SlideShare ist ein Scribd-Unternehmen logo
1 von 56
1< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions from MAN
Les Bishop, MAN Truck & Bus UK
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< >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< >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< >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< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
“The Future of
Manufacturing???”
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< >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< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions
Brands are ‘benefit bundles’
with a sustainable degree
of differentiation
10< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions
How do we differentiate
ourselves in the market
place today?
11< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
The Machine that changed the World
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< >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< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions
Are you making a machine
or
a solution?
15< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions
Can your machine change the world?
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< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Business Solutions
think differently......
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< >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< >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< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN Business Solutions
Or… a ‘TCO’/Servitization
discussion
22< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN’s ‘Added Value’
Business Solutions from MAN
23< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN’s - Customer Focus
Focusing on Our Operators‟ Whole Life Costs
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< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MTBUK : Business Solutions
- at the touch of a button
www.
trucknology
.co.uk
26< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing 26
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< >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< >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< >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< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Fleet Statistics as Raw Data
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
33< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Driver / Vehicle Summary – Category ‘D’
Safe & Economical Driving Report
34< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Driver / Vehicle Summary – Category ‘B’
Safe & Economical Driving Report
9.4%
improvement
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< >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< >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< >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< >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< >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< >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< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Export & Freight: Fleet Truck of the Year 2011
MAN TGX
43< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Fleet Transport: Fleet Truck of the Year 2011
MAN TGX
44< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Harwoods – Motor Transport’s
Dealer of the Year for 2011
45< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Motor Transport: Haulier & Driver of the Year
MAN TGX
46< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
National / Key Accounts Successes
2011
47< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
National / Key Accounts Successes
2011
48< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
National / Key Accounts Successes
2011
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< >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< >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< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN Business Solutions
Stop Selling Trucks.
Start Selling Solutions.
53< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
One more thing…..
One more thing .....
54< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
MAN Business Solutions
Do not underestimate the
Management and Cultural
challenge!
55< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
“The Future of
Manufacturing???”
56< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing
Transport Worldwide. Powered by MAN.

Weitere ähnliche Inhalte

Was ist angesagt?

Managing Change at British Airways, An Introduction
Managing Change at British Airways, An IntroductionManaging Change at British Airways, An Introduction
Managing Change at British Airways, An IntroductionMiles Agbanrin
 
Simulation Scenario Context
Simulation Scenario ContextSimulation Scenario Context
Simulation Scenario ContextTonyversity
 
A tqm-case-study-in-service-sector british airways
A tqm-case-study-in-service-sector british airwaysA tqm-case-study-in-service-sector british airways
A tqm-case-study-in-service-sector british airwaysiipmff2
 
PSA Peugeot Citroen Automotive Company Profile, SWOT and Financial Report...
PSA Peugeot Citroen   Automotive   Company Profile, SWOT and Financial Report...PSA Peugeot Citroen   Automotive   Company Profile, SWOT and Financial Report...
PSA Peugeot Citroen Automotive Company Profile, SWOT and Financial Report...Reports Corner
 
ArvinMeritor Corporate Overview
ArvinMeritor Corporate OverviewArvinMeritor Corporate Overview
ArvinMeritor Corporate OverviewOttoypj
 
British airway case analysis
British airway case analysisBritish airway case analysis
British airway case analysisshelly999
 
Daimler 2007 Annual Report
Daimler 2007 Annual ReportDaimler 2007 Annual Report
Daimler 2007 Annual Reportearningsreport
 
DAF in action magazine 2013, Number 1
DAF in action magazine 2013, Number 1DAF in action magazine 2013, Number 1
DAF in action magazine 2013, Number 1Sjoerd van Dijk
 

Was ist angesagt? (9)

Managing Change at British Airways, An Introduction
Managing Change at British Airways, An IntroductionManaging Change at British Airways, An Introduction
Managing Change at British Airways, An Introduction
 
oleoCS
oleoCSoleoCS
oleoCS
 
Simulation Scenario Context
Simulation Scenario ContextSimulation Scenario Context
Simulation Scenario Context
 
A tqm-case-study-in-service-sector british airways
A tqm-case-study-in-service-sector british airwaysA tqm-case-study-in-service-sector british airways
A tqm-case-study-in-service-sector british airways
 
PSA Peugeot Citroen Automotive Company Profile, SWOT and Financial Report...
PSA Peugeot Citroen   Automotive   Company Profile, SWOT and Financial Report...PSA Peugeot Citroen   Automotive   Company Profile, SWOT and Financial Report...
PSA Peugeot Citroen Automotive Company Profile, SWOT and Financial Report...
 
