brazilian market & luiz pedregal functions november 2014
TRANSCRIPT
Luiz Antonio Pedregal de Castro Lima - Automotive Business Professional : 55 (11) 998 757 054 – E-mail: [email protected]
PEDREGAL IS ABLE TO WORK IN THE FOLLOWING BUSINESS AND SEGMENTS
OEM MANUFACTURES: AUTOMOBILES / ELETRIC CARS / BIKES / MOTORCYCLES / ATV / BUSES & TRUCKS
RETAIL AFTERMARKET AUTO-CENTER CHAINS DEALERS LOGISTICS
TECHNOLOGY: SERVICES, HARDWARE FINANCIAL SERVICES, INSURANCE
AUTO PARTS ENGINES ACCESSORIES LUBES TIRES
Associations, Automotive Consulting Services
Customer Satisfaction Index
Training
About Luiz Pedregal About Luiz Pedregal
Luiz Antonio Pedregal de Castro Lima - Automotive Business Professional : 55 (11) 998 757 054 – E-mail: [email protected]
About Luiz Pedregal
Broad command in Business Unit’s General Management accumulated during 30-years of experience in different functions including full responsibilities over the results of Sales, Operations and Profit & Loss, besides reporting directly to the CEO.
After getting his MBA at Fundação Getúlio Vargas (EAESP/FGV), his career has been mainly developed in Sales & Marketing, Customer Service and Strategic Planning; working for STARTUPS and leading companies within the automotive industry (suppliers, automakers, car dealer and consulting): Ford, Volkswagen, Seat, Rossi Dealer, Yamaha, Toyota, Lexus, S&M Auto Consulting, Sascar Technology (GP Investments) and E-Power (Zongshen/Light);
Check the next Slides for further info about me
Luiz Antonio Pedregal de Castro Lima - Automotive Business Professional : 55 (11) 998 757 054 – E-mail: [email protected]
3 - Auto Makers 3 - Auto Makers
3.A: Human Resources
3.A: Human Resources
3.B: Commercial and Sales & Marketing Function Areas 3.B: Commercial and Sales & Marketing Function Areas Product
DevelopmentProduct
DevelopmentPurchasingPurchasing
Finance & ControllingFinance &
Controlling
I. Marketing Planning
I. Marketing Planning
II. Commercial & Sales Planning
II. Commercial & Sales Planning
III. Customer Service & After
Sales
III. Customer Service & After
Sales
IV. Dealer Development & Planning
IV. Dealer Development & Planning
V. Field Operations & Sales Offices
V. Field Operations & Sales Offices
HR Trainee HR Trainee
HR TraineeHR Trainee
Training planning & Recruiting
Training planning & Recruiting
Organization & Personnel
Planning
Organization & Personnel
Planning
I.A: Product Planning
YMB
I.A: Product Planning
YMB
I.B: Price StrategyYMB & TDB
I.B: Price StrategyYMB & TDB
I.C: Industry & Volume Analysis and Intelligence
VWB – YMB - TDB
I.C: Industry & Volume Analysis and Intelligence
VWB – YMB - TDB
I.D: Advertisement & Branding
VWB - YMB - TDB
I.D: Advertisement & Branding
VWB - YMB - TDB
II.A: Sales Volumes & Forecast –
PipelineVWB – YMB - TDB
II.A: Sales Volumes & Forecast –
PipelineVWB – YMB - TDB
II.B: Incentive & Merchandise
ProgramsVWB / TDB
II.B: Incentive & Merchandise
ProgramsVWB / TDB
II.C: Direct SalesVWB
Primo Rossi
II.C: Direct SalesVWB
Primo Rossi
II.D: Controlling & Headcount YMB - TDB
II.D: Controlling & Headcount YMB - TDB
Commercial Strategy
Planning / C S I Market Survey
YMB & TDB
Commercial Strategy
Planning / C S I Market Survey
YMB & TDB
Parts Logistics & Warehouse
Commercial & Pricing
VWB – YMB - TDB
