABUM I Item P roblem Suggested N o S alesm an D yna N eed to investD S F to covercom m ercial m arket C urrentproductivity is nothigh enough Increase productivity Salesm an Product A vailability sparepartin som e districtis difficult S parepartD yna need to be placed in sub branch (P elabuhan ratu and C icurug) Price 1 S tTD P is still high com pared w ith all com petitor C ooperate w ith leasing com pany to low erthe D P into 15-20% Place Less D yna display and sparepartavailaibility N eed to place unitD yna and sparepartin sub branch Prom otion There is no particularactivity forgrabbing com m ercial N eed to have prom otion activity ex.gathering,or m ovex C onclusion People CONCLUSION Sand M ining M aterialB uilding Price N eed com petitive price N eed com petitive price Financing Support N eed low D P and affordable installm ent N eed low D P and affordable installm ent Product N eed high quality product due to its track N eed durable product due to its long use ProductSupport N eed sparepartavailability N eed easiness in m aintenance service C onvertion W ooden deck W ooden deck Customer Characteristic * Road Condition * Based on Interview & GGB Notes : Pic 1 : Road on Cisaat Pic 2 : Road on Pelabuhan Ratu Pic 3 : Road otw on Cimangkok C om petitor SS S alesm an Lokasi M itsubishiS rikandiM otor 3 25 K odya MahligaiM otor C ibolang M ahligaiM otor P arung K uda Hino 1 7 C isaat 2 20
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Transcript of a3 Report Ggb Sukabumi Kab

PT. ASTRA INTERNATIONAL TBK - TOYOTA SALES OPERATION

ANALYSIS SUKABUMI KAB.Tidak ada program penjualan MARKET ANALYSISMARKET DAN MARKET SHARE PERFORMANCE

AREA ANALYSIS - CONT'D

2. PriceType

Tren Market Share Toyota and Strongest Competitor

Analisa by Model

Price OTR Discount Net Price Leasing Support

Toyota Dyna Mitsubishi Canter HT3S FE 74 HD 253.350.000 263.000.000 17.000.000 5.000.000 236.350.000 258.000.000 Dipo Star Finance, ACC ADIRA

Hino Dutro 130 HD 246.000.000 25.000.000 221.000.000 Niaga Finance, Mandiri Finance

Notes : 1. Toyota only have problem in 1st payment (TDP) but the installment is lower than Mitsubishi (15-20%) 2. Hino offers price below Dyna, while as a product Hino have same quality with Dyna but the image if this product is not good in Sukabumi

Note :1. Mitsubishi is the strongest competitor with market share gap 3.8% 2. There is declining tren in Mitsubishi, while Toyota has increasing market share in the last 3 year 3. Daihatsu, in YTM 2011, has slight increase. In the last 3 months, Daihatsu has significant increased in November resulted from Xenia launched. 4. Market Compositions for Non Commercial : commercial is 49% : 51% 5. By model, Toyota lost non commercial in Sedan model and Fortuner 4x4 6. Toyota commercial have lost in all model.

3. Place

Notes :

< PU 4 X 2 Medium > 2006 2007 M/S 96 28 66 0 2 29,2% 68,8% 0,0% 2,1% 68,8% 4 90 0 1 UNIT 95 4,2% 94,7% 0,0% 1,1% 94,7% 12 146 0 0 M/S UNIT 158 7,6% 92,4% 0,0% 0,0% 92,4% 5 72 0 5 2008 M/S UNIT 82 6,1% 87,8% 0,0% 6,1% 87,8% 16 135 0 8 2009 M/S UNIT 159 10,1% 84,9% 0,0% 5,0% 84,9% 11 161 0 2 2010 M/S YTM 2011 UNIT 174 6,3% 92,5% 0,0% 1,1% 92,5% M/S 19,4% -3,7% 7,6% 0,0% -3,9% Growth

PU 4 X 2 MEDIUM (HILUX 2WD)

UNIT MARKET TOYOTA HILUX 4 X 2 MITSUBISHI L300 FORD RANGER 4 X 2 ISUZU

Note : 1. Toyota Hilux 4x2 in 2nd position (5.3%), and the market leader is Mitsubishi L300 with huge market share (92.5%) 2. Market growth 19.4% as well as strongest competitor Mitsubishi L300 (7.6%) but our product declined 3.7% Note : 1. Toyota Hilux 4x4 in 2nd position (20%), and the market leader is Mitsubishi L200 with huge market share (80%) 2. Market growth 9% as well as strongest competitor Mitsubishi L200 (20%) but our product was steady

