CGS Neumáticos Ibérica Agosto 2007. PRAHA MEETING DIC.2007.

Presentación del tema: "CGS Neumáticos Ibérica Agosto 2007. PRAHA MEETING DIC.2007."— Transcripción de la presentación:

1 CGS Neumáticos Ibérica Agosto 2007. PRAHA MEETING DIC.2007

2 CGS Neumáticos Ibérica Agosto 2007. PRAHA W.A.W

3 CGS Neumáticos Ibérica Agosto 2007. PRAHA Agricultural Tyres CGS Neumáticos Ibérica Sales 2007

4 CGS Neumáticos Ibérica Agosto 2007. PRAHA CGS Neumáticos Ibérica

5 CGS Neumáticos Ibérica Agosto 2007. PRAHA CGS Neumáticos Ibérica

6 Agosto 2007. PRAHA CGS Neumáticos Ibérica

7 Agosto 2007. PRAHA CGS Neumáticos Ibérica Net sales

8 CGS Neumáticos Ibérica Agosto 2007. PRAHA CGS Neumáticos Ibérica CO Rebates 2006 included in 2007 HM+EL Rebates Servicio de Neumáticos Huecha is a mistake HM+EL Rebates of the rest of the customers are not included HM+EL SE MTP: General agreement in January was BO+10%, in April changed to MTP´s but in SE did not change. Discount in Net Sales and Net-Net Sales in BW are not correct In general the monthly percentage in PL is different than the sells percentage Net-Net Sales Mistakes

9 CGS Neumáticos Ibérica Agosto 2007. PRAHA CGS Neumáticos Ibérica SE Big difficulties to sell Bias tyres because low range Radial Difference BUD&FC= - xxxxxxxx tyres 18,4 R 30 - 300 tyres Product problems

10 CGS Neumáticos Ibérica Agosto 2007. PRAHA CGS Neumáticos Ibérica FC 7+5 P/L See the exel file

11 CGS Neumáticos Ibérica Agosto 2007. PRAHA CGS Neumáticos Ibérica   Promotional campaigns : Present for tyres to end user   Keep in touch with tractor dealers (+400. Letter)   Looking for more distributors   Cooperation Central Logistic-CGS Ibérica Logistic (D.S.)   Solve Mitas problems in Portugal   The level of prices should be kept   The level of MTP prices should be kept Diverse actions up to 12+12

12 CGS Neumáticos Ibérica Agosto 2007. PRAHA

13 CGS Neumáticos Ibérica Agosto 2007. PRAHA Agricultural Tyres CGS Neumáticos Ibérica Price Increases

14 CGS Neumáticos Ibérica Agosto 2007. PRAHA Mkt. price Gráficos de barras. (ver escalas). Comparativo precios Gráfico barras de incremento precios (curvas de crecimiento?)

15 CGS Neumáticos Ibérica Agosto 2007. PRAHA Price increases CGS Neumáticos Ibérica

16 Agosto 2007. PRAHA Agricultural Tyres CGS Neumáticos Ibérica Competitors

17 CGS Neumáticos Ibérica Agosto 2007. PRAHA Definición Distribuidor CGS  Capacidad de compra  Capacidad de almacenaje  Capacidad de distribución  Distribuidor regional

18 CGS Neumáticos Ibérica Agosto 2007. PRAHA Distributors Influence Area CGS Neumáticos Ibérica Ntcos. Carrión Definición Distribuidor CGS   Capacidad de compra   Capacidad de almacenaje   Capacidad de distribución   Distribuidor regional   Multi-brand

19 CGS Neumáticos Ibérica Agosto 2007. PRAHA Condition structure Invoice discount per brand (51% average) Acrueles per brand (5% average) TOTAL average CONTINENTAL : 53,5%

20 CGS Neumáticos Ibérica Agosto 2007. PRAHA Market strategy Canales de venta:  2008: Distribuidores Approach  2008: Tyre dealers  2008: Tractor dealers Price:  Keep the logical price Marca:  Continental especialista en radial  Semperit como herramienta para vender Continental Producto  Orientar al profesional

21 CGS Neumáticos Ibérica Agosto 2007. PRAHA MICHELIN Exelagri - Chain the important agro dealer (65) No increase of prices since July 2005 Organization: 20 people in the field (all employed) 6 people internal Discount Actions without Tyres Very strong marketing action with BF Goodrich Competitors premium brand

