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Orlando, FL July 9-12, 2013

International Sales and Marketing Ed Cummins. Orlando, FL July 9-12, 2013. Organization Sales Accessories Bulk Oil and Lubricants Battery Tires Magneti Marelli Wholesale Marketing Vehicle Off Road (VOR) Express Lane. Sales & Marketing, Market Management and Product Development.

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Orlando, FL July 9-12, 2013

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  1. International Sales and Marketing Ed Cummins Orlando, FL July 9-12, 2013

  2. Organization • Sales • Accessories • Bulk Oil and Lubricants • Battery • Tires • MagnetiMarelli • Wholesale • Marketing • Vehicle Off Road (VOR) • Express Lane

  3. Sales & Marketing, Market Management and Product Development

  4. MOPAR Intl. Team Graz Engineering Purchasing Marketing & Sales Product Planning Homologation

  5. MOPAR Intl. Accessory Process

  6. MOPAR Intl. Accessory Process

  7. Organization • Sales • Accessories • Bulk Oil and Lubricants • Battery • Tires • MagnetiMarelli • Wholesale • Marketing • Vehicle Off Road (VOR) • Express Lane

  8. LATAM Parts Sales by Portfolio* $USD (M) * The data displayed represents the outbound sales to the markets +2% +6% +46%

  9. Organization • Sales • Accessories • Bulk Oil and Lubricants • Battery • Tires • MagnetiMarelli • Wholesale • Marketing • Vehicle Off Road (VOR) • Express Lane

  10. Accessories Sales

  11. Organization • Sales • Accessories • Bulk Oil and Lubricants • Battery • Tires • MagnetiMarelli • Wholesale • Marketing • Vehicle Off Road (VOR) • Express Lane

  12. Motor Oil and Lubricants • Global contract with Shell has been signed • A program for LATAM consisting of bulk, drum and packaged oil needs to be implemented • There needs to be a focus on expansion through competitivepricing and conquest as well as support Express Lane

  13. Organization • Sales • Accessories • Bulk Oil and Lubricants • Battery • Tires • MagnetiMarelli • Wholesale • Marketing • Vehicle Off Road (VOR) • Express Lane

  14. Battery • An OES Interstate and Exide Battery Program was launched for LATAM in 2012 • Batteries are competitively priced • Programs need to be developed for markets which have local governmental regulations that restrict battery importation

  15. Organization • Sales • Accessories • Bulk Oil and Lubricants • Battery • Tires • MagnetiMarelli • Wholesale • Marketing • Vehicle Off Road (VOR) • Express Lane

  16. Tire Program • Tire orders must be coordinated through the Latin America Regional Office and the MOPAR International group prior to submitting an order in the system • The tire program will increase service center profitability and reduce chances of competitor conquest of your service business.

  17. Organization • Sales • Accessories • Bulk Oil and Lubricants • Battery • Tires • MagnetiMarelli • Wholesale • Marketing • Vehicle Off Road (VOR) • Express Lane

  18. Magneti Marelli • Contract with Magneti Marelli “All Makes” has been finalized • Timing on LATAM launch needs to be scheduled • Magneti Marelli program to drive the competitive wholesale business and Express Lane for “allmakes” products

  19. Organization • Sales • Accessories • Bulk Oil and Lubricants • Battery • Tires • MagnetiMarelli • Wholesale • Marketing • Vehicle Off Road (VOR) • Express Lane

  20. Wholesale

  21. Wholesale Objectives • Provide competitive pricing • Enable dealers expand their business into alternate wholesale channels • Help dealers capture larger share of lucrative “older cars (un-retained customers) market” • Support dealers “own their territory” by becoming preferred source for genuine Mopar parts • Assist dealers with “best parts wholesale practices” • Increase Mopar brand global value and recognition • Provide volume-based quotations to assist dealers in successful bids for large tenders (government, fleet, etc.) • Support dealers with promotional marketing materials and visual assets

  22. Organization • Sales • Accessories • Bulk Oil and Lubricants • Battery • Tires • MagnetiMarelli • Wholesale • Marketing • Vehicle Off Road (VOR) • Express Lane

  23. 2012 Marketing Accomplishments • Utilized 75th Anniversary to promote brandawareness globally. • Grew digital infrastructure thru social, Mopar.com improvements, and OwnerConnect.com – all supporting brand awareness & sales growth. • Expanded Customer Relationship Management (CRM) capability with new database, new services, new creative, and new programs. • Doubled our merchandising program and launched retail fixtures, furniture, signage, and graphics to support a richer in-dealership experience.

  24. 2013 Marketing Goals

  25. 2013 Marketing Priorities

  26. Organization • Sales • Accessories • Bulk Oil and Lubricants • Battery • Tires • MagnetiMarelli • Wholesale • Marketing • Vehicle Off Road (VOR) • Express Lane

  27. What is a VOR (Vehicle Off Road)? A Vehicle Off Road order (VOR) is because the vehicle involved is nonoperational and off road due to a powertrain component, or safety related component or Customer Dissatisfaction(Buyback). 

  28. International VOR Reporting Process

  29. Organization • Sales • Accessories • Bulk Oil and Lubricants • Battery • Tires • MagnetiMarelli • Wholesale • Marketing • Vehicle Off Road (VOR) • Express Lane

  30. No appointments and while you wait service • A dedicated Express Lane Service Advisor and Technician(s) • Cycle time for service consistently below 30 minutes per vehicle • Thorough, complete anddocumented vehicleinspection • Vehicle review with owner before service completion • Express Lane open during normal service business hours

  31. Typical Express Lane Results

  32. Express Lane Five Steps

  33. Express Lane Enrollments

  34. International Sales and Marketing Ed Cummins Orlando, FL July 9-12, 2013

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