December 2010 2011 story

AUM PresentationDecember 2010

Alissa Universal Motors

2010 Success story

2010 Commercial Vehicles

KSA Market Overview

Sales YTD-October 2010 Vs. YTD-October 2009

0

50000

100000

150000

200000

250000

300000

350000

400000

450000

500000419335

174143

3112756041

23212 5853

483064

192918

49994 71922

254537830

YTD - October 2009 YTD -October 2010

11% 61% 28% 10% 43%15%

0

5000

10000

15000

20000

25000

30000

35000

40000

45000

50000

Mazda Honda GM Suzuki KIA

4095

9106

46334

8910

24055

5698

9411

47132

3491

22368

39% 3% 2% -7%- 61%

19%

57%

19%

4%

1%

October 2010 YTD PU class

Isuzu

TOYOTA

NISSAN

MMC

Mazda

Pick up KSA market

Pick up KSA MS 08, 09 & 2010

0%

10%

20%

30%

40%

50%

60%

70%

2008 2009 2010

ISUZU

TOYOTA

NISSAN

MMC

MAZDA

N class KSA market

78%

8%

3% 2%9%

MS October 2010 YTD

Isuzu Fuso Daihatsu Hino Toyota

N-Series Brand MS 08, 09 & 2010

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

2008 2009 2010

Isuzu

Fuso

Daihatsu

Hino

Toyota

F & UP class MS October 2010 YTDJapanese Products

46%

23%

21%

10%

Isuzu F(UP) Fuso Dutro UD

F (UP) Series KSA MS over 08,09 & 2010

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

50%

2008 2009 2010

Isuzu

Fuso

Hino

Nissan

2010 ISUZU Dealers MS

Dealer MS October 2010 YTD

50%

19%

23%

5% 3%

BBC-Jeddah Al Yemni (Central)) Alissa BTTC Al Yemni

Dealer MS October 2010 YTDCentral Region

45%

55%

Al Yemni (Central)) Alissa

0

200

400

600

800

1,000

1,200

1,400

1,600

Jan Feb Mar Apr May Jun July Aug Sep Oct

Alissa

BBC-Jeddah

Al Yemni (Central))

BTTC

Al Yemni (Eastern)

ISUZU Dealers Sales Contribution

2010

54%

19%

21%

6%

BBC-Jeddah Al Yemni (Central)) Alissa BTTC

D-Max MS October 2010 YTD

D-Max MS October 2010 YTDCentral Region

45%

55%


44%

18%

24%

6%8%

BBC-Jeddah Al Yemni (Central)) Alissa BTTC Al Yemni (Eastern)

N-Series KSA MS October 2010 YTD

N-Series KSA MS October 2010 YTD

44%

56%


F-Series KSA MS October 2010 YTD

52%

17%

25%

6%

BBC-Jeddah Al Yemni (Central)) Alissa Al Yemni (Eastern)

F-Series KSA MS October 2010 YTD

38%

62%


C&E MS October 2010 YTD

48%

40%

8%4%

BBC-Jeddah Al Yemni (Central)) Alissa Al Yemni (Eastern)

C&E MS October 2010 YTD

80%

20%


Alissa Universal Motors

2010 AUM Performance

AUM Sales overview

0

1,000

2,000

3,000

4,000

5,000

6,000

PickUp N-series F-series C&E series Total

3,209

2,129

355 43

5736

3,241

2,244

204 106

5795

Sales Target

October YTD 2010

99 %

95 %

147 %

99%

41%

43%

41%

5%

11%

YTD October 2010

CASH CRDT INSTL LEASE

Sales type contribution

Market Trends in 2010

• Automotive market started recovery in 2010.

• Demand increased in the market with very tough competition from

other brands in promotions:

– Special finance rate

– No down payments and no admin fees

– Pay 50% of vehicle, enjoy it for 3 years then bring it back to us. “Nissan”

– Pay first and second installments for the customer “Nissan”

– Tickets to world cup

– Special price from Mitsubishi crew cab “52,900 SR”

AUM Marketing Activities

2010

Marketing Activities

• D-max “GPS” campaign for retail customers

– For crew cab 3.0 LD (from 15 Feb to 31 March)

– Insertions in Riyadh, Jazeera and Al Iqtsadeia newspapers.

– Cooperation with DarMoja “Garmin” for gifts


• One Tank challenge in cooperation

with IOT

• D-max Quiz campaign

– Collection of answers from customers.

