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Suv

The document provides an overview and proposal for introducing the Isuzu SUV in the Saudi Arabian market. It begins with background on Alissa Group, the automotive group proposing the partnership. It then analyzes the strong and growing Saudi SUV market, dominated by Japanese brands. Forecasts show potential for Isuzu SUV sales to gain a 28% market share within 5 years. Competitor analyses and specifications are provided for the Pathfinder and other top SUV models. The proposal recommends a strategy to introduce and promote the Isuzu SUV through Alissa Group's existing sales, financing, rental, and service channels.

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ISUZU SUV Proposal AUM August 2010 Confidential
Agenda • Alissa Group overview. • AUM overview. • SUV market in KSA. • AUM strategic plan for ISUZU SUV: – Strategy. – Sales Channels. – Sales and Marketing. – Services and Parts. – Forecast. Confidential
Alissa Group Overview Group Overview Confidential
1940 : Started commercial business in Eastern province of Saudi Arabia 1950 : Started selling vehicles from the Eastern province 1960 : Expanded Car business in Riyadh 1960 : Launched ‘Al-Yusr’ in financing business 1968 : Awarded the sole agency of LUCAS/DELPHI group of companies 1974 : Awarded dealership for vehicles and parts. 1985 : Awarded motors franchise 1990: Awarded the dealership of 1990: Launched ‘Best’ rent a car business Proven record of successful partnering and pioneering Group Automotive History Confidential
Group Automotive History 1994-97: Won the prestigious Cadillac Master Dealer Contest four years in a row 1998: Launched General Automotive Company (AUTOSTAR) as a multi-brand car retailer 2006: Acquired Japanese accessories franchise Yellow Hat. 2007: Achieved GM “Chairman’s Challenge” award for the fifth time 2008: Signed an alliance with Group 1 Automotive, Inc. a Fortune 500 automotive retailer Confidential Proven record of successful partnering and pioneering
Total workforce of 2400, assets under management of $1 Billion with 70% invested in Core Automotive Sector General Auto (Autostar) Real Estate GM Automotive (Franchised) Automotive (Non Franchised) Retail Finance Alissa Auto Abdullatif Alissa Holding Co. Other Investment Best Rent-a-car Al-Yusr ISUZU Alissa Universal Business Segments Confidential
 Esteemed ALISSA name  Over 60 years of experience partnering with international brand names  Strong track record of pioneering new businesses  Strong business planning and management discipline  Empowered corporate structure  Investment in Human Resource development and training  State-of-art MIS systems Our Strengths Confidential
 We are committed to team work, learning and service excellence.  We will continue to enhance stake holder's value by meticulously managing our businesses.  We will grow by creatively diversifying into new products and services.  We will forge long term alliances with partners, mutually adding value to our respective businesses. Our Guiding Principles Confidential
Bi-Weekly Business Reviews 3 – year Business Plan BU/Op. Co. Monthly Business Reviews Op. Co. BU & Group Quarterly Business Reviews Op. Co. Mgnt. & Board Extensive Training & Incentivised Performance Management Planning & Review process Confidential
 Separation of Ownership and Management roles.  Active Board and Board Committees with independent NED.  Three (3) Special Focus Committees of Finance, HR and Audit .  Adopted corporate governance guidelines.  Empowered Management with defined review cycle.  Implemented Balanced Scorecard Methodology with defined objectives, targets and measurements.  Established in-house training department with extensive annual technical/soft skills training programs, mentoring and fast tracker schemes.  Revised and upgraded HR Management guide with special focus on performance management.  Aligned Organization structure, Job description, Job grading, career path and compensation structure to market and best practices. Group Corporate Governance Confidential
 Implementing IBM COGNOS performance management software for planning, KPI’s, score carding, reporting etc.  Continuous investment in upgrading Computer hardware, networks, communications and security.  Strong In-house Group IT Department of 30 staffs capable of In-house system development, training and process re-engineering.  Upgraded to Kerridge latest Version 8.35 with strong graphic capabilities.  Installed high speed networks, latest servers and security system (ISS- IBM).  Developed automated workflows using Adobe. Business Support Infrastructure Confidential
Operating Companies
Abdullatif Alissa Automotive Co. Ltd.(AACO)
 Established in 1950  Franchisee for GM since 1974 & Isuzu since 1985  One of the largest franchisees for GM in the Middle East  One of the largest franchisees for Isuzu in the Middle East  No. of branches increasing from 6 in 2006 to 15 by 2010 with 3S & 2S facilities  Service bays increasing from 103 in 2004 to 204 in 2010 Additional bays in progress for recently approved sites  Total staff as of 2010- 650. Background
General Automotive Co.
