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Board Meeting. 2006. Agricultural Tyres CGS Neumáticos Ibérica Sales 2006. CGS Neumáticos Ibérica. Sales seasonal curve YTD by moth. Budget 62,52 Real 62,07. CGS Neumáticos Ibérica. Sales seasonal curve YTD units. Budget & Real 99,45\%. CGS Neumáticos Ibérica.

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Presentation Transcript
slide1
Board

Meeting

2006

slide2
Agricultural Tyres

CGS Neumáticos Ibérica

Sales 2006

slide3
CGS Neumáticos Ibérica

Sales seasonal curve YTD by moth

Budget 62,52 Real 62,07

slide4
CGS Neumáticos Ibérica

Sales seasonal curve YTD units

Budget & Real 99,45%

slide5
CGS Neumáticos Ibérica

Sales seasonal curve YTD NNS

Budget & Real 96,41%

slide6
CGS Neumáticos Ibérica

Units Ytd 06 Neumáticos Ibérica

slide7
CGS Neumáticos Ibérica

Fc 7+5 & Budget Ibéria

slide8
CGS Neumáticos Ibérica

CO

Front CO- Price level too high against cheap competition

Bias CO- 9,5 24 bud-110 sales 0 overruled budget

row crop radial 345/85R48 bud-229 sales 16 overruled budget

SE

Bias 16,9 - 28 bud-90 sales-0

16,9 - 30 bud-300 sales-0 NO Availability

13,6 - 36 bud-69 sales-0

Radial

No tyres in 6 month in 38”.

Difference BUD&FC= - 435 tyres

18,4 R 30 - 400 tyres

Product sales problems

slide9
CGS Neumáticos Ibérica

FC 7+5 P/L

See the exel file

slide10
CGS Neumáticos Ibérica

How to achieve the figures forecast ?

  • We need to receive tyres constantly,

our customers are willing to buy.

  • The level of MTP prices should be kept.
  • After a long hot and dry period customers will

have to purchase tyres because of premature wearout.

slide11
CGS Neumáticos Ibérica

Recycling System Spain: Signus

  • Sign the contract in September
  • Start October 2
  • Increase the price per tyre and dimension
  • We need to change the invoices
slide12
Agricultural Tyres

CGS Neumáticos Ibérica

Price Increases

slide14
Agricultural Tyres

CGS Neumáticos Ibérica

Competitors

slide15
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

slide16
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

slide17
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

slide18
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

slide19
Competitors quality brand

TAURUS and BFGOODRICH

Taurus No increase the prices since July 2005

Technical production problems. No product availability

Will probably be be substituted by BFGoodrich

BFG Fast extension of Radial range

Big brand image campaign

Increase of competence in the future

Organization: same that MI ( all products )

slide20
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.

slide21
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

slide22
Agricultural Tyres

CGS Neumáticos Ibérica

Actions

slide23
CGS Neumáticos Ibérica

Distributors Influence Area

PONTEVEDRA

Gane

VIZCAYA

GUIPUZCOA

ASTURIAS

LA CORUÑA

LUGO

CANTABRIA

Tello

LEON

ALAVA

NAVARRA

BURGOS

GERONA

Gases SE

ORENSE

HUESCA

LÉRIDA

Huecha

LA RIOJA

PALENCIA

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

CIUDAD REAL

ALBACETE

BADAJOZ

ALICANTE

CORDOBA

JAÉN

MURCIA

Altiplano

HUELVA

SEVILLA

Lorente

ALMERIA

GRANADA

MALAGA

CADIZ

ISLAS CANARIAS

CEUTA

MELILLA

slide24
Create the future

in the

Conti Premium Club

CGS Neumáticos Ibérica

Conti Premium Club

slide25
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
slide26
CGS Neumáticos Ibérica

Conti Premium Club

Goals

Strong improvement of sales channels with special focus on

  • Tyres dealers
  • Tractor dealers
  • End users
slide27
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
slide28
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
slide29
Link

Net CGS

Net O.E.

CGS Neumáticos Ibérica

Conti Premium Club

Presentation CGS & Dealers OE

slide30
CGS Neumáticos Ibérica

Conti Premium Club

Tractor Official Dealer

Already working

Total: 420 new Dealers

Soon open

slide31
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

Conti Premium Club

End Users

slide32
Agricultural Tyres

CGS Neumáticos Ibérica

GGS Iberica

slide33
CGS Neumáticos Ibérica

Organization chart

slide34
Agricultural Tyres

CGS Neumáticos Ibérica

Customer Service/OE Business

slide35
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

slide36
Agricultural Tyres

CGS Neumáticos Ibérica

Other items

slide37
CGS Neumáticos Ibérica

Outstanding payments days

slide38
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
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