The story of the transition from a manufacturing and sales company to transport solution provider – a transition process which revolutionised the company
To Create Your Own Wig Online To Create Your Own Wig Online
Proactive service solutions in the commercial vehicle industry - Les Bishop, Product Marketing Manager for MAN Truck & Bus UK Ltd.
1. 1< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions from MAN
Les Bishop, MAN Truck & Bus UK
2. 2< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Agenda
Introduction
Current Economic Landscape
Business Solutions –Definition
MAN Truck & Bus Case Study
Summary
3. 3< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Review
Economic Situation
0.00
0.50
1.00
1.50
2.00
2.50
May August September October
2012
2013
2014
GDP Growth Forecast Germany
Corrections within 2011
%
(Source: IHS Global Insight, October
2011)
4. 4< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
-9.0
-6.0
-3.0
0.0
3.0
6.0
9.0
12.0
EU 27 Germany Brazil Russia India China VISTA
2008
2009
2010
2011
2012
2013
2014
Review
Economic Situation
GDP Growth (%; forecast)
(Source: IHS Global Insight, October 2011)
5. 5< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
My Objective Today
Business Solutions – The Way Ahead
To Show:
How Manufacturers can
transition into service oriented
organisations.
6. 6< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
“The Future of
Manufacturing???”
7. 7< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
My Objective Today
Business Solutions – The Way Ahead
To Show:
How a Business Solutions
approach can create a strong
and compelling brand.
8. 8< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions
BUSINESS SOLUTION-DEFINITION:
Create and deliver value
for the customer.
To help the customer become more
profitable
9. 9< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions
Brands are ‘benefit bundles’
with a sustainable degree
of differentiation
10. 10< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions
How do we differentiate
ourselves in the market
place today?
11. 11< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
The Machine that changed the World
12. 12< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions
What is the difference between,
Apple
and
VW+Daimler+BMW+Ford+GM?
13. 13< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions
$132. billion!!
Source:Financial times 18/3/13.The Worlds largest companies by market capitalisation.page 29.
Apple:$402bn Others $270 bn
14. 14< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions
Are you making a machine
or
a solution?
15. 15< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions
Can your machine change the world?
16. 16< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions
Can your machine or business model
change the basis of competition?
17. 17< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions
think differently......
18. 18< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
The Lessons from the UK truck industry
of the last 40 years
An overwhelming need to embrace and adapt to change
1970 UK Market > 6 tonnes c.70,000 units –market leader Bedford
1980 UK Market > 6 tonnes c.60,000 units –market leader Ford
1990 UK Market > 6 tonnes c.50,000 units –market leader Leyland DAF
2010 UK Market > 6 tonnes c.<30,000 units –market leader DAF
2012-2020 UK Market > 6 tonnes c.40,000 units –market leader ????
19. 19< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions
To focus more on the actual
needs of customers .
To improve
the quality and profitability
of their business
20. 20< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN Business Solutions
TRADITIONAL APPROACH:
• Specification / engineering
led discussion
• Low prices
for trucks and parts?
21. 21< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN Business Solutions
Or… a ‘TCO’/Servitization
discussion
22. 22< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN’s ‘Added Value’
Business Solutions from MAN
23. 23< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN’s - Customer Focus
Focusing on Our Operators‟ Whole Life Costs
24. 24< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Total Cost of Ownership
Profit & Loss Account of a Typical Haulier
Average Turnover Per Vehicle = €150,000
Net Profit Per Vehicle For Top 100 Operators 3-4% ROS
Net Profit Per Vehicle Per Annum = €5-6000
Total Cost of Operation Per Vehicle = €145,000
Fuel Cost @ 45% = €65,000
10% Saving on Fuel = €6,000
Achieving this will more than DOUBLE the
bottom line profit per vehicle!
25. 25< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MTBUK : Business Solutions
- at the touch of a button
www.
trucknology
.co.uk
26. 26< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing 26
27. 27< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Driver Improvement is the Key!
Use of Cruise
Control
Harsh
Braking
Correct Use
of Gears
Time Spent in
‘Sweet Spot’
Engine Idle
Monitoring
Harsh
Acceleration
Over-speeding
MAN EcoStyle Reporting: Standard on TGX
MAN TGX: Whole Life Costs / Fuel Consuption
28. 28< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Absolute StarA
Benchmark PerformerB
Competent - Could Do BetterC
Development RequiredD
Expensive (Economically & Environmentally)
E
FrighteningF
Goodbye!G
461 : 44%
94 : 9%
10 : 1%
0 : 0%
10 : 1%
94 : 9%
380 : 36%
Driver Categories as Tested
>1,000 UK Tractor Drivers Tested
29. 29< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Development RequiredD
100
Expensive (Economically & Environmentally)
E
109
FrighteningF
121
Goodbye!G
130 (EST)
Absolute StarA
83
Benchmark PerformerB
89
Competent - Could Do BetterC
94
1,000 UK Tractor Drivers Tested
30. 30< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN Fleet Management
MAN Fleet Management System takes a trucks raw data and
simplifies results into meaningful and valuable reports fo customers
Fleet Management Reports provide accurate proof of how the trucks
and drivers are performing – a major benefit for customers looking
to keep their costs down and their overall efficiencies up high
31. 31< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Fleet Statistics as Raw Data
32. 32< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
FMS – Group Summary Report
1. Driver A
2. Driver B
3. Driver C
4. Driver D
5. Driver E
6. Driver F
7. Driver G
8. Driver H
9. Driver I
35. 35< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Finance – 6 - 24 months (long term rental)
Vehicle – list price: c. €120,000
R&M Package – up to 300,000 km
6 weekly VOSA Inspections and MoTs
24 Hour Uptime
Mobile24 Roadside Assistance cover
ProfiDrive Driver Training
MAN Fleet Management – Driver Reports
VOSA - Online Service Documentation
Tyres & Road Tax
MAN Business Solutions – Euro 5 Solution
MAN TGX 26.440 (6x2 tractor)
36. 36< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN TGX 26.440:
- 2 Years
- 300,000 kms
<15p / km
MAN Business Solutions – Euro 5 Solution
MAN TGX 26.440 (6x2 tractor)
37. 37< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Fixed / Flexible R&M Contracts
3 Years: 450,000 km
£265/month
2.12p/km
VOSA Online Service
Management System
EcoStyle Driver / Vehicle Reporting
MAN ProfiDrive - EcoTraining
MAN - Customer Focus: R&M Contracts
Focusing on Our Operators‟ Whole Life Costs
Online Vehicle Documentation /
Servicing Database: 24/7
38. 38< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
77
42
55
77
74
6967
47
57
48
74
63
82
76
49
62
68
75
92
76
67
73
67
61
68
71
75
64
46
75
50
68
65
79
0
10
20
30
40
50
60
70
80
90
100
DAF Iveco MAN MB Ren Scania Volvo
2006 2007 2008 2009 2010
MAN„s performance increased continously from 2006 to 2010.
