case ih north america
DESCRIPTION
Case IH North America. Jim Walker. 140+ Tractors. 4WD Tractors. $. Combines. $. 2007 versus 2006. Performance Productivity Technology Total Systems Solutions Reliability Quality. Product Support Finance Package Customer Relations Management Dealer Brand Image Value (price). - PowerPoint PPT PresentationTRANSCRIPT
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Case IH North America
Jim Walker
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140+ Tractors
Q1 Q2 Q3 Q4 FY
20062005
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4WD Tractors
Q1 Q2 Q3 Q4 FY
20062005$
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Combines
Q1 Q2 Q3 Q4 FY
20062005$
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2007 versus 2006
140+ 4WD Combines
20072006
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Ag Equipment Value Package:
• Performance • Productivity• Technology• Total Systems
Solutions • Reliability• Quality
• Product Support• Finance Package• Customer Relations
Management• Dealer• Brand Image• Value (price)
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Ag Equipment Value Package:
• Performance • Productivity• Technology• Total Systems
Solutions • Reliability• Quality
• Product Support• Finance Package• Customer Relations
Management• Dealer• Brand Image• Value (price)
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Case IH North America
2007 Go To Market Plan
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The number of potential customers to buy our equipment in the future is shrinking.
In order to grow our business, we will need to take business away from competition.
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Dealer type and new Regions
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Purchasers can be subdivided into three major groups:
• Traditional
• Key Account
• National Account
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Traditional Business
Dealerships-016-08 (7"x7")
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Key Account Team
TSM CTMProduct
SpecialistCNH
CapitalDealerPSSM
RegionalSales
Director
Consider using graphics being developed for Orlando.
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Key Account Team
TSM CTMProduct
SpecialistCNH
CapitalDealerPSSM
RegionalSales
Director
Consider using graphics being developed for Orlando. Note areas highlighted from previous slide.
Sales Mnj.
Service Mnj.
Parts Mnj.
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National Account Team
• National Accounts Manager is “Quarterback” of the team
• Team members participant at applicable sales process stage
NationalAccounts
RegionalService
Manager
RacineMarketing
Corp CNHCapital
DealerCorpParts
KeyAccounts Sales Mgr
Consider using graphics being developed for Orlando.
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Sales Pursuance (Key/National Accounts)
0
10
20
30
40
50
60
70
80
90
100
Awareness Contact Distribution Product Company Demo
Sales Success
REPLACE WITH SALES PURSUANCE GRAPHIC FROM ORLANDO
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Dealerships-162-04 (11"x7")
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Dealerships-094-08 (7"x7")
Engine Rebuild
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Dealerships-109-12 (7"x7")
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STX Series-016-10 (4"x4")