1. 2 Sales Point + 1 Branch (Indirect) already cover potential area. 2. 2 Sales point need to provide sparepart and display unit Dyna

< PU 4 X 4 > 2006 UNIT MARKET TOYOTA HILUX 4 X 4 MITSUBISHI L200 4 X 4 FORD RANGER 4 X 4 MAZDA 4X4 KIA 4X4 ISUZU D-MAX 4 X 4 0 0 0 0 0 0 0 #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! 0 4 0 0 0 0 M/S UNIT 4 0,0% 100,0% 0,0% 0,0% 0,0% 0,0% 100,0% 0 3 0 0 0 0 2007 M/S UNIT 22 0,0% 13,6% 0,0% 0,0% 0,0% 0,0% 13,6% 1 4 3 0 0 0 2008 M/S UNIT 10 10,0% 40,0% 30,0% 0,0% 0,0% 0,0% 40,0% 1 3 1 0 0 0 2009 M/S UNIT 5 20,0% 60,0% 20,0% 0,0% 0,0% 0,0% 60,0% 1 4 0 0 0 0 2010 M/S YTM 2011 UNIT 5 20,0% 80,0% 0,0% 0,0% 0,0% 0,0% 80,0% M/S 9,1% 0,0% 20,0% -20,0% 0,0% 0,0% 0,0% Growth

PU 4 X 4

4. PromotionJENIS AKTIFITAS LOKASISUPERMALL SUPERMALL MOVEX/ JOINT CANVAS CIKEMBAR- BJ.LOPANG LENGKONG-J.KULON SURADE-CIRACAP PEL.RATU DSK SUKARAJA-CIMANGKOK IKLAN RADIO NBS PEMASANGAN SPANDUK PIKET LIBUR TRAINING PERUMAHAN HARI MINGGU SETIAP HARI RABU/ KAMIS PESONA PANGRANGO PURI CIBEUREUM TANJUNG SARI CIMAPHAR ENDAH PESONA CIBEUREUM MASJID2. APOTEK DAN RS MESJID AGUNG SMI MESJID SECAPA APO MAXI APO ELKA APO.KARTIKA APO.INDOFARMA APO KIMIA FARMA RP. 100.000 RP. 100.000 RP. 100.000 RP. 100.000 RP. 100.000 @ 150.000 RP. 100.000 RP. 100.000 RP. 100.000 RP. 100.000 RP. 100.000

BUDGET

PIC

< Light Truck Total > 2006 UNIT MARKET TOYOTA DYNA MITSUBISHI CANTER ISUZU HINO DUTRO 141 13 127 0 1 9,2% 90,1% 0,0% 0,7% 90,1% 8 239 5 1 M/S UNIT 254 3,1% 94,1% 2,0% 0,4% 94,1% 25 347 9 24 2007 M/S UNIT 411 6,1% 84,4% 2,2% 5,8% 84,4% 23 216 16 35 2008 M/S UNIT 291 7,9% 74,2% 5,5% 12,0% 74,2% 38 415 23 28 2009 M/S UNIT 504 7,5% 82,3% 4,6% 5,6% 82,3% 41 284 33 26 2010 M/S YTM 2011 UNIT 384 10,7% 74,0% 8,6% 6,8% 74,0% M/S -16,9% 3,1% -8,4% 4,0% 1,2% Growth

Note : 1. Toyota Dyna in 2nd position (10%), and the market leader is Mitsubishi Canter with huge market share (74%) 2. Market declined 16.9% as well as strongest competitor Mitsubishi L200 (8.4%) but our product increased 3.1%