MAN: 2nd position overall competitors Benchmark: Volvo
0*+8
* 2006 analysis for IVECO not possible due to small base
*
+4-6
-11-3 -27
*In 2010 Renault was not included in the sample,
the results shown are those from 2009
HTS 2010 – UK Customer Retention
Aftersales Index of Customer Retention
39. 39< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
UK Market - 6x2 Tractor Sector
Jan –December 2011
Yr End 2010 Yr End 2011
Vol Mkt % Vol Mkt %
1 Scania 1897 19.5% 1 Volvo 2913 19.1%
2 Volvo 1725 17.7% 2 MAN 2891 19.0%
3 Merc 1602 16.5% 3 DAF 2797 18.4%
4 DAF 1583 16.3% 4 Scania 2273 14.9%
5 MAN 1554 16.0% 5 Mercedes 2214 14.5%
6 Renault 1069 11.0% 6 Renault 1805 11.8%
7 Iveco 298 3.1% 7 Iveco 346 2.3%
Total 9728 Total 15239
40. 40< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN Business Solutions
Life Cycle Margin Potential. Total Potential Margin
Truck
Sale
Financial Rental Service Resale
Services Income & Parts Margin
Large
Fleet
~ 100
0 0 ~ 1 0
100.
Small
Fleet
~ 200
~ 2.5 0 ~ 4 0.5 230.
MAN
Rental ~ 100 ~ 2.5 ~ 10 ~ 5.5 4 360
PEMA
Stegmaier
MAN Business Solutions
41. 41< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN in the UK 1992-2011.
market share 3% - 13%
Turnover £50m - £700m
Vehicle Sales 1,500 - 8,000 pa.
Parts Sales £10m - £100m
50% of sales with Finance & Service Contract
10,000 units under service/ fleet management
42. 42< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Export & Freight: Fleet Truck of the Year 2011
MAN TGX
43. 43< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Fleet Transport: Fleet Truck of the Year 2011
MAN TGX
44. 44< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Harwoods – Motor Transport’s
Dealer of the Year for 2011
45. 45< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Motor Transport: Haulier & Driver of the Year
MAN TGX
46. 46< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
National / Key Accounts Successes
2011
47. 47< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
National / Key Accounts Successes
2011
48. 48< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
National / Key Accounts Successes
2011
49. 49< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
R&M Lifetime Income
St Gobain are poised to order 700 Trucks
on an 8 year R&M Contract.
This is valued at €30 million after sales income.
€15m parts
50. 50< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Project: The Vitruvian MAN
Business Solutions for DPDHL
The Anatomy of MAN
Partnership in Alignment with DHL
51. 51< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN | Asset Management
Scope of Services & Benefits
Procurement Management:
Truck / Trailer / Body (GC)
Configuration of Specification
Supply Chain Management
Production timing complete unit
Delivery time
Transport to A – B – C
Contracting Services
Purchase equipment
Buy Backs
R&M
Warranties
MOT
Breakdown & Damages
Towing
Toll & Fuel Card
Replacement Vehicles
Tyre Care
Check-in / Check-out
others
Telematics Services
Global Reporting & Analysis
Truck & Trailer
TCO
Driver Behaviour
Distance
Fuel Consumption
Carbon Emission
Idling Time
Workshop Scheduling
Up Time
Reallocation of surplus units
Benchmarking
Finance
Credit
Financial Lease
Operating Lease
Sale and Leaseback
Rental Solutions
MAN | Rental
Business Partners
short and long term
Registration
Insurance
Taxes
Exchange of Assets
New unit with used unit
at best time
warrant young fleet
lower cost
reliability
latest technology
Management of:
Invoicing
Administration
Control
Processing
Review Meetings
Performance
Escalations
Contract Management
MAN | Asset
management
52. 52< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN Business Solutions
Stop Selling Trucks.
Start Selling Solutions.
53. 53< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
One more thing…..
One more thing .....
54. 54< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN Business Solutions
Do not underestimate the
Management and Cultural
challenge!
55. 55< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
“The Future of
Manufacturing???”
56. 56< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Transport Worldwide. Powered by MAN.