strictly confidential - colada · truck order intake and sales above budget, but market share...

INTERNATIONAL SALES

CONFERENCE 2017

Budapest, February 2017

Heinz-JürgenLöw | MTB-S | ISC

STRICTLY CONFIDENTIAL

Welcome!

< >

Personnel changes in NSCs

MAN Truck & Bus | MTB-S | H.-J. Löw | 02/2017 | ISC

SRW SRE

Thomas Hemmerich: 1.2.17

Robert Katzer: 1.2.17

Marcus Gossen: 1.2.17

Thomas Maurer: 1.1.17

Martin Strier: 1.4.17

Reinhard Faderl: 1.4.17

Peter Andersson: 1.11.16 Niels Jensen: 1.10.16

Claus Wallenstein: 1.4.17

3

Agenda 1 Review 2016 & Outlook 2017

2 Status FUTURE LION

Coffee break

3 Key Note Speaker

Lunch

Agenda

Agenda 4

Workshop:

MAN FinancialServices

5 Workshop:

MAN Corporate Values

6 Workshop:

Markenleitbild

7 Workshop:

CRM with Salesforce

8 Workshop:

Go-to-market RIO

9 Wrap-up

40 min.

each

Agenda

Review 2016 &

Outlook 2017

< >

Overview performance 2016 of all Business Units

7

Performance 2016

Truck Order intake and sales

above budget, but market

share target EU not

achieved (market mix: 0,3

%)

Margin 2m€ above 2015,

but below budget (esp.

>16t segment)

Bus Order intake and sales

above budget

Market share target

achieved

Very good margin, above

last years performance

and above budget

Used Highest sales in history

Margin clearly below

budget due to UK (EGR),

Middle-East (one time

effect), Turkey (FX-effect)

Engines

After Sales

Volume target not

achieved

Good margin and

compensation by

components business

Revenue slightly below

budget (FX-effect)

Ergebnisbeitrag on

budget level


< > MAN Truck & Bus | MTB-S | H.-J. Löw | 02/2017 | ISC

SALES AFTER SALES BREAKDOWN

655863

+5

Target

2017

Target

2016

Actual

2016

585356

+3

Target

2017

Target

2016

Actual

2016

534651

+5

Target

2017

Target

2016

Actual

2016

CustomerFirst – results 2016 and targets 2017

8

< > MAN Truck & Bus | MTB-S | H.-J. Löw | 02/2017 | ISC

Successful roll-out in 19 markets

2016

~ 46.000 interviews conducted, ~ 3.300 Hot Alerts handled

Successful roll-out of new CXi portal

~ 7.200 employees trained via web based training

40 “Train the trainer” trained

2017

Roll-out in South Africa and Russia

Implementation of steering process

Company-wide roll-out CustomerFirst principles with CHANGE

CustomerFirst – key achievements and next steps 2017

9

< >

Top Customer Orientation

Why: Increase

customer satisfaction

Why: Improve market handling,

increase volumes and profitability

CustomerFirst

Why: Productivity

increase in

Sales / After Sales,

cooperation with RIO

New configurator

Salesforce

MORE

Why: Solution oriented

configurator

11

TRUCK

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Cycleplan Truck – Product Focus

Cycleplan Truck

2017

Beijing V D26

2nd life Euro 6

New Infotainment

features

New TG

SAF Holland

5th wheel

ERA Glonass

TBM3

CLA Steel Bumper

Variable axle

load ratio

Q1 Q2 Q3 Q4

Wheelbase

6x2 3300

D08 SCR only

(EU VIc)

12

Q1 Q2

2018

MY2018 cab

D08 SCR only (EU V & IV)

