cgs neumáticos ibérica 2006 board meeting. cgs neumáticos ibérica agricultural tyres cgs...

CGS Neumáticos Ibérica

2006

Board Meeting


Agricultural Tyres


Sales 2006



Sales seasonal curve YTD by moth

SALES CURVE

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14,00%

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Curva BU06

Curva REAL

Budget 62,52 Real 62,07



Sales seasonal curve YTD units

SALES CURVE

0

2000

4000

6000

8000

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12000

14000

16000

Jan

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rBU 06 CURVA UNID

ytd UNIDA

Budget & Real 99,45%



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%



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



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



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



FC 7+5 P/L

See the exel file



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 ?



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


Agricultural Tyres


Price Increases


Price increases


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%


Agricultural Tyres


Competitors


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

Sasam Sasam


Gases SE Gases SE

Gane Gane


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 / ControllingMiguel Amor

Invoicing / LogisticLuciana Morales

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 2006 board meeting. cgs neumáticos ibérica agricultural tyres cgs...

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