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финал 1 место khachaturova&co

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финал 1 место khachaturova&co

  1. 1. final competition moscow 2008 Anna Alkina Yuri Berchenko Pavel Mikhailov Mikhail Okov
  2. 2. intro РОЛЬФ Summary Rolf has experience with Distribution of Mitsubishi cars. Both companies have good relationships and commitment to develop their mutually beneficial partnership. In 2009 contract of exclusive distribution will end. Problem Management of Rolf Group decides on further actions towards distribution contract with Mitsubishi.
  3. 3. РОЛЬФ matrix of possible solutions R e l a t I o n s Expansion and development Exclusive No relations Non-exclusive Current situation Mitsubishi takes over distribution Start and develop business with Chinese partners (Geely) Functional and geographical expansion Functional expansion New projects: Bluefish and Trade-In Spare-parts & services outlets Tuning 201? Current situation Current situation
  4. 4. Current situation <ul><li>Strengths </li></ul><ul><li>Experience (leader in the market, relations with Mitsubishi) </li></ul><ul><li>Confidence and flexibility from Mitsubishi (it consider Rolf as strategic important partner) </li></ul><ul><li>Part of strong holding, which contain diversified business portfolio (further retail, supplementary services) </li></ul><ul><li>Exclusivity is strategic advantage of Rolf Group (Group leverage exclusivity in its Mitsubishi business) </li></ul><ul><li>Weaknesses </li></ul><ul><li>Non-diversified portfolio of partners (Mitsubishi only) </li></ul><ul><li>Other producers refuses to work with Rolf (because of exclusive contract with Mitsubishi) </li></ul><ul><li>Opportunities </li></ul><ul><li>- Functional expansion (new businesses) </li></ul><ul><li>Geographical expansion (CIS, India, Iran, Africa) </li></ul><ul><li>Start working with new brands with high potential (i.e Chinese brands which need to have such strong local player) </li></ul><ul><li>Threats </li></ul><ul><li>Car manufacturers are tend to set up its own distribution companies, so one day we can loose contract (esp. Exclusivity) with Mitsubishi </li></ul>
  5. 5. Russian opportunities Car ownership and total stock of cars in Russia РОЛЬФ
  6. 6. Mitsubishi takes over distribution РОЛЬФ R e l a t I o n s Expansion and development Exclusive No relations Non-exclusive Current situation Mitsubishi takes over distribution Start and develop business with Chinese partners (Geely) Functional and geographical expansion <ul><ul><li>Functional expansion </li></ul></ul><ul><ul><li>New projects: </li></ul></ul><ul><ul><li>Bluefish and Trade-In </li></ul></ul><ul><ul><li>Spare-parts & services outlets </li></ul></ul><ul><ul><li>Tuning </li></ul></ul>201? Current situation Mitsubishi takes over distribution
  7. 7. Mitsubishi threats РОЛЬФ
  8. 8. Mitsubishi threats РОЛЬФ
  9. 9. РОЛЬФ Mitsubishi takes over distribution
  10. 10. Mitsubishi takes over distribution business with Chinese partners РОЛЬФ R e l a t I o n s Expansion and development Exclusive No relations Non-exclusive Mitsubishi takes over distribution Mitsubishi takes over distribution Start and develop business with Chinese partners (Geely) Functional and geographical expansion <ul><ul><li>Functional expansion </li></ul></ul><ul><ul><li>New projects: </li></ul></ul><ul><ul><li>Bluefish and Trade-In </li></ul></ul><ul><ul><li>Spare-parts & services outlets </li></ul></ul><ul><ul><li>Tuning </li></ul></ul>201? Current situation Start and develop business with Chinese partners (Geely)
  11. 11. РОЛЬФ business with Chinese partners
  12. 12. РОЛЬФ business with Chinese partners
  13. 13. РОЛЬФ business with Chinese partners IDENTICAL So we can use the model as with Mitsubishi 1999
  14. 14. Business with Chinese partners functional expansion РОЛЬФ R e l a t I o n s Expansion and development Exclusive No relations Non-exclusive Mitsubishi takes over distribution Mitsubishi takes over distribution Start and develop business with Chinese partners (Geely) Functional and geographical expansion <ul><ul><li>Functional expansion </li></ul></ul><ul><ul><li>New projects: </li></ul></ul><ul><ul><li>Bluefish and Trade-In </li></ul></ul><ul><ul><li>Spare-parts & services outlets </li></ul></ul><ul><ul><li>Tuning </li></ul></ul>201? Current situation <ul><ul><li>Functional expansion </li></ul></ul><ul><ul><li>New projects: </li></ul></ul><ul><ul><li>Bluefish and Trade-In </li></ul></ul><ul><ul><li>Spare-parts & services outlets </li></ul></ul><ul><ul><li>Tuning </li></ul></ul>
