2013 Fleet and Commercial Update 1
Welcome
Before you leave today… • You will have the latest information on our Fleet and Commercial Programs – Marketing – Incentives • Maintenance Program • Business Choice – Lowes Customer Appreciation Days partnership – GM Business Card
2013 Fleet & Commercial Update 4
State of the Fleet & Comm. Industry ■ Ford’s sales were down, TOTAL FLEET but they retained industry leadership by 801 units. CYTD YOY % ■ Detroit Big Three account Dec ’ 12 Change for 76% of the total fleet industry 674,060 -1.1% ■ GM’s Fleet & Comm. Sales is approximately 673,259 5.4% GM 25% of GM total NA 428,884 13.6% vehicle sales Chrysler ■ 75% of Chrysler volume TOTAL 2,333,906 8.8% is rental
GM Fleet – 2012 CY Sales Recap GM Fleet and Commercial posted 673,259 total sales in 2012 Gov’t Total Fleet Rental Commercial Sales Sales Fleet Sales Sales Up 5.4% Up 3.4% Up 3.1% Up 24.6% vs. Dec 2011 vs. Dec 2011 vs. Dec 2011 vs. Dec 2011 Source: NAEZQ
Rental Industry Highlights RENTAL ■ There is an influx of foreign interest in the CYTD YOY % rental market: Dec ’ 12 Change – Toyota up 48% – Mazda up 23% 431,617 3.4% GM – Nissan up 9% 322,184 9.2% Chrysler 259,039 2.4% Ford TOTAL 1,547,477 10.6%
Commercial Fleet Industry Highlights Commercial Fleet = 24% of total industry COMMERCIAL FLEET ■ Chrysler outpacing the industry CYTD YOY % Dec ’ 12 Change 312,595 3.1% Ford 164,763 3.1% GM 69,608 26.4% Chrysler TOTAL 567,283 6.7%
Government Industry Highlights Government (all) = 10% % of total industry GOVERNMENT ■ Detroit Big Three accounts for 99% of segment CYTD YOY % ■ Police playing into Dec ’ 12 Change local/state sales – GM police portfolio up 40 102,426 -18.1% Ford percent – Dodge Charger strong 76,879 24.6% GM – Ford down with 37,092 33.8% discontinuation of Crown Vic Chrysler TOTAL 219,146 2.2%
U.S. Auto Industry Sales 2013 (light duty)Forecast 16.99 16.91 18 16.56 15.0 – 16.15 15.5 16 14.8 13.24 14 12.80 11.60 In Millions 12 10.40 10 8 6 4 2 0 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013F
U.S. 2013 Fleet and Commercial Industry Sales • 2013 industry sales for fleet and commercial products are expected to grow 6.5% to 2,800,000 • Over the past 6 months, fleet sales up 3%, retail grew by 9% 3,547 3,356 4,000 3,150 3,303 2,800 2,747 3,000 2,629 2,564 2,410 In Millions 1,948 2,000 1,000 0 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013F GM Confidential
STRATEGY To be the #1 choice in the fleet and commercial industry . VISION To be the ideal professional partner to savvy business buyers in the commercial, rental, government and small business space by MISSION offering great products, innovative business solutions, and an exceptional customer experience. STRATEGIC GOALS THINGS WE ARE GONG TO DO Grow sales, share Increase CAP business; 2013 Malibu sales blitz STRATEGIC GOALS 1 and contribution margin Enterprise “rental to retail” initiative; CPO/Remarketing 2 Improve brand equity engagement STRATEGIES Build Customer Business Elite; Train all Chevy & GMC dealers to sell more 3 Enthusiasm commercial; New CSI and service retention process Improve cost New Business Choice (with 4 competitiveness 2-year/30K maintenance) TACTICS/EXECUTION Create a world class Field assessment (Install “Insight Selling” process); FCO 5 organization Career Fair
2013 Q1 GM FCO Sales Performance 172,390 UNITS – UP 6% CYTD Gained 1.9 share points in March – more than any other manufacturer ■ Commercial fleet & government down 9% in Q1 – Large company fleet sales down 19% – Dealer fleet commercial sales up 22%
2013 Q1 GM FCO sales performance ■ Full-size pickup sales up 59% SMALL ■ Full-size van sales up 28% BUSINESS SALES UP 36% THRU MARCH
Do You know your Commercial Opportunities? Commerci cial al Sales is good ood for you! u!
Do You know your Commercial Opportunities? How man any y Smal all l Busin iness are there in Arizo zona na? How man any y Smal all l Busin inesses have ve emplo ployees?
