renault board presentation
TRANSCRIPT
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Renault Franchise analysis
Feb 2009
Confidential
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Contents• Market Analysis• Renault Overview
– History and Financial Situation– Current Product Range– Future product range– Renault Strategy Worldwide and Support for GCC
• Why Renault franchise for Alissa• Task force Result• ConclusionConfidential
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Market trend in Saudi Arabia
• Small cars trend is growing in the last 2 years by 16% .
• The market leader in Passenger car sector is 2.4cc engine cars “Camry alone sold 47,108 units in 2008.”
• It will come a day that female will be allowed to drive and Subcompact and Compact car will be the first choice for this segment
Confidential
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Company overview
Confidential
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Company History• Renault motor works has started during the last weeks of 1898.• 1904 - Renault is developing its business net which had 120 dealers at the time. Production
reached 948 cars.• 1906 - The first Renault bus.• 1959 - Renault car company became the world`s 6th biggest car producer.• 1991 - A new model, Clio• 1992 - Renault Safrane• 1994 - Production of Renault Laguna started.• 1995 - Production of Renault Megane started.• 1996 - Production of a revolutionary Renault Scenic started. "The car of year 1997• 1999- Renault-Nissan Alliance• 2000: Renault acquired the automotive division of Samsung automobiles.• 2002- Renault increases its stake in Nissan to 44.4%.
In 2008, Renault celebrated 110 years of existence. We look back at more than a century of history with a few key dates.
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STRUCTUREFOUR BRANDS, ONE PARTNER AND ONE ALLIANCE
THE BRANDS
THE ALLIANCE
DACIA RENAULT RENAULT SAMSUNG MOTORS
AvtoVaz (LADA)
ONE STRATEGIC PARTNER
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RENAULT SA
NISSAN MOTOR
RENAULT s.a.s.
DACIA
Other commercial, industrial & financing companies
MAHINDRA RENAULT (India)RENAULT PARS (Iran)
AVTOFRAMOS (Russia) ...
44.3%
100%
99.4%
100% 80.1%
RCI BANQUE
RENAULTSAMSUNG MOTORS
AB VOLVO
21.8%
STRUCTURE SIMPLIFIED STRUCTURE OF THE RENAULT GROUP
AvtoVAZ
25.01%
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STRUCTURERENAULT SHAREHOLDERS
Employees3.11%
Public & institutional investors64.23%
At December 31, 2007
Company-owned (1) (2)
2.65%Nissan (2)
15.0%
(1) Shares required for the purposes of stock option programs(2) Those shares have no voting rights attached for Board of Directors meetings
French State15.01%
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Carlos GHOSNPresident & CEO
Patrick BLAIN EVP, Sales & Marketing
Regional Leader Europe
Patrick PÉLATA EVP, Plan, Product &
Programs
Thierry MOULONGUETEVP, Finance
Regional Leader Americas
Jean-Louis RICAUDEVP, Engineering
& Quality
Michel GORNETEVP, Manuf. & LogisticsRegional Leader France
MANAGEMENTEXECUTIVE COMMITTEE
Katsumi NAKAMURA*Regional Leader Asia Africa
* From May 5th 2008
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ALLIANCECAPITAL STRUCTURE
