欢迎您，请你坐下。Welcome, please, take your seat.

Bem-vindo, por favor, tome seu lugar.

Bienvenue, s'il vous plaît, asseyez-vous.

Bienvenido, por favor, tome asiento.

Herzlich willkommen, bitte, nehmen sie platz.

Добро пожаловать, пожалуйста, возьмите свое место.

مقعدك تأخذ فضلك، من .أهال،

Benvenuto, ti prego, prendi il tuo posto.

host and organized by:

Organizer and sponsor

Media Strategic Partner:

Presents:

Very important things you must know (and understand)

about the Brazilian motorcycle market.

非常重要的事情，你需要知道和了解的巴西摩托车市场。

Romero Arlindo ~ 游力

Produced and Featured by:

Why they are

losing the

Brazilian market…

…if the

figures say they are growing?

0,7% 2% 4,8% 4,4% 4% 6,6% 9,7% 10,4%Chinese share

Main figures:

Sales 2005 2006 2007 2008 2009 2010 2011 2012

Fleet 8.29.5

11.213

14.716.5

18.520.2

Share and price positioning of Chinese brands in the Brazilian market

50 cc Mopedand CUB

100 to 125 cc CUB

125 to 150 cc City

125 to 150 cc Off- roadTotal

share 6,5% 59% 12%18%

A B C D

80%75%

70%

A B C

90%

A B C D

8 5 %

A B C D

7 0 %65%

100% 1,7% 0,6% 3,2%

Brand

Prices

Very hard segments, first bike, a bad impression can

stay forever!

Real presence of Chinese brands in the Brazilian market

50 cc Mopedand CUB

100 to 125 cc CUB

125 to 150 cc City

125 to 150 cc Off- road

6,5% 59% 12%18%

100% 1,7% 0,6% 3,2%X X X X

= = = =6,5% 0,31% 0,35% 0,4%

Less than 0.8% of the significant market

How much it costs the Chinese

motorcycle most sold in Brazil?

Composition of the final price for the Brazilian customer:

FOB ≈US$ 250,00

CIF ≈US$ 500,00

Brazilian taxes + freight costs +

customs + domestic freight

=

Almost twice the price !!!

From the Importer

warehouse to Dealer +

100 % =

From Dealer to customer + 80 %

=

US$ 1000,00

US$ 1800,00

Is this a cheap bike?

Composition of the final price for the Brazilian customer:

Who really pays for your motorcycles?

“It is not the employer who pays the wages. Employers only handle the money...

It is the customer who pays the wages.”

Henry Ford, Founder of Ford Motorsmore than 100 years ago

r o m e r o a r l i n d o2 0 1 2

importer

Importersbikes

bikescustomer

What they want, think, love and… hate?

Who are the Brazilian customers?

make travel and tourism often

98% have bikes smaller than 300 cc

heavy user of internet and social medias

used to be loyal to a brand

take care of the appearance of the bike

Family pictures

Over 25% are women For them

the main quality of

a bike is…

Reliability

Over 400.000 “motoboys” run 300 km

per day...

Never say: We don`t have spare parts!

... 120.000.000 km/day,7185 t imes from Brazi l to China

4000 tires/day8000 brake

bandes/day

2400 cables/day

3500 sprockets/day

6000 bulbs/day

They are not difficult of pleasing

Stay closeListening carefully

Act quickly

Only solve the

problem

What are they saying about you? They are screami

ng!

www.reclameaqui.com.br

Ranking of claims

J3C8 C3S a l e sr a n k i n g

C6 C2C7 C4C1 C5J2 J1

7,8%

0,2%

3,3%

2% 1,7% 1,3%0,4% 0,3% 0,2% 0,1% 0,05%

The main problems

10% quality 90% services and customer care

Brazilian law 8.078Consumer Protection Code

Art. 18 § 1th

30 days tosolve a problem

It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you'll do things differently.

Warren Buffett

strategic plan for development or recovery of market share

motorcycle background of Local partner

warranty policy

your brand in evidence network dealers under supervision

qualification of technicians workshop manuals

special tools spare parts catalog

spare parts inventory painted partsunavoidable

points

Pointes to remember losing Brazilian market share

few tehnical problems

trend of Brazilian market is positive less than 1% of significant market Chinese bikes there, are not so cheap customers pay the bikes Brazilian customers are emotional 25% are women

motoboys are ambulant bilboards Brazilian customers are unsatisfied

Brazilian laws are hard have a strategic plan

You can not change the

past…

…but you can start again and make a different

ending.C h i c o X a v i e r – B r a z i l i a n r e l i g i o u s m a n

谢谢Thank you very much

Muito obrigado

Merci beaucoup

Grazie milleVielen Dank

большое спасибо

جزيال شكراMuchas gracias

问答Questions and answers

Perguntas e respostas

Questions et réponses

Preguntas y respuestas