 Established in 1998  Engaged in  Sale of multi-brand new and used vehicles  Provider of After-sale services  Wholesale of spare parts (Original, OEM & Non-OEM)  Auto accessories  The only “Non-Franchised” company in KSA providing multi-brand 3S facilities Kingdom-wide.  Number of vehicle showrooms increasing from 13 in 2010 to 18 by 2011  Number of Parts outlets (Wholesale & Retail) increasing from 34 in 2010 to 36 in 2011  Total Staff as of May 2010 – 580 employees Background
(SR Millions) % Growth 10% 20% 0% 30% 16% 20% 444 488 594 587 761 845 1010 100 200 300 400 500 600 700 800 900 1,000 1,100 Autostar Revenue F
Showrooms Service No. of Bays Parts Jeddah 2 Jeddah 1 Jeddah 52 Central 10 Makkah 1 Makkah 1 Makkah 3 Eastern 13 Riyadh 4 Riyadh 2 Riyadh 125 Western 11 Buraidah 1 Buraidah 1 Buraidah 26 Dammam 2 Dammam 1 Dammam 50 Al-Hasa 1 Al-Hasa 1 Al-Hasa 3 Al Khobar 1 AlKhobar 1 Abha 1 Total 13 Total 8 Total 259 Total 34 Dedicated stockyards and warehousing available in each region Autostar Outlets
Geographic Coverage Confidential
1) Auto Accessories (Yellow Hat) 2) Used Car Supply Chain (Group 1 - USA) New Business Initiatives
Al-Yusr Installment Co.
 Established in 1960 as one of the pioneers in the auto financing business  Engaged in financing of New and Used Vehicles, expanding into real estate mortgaging.  Portfolio under management exceeding 2.5 Billion SR.  Signed 2 Billion SR loan facility with Riyadh Bank to promote Al-Yusr Auto financing  Structured and reorganized to service non-Group automotive business as well  Sophisticated and automated credit and risk management systems, first non-bank organization to have direct link up with SIMAH (Saudi Credit Bureau)  Branch network 35 in 2010 covering all major town centers in the kingdom Al-Yusr Background
8535 11687 14500 12900 16200 19400 23300 0 2,500 5,000 7,500 10,000 12,500 15,000 17,500 20,000 22,500 25,000 No.ofunits Average Annual Growth of 29% (‘04-’10) No. of Vehicles Financed F
(BTC) Best Trading Company
 Established in 1990.  Rental and leasing of vehicles to retail and corporate customers. Over 70% of the fleet in corporate sector.  Fleet of over 10,000 vehicles increasing to 15,000 by 2012 positioning BTC as a second largest operator.  Replacing annually over 5,000 vehicles in 2010 increasing to 10,000 by year 2012 mostly from within/through the group companies.  19 outlets and 3 regional offices in 2010 increasing to 35 outlets by 2012.  Total Staff as of May 2010 – 564 employees increasing to over a 1,000 by 2012. Background
Revenue 113 120 145 0 50 100 150 200 250 Very successful turnaround since 2004 (SR Millions)
Fleet Size / Purchases BTC is a very large purchaser for Group companies
Alissa Universal Motors Company Overview
Vision To be recognized as the leading commercial vehicles supplier backed up with outstanding after- sales services.
Mission To be the preferred provider for the best quality cargo transportation solutions Our employees, customers, suppliers, shareholders are partners in our success.
Integrity • We deal with stakeholders in full transparency and clarity • We are committed to upholding our Code of Ethics in every transaction. Teamwork • Together we face and overcome challenges. • We value the contribution of everyone and recognize the efforts and commitments of the entire team. • We communicate openly with respect and integrity. Discipline • We fully commit to our strategy, objectives, rules and procedures • we are aware of our duty to protect and enhance shareholder value. Our values and principles
Customer Focus • We are passionate about customers. Excellence • we value excellence in everything we do. • We are committed to ensuring that every aspect of our business functions at the highest level of quality. Respect • We embrace a spirit of caring and respect for our customers, employees, community and the environment. Our values and principles
Company Overview • Alissa Universal Motors Co. Ltd. (AUM) is the new name of the business unit that holds Isuzu franchise within Alissa group (previously Abdullatif Alissa Auto Co. Ltd.) • AUM is established in January 2009 as a separate legal entity.
Objectives • More focus on Isuzu business. • Developing the network of sales and after sales services. • More capabilities for business growth. • Improve decision making process. • Increase management effectiveness and efficiency.
Ownership and Managements • Alissa Group holding company owns 95%. • Al Yusr Company “Member of Alissa Group” owns 5% • Authorized Manager – Sheikh Nageeb Abdullatif Alissa.
Organizational Chart G.M. Mazen Yousef Marketing Manager Haitham Hassan Truck Service Manager David Du Toit Pick Up Service Manager Shakeel Akhthar Parts Manager Shihada Deeb Sales Manager Mohamed Al Enazi Sales Manager Wassim Hajok Group Support Functions: - HR - Training & IT - Ordering & Logistics -Finance
Company Facilities Mekkah Road Showroom The first dedicated showroom for Isuzu products in Riyadh.
Company facilities cont…. • NRR showroom “Head office” Confidential
Company facilities cont…. • Exit 18 workshop “Truck service”
Company facilities cont…. • Malaz workshop “Dedicated for Pickup service. • Parts main depot. • Storage yard.
AUM & sister companies • AUM is supported by the group sister companies providing: – Sales Financing schemes through Al Yusr Company (installment, Leasing) – Daily rental and operational lease through BTC. – Service and parts through Autostar company Kingdom wide.