(1) No voting rights
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Renault Nissan
0 2 4 6 8 10
Mitsubishi
BMW
Suzuki
Fiat
Chrysler
PSA
Hyundai Kia
Honda
VAG
Ford Mazda
GM
Toyota 9.1
8.7
7.7
6.2
6.2
3.9
3.4
2.6
2.5
2.3
1.5
1.4
3.72.5
ALLIANCE: THE WORLD’S 5th BIGGEST MANUFACTURER
3.8
Million vehicles sold in 2007
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Renault Now• Renault is now present in 118 countries• Group sales worldwide: 2,484,472 vehicles (year 2007)• 35% of the group sales are made outside Western Europe• Revenues for the year 2007: €40,682 million• A workforce of 127,483 employees (first semester 2008)• 100% of Renault industrial sites are now ISO 14001
certified• The leading automobile brand in France (23.5% of the
market in volume)• Renault: 10 years as the leading LCV brand in EuropeConfidential
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THE CURRENT RENAULT RANGE
Laguna
Clio ModusScénic
Espace
Passenger Cars
Kangoo*
Trafic PC Thalia / SymbolLogan
Mégane
Clio Campus
Vel Satis
Twingo Clio Grand Tour*
Laguna Estate* Koleos*
Sandero
* Start of Sales in early 2008
Estate Sedan
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Light Commercial Vehicles (LCV)
Light Commercial Vehicles (LCV)
Kangoo Express* MasterTrafic LCV
* Start of Sales in early 2008
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15Phase 2 + Derivatives
World Premiere vehicles in 2007
Asia Africa
11Americas
6
France
13
Europe
14 12Euromed
2008 PRODUCT LAUNCHES BY REGION
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PRODUCT PLANNING GCC 20092008 RANGE 2009 RANGE
CLIO CLASSIC
CLIO RS CLIO RS
LOGAN MT LOGAN MT FULL YEAR
SYMBOL SYMBOL FULL YEAR
LOGAN AT
SANDERO
MEGANE HATCH MEGANE HATCH
MEGANE SEDAN MEGANE SEDAN
MEGANE CC MEGANE CC
D SEGMENT SAFRANE SAFRANE FULL YEAR
LAGUNA COUPE
SUV SEGMENT KOLEOS
KANGOO KANGOO
TRAFIC TRAFIC
MPV SEGMENT LOGAN MCV
B SEGMENT
C SEGMENT
LCV SEGMENT
Factory
France
France
Romania
Turkey
Romania
Turkey
Turkey
France
Korea
Korea
France
France
Romania
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Price list
Confidential
Model Seg FOB $ Freight $ C&F $ Ins (1%) CIF $ CIF SR Cust (5%) Clearance Land Cost Selling @ 10% Selling @ 15%
Logan PE M/T B 6,644 750 7,394 74 7,468 28,005 1,400 140 29,545 32,500 33,977
Logan PE A/T B 7,394 750 8,144 81 8,225 30,845 1,542 140 32,528 35,780 37,407
Logan SE M/T B 7,304 750 8,054 81 8,135 30,505 1,525 140 32,170 35,387 36,995
Logan SE A/T B 8,054 750 8,804 88 8,892 33,345 1,667 140 35,152 38,668 40,425
Symbol PE B 8,675 750 9,425 94 9,519 35,697 1,785 140 37,622 41,384 43,265
Symbol SE B 9,955 750 10,705 107 10,812 40,545 2,027 140 42,712 46,984 49,119
Clio sport B 18,200 750 18,950 190 19,140 71,773 3,589 140 75,502 83,052 86,827
Clio sport F1 B 17,100 750 17,850 179 18,029 67,607 3,380 140 71,127 78,240 81,796
Megane Coupe sport C 19,600 780 20,380 204 20,584 77,189 3,859 140 81,189 89,308 93,367
Megane Coupe D C 18,380 780 19,160 192 19,352 72,569 3,628 140 76,337 83,971 87,787
Megane Coupe EX C 19,496 780 20,276 203 20,479 76,795 3,840 140 80,775 88,853 92,891
Megane Sedan D 1.6 AT C 12,000 780 12,780 128 12,908 48,404 2,420 140 50,964 56,061 58,609
