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Proactive service solutions in the commercial vehicle industry - Les Bishop, Product Marketing Manager for MAN Truck & Bus UK Ltd.
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Proactive service solutions in the commercial vehicle industry - Les Bishop, Product Marketing Manager for MAN Truck & Bus UK Ltd.

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The story of the transition from a manufacturing and sales company to transport solution provider – a transition process which revolutionised the company

The story of the transition from a manufacturing and sales company to transport solution provider – a transition process which revolutionised the company

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Proactive service solutions in the commercial vehicle industry - Les Bishop, Product Marketing Manager for MAN Truck & Bus UK Ltd. Proactive service solutions in the commercial vehicle industry - Les Bishop, Product Marketing Manager for MAN Truck & Bus UK Ltd. Presentation Transcript

  • 1< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingBusiness Solutions from MANLes Bishop, MAN Truck & Bus UK
  • 2< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingAgendaIntroductionCurrent Economic LandscapeBusiness Solutions –DefinitionMAN Truck & Bus Case StudySummary
  • 3< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingReviewEconomic Situation0.000.501.001.502.002.50May August September October201220132014GDP Growth Forecast GermanyCorrections within 2011%(Source: IHS Global Insight, October2011) View slide
  • 4< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing-9.0-6.0-3.00.03.06.09.012.0EU 27 Germany Brazil Russia India China VISTA2008200920102011201220132014ReviewEconomic SituationGDP Growth (%; forecast)(Source: IHS Global Insight, October 2011) View slide
  • 5< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingMy Objective TodayBusiness Solutions – The Way AheadTo Show:How Manufacturers cantransition into service orientedorganisations.
  • 6< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing“The Future ofManufacturing???”
  • 7< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingMy Objective TodayBusiness Solutions – The Way AheadTo Show:How a Business Solutionsapproach can create a strongand compelling brand.
  • 8< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingBusiness SolutionsBUSINESS SOLUTION-DEFINITION:Create and deliver valuefor the customer.To help the customer become moreprofitable
  • 9< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingBusiness SolutionsBrands are ‘benefit bundles’with a sustainable degreeof differentiation
  • 10< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingBusiness SolutionsHow do we differentiateourselves in the marketplace today?
  • 11< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingThe Machine that changed the World
  • 12< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingBusiness SolutionsWhat is the difference between,AppleandVW+Daimler+BMW+Ford+GM?
  • 13< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingBusiness Solutions$132. billion!!Source:Financial times 18/3/13.The Worlds largest companies by market capitalisation.page 29.Apple:$402bn Others $270 bn
  • 14< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingBusiness SolutionsAre you making a machineora solution?
  • 15< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingBusiness SolutionsCan your machine change the world?
  • 16< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingBusiness SolutionsCan your machine or business modelchange the basis of competition?
  • 17< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingBusiness Solutionsthink differently......
  • 18< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingThe Lessons from the UK truck industryof the last 40 yearsAn overwhelming need to embrace and adapt to change1970 UK Market > 6 tonnes c.70,000 units –market leader Bedford1980 UK Market > 6 tonnes c.60,000 units –market leader Ford1990 UK Market > 6 tonnes c.50,000 units –market leader Leyland DAF2010 UK Market > 6 tonnes c.<30,000 units –market leader DAF2012-2020 UK Market > 6 tonnes c.40,000 units –market leader ????
  • 19< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingBusiness SolutionsTo focus more on the actualneeds of customers .To improvethe quality and profitabilityof their business
  • 20< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingMAN Business SolutionsTRADITIONAL APPROACH:• Specification / engineeringled discussion• Low pricesfor trucks and parts?
  • 21< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingMAN Business SolutionsOr… a ‘TCO’/Servitizationdiscussion
  • 22< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingMAN’s ‘Added Value’Business Solutions from MAN
  • 23< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingMAN’s - Customer FocusFocusing on Our Operators‟ Whole Life Costs
  • 24< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingTotal Cost of OwnershipProfit & Loss Account of a Typical HaulierAverage Turnover Per Vehicle = €150,000Net Profit Per Vehicle For Top 100 Operators 3-4% ROSNet Profit Per Vehicle Per Annum = €5-6000Total Cost of Operation Per Vehicle = €145,000Fuel Cost @ 45% = €65,00010% Saving on Fuel = €6,000Achieving this will more than DOUBLE thebottom line profit per vehicle!
  • 25< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingMTBUK : Business Solutions- at the touch of a buttonwww.trucknology.co.uk
  • 26< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing 26
  • 27< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingDriver Improvement is the Key!Use of CruiseControlHarshBrakingCorrect Useof GearsTime Spent in‘Sweet Spot’Engine IdleMonitoringHarshAccelerationOver-speedingMAN EcoStyle Reporting: Standard on TGXMAN TGX: Whole Life Costs / Fuel Consuption
  • 28< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing Absolute StarA Benchmark PerformerB Competent - Could Do BetterC Development RequiredD Expensive (Economically & Environmentally)E FrighteningF Goodbye!G461 : 44%94 : 9%10 : 1%0 : 0%10 : 1%94 : 9%380 : 36%Driver Categories as Tested>1,000 UK Tractor Drivers Tested
  • 29< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing Development RequiredD100 Expensive (Economically & Environmentally)E109 FrighteningF121 Goodbye!G130 (EST) Absolute StarA83 Benchmark PerformerB89 Competent - Could Do BetterC941,000 UK Tractor Drivers Tested