ArvinMeritor Corporate Overview
ArvinMeritor Corporate OverviewArvinMeritor Corporate Overview
ArvinMeritor Corporate Overview
 
British airway case analysis
British airway case analysisBritish airway case analysis
British airway case analysis
 
Daimler 2007 Annual Report
Daimler 2007 Annual ReportDaimler 2007 Annual Report
Daimler 2007 Annual Report
 
DAF in action magazine 2013, Number 1
DAF in action magazine 2013, Number 1DAF in action magazine 2013, Number 1
DAF in action magazine 2013, Number 1
 

Andere mochten auch

Business models for PSS in the maritime branch - Jakob Andersen, Research Ass...
Business models for PSS in the maritime branch - Jakob Andersen, Research Ass...Business models for PSS in the maritime branch - Jakob Andersen, Research Ass...
Business models for PSS in the maritime branch - Jakob Andersen, Research Ass...Tim McAloone
 
The voice of the customer: TORM's experiences and needs within PSS - Allan H....
The voice of the customer: TORM's experiences and needs within PSS - Allan H....The voice of the customer: TORM's experiences and needs within PSS - Allan H....
The voice of the customer: TORM's experiences and needs within PSS - Allan H....Tim McAloone
 
What can we expect from service? The promise of PSS - Tim McAloone, PROTEUS P...
What can we expect from service? The promise of PSS - Tim McAloone, PROTEUS P...What can we expect from service? The promise of PSS - Tim McAloone, PROTEUS P...
What can we expect from service? The promise of PSS - Tim McAloone, PROTEUS P...Tim McAloone
 
Emerson's transition towards a servitised business - Per Svensson, Director o...
Emerson's transition towards a servitised business - Per Svensson, Director o...Emerson's transition towards a servitised business - Per Svensson, Director o...
Emerson's transition towards a servitised business - Per Svensson, Director o...Tim McAloone
 
Innovating within the value chain: Supplying components to an existing PSS - ...
Innovating within the value chain: Supplying components to an existing PSS - ...Innovating within the value chain: Supplying components to an existing PSS - ...
Innovating within the value chain: Supplying components to an existing PSS - ...Tim McAloone
 
From can-kickers to total solution provider - Ole Würtz, Senior Training Cons...
From can-kickers to total solution provider - Ole Würtz, Senior Training Cons...From can-kickers to total solution provider - Ole Würtz, Senior Training Cons...
From can-kickers to total solution provider - Ole Würtz, Senior Training Cons...Tim McAloone
 
14 so what now - tmca
14   so what now - tmca14   so what now - tmca
14 so what now - tmcaTim McAloone
 
Gauging your Readiness for PSS
Gauging your Readiness for PSSGauging your Readiness for PSS
Gauging your Readiness for PSSTim McAloone
 
PSS Networks and Partnerships
PSS Networks and PartnershipsPSS Networks and Partnerships
PSS Networks and PartnershipsTim McAloone
 
12 business models - jaban
12   business models - jaban12   business models - jaban
12 business models - jabanTim McAloone
 
World-Class Servitisation: Methods, Cases and Partnerships
World-Class Servitisation: Methods, Cases and PartnershipsWorld-Class Servitisation: Methods, Cases and Partnerships
World-Class Servitisation: Methods, Cases and PartnershipsTim McAloone
 
06 readiness for pss - hsuan
06   readiness for pss - hsuan06   readiness for pss - hsuan
06 readiness for pss - hsuanTim McAloone
 
09 partnerships - thow2
09   partnerships - thow209   partnerships - thow2
09 partnerships - thow2Tim McAloone
 
Domestic animal ipad apps
Domestic animal ipad appsDomestic animal ipad apps
Domestic animal ipad appsNeharica Walter
 
08 organisation - napi
08   organisation - napi08   organisation - napi
08 organisation - napiTim McAloone
 

Andere mochten auch (18)

Business models for PSS in the maritime branch - Jakob Andersen, Research Ass...
Business models for PSS in the maritime branch - Jakob Andersen, Research Ass...Business models for PSS in the maritime branch - Jakob Andersen, Research Ass...
Business models for PSS in the maritime branch - Jakob Andersen, Research Ass...
 
The voice of the customer: TORM's experiences and needs within PSS - Allan H....
The voice of the customer: TORM's experiences and needs within PSS - Allan H....The voice of the customer: TORM's experiences and needs within PSS - Allan H....
The voice of the customer: TORM's experiences and needs within PSS - Allan H....
 
What can we expect from service? The promise of PSS - Tim McAloone, PROTEUS P...
What can we expect from service? The promise of PSS - Tim McAloone, PROTEUS P...What can we expect from service? The promise of PSS - Tim McAloone, PROTEUS P...
What can we expect from service? The promise of PSS - Tim McAloone, PROTEUS P...
 
Emerson's transition towards a servitised business - Per Svensson, Director o...
Emerson's transition towards a servitised business - Per Svensson, Director o...Emerson's transition towards a servitised business - Per Svensson, Director o...
Emerson's transition towards a servitised business - Per Svensson, Director o...
 
