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WELCOME!

WELCOME!. TOTAL IMMERSION. (Opening video placeholder). INTRODUCTIONS. Who am I? Who are you?. 1. VIDEO RECAP. Thoughts? Why did we do this? Let’s discuss: What was new? What words define Scion?. 2. VIDEO RECAP. Six Steps: Take a Chance Make Your Own Rules Embrace Now

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WELCOME!

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  1. WELCOME! TOTAL IMMERSION

  2. (Opening video placeholder)

  3. INTRODUCTIONS • Who am I? • Who are you? 1

  4. VIDEO RECAP • Thoughts? • Why did we do this? • Let’s discuss: • What was new? • What words define Scion? 2

  5. VIDEO RECAP • Six Steps: • Take a Chance • Make Your Own Rules • Embrace Now • Be Yourself • Customize • Build a Relationship 2

  6. AGENDA • Here’s what we’re doing: • Scion brand immersion • Scion history & accolades • Scion Solutions discovery • Ready? Let’s go.

  7. SCION HISTORY & ACCOLADES • Match each Scion milestone with its concurrent world event • Look out for clues! • We provided a gimme • Ready? Go! 2-5

  8. ANSWERS…HOW DID YOU DO? • 1. C • 2000 – Brand created • 2. A • 2002 – Premiere at NY Auto Show • 3. B • 2003 – xA and xB debut 3

  9. ANSWERS • 4. D • 2003 – AIA Best Auto Show Exhibit • 5. F • 2003 – Gold at Chicago Auto Show • 6. E • 2004 – xB wins Bronze 3

  10. ANSWERS • 7. H • 2004 – tC launches nationwide • 8. G • 2004 – First Scion Exposed owner’s event • 9. I • 2004 – tC named to “Class of ’04” 4

  11. ANSWERS • 10. L • 2005 – xB wins “Best Buy” • 11. J • 2005 – xB one of “Sexiest Cars of the Year” • 12. K • 2005 – tC wins JD Power’s IQS award 4

  12. ANSWERS • 13. N • 2005 – “Best of What’s New” list for tC • 14. O • 2006 – tC named “standard specialty” • 15. M • 2006 – “Greener Choices” for xA 5

  13. ANSWERS • 16. R • 2007 – 2nd Gen xB launches • 17. P • 2007 – xD launches nationwide • 18. Q • 2009 – JD Power’s VDS award for tC 5

  14. THE SCION PROMISE • The promise: • Openness • Flexibility • Personalization The Scion Promise Scion Purchase Process 6

  15. SCION PURCHASE PROCESS PromiseProcess Openness PURE PRICE™ Products Programs Accessories Flexibility Monospec Personalization Personalization 6

  16. SCION SOLUTIONS DISCOVERY • College Graduate Program • Military Program • iFinance • Gen One • Scion Pure Lease 6

  17. COLLEGE GRADUATE PROGRAM • All new Scion models eligible • Customer qualifications: • Graduate of recognized program • Recent or upcoming graduate • Proof of employment • Minor credit lapses allowed! 6

  18. COLLEGE GRADUATE PROGRAM • Customer benefits: • $1,000 rebate • Automatic Zone 1 rate • Security deposit waived • 12 month/12,000 miles Roadside Assistance 6

  19. MILITARY PROGRAM • All new Scion models eligible • Customer qualifications • Active/Inactive duty status • Retired military NOT eligible • Sufficient income • Customer benefits • $1,000 rebate 7

  20. iFINANCE • Customer qualifications: • 3 references • At least one $500 credit line • No adverse credit • Full-time job for 6 months 7

  21. iFINANCE • Customer benefits: • Down payment reduced to 10% • 100% maximum advance of invoice • Includes accessories, tax, title, & license • Automatic Zone 4 rate, or better 7

  22. GEN ONE • Customer qualifications: • No established credit necessary • 3 references • No adverse credit • Full-time job for 6 months 8

  23. GEN ONE • Customer benefits: • 90% maximum advance of invoice • Includes accessories, tax, title, & license 8

  24. SCION PURE LEASE • Prices • xD $187/month, 36 mo., $837 due at signing • xB $199/month, 36 mo., $849 due at signing • tC $256/month, 36 mo., $906 due at signing • Advantages • Consistent message • No surprises *Does not include tax, title, and license 8

  25. SCION PURE LEASE • Why is it “pure?” • Same base payment for MY 10 • Same base rate for 1+ thru Zone 3 • Capitalized Cost = MSRP • Waived security deposit • Little money due up-front • or rebate applies 8

  26. SCION SOLUTIONS RECAP • Which programs did we cover? • College Graduate requirements? • Benefits of iFinance? • No credit history? • Mileage under Scion Pure Lease? Hints:

  27. (Morph video placeholder)

  28. AGENDA • What are we doing? • Static tC walkaround • Competitor analysis • xB, xD, and tC model updates

  29. tC UNPLUGGED

  30. x3 x3 x3 x3 x6 x12 x6 ROTATION INSTRUCTIONS tC Walkaround Competitor Analysis Work Table w/ spec sheets Sub-groups Groups Work Table x24 total x12

  31. BEHIND THE WHEEL

  32. CLOSING

  33. REVIEW • Competitive Q&A session • Team 1 vs. Team 2 • Workbooks are off limits! • Ready? Let’s go!

  34. REVIEW • Team 1 • What was one of the six Steps to Become a Scion Enthusiast? • Team 2 • Which Step to Become a Scion Enthusiast was based on understanding the “Scion generation”?

  35. REVIEW • Team 1 • What is the average age of tC buyers? • Team 2 • In what year did the original tC launch nationwide?

  36. REVIEW • Team 1 • What are the three foundational elements of the Scion Purchase Process? • Team 2 • What two Scion Solutions programs are ideal for customers with little or no credit history?

  37. REVIEW • Team 1 • What are the exact horsepower and torque figures for the 2011 tC? • Team 2 • What is the exact 0-60mph acceleration time for the six-speed manual tC?

  38. REVIEW • Team 1 • What is the exact 0-60 mph acceleration time for the six-speed automatic tC? • Team 2 • What three tC competitor makes/models did we focus on today?

  39. REVIEW • Team 1 • What are two of tC’s key competitive advantages? • Team 2 • Based on your positioning statements, what are two DIFFERENT competitive advantages for tC?

  40. REVIEW • Team 1 • How many degrees does the rear seat recline? • Team 2 • Which tC competitor does not come standard with a USB port?

  41. REVIEW • Team 1 • How many speakers come standard in the new tC? • Team 2 • How many total watts of power come with tC’s standard Pioneer audio system?

  42. RECAP • And the winner is… • Take this information to the sales floor • Use product knowledge to personalize

  43. YOU’RE OUTTA HERE!

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