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MEETING DIC.2007

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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  1. MEETING DIC.2007

  2. W.A.W

  3. Agricultural Tyres CGS Neumáticos Ibérica Sales 2007

  4. CGS Neumáticos Ibérica

  5. CGS Neumáticos Ibérica

  6. CGS Neumáticos Ibérica

  7. CGS Neumáticos Ibérica Net sales

  8. 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

  9. 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

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

  11. 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

  12. Agricultural Tyres CGS Neumáticos Ibérica Price Increases

  13. Mkt. price • Gráficos de barras. (ver escalas). Comparativo precios • Gráfico barras de incremento precios (curvas de crecimiento?)

  14. CGS Neumáticos Ibérica Price increases

  15. Agricultural Tyres CGS Neumáticos Ibérica Competitors

  16. Definición Distribuidor CGS • Capacidad de compra • Capacidad de almacenaje • Capacidad de distribución • Distribuidor regional

  17. 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

  18. Condition structure • Invoice discount per brand (51% average) • Acrueles per brand (5% average) • TOTAL average CONTINENTAL : 53,5%

  19. 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

  20. 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

  21. 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

  22. 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

  23. 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

  24. 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 )

  25. 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.

  26. 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

  27. Agricultural Tyres CGS Neumáticos Ibérica Actions

  28. 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

  29. CGS Neumáticos Ibérica Create the future in the Conti Premium Club

  30. 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

  31. CGS Neumáticos Ibérica Conti Premium Club Goals Strong improvement of sales channels with special focus on • Tyres dealers • Tractor dealers • End users

  32. 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

  33. 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

  34. Link Net CGS Net O.E. CGS Neumáticos Ibérica Conti Premium Club Presentation CGS & Dealers OE

  35. CGS Neumáticos Ibérica Conti Premium Club Tractor Official Dealer Already working Total: 420 new Dealers Soon open

  36. 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

  37. Agricultural Tyres CGS Neumáticos Ibérica GGS Iberica

  38. CGS Neumáticos Ibérica Organization chart

  39. Agricultural Tyres CGS Neumáticos Ibérica Customer Service/OE Business

  40. 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

  41. Agricultural Tyres CGS Neumáticos Ibérica Other items

  42. CGS Neumáticos Ibérica Outstanding payments days

  43. 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

  44. CGS Neumáticos Ibérica Gracias

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