Meeting dic 2007
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MEETING DIC.2007. W.A.W. Agricultural Tyres CGS Neumáticos Ibérica Sales 2007. CGS Neumáticos Ibérica. CGS Neumáticos Ibérica. CGS Neumáticos Ibérica. CGS Neumáticos Ibérica. Net sales. CGS Neumáticos Ibérica. Net-Net Sales Mistakes. CO Rebates 2006 included in 2007 HM+EL

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MEETING DIC.2007

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Meeting dic 2007

MEETING DIC.2007


W a w

W.A.W


Meeting dic 2007

Agricultural Tyres

CGS Neumáticos Ibérica

Sales 2007


Meeting dic 2007

CGS Neumáticos Ibérica


Meeting dic 2007

CGS Neumáticos Ibérica


Meeting dic 2007

CGS Neumáticos Ibérica


Meeting dic 2007

CGS Neumáticos Ibérica

Net sales


Meeting dic 2007

CGS Neumáticos Ibérica

Net-Net Sales Mistakes

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


Meeting dic 2007

CGS Neumáticos Ibérica

Product problems

SE

Big difficulties to sell Bias tyres because low range

Radial

Difference BUD&FC= - xxxxxxxx tyres

18,4 R 30 - 300 tyres


Meeting dic 2007

CGS Neumáticos Ibérica

FC 7+5 P/L

See the exel file


Meeting dic 2007

CGS Neumáticos Ibérica

Diverse actions up to 12+12

  • 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


Meeting dic 2007

Agricultural Tyres

CGS Neumáticos Ibérica

Price Increases


Mkt price

Mkt. price

  • Gráficos de barras. (ver escalas). Comparativo precios

  • Gráfico barras de incremento precios (curvas de crecimiento?)


Price increases

CGS Neumáticos Ibérica

Price increases


Meeting dic 2007

Agricultural Tyres

CGS Neumáticos Ibérica

Competitors


Meeting dic 2007

  • Definición Distribuidor CGS

    • Capacidad de compra

    • Capacidad de almacenaje

    • Capacidad de distribución

    • Distribuidor regional


Meeting dic 2007

Distributors Influence Area

Gane

PONTEVEDRA

Ruenor CO

VIZCAYA

ASTURIAS

LA CORUÑA

LUGO

CANTABRIA

GUIPUZCOA

Tello

LEON

ALAVA

NAVARRA

Gases CO+SE

BURGOS

GERONA

ORENSE

HUESCA

LÉRIDA

Huecha

PALENCIA

LA RIOJA

BARCELONA

SORIA

ZARAGOZA

ZAMORA

VALLADOLID

SEGOVIA

Antoraz

Sasam

MENORCA

TARRAGONA

GUADALAJARA

SALAMANCA

AVILA

TERUEL

MADRID

CUENCA

TOLEDO

CASTELLON

CACERES

MALLORCA

Vargas

IBIZA

VALENCIA

Guerrero

FORMENTERA

Disneuman

CIUDAD REAL

ALBACETE

BADAJOZ

ALICANTE

CORDOBA

JAÉN

MURCIA

Altiplano

HUELVA

SEVILLA

Lorente

ALMERIA

GRANADA

MALAGA

CADIZ

ISLAS CANARIAS

CEUTA

MELILLA

CGS Neumáticos Ibérica

Ntcos. Carrión

  • Definición Distribuidor CGS

    • Capacidad de compra

    • Capacidad de almacenaje

    • Capacidad de distribución

    • Distribuidor regional

    • Multi-brand


Condition structure

Condition structure

  • Invoice discount per brand (51% average)

  • Acrueles per brand (5% average)

  • TOTAL average CONTINENTAL : 53,5%


Market strategy

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


Meeting dic 2007

Competitors premium brand

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 withoutTyres

Very strong marketing action with BF Goodrich


Meeting dic 2007

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


Meeting dic 2007

Competitors premium brand

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


Meeting dic 2007

Competitors premium brand

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


Meeting dic 2007

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 )


Meeting dic 2007

Competitors quality brand

ALLIANCE

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.


Meeting dic 2007

Competitors quality brand

BKT

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


Meeting dic 2007

Agricultural Tyres

CGS Neumáticos Ibérica

Actions


Meeting dic 2007

Distributors Influence Area

ALAVA

CGS Neumáticos Ibérica

Gane

PONTEVEDRA

Ruenor CO

VIZCAYA

ASTURIAS

LA CORUÑA

LUGO

CANTABRIA

GUIPUZCOA

Tello

LEON

NAVARRA

Gases CO+SE

BURGOS

GERONA

ORENSE

HUESCA

LÉRIDA

Huecha

PALENCIA

LA RIOJA

BARCELONA

SORIA

ZARAGOZA

ZAMORA

VALLADOLID

SEGOVIA

Antoraz

Sasam

MENORCA

TARRAGONA

GUADALAJARA

SALAMANCA

AVILA

TERUEL

MADRID

CUENCA

TOLEDO

CASTELLON

CACERES

MALLORCA

Ntcos. Carrión

Vargas

IBIZA

VALENCIA

Guerrero

FORMENTERA

Disneuman

CIUDAD REAL

ALBACETE

BADAJOZ

ALICANTE

CORDOBA

JAÉN

MURCIA

Altiplano

HUELVA

SEVILLA

Lorente

ALMERIA

GRANADA

MALAGA

CADIZ

ISLAS CANARIAS

CEUTA

MELILLA


Meeting dic 2007

CGS Neumáticos Ibérica

Create the future

in the

Conti Premium Club


Meeting dic 2007

CGS Neumáticos Ibérica

Conti Premium Club

Requirements for Conti Premium Club

  • 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


Meeting dic 2007

CGS Neumáticos Ibérica

Conti Premium Club

Goals

Strong improvement of sales channels with special focus on

  • Tyres dealers

  • Tractor dealers

  • End users


Meeting dic 2007

CGS Neumáticos Ibérica

Conti Premium Club

Tyre Dealers

  • 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


Meeting dic 2007

CGS Neumáticos Ibérica

Conti Premium Club

Tractor Official Dealer

  • 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


Meeting dic 2007

Link

Net CGS

Net O.E.

CGS Neumáticos Ibérica

Conti Premium Club

Presentation CGS & Dealers OE


Meeting dic 2007

CGS Neumáticos Ibérica

Conti Premium Club

Tractor Official Dealer

Already working

Total: 420 new Dealers

Soon open


Meeting dic 2007

CGS Neumáticos Ibérica

Conti Premium Club

End Users

  • 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


  • Meeting dic 2007

    Agricultural Tyres

    CGS Neumáticos Ibérica

    GGS Iberica


    Meeting dic 2007

    CGS Neumáticos Ibérica

    Organization chart


    Meeting dic 2007

    Agricultural Tyres

    CGS Neumáticos Ibérica

    Customer Service/OE Business


    Meeting dic 2007

    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


    Meeting dic 2007

    Agricultural Tyres

    CGS Neumáticos Ibérica

    Other items


    Meeting dic 2007

    CGS Neumáticos Ibérica

    Outstanding payments days


    Meeting dic 2007

    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


    Meeting dic 2007

    CGS Neumáticos Ibérica

    Gracias


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