Megane Sedan D 2.0 AT C 12,950 780 13,730 137 13,867 52,002 2,600 140 54,742 60,217 62,954
Megane Sedan P 2.0 AT C 14,000 780 14,780 148 14,928 55,979 2,799 140 58,918 64,810 67,756
Megane Sedan A 1.6 MT C 10,100 780 10,880 109 10,989 41,208 2,060 140 43,408 47,749 49,920
Megane Sedan A 1.6 AT C 11,000 780 11,780 118 11,898 44,617 2,231 140 46,988 51,686 54,036
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Price list
Confidential
Model Seg FOB $ Freight $ C&F $ Ins
(1%) CIF $ CIF SR Cust (5%)
Clearance
Land Cost
Selling @ 10%
Selling @ 15%
Koleos PE 4x2 SUV 15,575
803
16,378
164
16,542
62,032
3,102 140
65,273 71,801
75,064
Koleos PE 4x4 SUV 16,860
803
17,663
177
17,840
66,899
3,345 140
70,384 77,422
80,941
Koleos SE 4x2 SUV 17,015
803
17,818
178
17,996
67,486
3,374 140
71,000 78,100
81,650
Koleos SE 4x4 SUV 18,355
803
19,158
192
19,350
72,561
3,628 140
76,329 83,962
87,778
Koleos LE 4x4 SUV 19,910
803
20,713
207
20,920
78,450
3,923 140
82,513 90,764
94,890
Safrane PE D 12,695
803
13,498
135
13,633
51,124
2,556 140
53,820 59,202
61,893
Safrane SE D 14,707
803
15,510
155
15,665
58,744
2,937 140
61,821 68,003
71,095
Safrane LE D 16,138
803
16,941
169
17,110
64,164
3,208 140
67,512 74,263
77,639
Kangoo Express LCV 8,063
803
8,866
89
8,955
33,580
1,679 140
35,399 38,939
40,709
Trafic LCV 14,402
803
15,205
152
15,357
57,589
2,879 140
60,608 66,669
69,700
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Notes on Pricing– Renault Safrane competes in the largest market in
PC sector starting from 59,000 SR.– Koleos first cross over 4x4 from Renault “Nissan
Technology” Starting from 71,800 SR. • Additional 1000-1500 USD reduction in Fob price is
being studied now.– New Logan (1.6 cc) starting from 32,500 SR,
• Price will be revised soon.– LCV for fleet customer starting from 38,900 SR
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20April 24th 2008PRODUCT PANEL 02STRICTLY CONFIDENTIAL
KOLEOS LE « March/April 09 »
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Confidential
Model PE 4x2&4x4 SE 4x2&4x4 L-E 4x4 (privilege)
Engine Type 2.5 16 V 2WD /4WD 2.5 16 V 2WD /4WD 2.5 16 V 2WD /4WD
Transmission CVT (Continuous Variable Transmission)
ABS, Air bag, PS, ST ST ST
Front and Rear parking sensor
yes
Fog lamps, Auto light, spoiler ST ST
Radio, CD , jack PlugST ST ST + 9 speakers and
cd changer
Cruse Control yes
Warranty 3years/100.000KM 3years/100.000KM 3years/100.000KM
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Item Rav4 Captiva Santafi Koleos
Engine 4 cylinder 4 cylinder 4 cylinde 4 cylinde
Power output 168 141 185 175/6000
Engien size 2362 2.4 2.7 2488
Transmission 4 speed A 4 speed A 4 speed A CVT
Price 77,000Full 97,000 79,000 78,000
Full 93,000 71,800
Full 78,100After pr reduction 66,175
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Renault-Safrane
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Renault New SafraneModel Safrane 2.0 AT Safrane 2.3 AT SE Safrane 2.3 AT LE
Engine Type 4 Cylinder 6 Cylinder 6 Cylinder
Power out 143hp 170hp 170hp
Engine Size 1998cc 2349cc 2349cc
Transmission 4 Speed AT 5 Speed AT 5 Speed ATABS, Air bag, Security with alarm ST ST ST
Rear parking sensor yesFog lamb, 16” Al alloy wheel, and spare ST ST ST
