Matthew%20Saunders

1
Knowledge is Power
23rd October 2008

• Matthew Saunders
• Global Market Development Manager Fleet,
  Leasing Finance

2
Agenda

• Introductions
• The Challenges
• Positive Action
• Avoid the Pitfalls
• Let the customer choose?
• Its more than just the payment!
• Summary

3
Introduction

• 19 years in rental and leasing
• Rental Manager- Ryder Truck Rental
• Sales Manager HSBC Commercial Vehicles
• Consultant ALD Automotive
• Sales Manager POLK Roadtodata

4
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

5
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

6
JATOs operations worldwide.42 countries and
still growing!
7
Leasing customers include

8
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.
• Theyre 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!!!

9
The Challenges!

• Who are the customers?
• Decision Makers
• Owner/General Managers
• Directors
• Procurement Officers
• VIPs
• What do they expect?
• professionalism, a one stop-shop, satisfaction
• Attracting and retaining customers
• Achieving profits
• Minimising costly errors
• Accurate data!

10
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 its the latest information?
• Dealer requests for information rely on the
  dealer (see above)
• Data provider?

11
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 customers 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

12
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
• Every 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

13
Let the customer choose?

• On-line car configurator comparator suitable
  for
• Intranet sites (internal use)
• Extranet sites (Access to selected clients)
• Internet sites (public offering)
• Customised site, matching look feel

14
Sample Integrated Site
15
Equipment
16
Options
17
Comparisons
18
Advantages
19
Its 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

20
Total Cost of Ownership
21
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
• Its more than just the payment!
• Depreciation, fuel, insurance, maintenance,
  taxation
• Never under estimate the importance of getting it
  right first time!

22
Our knowledge is your power