Saudi Automotive Market Analysis SUV Focus
Sales YTD-June 2010 Vs. YTD-June 2009 0 50000 100000 150000 200000 250000 300000 253764 106781 19995 33834 14459 2856 296130 114353 32289 47571 16209 5349 YTD - June 2009 YTD - June 2010 7% 61% 41% 12% 87%17% Source: Jama and Meac Reports
0 5000 10000 15000 20000 25000 30000 Mazda Honda GM Suzuki KIA 2161 5310 27254 5977 12841 3835 5907 27555 1555 14280 77% 11% 1% 11%- 74% Source: Jama and Meac Reports
KSA SUV Market 114,579 units 49% 37% 2% 12% KSA SUV Market Total Japanese Total USA TotalEurope Total Korea Source: Jama and Meac Reports
Japanese SUV KSA Market 66,103 Units 80% 12% 2% 1% 2% 3% Japanese SUV Market Toyota Nissan MMC Honda Mazda Suzuki Source: Jama and Meac Reports
Total Japanese cars vs. J SUV progress 0 50,000 100,000 150,000 200,000 250,000 300,000 350,000 400,000 2002 2003 2004 2005 2006 2007 2008 2009 expected 2010 TJC Sales J SUV Sales Source: Jama and Meac Reports
KSA SUV Sales Progress Units 0 10,000 20,000 30,000 40,000 50,000 60,000 70,000 80,000 2002 2003 2004 2005 2006 2007 2008 2009 expected 2010 SUV Sales SUV Sales Source: Jama and Meac Reports
Isuzu SUV Competitors market Units 0 2,000 4,000 6,000 8,000 10,000 12,000 14,000 2007 2008 2009 expected 2010 FOrtuner Pathfinder CX-9 Nativa VERACRUZ SORENTO Source: Jama and Meac Reports
Competitors comparison 158, 75500 291, 110,000 273, 115000 260, 90000 241, 80000 177, 75000 0 20000 40000 60000 80000 100000 120000 140000 0 50 100 150 200 250 300 350 UnitePriceinSR Engine HP Chart Title Fortuner Pathfinder CX-9 Veracruz Sorento Nativa Source: Jama and Meac Reports
Isuzu SUV Forecast in Stagnant Market 2400 3700 4500 500 551 608 2900 4251 5108 0 1000 2000 3000 4000 5000 6000 1st Y 3rd Y 0% MG 5th Y 0% MG Forecast in stagnent Market Gasolin Forcast Diesel Forcast Total G+D Forcast Source: Jama and Meac Reports
Isuzu SUV MS Forecast Among Category Competitors Confidential 0.00% 5.00% 10.00% 15.00% 20.00% 25.00% 30.00% 1st Y 3rd Y 0% MG 5th Y 0% MG 15.93% 23.36% 28.07% MS in stagnant Market
Isuzu SUV Forecast at 5% Market Growth Source: Jama and Meac Reports 2400 3922 4770 500 551 608 2900 4473 5378 0 1000 2000 3000 4000 5000 6000 1st Y 3rd Y 5% MG 5th Y 6% MG Chart Title Gasoline Forecast in 5% Growth Market Diesel Forecast in 5% Growth Market Total G+D Forecast in 5%GM
Isuzu SUV Forecast in 5% GM Confidential 0.00% 5.00% 10.00% 15.00% 20.00% 25.00% 1st Y 3rd Y 5% MG 5th Y 6% MG 15.93% 22.29% 24.31% Isuzu SUV MS in 5% GM
Confidential
Confidential
Pathfinder Specifications Confidential Gasoline ENGINE Code VQ40DE Type V6 - DOHC - 24Valve Displacement (cc) 4.0 Bore x Stroke (mm x mm) 95.5 x 92 Max. Power (hp / rpm) 291 / 5600 rpm Max. Torque (kg-m / rpm) 41.7/4,000 Compression Ratio 9.7 Fuel System Intake manifold/multipoint Drive Type ALL MODE 4x4®,4x2, Part-time 4x4 Automatic 5-speed automatic Final Gear Ratio (Hypoid Final Gear) 3.357 CHASSIS & SUSPENSION Steering Rack & pinion, power assisted Front Suspension Independent, double wishbone with coil over shock Rear Suspension Independent, multi-link with coil spring BRAKES System 2 circuits; front & rear distribution, power assisted. ABS incl. EBD and Brake Assist (Std. for SE/LE; Opt. for XE), VDC (Opt.for LE) Front Ventilated disc Rear Ventilated disc Parking Drum in disc
CX-9 Confidential
CX-9 Confidential
Hyundai Veracruz Confidential
KIA Sorento Confidential Engine 3.3L & 3.8L Number of Cylinders V6 BHP 241 BHP & 266BHP Transmission Automatic 5 speed Power train Full Time 4 Wheel Drive Standard Features Power tilt steering wheel Front & rear power windows Central locking Auto lock Manual air condition 16 inch steel wheel Power sideview mirrors Center console armrest Safety power window for driver Airbag Number Of Seats 7 Safety Rating 5 stars grade by NCAP
Competitors Comparison Brand Toyota Nissan MMC Mazda Hyundai Model Fortuner Prado Pathfinder Pajero Sports CX9 Veracruz Drive 4x2 4x4 4x4 4x2 4x4 4x4 4x4 4x4 Grade GX1 GX2 GX1 GX2 VX1 VX2 TX TXL4 TXLV6 VX1 VX2 VXL TX TXL XE SE XE SE LE STD Mid HIGH STD GT Engine Type 4 cyl 6 cyl 4 cyl 6 cyl 4 cyl 6 cyl 6 cyl 6 cyl 6cyl Fuel GAS GAS GAS GAS DSL GAS GAS GAS GAS Disp (cc) 2,700 4,000 2,700 4,000 3,000 4,000 3,500 3,726 3,800 HP 158 235 161 271 94 261 184 204 260 Seating Capa 7 7 7 7 7 7 Fuel Tank Capa (L) 80 87 80 74 76 78 Tire Size 265/ 70R16 265/ 65R17 245/ 70R17 265/ 65R17 265/ 65R18 245/ 70R17 265/ 65R17 265/ 70R16 265/ 65R17 265/ 70R16 265/ 65R17 245/ 60R18 245/ 50R20 245/ 65R17 Dimensions WB 2,750 2,790 2,850 2,800 2,875 2,805 OAL 4,965 4,760 4,820 4,760 4,775 4,695 5,074 4,840 OW 1,840 1,885 1,850 1,815 1,936 1,945 OH 1,795 1,845 1,890 1,845 1,850 1,840 1,728 1,750 Confidential