TGL JUMLAH TAR GET EVAL UASI PELAKSANAAN SALES PRPK SPK PSPK SPK8,9 DAN 10 SEPT 13 DAN 14 SEPT 19 DAN 20 SEPT 16 DAN 17 SEPT 12 DAN 13 SEPT 12 DAN 13 SEPT SETIAP MINGGU DI SEPT STP MINGGU SETIAP HARI SABTU SETIAP HARI SABTU SETIAP HARI SABTU SETIAP HARI SABTU SETIAP JUMAT SETIAP JUMAT SETIAP SORE 2 X DLM SEMGG SDA SDA SDA ALL TEAM ALL TEAM TEAM 5 TEAM 1 TEAM 4 TEAM 2 TEAM 3 TEAM 5 TEAM 4 TEAM 1 TEAM 2 TEAM 3 TEAM 4 TEAM 5 10 10 10 10 10 10 10 10 10 10 10 10 1 1 1 1 1 1 1 1 2 1 1 2 10 12 15 5 11 10 12 8 10 9 10 12 2 1 1 1 1 2 1 5 1 5 2 ALL TEAM TEAM 3 TEAM 1 TEAM 2 TEAM 5 TEAM 4 60 60 20 20 30 20 20 50 8 8 2 2 2 2 2 5 80 50 30 25 35 21 20 45 10 3 3 2 3 2 3 4 15,16, DAN 17 SEPT ALL TEAM

KETERANAGANUNIT YANG DIPAJANGKAN GRAND NEW INNOVA G MT UNIT YANG DIPAJANGKAN GRAND NEW FORTUNER SEBAR BROSUR DAN KANVAS KEPUSAT PERTOKOAN DAN PASAR SEBAR BROSUR DAN KANVAS KEPUSAT PERTOKOAN DAN PASAR SEBAR BROSUR DAN KANVAS KEPUSAT PERTOKOAN DAN PASAR MENYASAR KANTUNG2 TRUK DAN TK MATERIAL=SEBAR BROSUR MENYASAR KANTUNG2 TRUK DAN TK MATERIAL JANGKAUAN WIL SMI KOTA DAN KAB.. PAKET AVANZA TB 10 JT DLL PAKET AVANZA DP 10 JT DISELURUH WIL SMI 9 10 BUAH SPANDUK0 BUKA DARI JAM 9.00 SAMPAI 15.00 PRODUCT KNOWLEDGE DAN SKILL SALES SEBAR BROSUR SEBAR BROSUR SEBAR BROSUR SEBAR BROSUR SEBAR BROSUR PAMER 1 UNIT KEND DAN SEBAR BROSUR SDA SEBAR BROSUR DAN PAKET KREDIT KHUSUS DOKTER SDA SDA SDA SDA

PAMERAN

Rp. 2.500.000 ERVAN Rp. 2.500.000 ELVIN RP.300.000 RP.400.000 RP.400.000 RP.300.000 RP.250.000 RP. 1.800.000 RANI ERVAN DEWI LIA DINA BN ELVIN WS/BN LIA DINA DEWI RANI LIA DINA ERVAN DEWI RANI DINA LIA

Notes : Need particular activity to targeting commercial market

20 HARI DIBLN SEP ALL TEAM

< Light truck 4 roda > 2006 2007 M/S 46 5 41 0 0 10,9% 89,1% 0,0% 0,0% 89,1% 1 58 3 0 UNIT 62 1,6% 93,5% 4,8% 0,0% 93,5% 1 76 4 0 M/S UNIT 82 1,2% 92,7% 4,9% 0,0% 92,7% 6 71 14 7 2008 M/S UNIT 98 6,1% 72,4% 14,3% 7,1% 72,4% 0 101 3 0 2009 M/S UNIT 104 0,0% 97,1% 2,9% 0,0% 97,1% 0 79 10 0 2010 M/S YTM 2011 UNIT 89 0,0% 88,8% 11,2% 0,0% 88,8% M/S -6,6% 0,0% -8,4% 8,4% 0,0% Growth

LIGHT TRUCK (DYNA)

UNIT MARKET TOYOTA DYNA MITSUBISHI CANTER ISUZU HINO DUTRO

Note : 1. Toyota Dyna 4 Roda in 3nd position (0%), and the market leader is Mitsubishi Canter with huge market share (88%) 2. Market declined 5.5% as well as strongest competitor Mitsubishi L200 (8.4%) but our product steady Note : 1. Toyota Dyna 4 Roda in 2nd position (13.9%), and the market leader is Mitsubishi Canter with huge market share (59.5%) 2. Market declined 19.5% as well as strongest competitor Mitsubishi canter (9%) but our product increased 4.4%