6 CD changer ST ST ST + 7 speakersKey less entry ST ST STWarranty 3years/100.000KM 3years/100.000KM 3years/100.000KM
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Item Camry Accord Mazda 6 ultra Sonata Safrane 2.0 Safrane SE Safrane LE
Engine 4 cylinde 6 cylinder 4 culinder 4 culinder 4 cylinder 6 cylinder 6 cylinder
Power output 157 hp 178/6500 125/6000 127.9/6000 143 170/6000 170/6000
Engien size 2362 cc 2354 cc 2488 cc 2359 cc 1998cc 2349 cc 2349 cc
Transmission 5 speed A 5 speed A 5 speed A 5 speed A 5 speed A 5 speed A 5 speed A
16" Al alloy wheels no yes yes yes Yes yes yes
Price 82,000 84,000 99,000 Start from 62,000 59,202 68,000 74,000
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2010 New D Segment Sedan (Safrane New Models)
Launch: December 2010
Indicative Price : 17-26 k$
Engine :
2.0 l 16v AT(cvt) 140 hp 2,5 l V6 AT6 170 hp3,5 l V6 AT6 240 hp
Specific product advantage :
First Renault D segment sedan
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LOGAN SEDAN « Lunch in April 09 »
Engine : 1.6 l 16v AT4 110 hp
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SYMBOL
• 2 models PE and SE• 1.4 16 V 4 speed Auto engine• To be launched
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SANDEROLaunch :Dec 2009
FOB:from 11k$
Engine :1.6 l 8v MT5 90 hp1.6 l 16v MT5 104 hp1.6 l 16v AT4 104 hp
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Item Jazz Getz Aveo Yaris Yaris Sirion Logan PE Logan SE Symbol
Engine 4 cylinde 4 cylinde 4 cylinder 4 cylinder 4 cylinder 4 cylinder 4 cylinder 4 cylinder 4 cylinder
Power output 118/6600 69.9(95)/6000 94 85/6000 85/6000 67/6000 110 110 72/6000
Engien size 1496 cc 1399 cc 1.4 1298 cc 1298 cc 1298 cc 1600 1600 1390
Transmission 5 Speed A 5 Speed M 4 speed A 4 speed A 5 speed M 4 speed A 4 speed A 4 speed A 4 speed A
Price 65,400 34,500 43,000 From 41,000 to 52,000 43,750 35,700 38,630 41,300
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Renault MEGANE
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Confidential
Item Tiida 1.6 Corolla Corolla 1.8 Civic LX Mazda 3 Optra Megane D 1,6
Megane D 1,6
Engine 4 cylinde 4 cylinder 4 cylinder 4 cylinder 4 cylinder 4 cylinder 4 cylinder 4 cylinder
Power output 109(118)/6000 107 130 138/6300 107/6000 107 115/6000 115/6000
Engien size 1598 cc 1600 cc 1800 cc 1800 cc 1600 cc 1.6 1600 cc 1600 cc
Transmission 5 Speed M 5 speed M 5 speed A 5 speed A 4 speed A 4 speed A 4 speed A 5 speed M
Price from 54,850 to 59,850 from 53,000 to 76,000 67,900
Full option 63,000 "model
2008"50,000 56,000 51,600
Megane Has Keyless entry, six air bags, ABS and Other advanced options.
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Confidential
Item Mazda 6 Normal Epica Lancer GT Megane A 2.0
Engine 4 cylinder 4 cylinder 4 cylinder 4 cylinder
Power output 108/6500 144 114(155)/6000 136/5500
Engien size 1998 cc 2.0 1998 cc 1998 cc
Transmission 4 speed A 4 speed A 6 CVT/5 sp M 4 speed A
Price 69,000 66,000 75,600 60,217
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NEW MEGANE in 2010
New Megane Sedan/HATCHLaunch: April 2010
Estimated FOB: 12-17 k$
Engine :1.6 l 16v MT5 110 hp1.6 l 16v AT4 110 hp 2.0 l 16v MT5 150 hp2.0 l 16v AT (CVT) 150 hp
Specific product advantage : Rear AC exit.