Sales Channels • To display and sell SUV exclusively kingdom wide. • Agreed strategy with AutoStar sister company to display and sell new SUV under the supervision of AUM in their 13 (16 by end of 2011) showrooms kingdom wide in addition to the two showrooms of AUM. • Autostar will display Isuzu SUV as the only brand of this segment, and will not display any competitors of this segment in their showroom. Confidential
Sales Channels • Special qualified sales staff will be assigned in all Autostar show rooms. • SUV sales staff will be functionally reporting to AUM and administratively reporting to Autostar. • AUM management will be responsible for hiring, training, assigning target, coaching and performance appraisal for sales force. Confidential
Sales Channels • Exclusive agreement will take place with chosen sub-dealers to display and sell SUV in small cities and rural areas wherever no AUM or Autostar coverage. Confidential
Financing • Special finance programs will be offered through Alyusr sister company (35 outlets) to all segments of Isuzu SUV customers. • Best sister company will be one of the most important customers which will promote the new Isuzu SUV through their rental and leasing channels kingdom wide (19 Outlets). Confidential
Marketing • In the first year, Marketing strategy will depend mainly on “cost leadership” that will accelerate market penetration and establish new customers database. • During first year marketing strategy will focus mostly on retail customers and as well utilize the current strong fleet relationship with AUM to secure SUV fleet sales. • All marketing communication tools above and below the line (direct marketing, PR, advertising, and exhibition and promotional activities, e-marketing, SMS, e-mail, test drive..)will be aggressively integrated to build brand image of new SUV and achieve sales target. Confidential
Marketing • Second year “focus strategy" will be adapted to target certain customer segments with customized options, specified activities and benefits package offer. • Many tactical marketing campaigns will take place to increase traffic inside showrooms of AUM and Autostar. • Integration of online and offline activity. • We will use long cumulative experience of AACO (GM dealer) in Marketing activities for retail customer (database, CRM,…..) Confidential
Forecast • Sales contribution of fleet customers will be around 30 percent, Diesel engine may suite some of those customers. • However, retail customer will not accept Diesel engines and will buy Gasoline engine instead. They represent about 70% of total sales. • 4x2 drive may represents 65% of sales volume, other 35% will be 4x4 drive. • 80% will be Automatic transmission. Confidential
Service • AUM will manage servicing Isuzu SUV through its service centers and Autostar service centers • AUM service manager will be responsible technically (training, special tools, reporting to Isuzu motors,…)for SUV service at Autostar centers in addition to his responsibilities in AUM. • Autostar service management will be in charge for administrative matters related to SUV services. Confidential
Service • Total number of AUM and Autostar service centers = 9 with 288 Bays • Negotiate with third party to provide 24/7 road assistance for Isuzu SUV owners. • Frequent service promotional activities (free check up, labor discount,….etc.) Confidential
Parts • Isuzu SUV parts will be sold through all AUM and Autostar part outlets. • Total parts outlets kingdom wide for AUM and Autostar = 35 outlets • Frequent parts promotional activities (genuine parts campaign, parts discount,…etc.) Confidential
Autostar parts Confidential
Conclusion • SUV market in KSA is promising and growing aggressively. • Gasoline engine SUV dominating Market Share with 8, 6 and 4 Cylinders. • Successful SUV brands are under the management of sole dealers (Toyota and Nissan,…etc). • Alissa one of the largest and most advanced Automotive Group in the Middle East. Confidential
Conclusion cont. • Alissa Group is capable to be the sole dealer of the new Isuzu SUV and to make the new product successful. • The new SUV should be supplied with three types of engine 6 and 4 cylinders Gasoline (80% of production) and 4 cylinders Diesel (20% of production). • In addition to be supplied with 4x2 (65%) and 4x4 (35%)drive systems. Confidential
Conclusion cont. • Transmission 80% Automatic and 20% manual. • Number of passengers including driver 5 passengers 65% and 35% for 7 passengers. • Specification of the new SUV should match environment of KSA and compete other competitive brands. • Alissa Group is ready to implement its strategy as soon as it takes the approval of Isuzu Motors. Confidential
Thank You Confidential

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Suv

  • 1.