RP.2.000.000 INDRA

ERVAN SETIAP HARI SABTU

< Light truck 6 roda > 2006 UNIT MARKET TOYOTA DYNA MITSUBISHI CANTER ISUZU HINO DUTRO 95 8 86 0 1 8,4% 90,5% 0,0% 1,1% 90,5% 7 181 2 1 M/S UNIT 192 3,6% 94,3% 1,0% 0,5% 94,3% 24 271 5 24 2007 M/S UNIT 329 7,3% 82,4% 1,5% 7,3% 82,4% 17 145 2 28 2008 M/S UNIT 193 8,8% 75,1% 1,0% 14,5% 75,1% 38 314 20 28 2009 M/S UNIT 400 9,5% 78,5% 5,0% 7,0% 78,5% 41 205 23 26 2010 M/S YTM 2011 UNIT 295 13,9% 69,5% 7,8% 8,8% 69,5% M/S -19,5% 4,4% -9,0% 2,8% 1,8% Growth

AREA ANALYSISRoad Condition Notes : Pic 1 : Road on Cisaat Pic 2 : Road on Pelabuhan Ratu Pic 3 : Road otw on Cimangkok Customer Characteristic *Sand Mining Need competitive price Need low DP and affordable installment Material Building Need competitive price Need low DP and affordable installment

4. PeopleComparison with Cirebon (2011)AVG Market S1 S2 S3 C1 C2 C3 DSF1 DSF2 DSF3 AVG Productivity Cirebon Sukabumi 477 307 1,7 1,6 7 5 9 10 5 4 21 12 1 3 4 Qty Cirebon Sukabumi 22 7 3 2 1 2 1 2 23 2 2 2 3

41

AVG Market 2011

313 (64%)164 (33%)

168 (55%)139 (45%)

Price Financing Support Product Product Support Convertion

Model 4x2 Mini Med 4x2 Low MPV 4x2 Med MPV 4x2 Med SUV 4x2 High PU Med 4 Roda 6 Roda Total M/S

Market Avg 7 71 10 9 4 16 8 26

M/S 55% 64%79%

63% 43% 6% 0% 16%32%

Current Regpol/Bln 4 46 8 5 2 1 0 4 69

Target Regpol M/S Target Total Regpol 63% 4 88% 52 83% 9 82% 6 58% 2 13% 1 0% 0 27% 537%

Cont5% 66% 11% 8% 2% 1% 6%

NC

CompetitorCompetitor Mitsubishi Srikandi Motor Mahligai Motor Mahligai Motor Hino SS 3 2 1 Salesman 25 20 7 Lokasi Kodya Cibolang Parung Kuda Cisaat

C

79

1. Product fit with Area (Compared with Strongest Competitor)*Mitsubishi (FE74HD) Adjust with Road Condition Max Load Cust. Complain No problem in on road or off road 12 Ton (Sand) Tire ace & gardan are not prime Dyna (HT) No problem in on road or off road 16 Ton (Sand) Limited number of sparepart in outside city & resale value is low

Need high quality product Need durable product due to its track due to its long use Need easiness in Need sparepart availability maintenance service Wooden deck Wooden deck

Notes : Need to invest people in Dyna Need to enhance sales force from S1 to S2/S3

CONCLUSIONConclusion Item People Product Problem No Salesman Dyna Current productivity is not high enough Availability sparepart in some district is difficult 1 St TDP is still high compared with all competitor Less Dyna display and sparepart availaibility There is no particular activity for grabbing commercial Suggested Need to invest DSF to cover commercial market Increase productivity Salesman Sparepart Dyna need to be placed in sub branch (Pelabuhan ratu and Cicurug) Cooperate with leasing company to lower the DP into 15-20% Need to place unit Dyna and sparepart in sub branch Need to have promotion activity ex. gathering, or movex

* Based on Interview & GGB

Need to placed sparepart Dyna in some points which potential : ex. Pelabuhan Ratu, & Cicurug

Price Place Promotion

No. 1

Items Road Condition

2

Bussiness Segment

3

Customer Profile

4

Competitor Movement

GGB Checklist

Activities GGB to Site

Check the road condition from checkpoint to destination. Check the road condition at destination. Check business nature and needs (esp. financial support needs). Check business operational work flow. Check convertion measurement and convertion maker references. Check driver customs, habit, and influence towards owner decision making process. Check customer habits and customs. Check customer segment. Check Reason to Buy Check competitor network / sales point at current place. Check spare parts point at current place.

