Post on 25-Dec-2015
Matthew Saunders
Global Market Development Manager – Fleet, Leasing & Finance
23rd October 2008
Knowledge is Power
Agenda
Introductions The Challenges Positive Action Avoid the Pitfalls Let the customer choose? It’s more than just the payment! Summary
Introduction
19 years in rental and leasing
Rental Manager- Ryder Truck Rental
Sales Manager – HSBC Commercial Vehicles
Consultant – ALD Automotive
Sales Manager – POLK Roadtodata
About JATO: Our knowledge is your power
The leading global supplier of automotive intelligence Founded in 1984 Over 400 people in 45 locations worldwide Information and pioneering solutions that create
transparency in the market Our customers have the power to make informed
decisions ‘Quality of product and quality of service’
What do we do?
We research information for passenger cars and commercial vehicles including:
Detailed vehicle specifications published in real-time Vehicle prices, option prices and option build rules Comprehensive vehicle sales and registration
information allowing detailed market analysis Real-time market news service, aggregating
30,000 articles a year Manufacturer sales incentives Total cost of ownership information Option take rate and fitment rate
JATO’s operations worldwide….42 countries and still growing!
ArgentinaAustraliaAustriaBelgiumBrazilCanadaCanary IslandsChileChinaCzech RepublicDenmarkFinlandFranceGermanyGreat BritainGreeceHungaryIndiaIrelandIsraelItalyJapan
KoreaMexicoNetherlands New ZealandNorwayPoland PortugalPuerto RicoRomaniaRussiaSloveniaSlovakiaSouth AfricaSpainSwedenSwitzerlandTaiwanThailandTurkeyUSAVenezuela
The Numbers!
Who are the lessee's? Company car drivers Private individuals
How many are there? Fleet size of 1,677,206 for just 6 companies
Replaced every 3 years = 559,068 per annum Average of 10 quotations per order = 5,590,680 quotations
Cars are emotive – they bring out the passion! Drivers will scrutinise every detail. They’re taxed on price, Co2 emissions, fuel economy. Options that change these have big impact – financially.
That means we have over 5.5 million QA experts helping us!!!
The Challenges!
Who are the customers? Decision Makers Owner/General Managers Directors Procurement Officers VIP’s
What do they expect? professionalism, a one stop-shop, satisfaction
Attracting and retaining customers Achieving profits
Minimising costly errors Accurate data!
Where does the data come from?
Dealers? What are the risks associated with this?
Delayed response Accuracy of information Are there campaigns running? Is the dealer offering old stock? Does the vehicle have the correct options / specification?
Yourselves? What are the risks associated with this?
Magazines, adverts, web………. may be inaccurate. Can you be sure it’s the latest information? Dealer requests for information rely on the dealer (see above)
Data provider?
Positive Action Shift awareness
You lease cars & services, not just money Be knowledgeable about the products
Be proactive Constantly be aware of market changes Negotiate & re-negotiate deals with Manufacturers/Dealers
Differentiate from the competition Talk to & understand the customer’s needs Offer advice & choices Give customer the opportunity to define their ideal choice Beat competition on timely responses Show you are modern and have a vision for the future
Do NOT compete simply on price Relation Management & Customer Satisfaction count in the
long run Lease cars today that are ‘sellable’ tomorrow, improving
your residual values Minimize exposure & risk Actively promote favorable models
Avoid the Pitfalls
Automate market data source No need for resource to collect and input data No need to rely on the importer / dealer for information Link from database to your IT system via interface / ftp site / web services Incremental, daily, weekly, monthly updates = updated accurate information Ever specification, 1,000 items (average)
Check with customer to ensure acceptance of equipment to be ordered. Remember:
Build rules and option logic Change in wheel size affects tyre size Automatics change CO2, weight, MPG, fuel economy……… Configure ‘real’ vehicles only
Confirm with dealer/importer expected content
Ensure delivered car is as per the order
Let the customer choose? On-line car configurator & comparator suitable for:
Internet sites (internal use)
Extranet sites (Access to selected clients)
Internet sites (public offering)
Customised site, matching ‘look & feel’
It’s more than just the payment!Move the sales focus away from just price, offer more, offer Total Cost of Ownership (TCO):
Depreciation – affected by brand and model desirability, perceived quality, reliability and used demand vs. availability
Fuel – cost and consumption
Insurance – reparability, desirability and replacement cost
SMR – frequency, labour time, parts cost, complexity, reliability
Acquisition & finance – purchase price, interest
Taxation – Vehicle price, Emissions, environmental tax
Tyres – individual tyre cost (affected by tyre size) and expected wear rates
Support – overheads, organisation
Summary
The Challenges The customers, exceeding expectations, data supply.
Positive Action Proactive, market changes, negotiate, timely, good advice.
Avoid the Pitfalls Timely, accurate, complete data.
Let the customer choose? On-line tools
It’s more than just the payment! Depreciation, fuel, insurance, maintenance, taxation
Never under estimate the importance of getting it right first time!