    ISUZU SUV Proposal AUMAugust 2010 Confidential
  • 2.
    Agenda • Alissa Groupoverview. • AUM overview. • SUV market in KSA. • AUM strategic plan for ISUZU SUV: – Strategy. – Sales Channels. – Sales and Marketing. – Services and Parts. – Forecast. Confidential
  • 3.
    Alissa Group Overview GroupOverview Confidential
  • 4.
    1940 : Startedcommercial business in Eastern province of Saudi Arabia 1950 : Started selling vehicles from the Eastern province 1960 : Expanded Car business in Riyadh 1960 : Launched ‘Al-Yusr’ in financing business 1968 : Awarded the sole agency of LUCAS/DELPHI group of companies 1974 : Awarded dealership for vehicles and parts. 1985 : Awarded motors franchise 1990: Awarded the dealership of 1990: Launched ‘Best’ rent a car business Proven record of successful partnering and pioneering Group Automotive History Confidential
  • 5.
    Group Automotive History 1994-97:Won the prestigious Cadillac Master Dealer Contest four years in a row 1998: Launched General Automotive Company (AUTOSTAR) as a multi-brand car retailer 2006: Acquired Japanese accessories franchise Yellow Hat. 2007: Achieved GM “Chairman’s Challenge” award for the fifth time 2008: Signed an alliance with Group 1 Automotive, Inc. a Fortune 500 automotive retailer Confidential Proven record of successful partnering and pioneering
  • 6.
    Total workforce of2400, assets under management of $1 Billion with 70% invested in Core Automotive Sector General Auto (Autostar) Real Estate GM Automotive (Franchised) Automotive (Non Franchised) Retail Finance Alissa Auto Abdullatif Alissa Holding Co. Other Investment Best Rent-a-car Al-Yusr ISUZU Alissa Universal Business Segments Confidential
  • 7.
     Esteemed ALISSAname  Over 60 years of experience partnering with international brand names  Strong track record of pioneering new businesses  Strong business planning and management discipline  Empowered corporate structure  Investment in Human Resource development and training  State-of-art MIS systems Our Strengths Confidential
  • 8.
     We arecommitted to team work, learning and service excellence.  We will continue to enhance stake holder's value by meticulously managing our businesses.  We will grow by creatively diversifying into new products and services.  We will forge long term alliances with partners, mutually adding value to our respective businesses. Our Guiding Principles Confidential
  • 9.
    Bi-Weekly Business Reviews 3 –year Business Plan BU/Op. Co. Monthly Business Reviews Op. Co. BU & Group Quarterly Business Reviews Op. Co. Mgnt. & Board Extensive Training & Incentivised Performance Management Planning & Review process Confidential
  • 10.
     Separation ofOwnership and Management roles.  Active Board and Board Committees with independent NED.  Three (3) Special Focus Committees of Finance, HR and Audit .  Adopted corporate governance guidelines.  Empowered Management with defined review cycle.  Implemented Balanced Scorecard Methodology with defined objectives, targets and measurements.  Established in-house training department with extensive annual technical/soft skills training programs, mentoring and fast tracker schemes.  Revised and upgraded HR Management guide with special focus on performance management.  Aligned Organization structure, Job description, Job grading, career path and compensation structure to market and best practices. Group Corporate Governance Confidential
  • 11.
     Implementing IBMCOGNOS performance management software for planning, KPI’s, score carding, reporting etc.  Continuous investment in upgrading Computer hardware, networks, communications and security.  Strong In-house Group IT Department of 30 staffs capable of In-house system development, training and process re-engineering.  Upgraded to Kerridge latest Version 8.35 with strong graphic capabilities.  Installed high speed networks, latest servers and security system (ISS- IBM).  Developed automated workflows using Adobe. Business Support Infrastructure Confidential
  • 12.
  • 13.
  • 14.
     Established in1950  Franchisee for GM since 1974 & Isuzu since 1985  One of the largest franchisees for GM in the Middle East  One of the largest franchisees for Isuzu in the Middle East  No. of branches increasing from 6 in 2006 to 15 by 2010 with 3S & 2S facilities  Service bays increasing from 103 in 2004 to 204 in 2010 Additional bays in progress for recently approved sites  Total staff as of 2010- 650. Background
  • 15.
  • 16.
     Established in1998  Engaged in  Sale of multi-brand new and used vehicles  Provider of After-sale services  Wholesale of spare parts (Original, OEM & Non-OEM)  Auto accessories  The only “Non-Franchised” company in KSA providing multi-brand 3S facilities Kingdom-wide.  Number of vehicle showrooms increasing from 13 in 2010 to 18 by 2011  Number of Parts outlets (Wholesale & Retail) increasing from 34 in 2010 to 36 in 2011  Total Staff as of May 2010 – 580 employees Background
  • 17.
    (SR Millions) % Growth10% 20% 0% 30% 16% 20% 444 488 594 587 761 845 1010 100 200 300 400 500 600 700 800 900 1,000 1,100 Autostar Revenue F
  • 18.