  15. 15. РОЛЬФ expansion Projects new developing Spare-parts & post-services BlueFish & Trade-in Official tuning ROLF-Bank <ul><li>High demand for spare parts (harsh weather) </li></ul><ul><li>High margins in post-service </li></ul><ul><li>High demand for second-hand cars (low purchasing power) </li></ul><ul><li>Covers all models of cars </li></ul><ul><li>expansion to regions </li></ul><ul><li>Attracting new image-conscious customers </li></ul><ul><li>Earn brand awareness </li></ul><ul><li>Gain new experience to implement to other brands </li></ul><ul><li>Attracting new customers by new credit opportunities </li></ul><ul><li>Attracting for new suppliers </li></ul>
  16. 16. РОЛЬФ BlueFish competence
  17. 17. Business with Chinese partners РОЛЬФ R e l a t I o n s Expansion and development Exclusive No relations Non-exclusive Start and develop business with Chinese partners (Geely) Mitsubishi takes over distribution Functional and geographical expansion <ul><ul><li>Functional expansion </li></ul></ul><ul><ul><li>New projects: </li></ul></ul><ul><ul><li>Bluefish and Trade-In </li></ul></ul><ul><ul><li>Spare-parts & services outlets </li></ul></ul><ul><ul><li>Tuning </li></ul></ul>201? Current situation Start and develop business with Chinese partners ( Geely)
  18. 18. Business with Chinese partners РОЛЬФ R e l a t I o n s Expansion and development Exclusive No relations Non-exclusive Functional and geographical expansion Functional and geographical expansion Mitsubishi takes over distribution <ul><ul><li>Functional expansion </li></ul></ul><ul><ul><li>New projects: </li></ul></ul><ul><ul><li>Bluefish and Trade-In </li></ul></ul><ul><ul><li>Spare-parts & services outlets </li></ul></ul><ul><ul><li>Tuning </li></ul></ul>201? Current situation Start and develop business with Chinese partners (Geely)
  19. 19. GDP $100 bln GDP p.c. > $6 500 Annually growth of GDP 10% Population is 15581,6 mln KZ shows best CIS dynamics Expansion to KZ Why exactly KZ? Great opportunity to expand BlueFish РОЛЬФ
  20. 20. We are already there Attractive law regulations No tariffs with Russia Right-handed cars will be forbidden In 2009 Highly potential market: More than 30 000 new cars sold annually Annual growth 45-50% Great opportunity to expand BlueFish Expansion to KZ Why exactly KZ? РОЛЬФ
  21. 21. Expansion to KZ Auto business is very simmilar to Russia in middle 90s
  22. 22. Why we need KZ? We want to enter new potential market with high potential growth. We want to negotiate and get exclusive terms with Mitsubishi and to gain high margins leveraging exclusive terms. We gain unique experience in establishing and running business in CIS. As a result we become very attractive partner for other car producers which are interested in expanding to KZ. We can use this experience in our further expansion to other regions with high potential growth (Africa, India, Iran) Expansion to KZ РОЛЬФ
  23. 23. How to succeed in KZ? <ul><li>We have strong competitive advantage : </li></ul><ul><ul><li>we know how to establish and run business efficiently in the market of developing country and become leader at the end . </li></ul></ul><ul><li>We need to find (or buy) some of local players to be able to negotiate with Mitsubishi on exclusive terms. </li></ul>Essential to succeed! IMPORTANT: Negative experience is experience. We need to know where and when to stop Expansion to KZ РОЛЬФ
  24. 24. strategic plans РОЛЬФ R e l a t I o n s Expansion and development Exclusive No relations Non-exclusive Functional and geographical expansion Mitsubishi takes over distribution <ul><ul><li>Functional expansion </li></ul></ul><ul><ul><li>New projects: </li></ul></ul><ul><ul><li>Bluefish and Trade-In </li></ul></ul><ul><ul><li>Spare-parts & services outlets </li></ul></ul><ul><ul><li>Tuning </li></ul></ul>201? Current situation 201 ? Start and develop business with Chinese partners (Geely)

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