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

Leasing customers include…

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’

Sample Integrated Site

Equipment

Options

Comparisons

Advantages

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

Total Cost of Ownership

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!

Our knowledge is your power