cgs neumáticos ibérica agosto 2007. praha meeting dic.2007

CGS Neumáticos IbéricaAgosto 2007. PRAHA

MEETING DIC.2007


W.A.W


Agricultural Tyres

CGS Neumáticos Ibérica

Sales 2007



YTD 07 YTD 06 07&06 BU.07 Bu&ytd FC 7+5 % fc B.O Net value ytd+BO % of BU % of FC

Farmer Radial CO 5.250 5.002 105% 5.775 91% 5.803 90% 436 240.338 5.686 98% 98%AS Diagonal CO 656 187 351% 281 233% 502 131% 49 7.098 705 251% 140%

As Front CO 488 183 267% 196 249% 510 96% 29 1256 517 264% 101%

Implement CO 1.037 771 135% 910 114% 1.112 93% 31 2944 1.068 117% 96%

Total Continental rep 7.431 6.143 121% 7.162 104% 7.927 94% 545 251.636 7.976 111% 101%

Farmer Radial SE 2.484 2.680 93% 2.776 89% 2613 95% 170 59.759 2.654 96% 102%

Farmer Diagonal SE 371 935 40% 672 55% 304 122% 10 1.505 381 57% 125%

Farmer Front SE 0 127 0% 0 0 0 0

Total SEMPERIT rep 2.855 3.742 76% 3.448 83% 2.917 98% 180 61.264 3.035 88% 104%

Farmer Radial BA 232 828 28% 0 220 105% 0 232 105%

AS Diagonal BA 622 2.350 26% 0 592 105% 0 622 105%

AS Front BA 116 824 14% 0 149 78% 116 78%

Implement BA 3 39 8% 0 3 3

Total Barum rep 973 4.041 24% 0 961 101% 0 0 970 101%

Farmer Radial MI 206 0 200 103% 8 2.765 214 107%

AS Diagonal MI 488 0 436 112% 42 10.672 530 122%

AS Front MI 121 0 121 100% 10 701 131 108%

Implement MI 99 0 74 134% 0 99 134%

914 0 831 110% 60 14.138 974 117%

Total 2007 12.173 13.926 87% 10.610 115% 12.636 96% 785 327.038 12.955 122% 103%

Sales units ES01 NOV. 07



ytd 11/07 ytd 11/06 07VS 06 BU 07 BU ytd % BU ytd FC7+5 % FC B.O. Net valueYTD+ptes% of BU % of FC

31/11/07

Radial CO 4.257 3.862 110% 4.586 4.320 99% 4.525 94% 312 190.414 4.569 100% 101%

AS Bias CO 444 99 448% 136 128 347% 287 155% 46 6.763 490 360% 171%As Front CO 426 142 300% 144 136 314% 390 109% 29 1.256 455 316% 117%

Implement CO 411 264 156% 348 328 125% 345 119% 29 2.406 440 126% 128%

Total CO 5.538 4.367 127% 5.214 4.912 113% 5.547 100% 416 200.839 5.954 114% 107%

Radial SE 2.394 2.420 99% 2.776 2.615 92% 2.523 95% 170 59.759 2.564 92% 102%

Bias SE 371 835 44% 672 633 59% 304 122% 10 1.505 381 57% 125%

Front SE 0 127 0% 0 0 0

Total SE 2.765 3.382 82% 3.448 3.248 85% 2.827 98% 180 61.264 2.945 85% 104%

Radial BA 3 26 3 3 -3

AS Bias BA 0 9 0 0

AS Front BA 0 0 0 0

Total BA 3 35 0 0 3 0 3 -3

Total 2007 8.306 7.784 107% 8.662 8.160 102% 8.377 99% 596 262.103 8.902 103% 106%

SPAIN

Sales units Spain Nov. 07



PORTUGAL ytd 11/07 ytd 11/06 07/06 BU 07 BU ytd % BU ytd Fc 7+5 % FC B.O. NET valueYTD+ptes% of BU % of FC

Radial CO 993 1.140 87% 1.189 0 84% 1.278 78% 124 49.924 1.117 94% 87%

AS Bias CO 212 88 241% 145 0 146% 215 99% 3 335 215 148% 100%As Front CO 62 41 151% 52 0 119% 120 52% 62 119% 52%

Implement CO 626 507 123% 562 0 111% 767 82% 2 538 628 112% 82%Total CO 1.893 1.776 107% 1.948 0 97% 2.380 80% 129 50.797 2.022 104% 85%