New MEGANE RSLaunch:beg 2009
MSRP : 28 k$Engine :
2.0 l 16v Turbo MT6 250 hp
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Kangoo and Trafic
Confidential
New Kangoo LL wil be launched in May/June 2009
Renault Trafic: 66,700 SRToyota Hiace: 74,500 SRNissan Urvan: 72,000
- Extra $ 1500 price reduction
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Item Kangoo Partner "Peugeot" Perlingo "Citroen"
Engine 4 cylinde 4 cylinde 4 cylinde
Power output 75 110 75
Engien size 1.4 1.6 1.4
Transmission 5 speed M 6 speed M 5 speed M
Price 2008: 39,9002009:42,900 2008: 48,000 40,000 "2008"
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Megan Coupe 2009
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Laguna Coupe 2009 “May/June 09”
Confidential
SOS: September 2009
Engine :
3,5l V6 AT6 240 hp
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Clio 2009
Confidential
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LOGAN MCV « Q3 09 »
Launch :September 2009
FOB:12 200 $
Engine :
1.6 l 16v MT5 115 hp1.6 l 16v AT4 115 hp
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2011 New Entry SUVLaunch :Feb 2011
Indicative volumes : 750 units
Engine :1.6 l 16v MT5 FWD 110 hp1.6 l 16v MT6 4WD 110 hp1.6 l 16v AT4 FWD 110 hp2.0 l 16v AT4 FWD 140 hp2.0 l 16v MT6 4WD 140 hp
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LOGAN PICK-UP
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Euro NCAP “safety assessment”
Confidential
• More than 10 models acquiring 5 stars in safety assessment from Euro NCAP
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Euro NCAP “safety assessment”
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Qualitative research• This research is based on random selection of Renault users
whom were asked about the overall performance and their opinion about Renault– Renault Megane Coupe 2009 “the driver is Prince/ Mohamed Bin
Bander” fully satisfied with the performance and the design, his companion has a Safrane and he said it is a nice car with a lot of options, at convenient price.
– Renault Megane“ he is using it for 4 years now, he is satisfied with the performance, while he faced some problems in service and expensive spare parts.
– Renault Clio “the customer is using it for 3 years now, with no major problems at all, he is claiming high spare parts prices compared to Tunisia.
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Renault Global Strategy
• Three strong commitments – Quality– Profitability– Growth
Renault offers its 3 year/150,000 km warranty* for the entire Renault premium range.
Confidential
* In Saudi Arabia 3 years/100,000 Km warranty
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Objectives• renewal of the existing product range• reinforcement of the luxury offer• innovation in markets where Renault is not yet
present• Development of international sales
– expanding the product range and designing vehicles for specific markets
• Optimize R&D spending to design vehicles that are increasingly environmentally-friendly
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For internal use only GCC PLAN 2012 VOLUMES
2149 3600 8640 19490 24450 27300TOTAL
0
5000
10000
15000
20000
25000
30000
2007 2008 2009 2010 2011 2012
L90 L38 L43 SM5 Other models
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QUALITYTo be among the top three in terms of product and service quality
PROFITABILITYAchieve an operating margin of 6% in 2009
GROWTHSell an additional 800,000 vehicles
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• Products • Continuous improvement of the quality of the vehicles• Vehicles designed for the GCC & systematically tested in the GCC• Direct link between Technical Hub (Dubai) and the incident logy
department
• Services • Spare parts price & availability• Quality survey conducted every month• Training• Renault Excellence program & Peace Of mind package
QUALITY AND PARTS ACTIVITIES
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Why Renault Franchise for Alissa• Long history backed with high quality products.• New LCV range will support our current profile “Isuzu”• Complete our range of products by adding PC and new
LCV series.• Wide range of PC from 1.3 cc to 2.5 cc.• New Models from Korea plant (Samsung automobile)
“Koleos and Safarane” characterized by:– Specially designed and tested for GCC– High Quality products “Nissan Technology”.– Competitive prices
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Why Renault Franchise for Alissa• New city car Models from Turkey and Romania plants
“Logan, Symbol, Sandero” • Exclusive distributor in Saudi Arabia. Which will help in
achieving good margin profit and receiving effective support from the manufacturer to achieve big sales volume.
• New models are planned to be launched within the next 3 years.
• Aggressive expansion plan from the manufacturer to rebuild the brand image in GCC region and expand sales volume within the next five years.