ACC Stop&Go

EBA < EU VI

CLA D26

MAN Truck & Bus | MTB-S | J. Björnör | 02/2017 | ISC

< >

Cycleplan Truck – Sales Initiatives & Measurements

Cycleplan Truck

2017 Q1 Q2 Q3 Q4

13

Q1 Q2

2018

Phase out MY2016

CLA push campaign

Rigid push campaigns

Try & Buy 2017

D08 Distribution Push

Phase out MY2017

Trucknology Days

MY 2017

Training Camp

MY 2018

Trucknology Days

MY 2018

Roadshow

MY 2018

MAN Truck & Bus | MTB-S | J. Björnör | 02/2017 | ISC

14

BUS

< >

Cycleplan Bus – Product Focus

Cycleplan Truck

2017

Coach:

50 years Skyliner

Facelift MAN

Lion‘s Coach

City bus:

HVO-release for

all Diesel

engines

Coach:

New Infotainment

Q1 Q2 Q3 Q4

Coach:

Optimisation driver station,

Colour & Trim NEOPLAN

LED NEOPLAN

Tourliner & Lion‘s Coach

13-m-2-Achser

15

Q1 Q2

2018

MAN Truck & Bus | MTB-S | R. Kuchta | 02/2017 | ISC

< >

Cycleplan Bus - Sales Initiatives & Measurements

16

2017

JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC

Neoplan

Push

Pre press

conference

Busworld

Coach of the

Year in

Sweden

Cycleplan Bus

MAR

2018

BusDays

MAN Truck & Bus | MTB-S | R. Kuchta | 02/2017 | ISC

< >

Sneak Preview TGE at Engineering HQ WOB

Project Work and World Premiere TGE

18 MAN Truck & Bus | MTB-S | D. Affeld | 02/2017 | ISC

< >

Launch Plan 2017: 2.860 TGE sales planned

Jan Feb Mar Apr Mai Jun Jul Aug Sep Oct Nov Dec

TGE Discovery

2017

Market Entry Market Entry Press Event 1

Test Drive

Start Sales & After

Sales Training

Order

Start

Press Event 2

Test Drive Start of

Production

Jan Feb Mar

Market Entry

19 MAN Truck & Bus | MTB-S | D. Affeld | 02/2017 | ISC

20

USED

< >

Cycleplan Used

Cycleplan Used

2017 Q1 Q2 Q3 Q4 Q1 Q2

2018

Roll out

Residual value

Engine VAN

Bus

Competence

Center

Convent

First

certified

salesmen

Rollout

Wholesale

plattform

MAN Truck & Bus | MTB-S | S. Schall | 02/2017| ISC

MAN TopUsed certification program for salesmen

New TopUsed responsive website

CRM Salesforce Used Pilot Austria

Rollout IVR 2.0

Retrofit EURO 5 & EURO 6

New Pricing tool MAN TopUsed Navigator

21 21

22

AFTER

SALES

< >

Cycleplan After Sales – Product Launches

Cyclepan After Sales

2017

Q1 Q2 Q3 Q4

23

Q1 Q2

2018

Longer E6c

maintenance

intervals

New goodwill

parameters

2nd year

service

warranty

Oil Launch Oil Launch Oil Launch Oil Launch

Re-Launch Accessories (continuous portfolio extension)

New TGE

After Sales

ServiceCare

Performance

Updated

ecoline

Engines

TopUsed

Service

Contracts

MAN Truck & Bus | MTB-S | J. Witt | 02/2017 | ISC

< >

Cycleplan After Sales – Sales Initiatives & Measurements

Cycleplan After Sales

2017

Q1 Q2 Q3 Q4

24

Q1 Q2

2018

„It‘s about getting

there safely“ „Our clean air act“

„The technology

does it“

„Seeing and being

seen“

Integrated sales campaign

Service Brand Campaign

MAN Truck & Bus | MTB-S | J. Witt | 02/2017 | ISC

Heavy Rigid Campaign

Status Future Lion

PACE2017, Market & Product

Focus

Löw, Bothmann | ISC Budapest | 15.02.2017

2

< >

STATUS FUTURE LION

MAN Truck & Bus | MTB-S | H.-J. Löw | 02/2017 | ISC 26

Status PACE2017

< >

Status: Dezember 2016

B Sales Performance

61

Orig.