    Showrooms Service No.of Bays Parts Jeddah 2 Jeddah 1 Jeddah 52 Central 10 Makkah 1 Makkah 1 Makkah 3 Eastern 13 Riyadh 4 Riyadh 2 Riyadh 125 Western 11 Buraidah 1 Buraidah 1 Buraidah 26 Dammam 2 Dammam 1 Dammam 50 Al-Hasa 1 Al-Hasa 1 Al-Hasa 3 Al Khobar 1 AlKhobar 1 Abha 1 Total 13 Total 8 Total 259 Total 34 Dedicated stockyards and warehousing available in each region Autostar Outlets
  • 19.
  • 20.
    1) Auto Accessories(Yellow Hat) 2) Used Car Supply Chain (Group 1 - USA) New Business Initiatives
  • 21.
  • 22.
     Established in1960 as one of the pioneers in the auto financing business  Engaged in financing of New and Used Vehicles, expanding into real estate mortgaging.  Portfolio under management exceeding 2.5 Billion SR.  Signed 2 Billion SR loan facility with Riyadh Bank to promote Al-Yusr Auto financing  Structured and reorganized to service non-Group automotive business as well  Sophisticated and automated credit and risk management systems, first non-bank organization to have direct link up with SIMAH (Saudi Credit Bureau)  Branch network 35 in 2010 covering all major town centers in the kingdom Al-Yusr Background
  • 23.
  • 24.
  • 25.
     Established in1990.  Rental and leasing of vehicles to retail and corporate customers. Over 70% of the fleet in corporate sector.  Fleet of over 10,000 vehicles increasing to 15,000 by 2012 positioning BTC as a second largest operator.  Replacing annually over 5,000 vehicles in 2010 increasing to 10,000 by year 2012 mostly from within/through the group companies.  19 outlets and 3 regional offices in 2010 increasing to 35 outlets by 2012.  Total Staff as of May 2010 – 564 employees increasing to over a 1,000 by 2012. Background
  • 26.
  • 27.
    Fleet Size /Purchases BTC is a very large purchaser for Group companies
  • 28.
  • 29.
    Vision To be recognizedas the leading commercial vehicles supplier backed up with outstanding after- sales services.
  • 30.
    Mission To be thepreferred provider for the best quality cargo transportation solutions Our employees, customers, suppliers, shareholders are partners in our success.
  • 31.
    Integrity • We dealwith stakeholders in full transparency and clarity • We are committed to upholding our Code of Ethics in every transaction. Teamwork • Together we face and overcome challenges. • We value the contribution of everyone and recognize the efforts and commitments of the entire team. • We communicate openly with respect and integrity. Discipline • We fully commit to our strategy, objectives, rules and procedures • we are aware of our duty to protect and enhance shareholder value. Our values and principles
  • 32.
    Customer Focus • Weare passionate about customers. Excellence • we value excellence in everything we do. • We are committed to ensuring that every aspect of our business functions at the highest level of quality. Respect • We embrace a spirit of caring and respect for our customers, employees, community and the environment. Our values and principles
  • 33.
    Company Overview • AlissaUniversal Motors Co. Ltd. (AUM) is the new name of the business unit that holds Isuzu franchise within Alissa group (previously Abdullatif Alissa Auto Co. Ltd.) • AUM is established in January 2009 as a separate legal entity.
  • 34.
    Objectives • More focuson Isuzu business. • Developing the network of sales and after sales services. • More capabilities for business growth. • Improve decision making process. • Increase management effectiveness and efficiency.
  • 35.
    Ownership and Managements •Alissa Group holding company owns 95%. • Al Yusr Company “Member of Alissa Group” owns 5% • Authorized Manager – Sheikh Nageeb Abdullatif Alissa.
  • 36.
    Organizational Chart G.M. Mazen Yousef Marketing Manager HaithamHassan Truck Service Manager David Du Toit Pick Up Service Manager Shakeel Akhthar Parts Manager Shihada Deeb Sales Manager Mohamed Al Enazi Sales Manager Wassim Hajok Group Support Functions: - HR - Training & IT - Ordering & Logistics -Finance
  • 37.
    Company Facilities Mekkah RoadShowroom The first dedicated showroom for Isuzu products in Riyadh.
  • 38.
    Company facilities cont…. •NRR showroom “Head office” Confidential
  • 39.
    Company facilities cont…. •Exit 18 workshop “Truck service”
  • 40.
    Company facilities cont…. •Malaz workshop “Dedicated for Pickup service. • Parts main depot. • Storage yard.
  • 41.
    AUM & sistercompanies • AUM is supported by the group sister companies providing: – Sales Financing schemes through Al Yusr Company (installment, Leasing) – Daily rental and operational lease through BTC. – Service and parts through Autostar company Kingdom wide.
  • 42.
    Saudi Automotive MarketAnalysis SUV Focus
  • 43.
    Sales YTD-June 2010Vs. YTD-June 2009 0 50000 100000 150000 200000 250000 300000 253764 106781 19995 33834 14459 2856 296130 114353 32289 47571 16209 5349 YTD - June 2009 YTD - June 2010 7% 61% 41% 12% 87%17% Source: Jama and Meac Reports
  • 44.
    0 5000 10000 15000 20000 25000 30000 Mazda Honda GMSuzuki KIA 2161 5310 27254 5977 12841 3835 5907 27555 1555 14280 77% 11% 1% 11%- 74% Source: Jama and Meac Reports
  • 45.
