WELCOME!

TOTAL IMMERSION

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INTRODUCTIONS

Who am I?Who are you?

1

VIDEO RECAP

Thoughts?Why did we do this?Let’s discuss:

What was new?What words define Scion?

2

VIDEO RECAP

Six Steps:Take a ChanceMake Your Own RulesEmbrace NowBe YourselfCustomizeBuild a Relationship

2

AGENDA

Here’s what we’re doing:Scion brand immersionScion history & accoladesScion Solutions discovery

Ready? Let’s go.

SCION HISTORY & ACCOLADES

Match each Scion milestone with its concurrent world eventLook out for clues!

We provided a gimme

Ready? Go!

2-5

ANSWERS…HOW DID YOU DO?

1. C2000 – Brand created

2. A2002 – Premiere at NY Auto Show

3. B2003 – xA and xB debut

3

ANSWERS

4. D2003 – AIA Best Auto Show Exhibit

5. F2003 – Gold at Chicago Auto Show

6. E2004 – xB wins Bronze

3

ANSWERS

7. H2004 – tC launches nationwide

8. G2004 – First Scion Exposed owner’s event

9. I2004 – tC named to “Class of ’04”

4

ANSWERS

10. L2005 – xB wins “Best Buy”

11. J2005 – xB one of “Sexiest Cars of the Year”

12. K2005 – tC wins JD Power’s IQS award

4

ANSWERS

13. N2005 – “Best of What’s New” list for tC

14. O2006 – tC named “standard specialty”

15. M2006 – “Greener Choices” for xA

5

ANSWERS

16. R2007 – 2nd Gen xB launches

17. P2007 – xD launches nationwide

18. Q2009 – JD Power’s VDS award for tC

5

THE SCION PROMISE

The promise:OpennessFlexibilityPersonalization

The Scion Promise

Scion Purchase Process 6

Flexibility Monospec

Personalization Personalization

SCION PURCHASE PROCESS

Promise Process

Openness PURE PRICE™Products

Programs Accessories

6

SCION SOLUTIONS DISCOVERY

College Graduate ProgramMilitary ProgramiFinanceGen OneScion Pure Lease

6

COLLEGE GRADUATE PROGRAM

All new Scion models eligibleCustomer qualifications:

Graduate of recognized programRecent or upcoming graduateProof of employmentMinor credit lapses allowed!

6

COLLEGE GRADUATE PROGRAM

Customer benefits:$1,000 rebateAutomatic Zone 1 rateSecurity deposit waived12 month/12,000 miles Roadside Assistance

6

MILITARY PROGRAM

All new Scion models eligibleCustomer qualifications

Active/Inactive duty statusRetired military NOT eligibleSufficient income

Customer benefits$1,000 rebate

7

iFINANCE

Customer qualifications:3 referencesAt least one $500 credit lineNo adverse creditFull-time job for 6 months

7

iFINANCE

Customer benefits:Down payment reduced to 10%100% maximum advance of invoiceIncludes accessories, tax, title, & licenseAutomatic Zone 4 rate, or better

7

GEN ONE

Customer qualifications:No established credit necessary3 referencesNo adverse credit Full-time job for 6 months

8

GEN ONE

Customer benefits:90% maximum advance of invoiceIncludes accessories, tax, title, & license

8

SCION PURE LEASE

PricesxD $187/month, 36 mo., $837 due at signingxB $199/month, 36 mo., $849 due at signingtC $256/month, 36 mo., $906 due at signing

AdvantagesConsistent messageNo surprises

*Does not include tax, title, and license8

SCION PURE LEASE

Why is it “pure?”Same base payment for MY 10Same base rate for 1+ thru Zone 3Capitalized Cost = MSRPWaived security depositLittle money due up-front

or rebate applies

8

SCION SOLUTIONS RECAP

Which programs did we cover?College Graduate requirements?Benefits of iFinance?No credit history?Mileage under Scion Pure Lease?

Hints:

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AGENDA

What are we doing?Static tC walkaroundCompetitor analysisxB, xD, and tC model updates

tC UNPLUGGED

ROTATION INSTRUCTIONS

tC Walkaround

x24 total

x3

x3

x3

x3

x6

x6

x12

x12

Groups

Sub-groups

Work Table

w/ spec sheets

Work Table

Competitor Analysis

BEHIND THE WHEEL

CLOSING

REVIEW

Competitive Q&A sessionTeam 1 vs. Team 2

Workbooks are off limits!Ready? Let’s go!

REVIEW

Team 1What was one of the six Steps to Become a Scion Enthusiast?

Team 2Which Step to Become a Scion Enthusiast was based on understanding the “Scion generation”?

REVIEW

Team 1What is the average age of tC buyers?

Team 2In what year did the original tC launch nationwide?

REVIEW

Team 1What are the three foundational elements of the Scion Purchase Process?

Team 2What two Scion Solutions programs are ideal for customers with little or no credit history?

REVIEW

Team 1What are the exact horsepower and torque figures for the 2011 tC?

Team 2What is the exact 0-60mph acceleration time for the six-speed manual tC?

REVIEW

Team 1What is the exact 0-60 mph acceleration time for the six-speed automatic tC?

Team 2What three tC competitor makes/models did we focus on today?

REVIEW

Team 1What are two of tC’s key competitive advantages?

Team 2Based on your positioning statements, what are two DIFFERENT competitive advantages for tC?

REVIEW

Team 1How many degrees does the rear seat recline?

Team 2Which tC competitor does not come standard with a USB port?

REVIEW

Team 1How many speakers come standard in the new tC?

Team 2How many total watts of power come with tC’s standard Pioneer audio system?

RECAP

And the winner is…

Take this information to the sales floor

Use product knowledge to personalize

YOU’RE OUTTA HERE!