- Alissa Universal Motors (AUM) saw success in 2010 with sales increasing year-to-date in October 2010 compared to the same period in 2009 across pickup trucks, N-series, F-series, and C&E series vehicles. - AUM engaged in various marketing activities in 2010 including campaigns, dealer events, and online initiatives to drive sales. - Looking ahead, AUM's 2011 business plan outlines targets for increased sales and market share through expanded marketing, sales, and after sales strategies.

1. AUM Presentation
December 2010

2. Alissa Universal Motors
2010 Success story

3. 2010 Commercial Vehicles
KSA Market Overview

4. Sales YTD-October 2010 Vs. YTD-October
2009
0
50000
100000
150000
200000
250000
300000
350000
400000
450000
500000
419335
174143
31127
56041
23212 5853
483064
192918
49994 71922
25453
7830
YTD - October 2009 YTD -October 2010
11% 61% 28% 10% 43%15%

5. 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%

6. 19%
57%
19%
4%
1%
October 2010 YTD PU class
Isuzu
TOYOTA
NISSAN
MMC
Mazda
Pick up KSA market

7. Pick up KSA MS 08, 09 & 2010
0%
10%
20%
30%
40%
50%
60%
70%
2008 2009 2010
ISUZU
TOYOTA
NISSAN
MMC
MAZDA

8. N class KSA market
78%
8%
3% 2%
9%
MS October 2010 YTD
Isuzu Fuso Daihatsu Hino Toyota

9. 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

10. F & UP class MS October 2010 YTD
Japanese Products
46%
23%
21%
10%
Isuzu F(UP) Fuso Dutro UD

11. 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

12. 2010 ISUZU Dealers MS

13. Dealer MS October 2010 YTD
50%
19%
23%
5% 3%
BBC-Jeddah Al Yemni (Central)) Alissa BTTC Al Yemni

14. Dealer MS October 2010 YTD
Central Region
45%
55%
Al Yemni (Central)) Alissa

15. 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

16. 54%
19%
21%
6%
BBC-Jeddah Al Yemni (Central)) Alissa BTTC
D-Max MS October 2010 YTD

17. D-Max MS October 2010 YTD
Central Region
45%
55%
Al Yemni (Central)) Alissa

18. 44%
18%
24%
6%
8%
BBC-Jeddah Al Yemni (Central)) Alissa BTTC Al Yemni (Eastern)
N-Series KSA MS October 2010
YTD

19. N-Series KSA MS October 2010
YTD
44%
56%
Al Yemni (Central)) Alissa

20. F-Series KSA MS October 2010
YTD
52%
17%
25%
6%
BBC-Jeddah Al Yemni (Central)) Alissa Al Yemni (Eastern)

21. F-Series KSA MS October 2010
YTD
38%
62%
Al Yemni (Central)) Alissa

22. C&E MS October 2010 YTD
48%
40%
8%
4%
BBC-Jeddah Al Yemni (Central)) Alissa Al Yemni (Eastern)

23. C&E MS October 2010 YTD
80%
20%
Al Yemni (Central)) Alissa

24. Alissa Universal Motors
2010 AUM Performance

25. 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%

26. 43%
41%
5%
11%
YTD October 2010
CASH CRDT INSTL LEASE
Sales type contribution

27. 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”

28. AUM Marketing Activities
2010

29. 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

30. Marketing Activities
• One Tank challenge in cooperation
with IOT
• D-max Quiz campaign
– Collection of answers from customers.
– Delivery of Gold prizes to 2 Alissa
customers.

31. Marketing Activities
• Free inspection service campaign
• 2.99% financing rate campaign for
Retail and fleet customers in
cooperation with ANB.

32. Marketing Activities
Online Marketing activities:
Launch Facebook and Youtube channels for AUM.

33. Marketing Activities
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……
Online Marketing activities:

34. Marketing Activities
Confidential

35. Marketing Activities
Confidential

36. Marketing Activities
Confidential

37. Marketing Activities
• Eid Adha
Greeting Card
Confidential

38. Launch AUM website in Arabic and English language
Online Marketing activities:
Marketing Activities

39. Marketing Activities
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.

40. Marketing Activities
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.

41. Marketing Activities
• 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.

44. 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.

47. 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).

48. 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

50. Saudi Built 2010
Confidential

52. Confidential

53. Marketing Activities
• 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.

54. Confidential

55. Marketing Activities
• Field Force competency improvement Meeting
July 2010
– Agenda:
• Sales performance.
• Main Issues and suggestions.
• Time management training.
• Honor best achievers.
• Social lunch.
Confidential

56. Confidential

57. Marketing Activities
• 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

58. Confidential

59. 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

60. Photo shooting session

61. Confidential

62. D-max family launch

63. Marketing Activities
• D-Max Family in
children eyes.

64. D-Max Family in children eyes

65. Marketing activities
• Ramadan Campaign:
– Special financing rate (Alrajhi & AlYusr).
– D-Max Family promotion.
– Ramadan Gifts.
– D-Max Family in Eyes of Children Activity
Confidential

66. Ramadan VIP gift

67. New material

68. Marketing Activities
• “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.

69. 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.

70. Isuzu at your place
• Bilda Mall

71. Isuzu at your place

72. 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 .

73. Confidential
SAUDI BUILD 2010

74. UDI BUILD 2010

75. UDI BUILD 2010

76. Saudi Build October 2010

77. Saudi Build Champions

78. Marketing Activities
• 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)

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

82. AUM 2011 Business Plan
Outlines

83. 2011 Target
Series 2011 target
DMAX 4,221
N-SERIES 2,965
F-SERIES 312
C&E
Total 7,498

84. 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)

85. 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.

86. 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.

87. 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.

88. 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.

89. 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.

90. Thank you