0Radial BA 229 802 29% 0 217 106% 229 106%Bias BA 622 2.341 27% 0 592 105% 622 105%

Farmer Front BA 116 824 14% 0 149 78% 116 78%Implement BA 0 4 0% 0

Total BA 967 3.967 24% 0 0 958 101% 0 967 101%

Radial SE 90 260 35% 90 100% 90 100%Bias SE 0 100 0% 0Front SE 0 0 0Total SE 90 360 25% 0 90 100% 90 100%

Radial MI 206 0 0 200 103% 8 2.765 214 107%Bias Mi 488 0 0 436 112% 42 10.672 530 122%

AS Front MI 121 0 0 121 100% 10 701 131 108%Implement MI 99 0 0 74 134% 99 134%

Total MI 914 0 0 0 831 110% 60 14.138 974 117%0

Total 2007 REP 3.864 6.103 63% 1.948 0 198% 4.169 93% 189 64.935 3.963 203% 95%

Sales units Portugal Nov. 07



Net salesNet sales



CORebates 2006 included in 2007 HM+ELRebates Servicio de Neumáticos Huecha is a mistake HM+ELRebates of the rest of the customers are not included HM+EL

SEMTP: General agreement in January was BO+10%, in April changed toMTP´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

Net-Net Sales Mistakes



SE Big difficulties to sell Bias tyres because low rangeRadial

Difference BUD&FC= - xxxxxxxx tyres18,4 R 30 - 300 tyres

Product problems



FC 7+5 P/L

See the exel file



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

Diverse actions up to 12+12


Agricultural Tyres


Price Increases


Mkt. price

Gráficos de barras. (ver escalas). Comparativo precios Gráfico barras de incremento precios (curvas de crecimiento?)


Price increases


05/06/2007 Nov Dec Feb Mar Jun Jul Ago Nov Ju Apr Nov IncreaseGoodyear 5% 4,0% 9,20%Trelleborg 5% 4% 9,20%Firestone 5% 2,5% 2,5% 10,31%Michelin 5,2% 5,20%Klever 5,2% 5,20%Taurus 5,2% 5,20%BFGoodrich 5,2% 5,20%Stormil 5,2% 5,20%Continental 6,5% 3,0% 5,0% 15,17%Semperit 3% 3% 3% 9,20%Barum 4% 3% 7,12%Mitas 4% 3% 7,12%BKTAlliance 3,5% 3,5% 7,12%

05 06 07


Agricultural Tyres


Competitors


Definición Distribuidor CGS Capacidad de compra Capacidad de almacenaje Capacidad de distribución Distribuidor regional


Distributors Influence Area


Ntcos. CarriónNtcos. Carrión

PONTEVEDRA

CEUTA

MELILLA

IBIZA

FORMENTERA

MENORCA

MALLORCA

ALAVA

ASTURIAS

AVILA

BURGOS

CANTABRIALA CORUÑA

HUESCA

LEON

LUGO

NAVARRA

ORENSEPALENCIA LA RIOJA

SALAMANCA

SEGOVIA

SORIA

TERUEL

VALLADOLID

VIZCAYA

ZAMORA ZARAGOZA

GUIPUZCOA

ALMERIA

CADIZ

CORDOBA

GRANADA

HUELVA

JAÉN

MALAGA

SEVILLA

CACERES

BADAJOZALBACETECIUDAD REAL

CUENCA

GUADALAJARA

TOLEDO

MURCIA

CASTELLON

ALICANTE

VALENCIA

BARCELONA

GERONALÉRIDA

TARRAGONA

MADRID

ISLAS CANARIAS

AntorazAntoraz

HuechaHuecha

VargasVargas

LorenteLorente

GuerreroGuerrero

AltiplanoAltiplano

TelloTelloGases CO+SE Gases CO+SE

Ruenor CORuenor CO

SasamSasam

DisneumanDisneuman

GaneGane

Definición Distribuidor CGS Capacidad de compra Capacidad de

almacenaje Capacidad de

distribución Distribuidor regional Multi-brand


Condition structure

Invoice discount per brand (51% average) Acrueles per brand (5% average) TOTAL average CONTINENTAL : 53,5%


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


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



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


GOOD YEAR

Huge problems in sales

Technical problems in OE last yearTheir 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



FIRESTONE

The number one in premium brand sales ( Big recognition brand )

The most important market penetration, big customer base.

Sales throughAGRI-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 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 )


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.