22 CGS Neumáticos Ibérica Agosto 2007. PRAHA Competitors premium brand TRELLEBORG Summer end user campaign Sales policy: Making every discount according to customers needs. Our distributors were Trelleborg distributors. Some difficulties in sales. Organization: 6 people in the field ( all employed ) 6 people internal

23 CGS Neumáticos Ibérica Agosto 2007. PRAHA GOOD YEAR Huge problems in sales Technical problems in OE last year Their customer service policy last year was terrible The market knows the sales situation of the agriculture division Very aggressive discount campaign New staff organization in September ( Commercial division GY-Dunlop ) Organization : 6 people in the field ( all employed ) 8 people internal Competitors premium brand

24 CGS Neumáticos Ibérica Agosto 2007. PRAHA FIRESTONE The number one in premium brand sales ( Big recognition brand ) The most important market penetration, big customer base. Sales through AGRI-POINT - Chain agro specialist ( 146 dealers ) FIRSTSTOP - Chain no agro specialist ( 360 dealers ) Big summer campaign to end user Organization : 10 people in the field ( all employed ) 10 people internal Competitors premium brand

25 CGS Neumáticos Ibérica Agosto 2007. PRAHA Competitors quality brand TAURUS and BFGOODRICH TaurusNo increase the prices since July 2005 Technical production problems. No product availability Will probably be be substituted by BFGoodrich BFGFast extension of Radial range Big brand image campaign Increase of competence in the future Organization: same that MI ( all products )

26 CGS Neumáticos Ibérica Agosto 2007. PRAHA ALLIANCE Competitors quality brand Very good range of sizes. The management is entrusted to 6 distributors. No correct price policy. (Too many price increases in short time) Get quickly in premium brand. Market does not understand.

27 CGS Neumáticos Ibérica Agosto 2007. PRAHA BKT Competitors quality brand They increase the weight in the market Fast extension of range also in Radial. Extremely competitive price level. The management is entrusted to 6 distributors. Organization: 4 people in the field ( employed ) 3 people internal

28 CGS Neumáticos Ibérica Agosto 2007. PRAHA Agricultural Tyres CGS Neumáticos Ibérica Actions

29 CGS Neumáticos Ibérica Agosto 2007. PRAHA PONTEVEDRA CEUTA MELILLA IBIZA FORMENTERA MENORCA MALLORCA ALAVA ASTURIAS AVILA BURGOS CANTABRIA LA CORUÑA HUESCA LEON LUGO NAVARRA ORENSE PALENCIA LA RIOJA SALAMANCA SEGOVIA SORIA TERUEL VALLADOLID VIZCAYA ZAMORA ZARAGOZA GUIPUZCOA ALMERIA CADIZ CORDOBA GRANADA HUELVA JAÉN MALAGA SEVILLA CACERES BADAJOZ ALBACETE CIUDAD REAL CUENCA GUADALAJARA TOLEDO MURCIA CASTELLON ALICANTE VALENCIA BARCELONA GERONA LÉRIDA TARRAGONA MADRID ISLAS CANARIAS Distributors Influence AreaAntoraz Huecha Vargas Lorente Guerrero Altiplano Tello CGS Neumáticos Ibérica Gases CO+SE Ruenor CO Sasam Disneuman Ntcos. Carrión Gane

30 CGS Neumáticos Ibérica Agosto 2007. PRAHA Create the future in the Conti Premium Club CGS Neumáticos Ibérica

31 Agosto 2007. PRAHA  A fully commited team Team with high spirit  Reorganisation to widen dealer base  Full support for Conti Brand  Acceptance of Team Rules  Team Organization as regional distributors Requirements for Conti Premium Club CGS Neumáticos Ibérica

32 Agosto 2007. PRAHA Strong improvement of sales channels with special focus on  Tyres dealers  Tractor dealers  End users CGS Neumáticos Ibérica Goals

33 CGS Neumáticos Ibérica Agosto 2007. PRAHA  Distributors salesman specialist in agro products  Support CGS to create an extended dealer database per region  Use Data base to regionally inform dealers customers  CGS supports open house activities  CGS supports with technical agricultural training courses  Create the Conti Agro image in the field  Advertisement in Agricultural Magazine CGS Neumáticos Ibérica Tyre Dealers

34 CGS Neumáticos Ibérica Agosto 2007. PRAHA  Agreement with tractor manufactures (see the letters)  CGS supports with technical agricultural training courses  Service (breakdown service)  Combined events (fairs, open centres)  Following through CGS + Distributors sales rep. visit CGS Neumáticos Ibérica Tractor Official Dealer