    KSA SUV Market114,579 units 49% 37% 2% 12% KSA SUV Market Total Japanese Total USA TotalEurope Total Korea Source: Jama and Meac Reports
  • 46.
    Japanese SUV KSAMarket 66,103 Units 80% 12% 2% 1% 2% 3% Japanese SUV Market Toyota Nissan MMC Honda Mazda Suzuki Source: Jama and Meac Reports
  • 47.
    Total Japanese carsvs. J SUV progress 0 50,000 100,000 150,000 200,000 250,000 300,000 350,000 400,000 2002 2003 2004 2005 2006 2007 2008 2009 expected 2010 TJC Sales J SUV Sales Source: Jama and Meac Reports
  • 48.
    KSA SUV SalesProgress Units 0 10,000 20,000 30,000 40,000 50,000 60,000 70,000 80,000 2002 2003 2004 2005 2006 2007 2008 2009 expected 2010 SUV Sales SUV Sales Source: Jama and Meac Reports
  • 49.
    Isuzu SUV Competitorsmarket Units 0 2,000 4,000 6,000 8,000 10,000 12,000 14,000 2007 2008 2009 expected 2010 FOrtuner Pathfinder CX-9 Nativa VERACRUZ SORENTO Source: Jama and Meac Reports
  • 50.
    Competitors comparison 158, 75500 291,110,000 273, 115000 260, 90000 241, 80000 177, 75000 0 20000 40000 60000 80000 100000 120000 140000 0 50 100 150 200 250 300 350 UnitePriceinSR Engine HP Chart Title Fortuner Pathfinder CX-9 Veracruz Sorento Nativa Source: Jama and Meac Reports
  • 51.
    Isuzu SUV Forecastin Stagnant Market 2400 3700 4500 500 551 608 2900 4251 5108 0 1000 2000 3000 4000 5000 6000 1st Y 3rd Y 0% MG 5th Y 0% MG Forecast in stagnent Market Gasolin Forcast Diesel Forcast Total G+D Forcast Source: Jama and Meac Reports
  • 52.
    Isuzu SUV MSForecast Among Category Competitors Confidential 0.00% 5.00% 10.00% 15.00% 20.00% 25.00% 30.00% 1st Y 3rd Y 0% MG 5th Y 0% MG 15.93% 23.36% 28.07% MS in stagnant Market
  • 53.
    Isuzu SUV Forecastat 5% Market Growth Source: Jama and Meac Reports 2400 3922 4770 500 551 608 2900 4473 5378 0 1000 2000 3000 4000 5000 6000 1st Y 3rd Y 5% MG 5th Y 6% MG Chart Title Gasoline Forecast in 5% Growth Market Diesel Forecast in 5% Growth Market Total G+D Forecast in 5%GM
  • 54.
    Isuzu SUV Forecastin 5% GM Confidential 0.00% 5.00% 10.00% 15.00% 20.00% 25.00% 1st Y 3rd Y 5% MG 5th Y 6% MG 15.93% 22.29% 24.31% Isuzu SUV MS in 5% GM
  • 55.
  • 56.
  • 57.
    Pathfinder Specifications Confidential Gasoline ENGINE Code VQ40DE TypeV6 - DOHC - 24Valve Displacement (cc) 4.0 Bore x Stroke (mm x mm) 95.5 x 92 Max. Power (hp / rpm) 291 / 5600 rpm Max. Torque (kg-m / rpm) 41.7/4,000 Compression Ratio 9.7 Fuel System Intake manifold/multipoint Drive Type ALL MODE 4x4®,4x2, Part-time 4x4 Automatic 5-speed automatic Final Gear Ratio (Hypoid Final Gear) 3.357 CHASSIS & SUSPENSION Steering Rack & pinion, power assisted Front Suspension Independent, double wishbone with coil over shock Rear Suspension Independent, multi-link with coil spring BRAKES System 2 circuits; front & rear distribution, power assisted. ABS incl. EBD and Brake Assist (Std. for SE/LE; Opt. for XE), VDC (Opt.for LE) Front Ventilated disc Rear Ventilated disc Parking Drum in disc
  • 58.
  • 59.
  • 60.
  • 61.
    KIA Sorento Confidential Engine 3.3L& 3.8L Number of Cylinders V6 BHP 241 BHP & 266BHP Transmission Automatic 5 speed Power train Full Time 4 Wheel Drive Standard Features Power tilt steering wheel Front & rear power windows Central locking Auto lock Manual air condition 16 inch steel wheel Power sideview mirrors Center console armrest Safety power window for driver Airbag Number Of Seats 7 Safety Rating 5 stars grade by NCAP
  • 62.