– Delivery of Gold prizes to 2 Alissa

customers.


• Free inspection service campaign

• 2.99% financing rate campaign for

Retail and fleet customers in

cooperation with ANB.


Online Marketing activities:

Launch Facebook and Youtube channels for AUM.


Start the Monthly Newsletters

from AUM to our customers.

– First issue was sent in first of

May

– The newsletters will contain

updated information about

Alissa, new offers, new

achievements, Isuzu news……



Confidential


• Eid Adha

Greeting Card

Confidential

Launch AUM website in Arabic and English language




Launch CRM System:

CRM: strategy for managing and nurturing our company’s interactions with our

clients and sales prospects.

We use CRM technology to organize, automate, and synchronize business

processes, principally Sales activities, Marketing , Customer Service, and

Technical Support.

Activating CRM for retail and fleet sales team.


AUM SUPPORT CENTER

– Training programs for Isuzu customers in

cooperation with International Educational

institutes.

– Support services to fleet customers

including service training for mechanics,

safety driving training for drivers.

– Seminars for company owners

– Monthly newsletter.


• AUM SUPPORT CENTER first activity

– Launch meeting in Riyadh with the attendees of 26 customers and MC

and Isuzu Motors representative.

– Program “Value based suppliers management”

– 2 days training in Co-operation with TTM associates from UK.

Marketing Activities for Q2

D-Max Family Concept

– Specially designed concept to enhance sales for retail customers.

– New Name, New design and new positioning in the market for Isuzu D-

max.

– D-max family will be launched in June 2010.

Silver Jubilee Celebration

• Alissa Universal Motors (The Authorized Dealer For Isuzu Motors) in

Saudi Arabia has recently celebrated the anniversary of the Silver

Jubilee marking 25 years as authorized dealer for Isuzu Motors in

Makarim Hall at Marriott Hotel in Riyadh.

• The event was attended by 310 guests including representatives

from Isuzu Motors, Isuzu Operation in Thailand, Mitsubishi

Corporation and Alissa Customers (Individuals & Companies).

• The event was sponsored by Sheikh Ziyad Alissa (the board

member of National General Automotive Company).

Silver Jubilee Celebration

• Sheikh Ziyad Alissa as well as Mr.Tadao Matsumoto

(ISUZU Motors) , Mr. Ken Takashima (President Isuzu Operations

"Thailand" Co. Ltd) and Mr. Mazen Yousef ensured through their

speeches on the strong relationship between Alissa Universal

Motors and Isuzu Motors.

• Major clients and partners were awarded by Sheikh Ziyad Alissa in

occasion of celebrating successful strategic alliance.

• Valuable gifts were distributed to all audience celebrating the Silver

Jubilee

Saudi Built 2010

Confidential

Confidential


• Bridgestone Employee Training.

– Objectives:

Differentiate our sales consultants through training to

be reliable partners to our customers.

– Coordinating with Bridgestone for providing training

for all AUM employee to evaluate suitable tires for

each vehicles and to know more about tire

maintenance.

Confidential


• Field Force competency improvement Meeting

July 2010

– Agenda:

• Sales performance.

• Main Issues and suggestions.

• Time management training.

• Honor best achievers.

• Social lunch.

Confidential

Confidential


• D-Max Campaign with AlRajhi Bank in

cooperation with Mr. Kambara. Insertions in

Riyadh, Jazeera newspapers in addition to

Radio campaign. August 2010.

• Hajj campaign with ANB in cooperation with Mr.

Kambara. Insertions in Riyadh, Jazeera

newspapers. November 2010

Confidential

Confidential

D-Max Family Launch

• Photo shooting session.

• Insertions in Riyadh, Jazeera and Al Iqtsadeia

newspapers. August 2010

• Target family sector by Canopy and youth by

Full box.

• Attract Families to showroom via “D-Max Family

in children eyes” project

Photo shooting session

Confidential

D-max family launch


• D-Max Family in

children eyes.

D-Max Family in children eyes

Marketing activities

• Ramadan Campaign:

– Special financing rate (Alrajhi & AlYusr).

– D-Max Family promotion.

– Ramadan Gifts.

– D-Max Family in Eyes of Children Activity

Confidential

Ramadan VIP gift

New material


• “ISUZU at your place” project.

– Objectives:

• To increase traffic in new cost effective way.