Interview with customer & Driver

Interview with customer

Outlet visit

Activities GGB to Site

nterview with customer & Driver

Interview with customer

Outlet visit

No.

Items

1

Bussiness Segment

2

Customer Profile

3

Competitor Movement

4

Convertion / Carroserrie Survey

4

Convertion / Carroserrie Survey

GGB Checklist Check business nature and needs (esp. financial support needs). Check business operational work flow. Check convertion measurement and convertion maker references. Check driver customs, habit, and influence towards owner decision making process. Check driver needs, habit, and influence towards owner Check customer habits and customs. Check customer segment. Check Price list and discount range. Check leasing partner support. Check special offer from competitor (if any). Check workshop ability.

Activities

Interview with customer & Driver

Interview with customer

Outlet visit as a mystery shopper

Check the highest usage of convertion item. Check manufactur production capacity.

Interview & factory visit

Check the highest usage of convertion item. Check manufactur production capacity. Check who is the highest user of the convertion maker and the most growing user.

Interview & factory visit

Activities

terview with customer & Driver

nterview with customer

Outlet visit as a mystery shopper

nterview & factory visit

nterview & factory visit

No. 1.

Variable Market

2. 3.

Material Man

Man Method Material Machine Environment

Variable

Current Condition Market is growing every years Market Commercial have a big portion ( almost 50 %) Toyota lose in share in Mini Medium, SUV Medium, PU 4x2 and Light truck Material Toyota is not have sales outlet Man No area PIC

R Need support for availab Need support for comm Need support for avalaib Need to build a sales p Appoint PIC for Banyuw

Point

Overall Market

Analisa By Model Area Analysis

Current Condition Market is growing every years Commercial have a big portion ( almost 50 %) Toyota lose in share in Mini Medium, SUV Medium, PU 4x2 and Light truck Toyota is not have sales outlet No area PIC

Main Problem Market Share Toyota number 2

Main Problem Market Share Toyota number 2 Main problem There is no sufficient sales person to cover area Less marketing activity (in DP and discount)

Variable

Current Condition Market is growing every years Market Commercial have a big portion ( almost 50 %) Toyota lose in share in Mini Medium, SUV Medium, PU 4x2 and Light truck Material Toyota is not have sales outlet Man No area PIC

Recommendation Need support for availability stock in closed branc Need support for commercial vehicle especially in Need support for avalaibility stock, and marketing Need to build a sales point. Appoint PIC for Banyuwangi from Auto 2000 Jemb

Current Condition Sukabumi Kabupaten lost in market share (2nd Position) compared with Mitsubishi Gap market share with strongest competitor (Mitsubishi) 3.8%, and with below competitor (Daihatsu) 23.9% Comparison commercial : non commercial market is 51% : 49% In non coimmercial, sedan has small market, but lost in market share with Honda In commercial, all of Toyota Model lost with Mitsubishi Top big five Kecamatan based on popuation : Cicurug, Cisaat and Cibadak Major contributor PDRB are Farming and Trading, Hotel and Restaurant There is no outlet Toyota and Competitor because it is covered from Sukabumi Kodya

Recommendation Need support for availability stock in closed branch. Need support for commercial vehicle especially in after sales. Need support for avalaibility stock, and marketing activity. Need to build a sales point. Appoint PIC for Banyuwangi from Auto 2000 Jember

Why 1

Why 1 Lost in market share commercial, while composition on commercial bigger than non commercial Why 1 Majalengka is covered from Cirebin

ght truck

Recommendation Need support for availability stock in closed branch. Need support for commercial vehicle especially in after sales. Need support for avalaibility stock, and marketing activity. Need to build a sales point. Appoint PIC for Banyuwangi from Auto 2000 Jember

Why 2 Why 2 Sukabumi Kab doesn't have outlet Why 3

No. City Brand Outlet Name Status Authorized 1 Toyota 2 Mitsubishi Mayangsari Berlian Motor Dealer Banyuwangi 3 Daihatsu Astra Internasional DSO Dealer 4 Suzuki Sembilan Indah Laju SD -

Facility VSP VSP VSP