    Competitors Comparison Brand ToyotaNissan MMC Mazda Hyundai Model Fortuner Prado Pathfinder Pajero Sports CX9 Veracruz Drive 4x2 4x4 4x4 4x2 4x4 4x4 4x4 4x4 Grade GX1 GX2 GX1 GX2 VX1 VX2 TX TXL4 TXLV6 VX1 VX2 VXL TX TXL XE SE XE SE LE STD Mid HIGH STD GT Engine Type 4 cyl 6 cyl 4 cyl 6 cyl 4 cyl 6 cyl 6 cyl 6 cyl 6cyl Fuel GAS GAS GAS GAS DSL GAS GAS GAS GAS Disp (cc) 2,700 4,000 2,700 4,000 3,000 4,000 3,500 3,726 3,800 HP 158 235 161 271 94 261 184 204 260 Seating Capa 7 7 7 7 7 7 Fuel Tank Capa (L) 80 87 80 74 76 78 Tire Size 265/ 70R16 265/ 65R17 245/ 70R17 265/ 65R17 265/ 65R18 245/ 70R17 265/ 65R17 265/ 70R16 265/ 65R17 265/ 70R16 265/ 65R17 245/ 60R18 245/ 50R20 245/ 65R17 Dimensions WB 2,750 2,790 2,850 2,800 2,875 2,805 OAL 4,965 4,760 4,820 4,760 4,775 4,695 5,074 4,840 OW 1,840 1,885 1,850 1,815 1,936 1,945 OH 1,795 1,845 1,890 1,845 1,850 1,840 1,728 1,750 Confidential
  • 63.
    Sales Channels • Todisplay and sell SUV exclusively kingdom wide. • Agreed strategy with AutoStar sister company to display and sell new SUV under the supervision of AUM in their 13 (16 by end of 2011) showrooms kingdom wide in addition to the two showrooms of AUM. • Autostar will display Isuzu SUV as the only brand of this segment, and will not display any competitors of this segment in their showroom. Confidential
  • 64.
    Sales Channels • Specialqualified sales staff will be assigned in all Autostar show rooms. • SUV sales staff will be functionally reporting to AUM and administratively reporting to Autostar. • AUM management will be responsible for hiring, training, assigning target, coaching and performance appraisal for sales force. Confidential
  • 65.
    Sales Channels • Exclusiveagreement will take place with chosen sub-dealers to display and sell SUV in small cities and rural areas wherever no AUM or Autostar coverage. Confidential
  • 66.
    Financing • Special financeprograms will be offered through Alyusr sister company (35 outlets) to all segments of Isuzu SUV customers. • Best sister company will be one of the most important customers which will promote the new Isuzu SUV through their rental and leasing channels kingdom wide (19 Outlets). Confidential
  • 67.
    Marketing • In thefirst year, Marketing strategy will depend mainly on “cost leadership” that will accelerate market penetration and establish new customers database. • During first year marketing strategy will focus mostly on retail customers and as well utilize the current strong fleet relationship with AUM to secure SUV fleet sales. • All marketing communication tools above and below the line (direct marketing, PR, advertising, and exhibition and promotional activities, e-marketing, SMS, e-mail, test drive..)will be aggressively integrated to build brand image of new SUV and achieve sales target. Confidential
  • 68.
    Marketing • Second year“focus strategy" will be adapted to target certain customer segments with customized options, specified activities and benefits package offer. • Many tactical marketing campaigns will take place to increase traffic inside showrooms of AUM and Autostar. • Integration of online and offline activity. • We will use long cumulative experience of AACO (GM dealer) in Marketing activities for retail customer (database, CRM,…..) Confidential
  • 69.
    Forecast • Sales contributionof fleet customers will be around 30 percent, Diesel engine may suite some of those customers. • However, retail customer will not accept Diesel engines and will buy Gasoline engine instead. They represent about 70% of total sales. • 4x2 drive may represents 65% of sales volume, other 35% will be 4x4 drive. • 80% will be Automatic transmission. Confidential
  • 70.
    Service • AUM willmanage servicing Isuzu SUV through its service centers and Autostar service centers • AUM service manager will be responsible technically (training, special tools, reporting to Isuzu motors,…)for SUV service at Autostar centers in addition to his responsibilities in AUM. • Autostar service management will be in charge for administrative matters related to SUV services. Confidential
  • 71.
    Service • Total numberof AUM and Autostar service centers = 9 with 288 Bays • Negotiate with third party to provide 24/7 road assistance for Isuzu SUV owners. • Frequent service promotional activities (free check up, labor discount,….etc.) Confidential
  • 72.
    Parts • Isuzu SUVparts will be sold through all AUM and Autostar part outlets. • Total parts outlets kingdom wide for AUM and Autostar = 35 outlets • Frequent parts promotional activities (genuine parts campaign, parts discount,…etc.) Confidential
  • 73.
  • 74.
    Conclusion • SUV marketin KSA is promising and growing aggressively. • Gasoline engine SUV dominating Market Share with 8, 6 and 4 Cylinders. • Successful SUV brands are under the management of sole dealers (Toyota and Nissan,…etc). • Alissa one of the largest and most advanced Automotive Group in the Middle East. Confidential
  • 75.
    Conclusion cont. • AlissaGroup is capable to be the sole dealer of the new Isuzu SUV and to make the new product successful. • The new SUV should be supplied with three types of engine 6 and 4 cylinders Gasoline (80% of production) and 4 cylinders Diesel (20% of production). • In addition to be supplied with 4x2 (65%) and 4x4 (35%)drive systems. Confidential
  • 76.
    Conclusion cont. • Transmission80% Automatic and 20% manual. • Number of passengers including driver 5 passengers 65% and 35% for 7 passengers. • Specification of the new SUV should match environment of KSA and compete other competitive brands. • Alissa Group is ready to implement its strategy as soon as it takes the approval of Isuzu Motors. Confidential
  • 77.