Target

2017

160

Target

2016

300

28

Focus on budget fulfilment in 2017

Target achievement still stressed

TRUCK

BUS

USED

AFTER SALES

ENGINES

235

Budget

2017

MAN Truck Bus | MTB-S | H.-J. Löw | 02/2017 | ISC

< >

Status: Dezember 2016

29

F Working Capital

Inventory remains

80 Mio.€ above target

262

Target

2017

275

Target

2016

300

E Structure & Organization

Good achievement in headcount

reduction and efficiencies

Close to target achievement, but

also due to unoccupied positions

(688 efficiencies + unoccupied

positions)

Focus on reduction of long stayer

and processing time

Budget confirmed and measures

composed

PACE2017 Target

achievement till 06/2017

601 625

625

Target

24


Market & Product Focus

< >

…only possible with the right focus

Success is…

< >

Status Future Lion

Future Lion: Markets & Products

MARKETS

Special Applications

Distribution Long Haul : Haulage

PRODUCT SEGMENTS

Tru

ck

B

us Intercity Coach City

3 4 5 6 1 2

Owner

Operator Small Fleet Medium Fleet Large Fleet

Fle

et

S

ize

1 2 3 4 5 6 7

8 9 10 11 12 13 14 15

Focus on the most promising markets and product segments


< >

Long Haul

Standard

Standard

Distribution

Produkt Fokus „Must win“segments

Construction City Bus

Product focus „must-win“ segments

< >

Status Future Lion

Clear prioritization of countries

Mark

et

Att

racti

ven

es

s

Neutral High

Ability-to-Win

Low

Hig

h

Neutr

al

Lo

w

Size

Growth

Profitability

Product Organization Market position

Customer perspective


< >

Status Future Lion

Margin improvement in focus

Secure market position / focus on leadership position

Secure good position in

selected product segments

Profit maximization

(sales and after-sales)

Selective investments


< >

Status Future Lion

Volume growth in focus

“Must-win” countries to fulfill our strategic goals

Focus on volume

Margin steering aligned to

growth

Prioritize investments


< >

Source: MAN-FR Analysis

Status Future Lion

Selected focus countries in Asia

New approach for promising markets outside of Europe

Focus on volume

Margin steering aligned to

growth

Investments to secure

market position


< >

Source: MAN-FR Analysis

Status Future Lion

Focus on margin optimization

Opportunistic realization of potential

Volume steering aligned to

margin

Focus on margin optimization

Reduction of investments


< >

Status Future Lion

CSP process further optimized for roll-out

Toolbox / best practices 2 Stand. business case logic 3 Strategic guardrails 1

A collection of best

practices for NSCs

Countries are free to

choose toolbox elements

or to develop ideas

Toolbox is a living

document

Predefined business

case model with HQ input

BU specific measure

impact reflected

Cross-BU

interdependencies of

measures consistently pre-

structured

Guiding principles for

CSP

Strategic guardrails

aggregated and

structured

Strategic KPIs for CSP

steering and tracking

and target values provided

Optimized CSP roll-out process


< >

Until end of 2017 Until 03/2017

Phase I

09/2016 until mid 11/2016

Development

of CSPs for

add. ~5

countries

Development

of short CSPs

for 5-10

additional

countries

Achieve 70%

sales volume

(Truck)

Development

of CSPs in 3

countries

Must Win

countries:

Largest

country:

Establishment of

CSP process

Preparation with

Central Functions

& Regions

Definition of

strategic

guardrails

Development

of measure

toolbox by

BU

Phase II Phase III

CENTRAL GUIDANCE DEVELOPMENT

Development

of CSPs for

add. 3

countries

PR66 planning

based on norm

strategies and

available CSPs

CSP roll-out plan 2017: Current focus on GER, ITA, ITA - High CSP

coverage towards end of 2017 (~70% of truck sales)

Status Future Lion

Today

3 phases to cover approx. 70% of volume in CSP & planning processes


strictly confidential - colada · truck order intake and sales above budget, but market share...

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