Post on 15-Jan-2016
CGS Neumáticos Ibérica
2006
Board Meeting
CGS Neumáticos Ibérica
Agricultural Tyres
CGS Neumáticos Ibérica
Sales 2006
CGS Neumáticos Ibérica
CGS Neumáticos Ibérica
Sales seasonal curve YTD by moth
SALES CURVE
0,00%
2,00%
4,00%
6,00%
8,00%
10,00%
12,00%
14,00%
Jan
ua
ry
Fe
bru
ary
Ma
rch
Ap
ril
Ma
y
Jun
e
July
Au
gu
st
Se
pte
mb
er
Octo
be
r
No
vem
be
r
De
cem
be
r
Curva BU06
Curva REAL
Budget 62,52 Real 62,07
CGS Neumáticos Ibérica
CGS Neumáticos Ibérica
Sales seasonal curve YTD units
SALES CURVE
0
2000
4000
6000
8000
10000
12000
14000
16000
Jan
ua
ry
Fe
bru
ary
Ma
rch
Ap
ril
Ma
y
Jun
e
July
Au
gu
st
Se
pte
mb
er
Octo
be
r
No
vem
be
r
De
cem
be
rBU 06 CURVA UNID
ytd UNIDA
Budget & Real 99,45%
CGS Neumáticos Ibérica
CGS Neumáticos Ibérica
ytd nns
0
500000
1000000
1500000
2000000
2500000
January February March April May June July
BU06
YTD acum
Sales seasonal curve YTD NNS
Budget & Real 96,41%
CGS Neumáticos Ibérica
CGS Neumáticos Ibérica
ytd 07/06 ytd 07/05 ytd 06/05 Bud ytd 07 ytd&BU B.O. Total ytd06/05 Total&BUFarmer Radial CO 3.189 2.497 128% 3.125 102% 121 3.310 133% 106%AS Diagonal CO 132 147 90% 275 48% 20 152 103% 55%As Front CO 77 141 55% 230 33% 10 87 62% 38%Implement CO 631 452 140% 705 90% 34 665 147% 94%Total Continental rep 4.029 3.237 124% 4.335 93% 185 4.214 130% 97%
Farmer Radial SE 1.513 990 153% 1.828 83% 80 1.593 161% 87%Farmer Diagonal SE 583 964 60% 804 73% 142 725 75% 90%Farmer Front SE 127 206 62% 0 0 127 62%Total Uniroyal rep 2.223 2.160 103% 2.632 84% 222 2.445 113% 93%
Farmer Radial BA 600 485 124% 451 133% 32 632 130% 140%AS Diagonal BA 1.697 1.045 162% 1.142 149% 226 1.923 184% 168%AS Front BA 450 487 92% 525 86% 20 470 97% 90%Total Barum rep 2.747 2.017 136% 2.118 130% 278 3.025 150% 143%
Total 2006 REP 8.999 7.414 121% 9.085 99% 685 9.684 131% 107%
Units Ytd 06 Neumáticos Ibérica
CGS Neumáticos Ibérica
CGS Neumáticos Ibérica
ytd 07/06 Fc7+5 Bud 06 BU&FCFarmer Radial CO 3.189 5.438 5.069 107%AS Diagonal CO 132 271 416 65%As Front CO 77 164 383 43%Implement CO 631 854 1.053 81%Total Continental rep 4.029 6.727 6.921 97%
Farmer Radial SE 1.513 2.764 2.975 93%Farmer Diagonal SE 583 1.073 1.304 82%Farmer Front SE 127 127 0Total Uniroyal rep 2.223 3.964 4.279 93%
Farmer Radial BA 600 812 700 116%AS Diagonal BA 1.697 2.271 1.771 128%AS Front BA 450 786 814 97%Total Barum rep 2.747 3.869 3.285 118%
Total 2006 REP 8.999 14.560 14.485 101%
Fc 7+5 & Budget Ibéria
CGS Neumáticos Ibérica
CGS Neumáticos Ibérica
COFront CO- Price level too high against cheap competitionBias CO- 9,5 24 bud-110 sales 0 overruled budgetrow crop radial 345/85R48 bud-229 sales 16 overruled budget
SEBias 16,9 - 28 bud-90 sales-0 16,9 - 30 bud-300 sales-0 NO Availability 13,6 - 36 bud-69 sales-0Radial
No tyres in 6 month in 38”.Difference BUD&FC= - 435 tyres
18,4 R 30 - 400 tyres
Product sales problems
CGS Neumáticos Ibérica
CGS Neumáticos Ibérica
FC 7+5 P/L
See the exel file
CGS Neumáticos Ibérica
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 ?
CGS Neumáticos Ibérica
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
CGS Neumáticos Ibérica
Agricultural Tyres
CGS Neumáticos Ibérica
Price Increases
CGS Neumáticos Ibérica
Price increases
CGS Neumáticos Ibérica
2006 Nov Dec Ju Feb Mar AprMay Jun Jul Ago
Increase
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% 3% 6,09%
Barum 4% 3% 7,12%
Mitas 4% 3% 7,12%
BKT
Alliance 3,5% 3,5% 7,12%
CGS Neumáticos Ibérica
Agricultural Tyres
CGS Neumáticos Ibérica
Competitors
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
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
CGS Neumáticos Ibérica
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
Competitors premium brand
CGS Neumáticos Ibérica
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 premium brand
CGS Neumáticos Ibérica
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 )
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.
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
CGS Neumáticos Ibérica
Agricultural Tyres
CGS Neumáticos Ibérica
Actions
CGS Neumáticos Ibérica
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
Sasam Sasam
CGS Neumáticos Ibérica
Gases SE Gases SE
Gane Gane
CGS Neumáticos Ibérica
Create the future
in the
Conti Premium Club
CGS Neumáticos Ibérica
CGS Neumáticos Ibérica
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
CGS Neumáticos Ibérica
Strong improvement of sales channels with special focus on
Tyres dealers
Tractor dealers
End users
CGS Neumáticos Ibérica
Goals
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
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
CGS Neumáticos Ibérica
CGS Neumáticos Ibérica
Presentation CGS & Dealers OE
CGS Neumáticos Ibérica
CGS Neumáticos Ibérica
Tractor Official Dealer
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
CGS Neumáticos Ibérica
Agricultural Tyres
CGS Neumáticos Ibérica
GGS Iberica
CGS Neumáticos Ibérica
ManagerEnrique López
Sales Manager Spain(Enrique López)
Sales Manager PortugalPaulo Raimundo
Accounting / ControllingMiguel Amor
Invoicing / LogisticLuciana Morales
Customer / ProductLucas Villalva
CGS Neumáticos Ibérica
Organization chart
CGS Neumáticos Ibérica
Agricultural Tyres
CGS Neumáticos Ibérica
Customer Service/OE Business
CGS Neumáticos Ibérica
CGS Neumáticos Ibérica
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
CGS Neumáticos Ibérica
Agricultural Tyres
CGS Neumáticos Ibérica
Other items
CGS Neumáticos Ibérica
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
CGS Neumáticos Ibérica
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
CGS Neumáticos Ibérica
CGS Neumáticos Ibérica
Gracias