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


Agricultural Tyres


Actions


PONTEVEDRA

CEUTA

MELILLA

IBIZA

FORMENTERA

MENORCA

MALLORCA

ALAVA

ASTURIAS

AVILA

BURGOS

CANTABRIALA CORUÑA

HUESCA

LEON

LUGO

NAVARRA

ORENSEPALENCIA LA RIOJA

SALAMANCA

SEGOVIA

SORIA

TERUEL

VALLADOLID

VIZCAYA

ZAMORA ZARAGOZA

GUIPUZCOA

ALMERIA

CADIZ

CORDOBA

GRANADA

HUELVA

JAÉN

MALAGA

SEVILLA

CACERES

BADAJOZALBACETECIUDAD REAL

CUENCA

GUADALAJARA

TOLEDO

MURCIA

CASTELLON

ALICANTE

VALENCIA

BARCELONA

GERONALÉRIDA

TARRAGONA

MADRID

ISLAS CANARIAS

Distributors Influence Area

AntorazAntoraz

HuechaHuecha

VargasVargas

LorenteLorente

GuerreroGuerrero

AltiplanoAltiplano

TelloTello


Gases CO+SE Gases CO+SE

Ruenor CORuenor CO

SasamSasam

DisneumanDisneuman

Ntcos. CarriónNtcos. Carrión

GaneGane


Create the future

in the

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

Requirements for Conti Premium Club



Strong improvement of sales channels with special focus on

Tyres dealers

Tractor dealers

End users


Goals


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


Tyre Dealers


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


Tractor Official Dealer



Presentation CGS & Dealers OE



Tractor Official Dealer


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


End Users


Agricultural Tyres


GGS Iberica


ManagerEnrique López

Sales Manager Spain(Enrique López)

Sales Manager PortugalPaulo Raimundo

Accounting / ControllingCristina Galán

Invoicing / LogisticLucía García

Customer / ProductLucas Villalva


Organization chart


Agricultural Tyres


Customer Service/OE Business



Customer Service / Product support

Develop the Customer Service dpt. CGS Ibérica ( CO,SE,BA,MI,MI ind )

Technical support :Agricultural CustomerTractors/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 forceAgriculture dealer and cooperatives Official dealers (Claas/NH/D-F..)

Official Dealers OE: Claims Support Link between Wholesalers and Official Dealers


Agricultural Tyres


Other items


CGS Neumáticos Ibérica Outstanding payments days

Spain Portugal

90-105avera

ge 90-120avera

ge

90 98 ANTORAZ S.L. 90 102 JOAO ANTONIO ALMEIDA MATOS

90 100 CARRION JAYVER S.L. 90 54 AVEIROPNEUS, LDA

90 95 DISNEUMAN S.A.L. 90 97 BANDAGUE-SOC. REC.PN.FRIO S.A.

90 100 GALAICO ASTURIANA DE NEUMÁTICOS 90 39 COSTA BARROS-CENT.TEC.PNEUS LDA.

90 34 GARCIA MORENO, JUAN CARLOS 90 23 DISTRICRUZEIRO -COMERCIO DE PNEU

90 103 GARCÍA MOZAS, F.(N. POLFRAN) 90 149 EDUARDO GAMA-COMERC. PNEUS, LDA

90 62 GASES Y SOLDADURAS CASTILLA 90 102 PNEUESTRADA IND. E COM. DE PN.,

90 101 GUERRERO MADERA SL 90 119 SAM AREA DE SERVIÇO ANSIAO

90 94 JAVIER MONTERO AUTOMOCIÓN S.L. 90 71 SAPASSELO-COMERCIO PNEUS, LDA.

90 95 JOVELLAR TECNIRUEDA S.L. 90 52 Promedio COVIPNEUS, LDA

90 102 NEUMÁTICOS ALTIPLANO YECLA 90 155 Promedio CHAVECA & JANEIRA , LDA

90 100 NEUMÁTICOS CARRIÓN 90 121 Promedio PNEUS ILHEU, LDA

90 99 NEUMÁTICOS HUECHA

90 98 NEUMÁTICOS LORENTE S.L.

90 99 NEUMÁTICOS TELLO S.L.

90 99 PINCHAZOS VARGAS

90 99 RUEDAS DEL NORTE S.L.

90 100 SASAM, S.A.

Total average 106



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



Gracias

cgs neumáticos ibérica agosto 2007. praha meeting dic.2007

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