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Key challenging Issues
• Low resale value.• The perception in the market especially for
Service and spare parts “currently is very bad”.• Perception of high prices spare parts and non-
availability.• Technical issues regarding its convenience for
GCC environment.• European vehicles image.
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Current Renault Situation in KSA• Al Zahid Started his interest in Renault franchise since 2001 after
Daewoo franchise is sold to GM.• The first fleet team was established in 2002• The first Dedicated showroom in Riyadh was established in 2004,
and in Jeddah in 2007.• No focus on brand image or marketing activities.• Fleet business represents 60-70% from their current sales.• Total 7 workshops around the kingdom For all AL-Zahid franchises
“Not dedicated for Renault”.• Lack of Parts availability.• Parts pricing structure was not based on market “according to
Renault director”
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BRAND AWARENESS : KSA Survey :
1
25
57
0
10
20
30
40
50
60
Top of mind Total Unaided Total (aided andunaided)
2
69
95
0102030405060708090
100
Top of mind Total Unaided Total (aided andunaided)
2007 2008
A Renault Brand awareness survey was conducted by IPSOS towards 500 people in Saudi Arabia end 2007 then in September 2008
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How to support product awareness in the market?
• In cooperation with manufacture the first step will focus on “The Time of Change in Renault” through heavy launching marketing activities.– Communicating the new “Peace-Of-Mind” service in the
market. “already available since sep. 08 but not yet launched”.– Renault “customer first” program for service and spare parts.
• Aggressive launch of the new models “Safrane, Logan and Koleos” – Focus on High quality products “Recent technology”– GCC tested.
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How to improve after sales service and spare parts availability / prices?
• Communicating the 3 years warranty or 100,000 Km for all products range.
• Renault will support technically and financially the creation of the workshops Exterior & Interior , through their technical support team in Dubai office.
• Utilizing the group service centers to enhance the after sales service of Renault.
• Restructure the parts prices by the support of the manufacturer to make it and keep it competitive.
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“RENAULT CUSTOMER FIRST” program launched in the GCC Sep 08
PEACE OF MIND PACKAGE
11-POINT CONFIDENCE COMES STANDARD IN EVERY RENAULT
1. 100km test drive invitation
2. Initial 1000km free inspection
3. Always mobile service: courtesy cars / taxi vouchers
4. 24/7 Roadside Assistance
5. 3y / 100 000 km car warranty
6. Exclusive use of Renault Genuine Parts
7. 1y warranty for maintenance or repairing
8. Maintenance appointment within 48H
9. Quality Certificate after each repair or maintenance
10. Competitive fixed service prices
11. Dedicated Customer line
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Market Segmentation
1. Fleet Customer– Success Factors:
• Our long experience in this sector and strong relationship with decision makers.
• Wide range of products with competitive prices.• New LCV Range to support our current range of products.• Fleet support from manufacturer more than 5 units:• Safrane $ 600• Logan $ 300• Others $ 200
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Market Segmentation
2. Rent-A-Car companies• Objectives to ensure success:
– Increase incidence of trial new models through Rent-A-Car companies.
– Focus on LCV, Logan, Symbol and Safrane to gain sizable market share in big volume segment available for rent.
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Market Segmentation3. Retail customers• Increase the retail share in the total sales volume by:
– 3 dedicated room in 3 main cities.– Utilizing some spaces at Isuzu showrooms and sister companies
sales centers.– Renault will support architecturally and financially the creation of
the showrooms Exterior & Interior– Customer First Program launch “Peace of Mind”.– Improve company image by New Megane Coupe and Laguna
Coupe.– By support of Renault, launching “Trade In” program to enhance
the resale value for Renault Vehicles.
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AACO and sister companies• Synergy between AACO and sister companies will
have a great impact on the franchise success through:– Renault provides a wide range for rent car business within
the group.– Financial facilities for retail and fleet customers through Al
Yusr.– Increase service and parts revenue in cooperation with
Autostar– Used car sector helps in leveraging the low resale value of
the brand.
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Confidential
Thank you