Do You know your Commercial Opportunities? How man any y Smal all l Busin iness are there in Arizo zona na? • Arizona has 396,318 small businesses, according to the most current federal data available. How man any y Smal all l Busin inesses have ve emplo ployees? • 107,0 ,018.. .. • The remaining 289,300 are Arizona Small Businesses that have no employees. But.. These Small Business statistics for Arizona do not include all self-employed individuals working in Arizona. According to the latest Federal data, the number of self-employed persons in Arizona (including incorporated companies that file via Schedule C) was 297,672.
What is in your Customers Fleet? Commerci cial al Fleet t Cens nsus us • Total al Units its in Operati ation on Smal all l and d Mid Size ze Fleet Market (US) 985,0 ,000 Cars 2,079,0 ,000 Truc ucks 396,0 ,000 Fleets
Do You know your Commercial Opportunities? Small and Mid Size Fleets ts in the US. 15 15-99 Uni nits in Operatio ation 11,00 Fleets 72,000 Cars 148,0 ,000 Trucks 5-14 Units its in Operatio ion 364,0 ,000 Fleets 913,0 ,000 Cars 1,931,0 ,000 Trucks
Who is your Commercial Customer? Who is the Small Fleet t Operat ator or • Contr ntrac actor ors • HVA VAC • Lawn/G n/Gar arde den Servic vices • Pest Control • Electric ical al Servi vices • Repai pair Servic vices • Local al Trucking ng and d Tran anspo portatio ation • Floris orist • Plum umbin bing • Roof ofin ing
What is Important to your Customer? What t do Commercial cial Fleets ts Care re Abou out? t? • Job b Suitab abil ility ity • Safety • Relia iabil bility ity • Cost Do You try to view w their r busine ness in a way ay that at inspi pires res action on towar ards ds your ur soluti ution on?
Who is your Commercial Customer? What t the Small Busine ness owne ner r Needs ds Fr From You • Show ow Up • Your compe petitor itors are calli ling ng on them directly ly • There aren’t a lot of Ups in the commercial market • Lessors and OEM’s are selling to them before they come into the market
Who is your Commercial Customer? What t the Small Busine ness owne ner r Needs ds Fr From You Cons nsul ultati ative ve Selling ng • Total al Cost of Owne nershi hip p Anal alys ysis is • Preve vent ntative ative Main intena nanc nce • Upfitt ittin ing • Fleet Mana nagement
Professional Advice?
Value? What t the Small Busine ness Owne ner r Needs ds Fr From You • Preve vent ntative ative Main intena nanc nce • First in Line Servic vice - “Who is to say that we would fix something or maintain something that we really don’t know anything about or have expertise in? Well, the truth is, we probably wouldn’t. Like what a lot of small fleets probably do, we would wait until it breaks” - “we’re an ice company that happens to have trucks. We’re not a trucking company that happens to do ice. I live and die by that”
Value? What t the Small Busine ness Owne ner r Needs ds Fr From You • Fleet t Mana nagement nt Expe perti tise – GPS and d Route ute Expe pertise ise – Drive iver Trai ainin ing – Fuel l Card d Prog ogram ams – Rema marketin ing – License nse and d Title le Wo Work – Fleet Plan anni ning The right vehicles in the right place at the right time – Alternative ative Fuels ls Great opportunity to educate your customers about the viability of various alternatives
Do the Basic’s Brilliantly! Succe cessful ful Small Fleet t Prog ogram ams • D-AB ABC • In person on sale les calls ls • Cons nstan ant lead ad Gene neratio ation • Regul ular ar Cont ntac act with h Custom omers • Marketin ing Suppo port • The Right ht produc duct
Good Industry Data..
Ques estio tions? ns? 29
2013 GM Fleet and Commercial Marketing & Incentive Programs 30
2013 Business Choice - Background • Background – Program is restrictive, complex, & not customer friendly • Surveyed all Chevy & GMC dealers – 425 Responses, 80% were Business Central – Confirmed program restrictive, and complex – Customers want a reason to return to the dealership 31
2013 Business Choice - Background • Key Objectives – Challenged to create a ‘Simple & Flexible’ program – Increase Customer Engagement and Retention >> Pre-paid Maintenance increases purchase consideration 72% >> Increases CSI and dealer profitability • GM Accessories and Adrian Steel will be our preferred partners 32
2013 Business Choice - Overview • Cash incentive for small businesses to assist in upfitting their work vehicles. • Program am Timeframe ame : January 3 rd -September 30 th 2013 • Eligible ible models ls: : – 2011/2012/2013 Chevrolet: Express, Silverado, Avalanche. GMC: Savana, Sierra – 2011MY vehicles will be dropped on Oct 1 33
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