Commercial & Pricing
VWB – YMB - TDB
Field Operations VWB – TDB
Field Operations VWB – TDB
Service Engineering &
Training & Publication
Customer Retention
VWB – YMB - TDB
Customer Retention
VWB – YMB - TDB
IV.A: Brand Representation
VWB - TDB
IV.A: Brand Representation
VWB - TDB
IV.B: Financial StatementsVWB - TDB
IV.B: Financial StatementsVWB - TDB
IV.C: Dealer Process & Operational Manuals
VWB – TDB
IV.C: Dealer Process & Operational Manuals
VWB – TDB
IV.D: Facilities AuditingVWB
IV.D: Facilities AuditingVWB
Nomination Plan
6729 Law
Nomination Plan
6729 Law
Merger & AcquisitionsMerger &
Acquisitions
Geo Marketing Geo Marketing
V.A: SalesVWB
V.A: SalesVWB
V.B: After SalesVWB - TDB
V.B: After SalesVWB - TDB
V.C: Dealer DevelopmentVWB – TDB
V.C: Dealer DevelopmentVWB – TDB
V.D: Regional Marketing
VWB
V.D: Regional Marketing
VWB
V.E: InvoiceVWB
V.E: InvoiceVWB
Cooperative AdvertisementCooperative
Advertisement
Sales & Marketing Special Programs
Sales & Marketing Special Programs
Dealers Personnel Training
Dealers Personnel Training
R$ 192 Million
IV.E: Dealer Management Systems
VWB - TDB
IV.E: Dealer Management Systems
VWB - TDB
Customer Relations YMB - TDB
Customer Relations YMB - TDB
96 K - R$ 4.3 Bi
R$ 156 Million
VWB: Volkswagen YMB: Yamaha TDB: Toyota / Lexus
Salaries & Fringe
Benefits
Salaries & Fringe
Benefits
(11) 998 757 054
Weekly OfferWeekly Offer
LUIZ ANTONIO PEDREGAL DE CASTRO LIMA
2 – Previous Jobs
Itapeva Propaganda
15
07
05
02: B & P
16: Service
20
5 – Dealers - 65
3: OEM - 4: Areas
09 - Auto-Parts
08 - Startups
22 T
erm
inad
ed
06: Retail
Diagnosis & Problem Solving Strategy & Guidelines Recommendation & Action Plan KPI PDCA 4W & 2H Profit & Loss
14
- S
kil
ls
12 - Committees13 – Suppliers
11: Channels
AFTERMARKET
OEM
RETAIL
E-COMMERCE
10 – Products/ Services
Problem Solution Program Result
Headcount Improve Productivity Minimum Staffing 10% HC cut
Too many dealers & lack profitability
Merger & Acquisitions Plano Avenidas Dealers Profitability enhancement
People Low Skills Education Campaign Golf Expert 136% Sales Increase
Lost of Market Share Commercial Lights
Total Ownership Cost : Rational Sales
Commercial Lights Special Team
14% Sales Increase
Lack of engagement to sell parts
Sales Campaign Corrida do Ouro 44% Sales Increase
Lack of Profitability Implement McKinsey Best Practices
Brasilwagen Turnaround
profitability & efficiency
Many sources to get information
Merge Complain within areas
SAC Merger Customer Satisfaction Increase
250 CC lack of competitiveness
Debut a New Model FAZER Launching Line Up coverage Market Share 0,8%
Lack Key Indicators Dealers Repair Order automatically Transfer
SGMP KPI Program Dealer Operation enhancement
Lack of Customer information
Merger customer complete data & info
Customer Databank merger
Marketing & CRM initiatives enhancement
No Lexus contracts Cut all Lexus dealers Lexus Business Mitigate future dealers lawsuit
Lack of B&P operation B & P Business Plan/ Body & Paint CSI Increase
15 - MAJOR ACCOMPLISHMENTS & DELIVERABLES
4 – Areas– Areas
07- Sales & Marketing
Auto Consulting
3.C: Cross-Functional Relationship: Launching Teams
1 – Education
Luiz Antonio Pedregal de Castro Lima - Automotive Business Professional : 55 (11) 998 757 054 – E-mail: [email protected]
