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CGS Neumáticos Ibérica 2006 Board Meeting. CGS Neumáticos Ibérica Agricultural Tyres CGS Neumáticos Ibérica Sales 2006.

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Presentation on theme: "CGS Neumáticos Ibérica 2006 Board Meeting. CGS Neumáticos Ibérica Agricultural Tyres CGS Neumáticos Ibérica Sales 2006."— Presentation transcript:

1 CGS Neumáticos Ibérica 2006 Board Meeting

2 CGS Neumáticos Ibérica Agricultural Tyres CGS Neumáticos Ibérica Sales 2006

3 CGS Neumáticos Ibérica Sales seasonal curve YTD by moth Budget 62,52 Real 62,07

4 CGS Neumáticos Ibérica Sales seasonal curve YTD units Budget & Real 99,45%

5 CGS Neumáticos Ibérica Sales seasonal curve YTD NNS Budget & Real 96,41%

6 CGS Neumáticos Ibérica Units Ytd 06 Neumáticos Ibérica

7 CGS Neumáticos Ibérica Fc 7+5 & Budget Ibéria

8 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 - 28bud-90sales-0 16,9 - 30bud-300sales-0 NO Availability 13,6 - 36bud-69sales-0 Radial No tyres in 6 month in 38”. Difference BUD&FC= tyres 18,4 R tyres Product sales problems

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

10 CGS Neumáticos Ibérica  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. How to achieve the figures forecast ?

11 CGS Neumáticos Ibérica  Sign the contract in September  Start October 2  Increase the price per tyre and dimension  We need to change the invoices Recycling System Spain: Signus

12 CGS Neumáticos Ibérica Agricultural Tyres CGS Neumáticos Ibérica Price Increases

13 CGS Neumáticos Ibérica Price increases CGS Neumáticos Ibérica 2006Nov De cJuFebMarApr Ma yJunJulAgo Increas e Goodyear 5% 3,5% 8,67% Trelleborg 5% 5,00% Firestone 5% 2,5% 7,62% Michelin 0% Klever 0% Taurus 0% BFGoodrich 0% Stormil 0% Continental 6,5% 3,0%9,69% Semperit 3% 6,09% Barum 4% 3%7,12% Mitas 4% 3%7,12% BKT Alliance 3,5% 7,12%

14 CGS Neumáticos Ibérica Agricultural Tyres CGS Neumáticos Ibérica Competitors

15 CGS Neumáticos Ibérica 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 without Tyres Very strong marketing action with BF Goodrich Competitors premium brand

16 CGS Neumáticos Ibérica 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

17 CGS Neumáticos Ibérica 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 Competitors premium brand

18 CGS Neumáticos Ibérica 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 Competitors premium brand

19 CGS Neumáticos Ibérica 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 )

20 CGS Neumáticos Ibérica ALLIANCE Competitors quality brand 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.

21 CGS Neumáticos Ibérica BKT Competitors quality brand 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

22 CGS Neumáticos Ibérica Agricultural Tyres CGS Neumáticos Ibérica Actions

23 CGS Neumáticos Ibérica PONTEVEDRA CEUTA MELILLA IBIZA FORMENTERA MENORCA MALLORCA ALAVA ASTURIAS AVILA BURGOS CANTABRIA LA CORUÑA HUESCA LEON LUGO NAVARRA ORENSE PALENCIA LA RIOJA SALAMANCA SEGOVIA SORIA TERUEL VALLADOLID VIZCAYA ZAMORA ZARAGOZA GUIPUZCOA ALMERIA CADIZ CORDOBA GRANADA HUELVA JAÉN MALAGA SEVILLA CACERES BADAJOZ ALBACETE CIUDAD REAL CUENCA GUADALAJARA TOLEDO MURCIA CASTELLON ALICANTE VALENCIA BARCELONA GERONA LÉRIDA TARRAGONA MADRID ISLAS CANARIAS Distributors Influence Area Antoraz Huecha Vargas Lorente Guerrero Altiplano Tello Sasam CGS Neumáticos Ibérica Gases SE Gane

24 CGS Neumáticos Ibérica Create the future in the Conti Premium Club CGS Neumáticos Ibérica

25  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 Requirements for Conti Premium Club CGS Neumáticos Ibérica

26 Strong improvement of sales channels with special focus on  Tyres dealers  Tractor dealers  End users CGS Neumáticos Ibérica Goals

27 CGS Neumáticos Ibérica  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 CGS Neumáticos Ibérica Tyre Dealers

28 CGS Neumáticos Ibérica  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 CGS Neumáticos Ibérica Tractor Official Dealer

29 CGS Neumáticos Ibérica Presentation CGS & Dealers OE

30 CGS Neumáticos Ibérica Tractor Official Dealer

31 CGS Neumáticos Ibérica  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 End Users

32 CGS Neumáticos Ibérica Agricultural Tyres CGS Neumáticos Ibérica GGS Iberica

33 CGS Neumáticos Ibérica Manager Enrique López Sales Manager Spain (Enrique López) Sales Manager Portugal Paulo Raimundo Accounting / Controlling Miguel Amor Invoicing / Logistic Luciana Morales Customer / Product Lucas Villalva CGS Neumáticos Ibérica Organization chart

34 CGS Neumáticos Ibérica Agricultural Tyres CGS Neumáticos Ibérica Customer Service/OE Business

35 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

36 CGS Neumáticos Ibérica Agricultural Tyres CGS Neumáticos Ibérica Other items

37 CGS Neumáticos Ibérica Outstanding payments days SpainPortugal avera ge avera ge 9098 ANTORAZ S.L.90102JOAO ANTONIO ALMEIDA MATOS CARRION JAYVER S.L.9054AVEIROPNEUS, LDA 9095DISNEUMAN S.A.L.9097BANDAGUE-SOC. REC.PN.FRIO S.A GALAICO ASTURIANA DE NEUMÁTICOS9039COSTA BARROS-CENT.TEC.PNEUS LDA. 9034GARCIA MORENO, JUAN CARLOS9023DISTRICRUZEIRO -COMERCIO DE PNEU 90103GARCÍA MOZAS, F.(N. POLFRAN)90149EDUARDO GAMA-COMERC. PNEUS, LDA 9062GASES Y SOLDADURAS CASTILLA90102PNEUESTRADA IND. E COM. DE PN., 90101GUERRERO MADERA SL90119SAM AREA DE SERVIÇO ANSIAO 9094JAVIER MONTERO AUTOMOCIÓN S.L.9071SAPASSELO-COMERCIO PNEUS, LDA. 9095JOVELLAR TECNIRUEDA S.L.9052Promedio COVIPNEUS, LDA 90102NEUMÁTICOS ALTIPLANO YECLA90155Promedio CHAVECA & JANEIRA, LDA 90100NEUMÁTICOS CARRIÓN90121Promedio PNEUS ILHEU, LDA 9099NEUMÁTICOS HUECHA 9098NEUMÁTICOS LORENTE S.L. 9099NEUMÁTICOS TELLO S.L. 9099PINCHAZOS VARGAS 9099RUEDAS DEL NORTE S.L SASAM, S.A. Total average 106

38 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

39 CGS Neumáticos Ibérica Gracias


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