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Sales Strategic Replacement Spain vs O.E.

Sales Strategic Replacement Spain vs O.E. Strategy approach CGS replacement. CGS + O.E. Branch. Dealer. End user. Our main problem: Global unknowledge of agriculture tyres. Dealers refuse to contact with anything about tyres. Do not know any about: Bussiness Prices Competence

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Sales Strategic Replacement Spain vs O.E.

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  1. Sales Strategic Replacement Spain vs O.E.

  2. Strategy approach CGS replacement CGS + O.E. Branch Dealer End user

  3. Our main problem: Global unknowledge of agriculture tyres. Dealers refuse to contact with anything about tyres. Do not know any about: Bussiness Prices Competence How to mounting it Pressures Unknowledge = Fear = Problem OUR MAIN OBJETIVE = SELL TYRES

  4. Distributor Dealer CGS Branch 1.-Branch • O.E. presence • Customer Service Process: Agreement with branch Contact CGS-Branch vs Dealer Contact CGS vs Tyres distributor Contact Tyres distributor vs Dealer • Conclusion: • Unknowledge of agriculture tyres • Unknowledge of CONTINENTAL brand • Need of service • Good aceptation of the process, good service • Some perception about bussiness of the tyres • Few dealers interested on tyres

  5. Nor oficial dealers knows CONTINENTAL (agro) brand, neither final customers. How to achieve it ? Following with high presence on O.E. Combined events with interested dealers on tyres (Cheapets way) : Fairs Inagurations Visits to dealers with distributor More fairs Field test Open days Visits to dealers with distributor Manufactures (tyre test/tractor test/technical support/new models ) 2.-Dealer 2.-Dealer SDF CLAAS Now SDF CLAAS AGCO JD NH Close future

  6. Proyect START 119 Dealers SDF Motives: Very good presence on O.E. Good performance of CO tyres Good acceptance of the CGS process Future business. Objetives: Improving Continental image brand Improve contact and confidence with dealers Shared shows, technical recomendatios, fairs…. Improve contact distributors CGS vs dealers Open days, Techical formation, commercial contact SELL TYRES 2.-Dealer CONCLUSIONS dealer approach: 500 new customers (SDF, CLAAS, NH, AGCO) + 120 JD new customers

  7. High presence of CO on O.E. Dealer is the most important point of reference for the end user. Dealer throught branch has a really powerful marketing strategy. Cheapest way to take advance Events with manufactures (d.b.) Events with dealers (d.b.) Guarantees (d.b.) Events of technical support CGS distributor + dealer (d.b.) Open days on CGS distributors and dealers (both ways) (d.b.) Try to make agreement with branch and dealers about its d.b. Publish on private magazines of branch (Claas Visión….) d.b. CONTI-AGRO CLUB D.B. D. Manuel Lòpez Caprino Nº Socio: 2223399487 3.- End users ∑ d.b. SDF JD AGCO NH CLAAS KUBOTA JCB MERLO MANITOU Information Market research Special offers Use recomendatios….

  8. Main objetive SELL TYRES

  9. Fabricantes III 107.000 NEUMÁTICOS AÑO 2007 SUSCEPTIBLES DE REPONER** **Tractores año 2004. Media de cambio cada 3 años Media de 76-104 CV, tendencia hacia 105-134 CV

  10. INCREÍBLE !!! Llamando al tlf.: xxx xxx xxx sus nuevos neumáticos Nombre y apellido:……………………… ……………………………………………. Calle:…………………………………… Piso/Número:………. C.P. / Población:…………………………… Teléfono de contacto:……………………... Hectáreas trabajadas por año: Horas trabajadas por año: Trabajos: Máquinas agrícolas: Marca/Modelo y Potencia: Máquina 1: Potencia (C.V.) Máquina 2: Potencia (C.V.) Máquina 3: Potencia (C.V.) Valdrán un xx% menos !!! Nº Oferta: 5678. Aplicada sobre P.V.P.

  11. Fabricación de carpa 3 x 4,5 m2 Uso interior / exterior TODO TIPO DE EVENTOS: FERIAS DEMOSTRACIONES DE CAMPO PRESENTACIONES EVENTOS CON FABRICANTES

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