Problem Solution Program Result Headcount Improve Productivity Minimum Staffing 10% HC cut
Too many dealers & lack profitability
Merger & Acquisitions Plano Avenidas Dealers Profitability enhancement
People Low Skills Education Campaign Golf Expert 136% Sales Increase
Lost of Market Share Commercial Lights
Total Ownership Cost : Rational Sales
Commercial Lights Special Team
14% Sales Increase
Lack of engagement to sell parts
Sales Campaign Corrida do Ouro 44% Sales Increase
Lack of Profitability Implement McKinsey Best Practices
Brasilwagen Turnaround
profitability & efficiency
Many sources to get information
Merge Complain within areas
SAC Merger Customer Satisfaction Increase
250 CC lack of competitiveness
Debut a New Model FAZER Launching Line Up coverage Market Share 0,8%
Lack Key Indicators Dealers Repair Order automatically Transfer
SGMP KPI Program Dealer Operation enhancement
Lack of Customer information
Merger customer complete data & info
Customer Databank merger
Marketing & CRM initiatives enhancement
No Lexus contracts Cut all Lexus dealers Lexus Business Mitigate future dealers lawsuit
Lack of B&P operation B & P Business Plan/ Body & Paint CSI Increase
No Show Room expertise
To create a Maual MB Sales Process Sales Process Improvement
Lack of credibility To compare to Koreans
Nomination Plan 18 Full Dealers nominated
F - MAJOR ACCOMPLISHMENTS A
Luiz Antonio Pedregal de Castro Lima - Automotive Business Professional : 55 (11) 998 757 054 – E-mail: [email protected]
RETAIL : Business to Consumer
CORPORATE: Business to Business - OEM AUTOMAKERS
COLABORATIVE: Business to Business to Consumer - FINANCE & ISURANCE
DIRECT : To Customers – SPECIAL SALES INITIATIVE – VW IMPORTS
ALTERNATIVE : To Business - AUCTIONS
PEDREGAL IS AN AUTOMOTIVE BUSINESS PROFESSIONAL EXPERIENCED IN GO TO MARKET & SELLING IN THE FOLLOWING CHANNELS
Auto Dealerships Supermarkets and Magazines
Auto Centers E-CommerceLong lasting relationship with Brazil’s top 50 automotive Dealership Groups
B
Luiz Antonio Pedregal de Castro Lima - Automotive Business Professional : 55 (11) 998 757 054 – E-mail: [email protected]
GENERAL MANAGEMENT
LEADERSHIP
F U N C T I O N S
CONTROL & MANAGERIAL REPORTS
Diagnosis & Problem Solving Strategy & Guidelines
Recommendation & Action PlanKPI
PDCA 4W & 2H Profit & Loss
G -
Sk
ills
Technical Management Skills
C
Luiz Antonio Pedregal de Castro Lima - Automotive Business Professional : 55 (11) 998 757 054 – E-mail: [email protected]
PEDREGAL IS ABLE TO WORK IN THE FOLLOWING BUSINESS AND SEGMENTS C
OEM MANUFACTURES: AUTOMOBILES / ELETRIC CARS / BIKES / MOTORCYCLES / ATV / BUSES & TRUCKS
TRAILERS MANUFACTURES RAILROAD & AVIATIONOFF ROAD, CONSTRUCTION, LIFTS CRANES
TOOLING, POWER, NAUTICAL PRODUCTS
ARMORED & SPECIAL VECHICLES RETAIL AFTERMARKET AUTO-CENTER CHAINS DEALERS
OEM BUS BODYAGRICULTURAL LOGISTICS
TECHNOLOGY: SERVICES, HARDWARE FINANCIAL SERVICES, INSURANCE AUTO PARTS ENGINES ACCESSORIES LUBES TIRES
Associations, Automotive Consulting Services
Customer Satisfaction Index
Training
Luiz Antonio Pedregal de Castro Lima - Automotive Business Professional : 55 (11) 998 757 054 – E-mail: [email protected]
LUIZ ANTONIO PEDREGAL DE CASTRO LIMA
55 11 998 757 054
Skype: luizpedregal
I look forward to hearing from you very soon.