novas tendências na distribuição de veículos

World Wide Strategic Partners World Wide Strategic Partners

John Humphrey Senior Vice President of Global

Automo8ve Opera8ons

JONIKA HOOMES

Head of Automo8ve & Emerging Business, Channel Sales Partnerships NA at Google

Earl Hesterberg, President and Chief Execu<ve

Officer Group 1 Automo<ve, Inc.

2012 Global Light Vehicle Forecast: 79.2M

Source: LMC Automotive January 2012

Global: 79.2M 5%

S. America: 5.2M 1%

Asia: 33.7M 10%

N. America: 16.4M 8%

Brazil: 3.5M 1%

Russia: 2.7M 3%

Japan: 4.8M 16%

China: 19.7M 9% India: 3.2M

West & Central Europe: 18.1M

U.S. Light Vehicle Sales History and Forecast

9.28.6

12.813.013.214.0 13.8

11.510.3

13.613.312.9

16.9 17.0 16.5 16.115.4

16.216.7

11.610.4

13.812.7

2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015

Total Sales

Retail Sales

Sources: J.D. Power and Associates and LMC Automotive January 2012

Near/Mid-Term Growth and a Healthier Industry

The Automo<ve Consumer Challenges and Opportuni<es

Customer Dynamics: Auto Retail 3.0

Retail Evolution is Accelerating

•  Relative retail process stasis; Customers tended to shop closest dealer

•  Experience dominated by the dealer

Retail 2.0 Retail 3.0

The first 110 years 1995 to 2007 2008 to… §  Internet comes to retail;

widely adopted by shoppers

§  ShiM in power from the dealership to customers

§  iPhones, Smartphones and Apps create fast, mobile knowledge creates greater transparency

§  Social media furthers customer power in shopping

Retail 1.0

43%62%

25%28%

49%43%

33%30%

Gen Y Gen X Baby Boomers Pre-Boomers

Example: Buyer’s preferred method to learn more about features and controls post-‐sale by age group

Changes Required in How We Interact with Consumers

(33 & under) (34-‐45) (46-‐64) (65 & older)

Online video or text

Phone Call from Salesman

Return to Dealer for “Live” Explana<on

Source: J.D. Power and Associates 2011 US Sales Satisfaction Index (SSI) StudySM

82%79%

17% 24%

64%60%60%

64%67% 68%

70%75%

2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011

Automotive Internet Usage

From Showroom to Digital Shopping…

2011 Mobile Use: 24%

2011 Tablet Use: 19%

Sources: J.D. Power and Associates 2011 Sales Satisfaction Index (SSI) and Automotive Mobile StudiesSM

Sources: J.D. Power and Associates/Compete Inc.’s, 2011 Website Performance ToolSM and J.D. Power and Associates 2011 Manufacturer Website Evaluation StudySM (MWES)

3.74.2

2.5 2.7

Non-AIU's AIU's Submitters

# of Dealers Shopped# of Brands Considered

DealerSites

OEMSites

ThirdPartySites

Buyers Visiting an Auto Site (≤ 6 months before purchase)

Number of Brands and Dealers Shopped

15% 18%

20%22% 24%

2000 2005 2010 2015

Gen X Gen Y

A New Consumer is Entering the Market…

Proportion of New Vehicle Buyers

Auto Shoppers are Online 24 hours/day

• 35% of the time, consumers are searching for automotive answers on Google when a dealership is closed (7 pm – 7 am)

Source: US Google Internal Data, 2010

Mobile peaks on weekends, when people are on-the-go & away from their computers (and shopping!)

When are users on Desktop vs. Mobile?

Schedule service Communicate in Real Time Real Time Service specials View New and Used inventory Trade in offer GPS direc<ons And much more!

Today’s Auto Shopper Path to Purchase

One day

2% 2-‐3 days

3% 4-‐6 days

2% A week

6% 2 weeks

5% 3 weeks

More than a year

5-‐8 hours

2-‐3 months

23% 4-‐6 months

17% 7-‐12 months

A month

74% of auto shoppers are in-market for

Over 1 Month

“The path to purchase in auto is extensive-‐ the vast majority of shoppers take several months to go from decision to ac8on.”

“24% of shoppers switched manufacturers based on their research.”

Today’s Auto Shopper Picks their Dealer Online 78

say the Internet led them to the dealer they

purchased from

Auto Purchasers Turn to Search for Everything

Source: Google/Compete Buyer Flow Survey, fielded in April/May 2009 Q18p: You mentioned earlier that you used a search engine to learn about or research cars before making your recent purchase. Please indicate whether a search engine helped you to do any of the following. Base: Asked of purchasers (people who purchased a vehicle in the past 6 months) who selected search in Q15, n = 336

Of the automotive purchasers who used search engines…

Use search to find comparisons of similar vehicles

Use search to find the best deals

Use search to find a local dealership

Use search to find independent reviews of vehicles

28% 49%

Use search to discover vehicles they are unfamiliar with

Use search to find the vehicle brand’s website

Use 10 or more Queries when searching

Change is Inevitable, But Fundamentals S<ll Maher

Primary Reasons for Rejec<on

Dealer Treatment

Inventory

Price 23%

Other 12%

Brand 29%

Sales Sa<sfac<on Benefits

Showroom traffic1

Units sold1

Other rejec<on reasons (product,

price, brand)

Most important rejec<on reason One of several

rejec<on reasons

Loss due to dealership rejec<on

800 400

1 Based on assumed close rate of 20%

Auto Retail 3.0: Challenges and Opportunities

•  Challenges: –  Brand Management –  Performance / price

transparency –  Increased cross

shopping •  Opportunities

–  Reduction in ad spend –  Precision in targeting –  Elimination of NVA –  Greater productivity –  Innovations in consumer

engagement

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