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2010 brm
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- 2. 2010 Commercial Vehicles KSAMarket Overview
- 3. Sales 2010 Vs.2009 0 50000 100000 150000 200000 250000 300000 350000 400000 450000 500000 2009 YTD -October 2010 11% 61% 28% 10% 43%15%
- 4. 0 5000 10000 15000 20000 25000 30000 35000 40000 45000 50000 Mazda Honda GMSuzuki KIA 39% 3% 2% -7%- 61%
- 5. Pick up KSAmarket 23% 49% 24% 2% 2% PU class 2010 YTD Isuzu TOYOTA NISSAN MMC Mazda
- 6. Pick up KSAMS 08, 09 & 2010 0% 10% 20% 30% 40% 50% 60% 70% 2008 2009 2010 ISUZU TOYOTA NISSAN MMC MAZDA
- 7. N class KSAmarket 2010 76% 10% 2% 2% 10% Isuzu Fuso Daihatsu Hino Toyota
- 8. N-Series Brand MS08, 09 & 2010 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 2008 2009 2010 Isuzu Fuso Daihatsu Hino Toyota
- 9. F & UPclass MS 2010 Japanese Products 49% 23% 18% 10% Isuzu F(UP) Fuso Dutro UD
- 10. F (UP) SeriesKSA MS over 08,09 & 2010 0% 10% 20% 30% 40% 50% 60% 2008 2009 2010 Isuzu Fuso Hino Nissan
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- 12. Dealer MS 2010 50% 18% 23% 6%3% BBC-Jeddah Al Yemni (Central)) Alissa BTTC Al Yemni
- 13. Central Region DealerMS 2010 44% 56% Al Yemni (Central)) Alissa
- 14. ISUZU Dealers SalesContribution 2010 0 200 400 600 800 1,000 1,200 1,400 1,600 Jan Feb Mar Apr May Jun July Aug Sep Oct Nov Dec Alissa BBC-Jeddah Al Yemni (Central)) BTTC Al Yemni (Eastern)
- 15. D-Max MS 2010 54% 6% 17% 23% BBCBTTC Yemco Alissa
- 16. D-Max Central RegionMS 2010 43% 57% Al Yemni (Central)) Alissa
- 17. 45% 18% 23% 6% 8% BBC-Jeddah Al Yemni(Central)) Alissa BTTC Al Yemni (Eastern) N-Series KSA MS 2010
- 18. N-Series Central RegionMS 2010 43% 57% Al Yemni (Central)) Alissa
- 19. F-Series KSA MS2010 47% 20% 25% 8% BBC-Jeddah Al Yemni (Central)) Alissa Al Yemni (Eastern)
- 20. F-Series Central RegionMS 2010 44% 56% Al Yemni (Central)) Alissa
- 21. 38% 34% 21% 7% BBC-Jeddah Al Yemni(Central)) Alissa Al Yemni (Eastern) C&E KSA MS 2010
- 22. C&E Central regionMS 2010 61% 39% Al Yemni (Central)) Alissa
- 23. Alissa Universal Motors 2010AUM Performance
- 24. AUM Sales overview 0 1,000 2,000 3,000 4,000 5,000 6,000 7,000 PickUpN-series F-series C&E series Total 3,938 2,500 415 141 6994 3,928 2,699 242 130 6999 Sales Target October YTD 2010 100% 93 % 171 % 100% 108%
- 25. 43% 41% 5% 11% YTD October 2010 CASHCRDT INSTL LEASE Sales type contribution
- 26. Market Trends in2010 • 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”
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- 28. 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
- 29. Marketing Activities • OneTank challenge in cooperation with IOT • D-max Quiz campaign – Collection of answers from customers. – Delivery of Gold prizes to 2 Alissa customers.
- 30. Marketing Activities • Freeinspection service campaign • 2.99% financing rate campaign for Retail and fleet customers in cooperation with ANB.
- 31. Marketing Activities Online Marketingactivities: Launch Facebook and Youtube channels for AUM.
- 32. Marketing Activities Start theMonthly 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…… Online Marketing activities:
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- 36. Marketing Activities • EidAdha Greeting Card Confidential
- 37. Launch AUM websitein Arabic and English language Online Marketing activities: Marketing Activities
- 38. Marketing Activities Launch CRMSystem: 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.
- 39. Marketing Activities AUM SUPPORTCENTER – 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.
- 40. Marketing Activities • AUMSUPPORT 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.
- 43. Marketing Activities forQ2 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.
- 46. 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).
- 47. 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
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- 52. Marketing Activities • BridgestoneEmployee 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.
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- 54. Marketing Activities • FieldForce competency improvement Meeting July 2010 – Agenda: • Sales performance. • Main Issues and suggestions. • Time management training. • Honor best achievers. • Social lunch. Confidential
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- 56. Marketing Activities • D-MaxCampaign 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
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- 58. 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
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- 62. Marketing Activities • D-MaxFamily in children eyes.
- 63. D-Max Family inchildren eyes
- 64. Marketing activities • RamadanCampaign: – Special financing rate (Alrajhi & AlYusr). – D-Max Family promotion. – Ramadan Gifts. – D-Max Family in Eyes of Children Activity Confidential
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- 67. Marketing Activities • “ISUZUat 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.
- 68. Marketing activities – Firstapplication 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.
- 69. Isuzu at yourplace • Bilda Mall
- 70. Isuzu at yourplace
- 71. 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 .
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- 77. Marketing Activities • FieldForce 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)
- 80. AUM 2011 BusinessPlan Outlines
- 81. 2011 Marketing strategyoutlines • 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)
- 82. 2011 Marketing strategyoutlines • 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.
- 83. 2011 Sales strategyoutlines • 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.
- 84. 2011 Sales strategyoutlines • 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.
- 85. 2011 Marketing activities Confidential •Hijri Calendar Diary
- 86. 2011 Marketing activities •Year wall calendar Confidential
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- 88. 2011 Marketing Activities Confidential • Trucksadvertising campaign • N-Series • 50,000 Km free oil and filter
- 89. 2011 Marketing activities Confidential •D-Max advertising campaign • 100,000 Km free oil.
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Editor's Notes
- #39 The overall goals are to Find, Attract, and Win new clients, nurture and retain those the company already has, entice former clients back into the fold, and reduce the costs of marketing and client service.