  • 30< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingMAN Fleet ManagementMAN Fleet Management System takes a trucks raw data andsimplifies results into meaningful and valuable reports fo customersFleet Management Reports provide accurate proof of how the trucksand drivers are performing – a major benefit for customers lookingto keep their costs down and their overall efficiencies up high
  • 31< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingFleet Statistics as Raw Data
  • 32< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingFMS – Group Summary Report1. Driver A2. Driver B3. Driver C4. Driver D5. Driver E6. Driver F7. Driver G8. Driver H9. Driver I
  • 33< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingDriver / Vehicle Summary – Category ‘D’Safe & Economical Driving Report
  • 34< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingDriver / Vehicle Summary – Category ‘B’Safe & Economical Driving Report9.4%improvement
  • 35< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing Finance – 6 - 24 months (long term rental) Vehicle – list price: c. €120,000 R&M Package – up to 300,000 km 6 weekly VOSA Inspections and MoTs 24 Hour Uptime Mobile24 Roadside Assistance cover ProfiDrive Driver Training MAN Fleet Management – Driver Reports VOSA - Online Service Documentation Tyres & Road TaxMAN Business Solutions – Euro 5 SolutionMAN TGX 26.440 (6x2 tractor)
  • 36< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingMAN TGX 26.440:- 2 Years- 300,000 kms<15p / kmMAN Business Solutions – Euro 5 SolutionMAN TGX 26.440 (6x2 tractor)
  • 37< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing Fixed / Flexible R&M Contracts 3 Years: 450,000 km £265/month 2.12p/km VOSA Online ServiceManagement System EcoStyle Driver / Vehicle Reporting MAN ProfiDrive - EcoTrainingMAN - Customer Focus: R&M ContractsFocusing on Our Operators‟ Whole Life CostsOnline Vehicle Documentation /Servicing Database: 24/7
  • 38< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing774255777469674757487463827649626875927667736761687175644675506865790102030405060708090100DAF Iveco MAN MB Ren Scania Volvo2006 2007 2008 2009 2010MAN„s performance increased continously from 2006 to 2010.MAN: 2nd position overall competitors  Benchmark: Volvo0*+8* 2006 analysis for IVECO not possible due to small base*+4-6-11-3 -27*In 2010 Renault was not included in the sample,the results shown are those from 2009HTS 2010 – UK Customer RetentionAftersales Index of Customer Retention
  • 39< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingUK Market - 6x2 Tractor SectorJan –December 2011Yr End 2010 Yr End 2011Vol Mkt % Vol Mkt %1 Scania 1897 19.5% 1 Volvo 2913 19.1%2 Volvo 1725 17.7% 2 MAN 2891 19.0%3 Merc 1602 16.5% 3 DAF 2797 18.4%4 DAF 1583 16.3% 4 Scania 2273 14.9%5 MAN 1554 16.0% 5 Mercedes 2214 14.5%6 Renault 1069 11.0% 6 Renault 1805 11.8%7 Iveco 298 3.1% 7 Iveco 346 2.3%Total 9728 Total 15239
  • 40< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingMAN Business SolutionsLife Cycle Margin Potential. Total Potential MarginTruckSaleFinancial Rental Service ResaleServices Income & Parts MarginLargeFleet~ 1000 0 ~ 1 0100.SmallFleet~ 200~ 2.5 0 ~ 4 0.5 230.MANRental ~ 100 ~ 2.5 ~ 10 ~ 5.5 4 360PEMAStegmaierMAN Business Solutions
  • 41< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingMAN in the UK 1992-2011.market share 3% - 13%Turnover £50m - £700mVehicle Sales 1,500 - 8,000 pa.Parts Sales £10m - £100m50% of sales with Finance & Service Contract10,000 units under service/ fleet management
  • 42< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingExport & Freight: Fleet Truck of the Year 2011MAN TGX
  • 43< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingFleet Transport: Fleet Truck of the Year 2011MAN TGX
  • 44< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingHarwoods – Motor Transport’sDealer of the Year for 2011
  • 45< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingMotor Transport: Haulier & Driver of the YearMAN TGX
  • 46< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingNational / Key Accounts Successes2011
  • 47< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingNational / Key Accounts Successes2011
  • 48< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingNational / Key Accounts Successes2011
  • 49< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingR&M Lifetime IncomeSt Gobain are poised to order 700 Truckson an 8 year R&M Contract.This is valued at €30 million after sales income.€15m parts
  • 50< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingProject: The Vitruvian MANBusiness Solutions for DPDHLThe Anatomy of MANPartnership in Alignment with DHL
  • 51< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingMAN | Asset ManagementScope of Services & BenefitsProcurement Management: Truck / Trailer / Body (GC) Configuration of SpecificationSupply Chain Management Production timing complete unit Delivery timeTransport to A – B – CContracting ServicesPurchase equipmentBuy BacksR&MWarrantiesMOTBreakdown & DamagesTowingToll & Fuel CardReplacement VehiclesTyre CareCheck-in / Check-out othersTelematics ServicesGlobal Reporting & AnalysisTruck & TrailerTCODriver BehaviourDistanceFuel ConsumptionCarbon EmissionIdling TimeWorkshop SchedulingUp TimeReallocation of surplus unitsBenchmarkingFinanceCreditFinancial LeaseOperating LeaseSale and LeasebackRental SolutionsMAN | RentalBusiness Partnersshort and long termRegistrationInsuranceTaxesExchange of AssetsNew unit with used unitat best timewarrant young fleetlower costreliabilitylatest technologyManagement of:InvoicingAdministrationControlProcessingReview MeetingsPerformanceEscalationsContract ManagementMAN | Assetmanagement
  • 52< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingMAN Business SolutionsStop Selling Trucks.Start Selling Solutions.
  • 53< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingOne more thing…..One more thing .....
  • 54< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingMAN Business SolutionsDo not underestimate theManagement and Culturalchallenge!
  • 55< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing“The Future ofManufacturing???”
  • 56< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product MarketingTransport Worldwide. Powered by MAN.