35 CGS Neumáticos Ibérica Agosto 2007. PRAHA CGS Neumáticos Ibérica Presentation CGS & Dealers OE

36 CGS Neumáticos Ibérica Agosto 2007. PRAHA CGS Neumáticos Ibérica Tractor Official Dealer

37 CGS Neumáticos Ibérica Agosto 2007. PRAHA Increase of end user date base through: –Distributors date base –Tractor end users (agreement with manufactures) Conti Agro Club OE presence important for support Excellent and fast customer service Product demonstration with tractor dealers Open House at tyre dealers CGS Neumáticos Ibérica End Users

38 CGS Neumáticos Ibérica Agosto 2007. PRAHA Agricultural Tyres CGS Neumáticos Ibérica GGS Iberica

39 CGS Neumáticos Ibérica Agosto 2007. PRAHA Manager Enrique López Sales Manager Spain (Enrique López) Sales Manager Portugal Paulo Raimundo Accounting / Controlling Cristina Galán Invoicing / Logistic Lucía García Customer / Product Lucas Villalva CGS Neumáticos Ibérica Organization chart

40 CGS Neumáticos Ibérica Agosto 2007. PRAHA Agricultural Tyres CGS Neumáticos Ibérica Customer Service/OE Business

41 CGS Neumáticos Ibérica Agosto 2007. PRAHA CGS Neumáticos Ibérica Customer Service / Product support Develop the Customer Service dpt. CGS Ibérica ( CO,SE,BA,MI,MI ind ) Technical support : Agricultural Customer Tractors/Harvesting machinery dealers Customer Service dpt.( CGS Ibérica-CGS cental BU ) Improve quality of the product ( CGS Ibérica-CGS central BU ) Product Manager – Product support: Commercial sales force Agriculture dealer and cooperatives Official dealers (Claas/NH/D-F..) Official Dealers OE: Claims Support Link between Wholesalers and Official Dealers

42 CGS Neumáticos Ibérica Agosto 2007. PRAHA Agricultural Tyres CGS Neumáticos Ibérica Other items

43 CGS Neumáticos Ibérica Agosto 2007. PRAHA CGS Neumáticos Ibérica Outstanding payments days SpainPortugal 90-105 avera ge 90-120 avera ge 9098 ANTORAZ S.L.90102JOAO ANTONIO ALMEIDA MATOS 90100 CARRION JAYVER S.L.9054AVEIROPNEUS, LDA 9095DISNEUMAN S.A.L.9097BANDAGUE-SOC. REC.PN.FRIO S.A. 90100GALAICO ASTURIANA DE NEUMÁTICOS9039COSTA BARROS-CENT.TEC.PNEUS LDA. 9034GARCIA MORENO, JUAN CARLOS9023DISTRICRUZEIRO -COMERCIO DE PNEU 90103GARCÍA MOZAS, F.(N. POLFRAN)90149EDUARDO GAMA-COMERC. PNEUS, LDA 9062GASES Y SOLDADURAS CASTILLA90102PNEUESTRADA IND. E COM. DE PN., 90101GUERRERO MADERA SL90119SAM AREA DE SERVIÇO ANSIAO 9094JAVIER MONTERO AUTOMOCIÓN S.L.9071SAPASSELO-COMERCIO PNEUS, LDA. 9095JOVELLAR TECNIRUEDA S.L.9052Promedio COVIPNEUS, LDA 90102NEUMÁTICOS ALTIPLANO YECLA90155Promedio CHAVECA & JANEIRA, LDA 90100NEUMÁTICOS CARRIÓN90121Promedio PNEUS ILHEU, LDA 9099NEUMÁTICOS HUECHA 9098NEUMÁTICOS LORENTE S.L. 9099NEUMÁTICOS TELLO S.L. 9099PINCHAZOS VARGAS 9099RUEDAS DEL NORTE S.L. 90100SASAM, S.A. Total average 106

44 CGS Neumáticos Ibérica Agosto 2007. PRAHA CGS Neumáticos Ibérica Necessities from the company To create a good future we request the following:   Deliver constant high level quality in products   Enhance the supply situation   Support from Prague (e.g. Controlling)   Create a good team spirit in Mitas company

45 CGS Neumáticos Ibérica Agosto 2007. PRAHA CGS Neumáticos Ibérica Gracias