• To increase awareness about Isuzu vehicles.

• Generate more sales.

– Presence of Isuzu demo cars with sales consultants

in target audience venue (Markets) using booth with

materials to refer prospective customers to show

room with motivation to receive gifts and discounts.

Marketing activities

– First application in Bilda Mall from September 20 to

October 25.

• 10,000 visitor to the Mall during campaign.

• 2 in site retail purchasing.

• 11 new fleet leads.

Isuzu at your place

• Bilda Mall

Isuzu at your place

Saudi Build 2010

• Participation in Saudi Build 2010 international exhibition

18-21 October.

• 22800 visitors in 4 days.

• 150 new leads, 19 hot leads.

• Preparing heavy duty and D-max for demonstration.

• Special offers related to the exhibition free service for the

first 20,000 KM .

Confidential

SAUDI BUILD 2010

SAUDI BUILD 2010

Saudi Build October 2010

Saudi Build Champions


• Field Force motivational Meeting November

2010

– Agenda:

• Morning Sport activities ( Football, Swimming,…. Etc,)

• Business Review Meeting.

– Sales performance.

– Main Issues and suggestions.

• Communication Skills training.

• Honor best achievers.

• Honor Saudi Build Champs.

• Social launch.

• Social Games (Tombola)

C&E Advertising Campaign• Liquidation for C&E stock clearance campaign

AUM 2011 Business Plan

Outlines

2011 Target

Series 2011 targetDMAX 4,221N-SERIES 2,965F-SERIES 312C&E

Total 7,498

2011 Marketing strategy outlines

• Maximize the efficiency of Marketing budget:

o Integrating online with offline marketing activities.

o expanding our e-marketing activities (banner advertising - Google Adwords camp.)

o approaching different communication agents (new suppliers for promotional items)

o More effective gift distribution (providing valuable gifts to fleet customers via

established process and reasoning).

• Achieving Market share of 55% in central region at 2011 through:

o Isuzu at your place project.

o Corporate Social Responsibility program (Ethical Driving Campaign)

o Alternative Environment friendly campaign.

o Increasing Share Of Voice and Share Of Noise

o Diesel concept building activities.

o Focusing on CRM implementation (Kerridge and Web CRM)

2011 Marketing strategy outlines

• Maintain and increase our customers loyalty through:

o Ethical driving campaign.

o AUMSC training waves for different levels.

o AUM branding activities.

o Promotional activities.

• Increase accessibility through:

o Expand Target Audience via online channels.

o Isuzu at your place project.

2011 Sales strategy outlines

• Increase total sales by 10%:

o Open new sales office in IC2 ( industrial city 2).

o Developing the governmental sales.

o Increasing the heavy duty truck sales by establishing dedicated department for heavy

duty trucks sales.

o Increase outdoor sales staff .

• Keep minimum 8.5% GP through:

o Give priority to margin over volume sales.

o Improving retail sales share of total sales.

o Developing Field Force competences.

• Developing Daily and weekly Sales Reports .

o Reengineering reporting process of sales from S. Force to S. Supervisor & Weekly

from S. Supervisor to S. Manager.

2011 Sales strategy outlines

• Strictly monitor operating cost at budgeted level through:

o Manage inventory levels between 2 to 2.5 months sales.

o Review and approve cost allocations.

2011 After sales strategy outlines

• Reduce back jobs from 2% to 1.5%.

o Train technicians to diagnose and fix the vehicle right first time

o Improve quality control process.

• Increase labor sales amount from SR- 3.39m to 4.14m by 2013.

o Initiate routine and maintenance packages with customer at the point of vehicle sale.

o Increase technician number by 6.

• Increase service and parts sales.

o Mobile workshop.

• Maximize vehicles retention from 350 Veh. /Mon. to 450 Veh./Mon.

o Communicating warranty coverage and importance of periodic maintenance with our

customers at sales point, during first Maintenance and via Web.

2011 After sales strategy outlines

• Currently we are in the process of developing

our service centre with Isuzu Motors, Isuzu

Operation of Thailand and Mitsubishi corporation

through:

– Examining of all stages of service processes of AUM.

– Diagnosis of shortcoming.

– Finding solutions in terms of the recommendation of

the manufacturer.

– Applying success story of service center in Thailand

on AUM service centers.

Thank you

December 2010 2011 story

Automotive

Transcript of December 2010 2011 story