Innovating within the value chain: Supplying components to an existing PSS - ...
Innovating within the value chain: Supplying components to an existing PSS - ...Innovating within the value chain: Supplying components to an existing PSS - ...
Innovating within the value chain: Supplying components to an existing PSS - ...
 
From can-kickers to total solution provider - Ole Würtz, Senior Training Cons...
From can-kickers to total solution provider - Ole Würtz, Senior Training Cons...From can-kickers to total solution provider - Ole Würtz, Senior Training Cons...
From can-kickers to total solution provider - Ole Würtz, Senior Training Cons...
 
14 so what now - tmca
14   so what now - tmca14   so what now - tmca
14 so what now - tmca
 
13 torm pss
13   torm pss13   torm pss
13 torm pss
 
Gauging your Readiness for PSS
Gauging your Readiness for PSSGauging your Readiness for PSS
Gauging your Readiness for PSS
 
Silk Fabric
Silk FabricSilk Fabric
Silk Fabric
 
PSS Networks and Partnerships
PSS Networks and PartnershipsPSS Networks and Partnerships
PSS Networks and Partnerships
 
12 business models - jaban
12   business models - jaban12   business models - jaban
12 business models - jaban
 
World-Class Servitisation: Methods, Cases and Partnerships
World-Class Servitisation: Methods, Cases and PartnershipsWorld-Class Servitisation: Methods, Cases and Partnerships
World-Class Servitisation: Methods, Cases and Partnerships
 
06 readiness for pss - hsuan
06   readiness for pss - hsuan06   readiness for pss - hsuan
06 readiness for pss - hsuan
 
09 partnerships - thow2
09   partnerships - thow209   partnerships - thow2
09 partnerships - thow2
 
Domestic animal ipad apps
Domestic animal ipad appsDomestic animal ipad apps
Domestic animal ipad apps
 
Mobile Agent (AI)
Mobile Agent (AI)Mobile Agent (AI)
Mobile Agent (AI)
 
08 organisation - napi
08   organisation - napi08   organisation - napi
08 organisation - napi
 

Ähnlich wie Proactive service solutions in the commercial vehicle industry - Les Bishop, Product Marketing Manager for MAN Truck & Bus UK Ltd.

SMMT motor industry facts
SMMT motor industry factsSMMT motor industry facts
SMMT motor industry factsPaul Branton
 
Supply Chain Management in the Motor Vehicle Industry, the Example of Mini.
Supply Chain Management in the Motor Vehicle Industry, the Example of Mini.Supply Chain Management in the Motor Vehicle Industry, the Example of Mini.
Supply Chain Management in the Motor Vehicle Industry, the Example of Mini.aguesdon
 
Company analysis of tata motors
Company analysis  of  tata motorsCompany analysis  of  tata motors
Company analysis of tata motorsKumar Saurabh
 
Luxury car-market-2014
Luxury car-market-2014Luxury car-market-2014
Luxury car-market-2014Rupert Engel
 
How can Insights on Sustainable Transport Solutions Lead to Customer Value? -...
How can Insights on Sustainable Transport Solutions Lead to Customer Value? -...How can Insights on Sustainable Transport Solutions Lead to Customer Value? -...
How can Insights on Sustainable Transport Solutions Lead to Customer Value? -...IBM Sverige
 
Electric Commercial Vehicle Market
Electric Commercial Vehicle MarketElectric Commercial Vehicle Market
Electric Commercial Vehicle MarketSandeep Kar
 
McLaren Review 2017
McLaren Review 2017McLaren Review 2017
McLaren Review 2017Rupert Engel
 
Driveline Analysis - Global Trucks and Bus
Driveline Analysis - Global Trucks and BusDriveline Analysis - Global Trucks and Bus
Driveline Analysis - Global Trucks and BusAutobei Consulting Group
 
What Is The First Automobile Perfected
What Is The First Automobile PerfectedWhat Is The First Automobile Perfected
What Is The First Automobile PerfectedJessica Deakin
 
Connected and Autonomous Vehicles: Unlocking the Opportunities - SMMT
Connected and Autonomous Vehicles: Unlocking the Opportunities - SMMTConnected and Autonomous Vehicles: Unlocking the Opportunities - SMMT
Connected and Autonomous Vehicles: Unlocking the Opportunities - SMMTtechUK
 
03 tata winger in_malaysia notes
03 tata winger in_malaysia notes03 tata winger in_malaysia notes
03 tata winger in_malaysia notesSelvakani Nadar
 
2014 01 continental_automotive_student_presentation
2014 01 continental_automotive_student_presentation2014 01 continental_automotive_student_presentation
2014 01 continental_automotive_student_presentationGeorge Șuveți
 
Global Medium and Heavy Duty Truck Transmission Study
Global Medium and Heavy Duty Truck Transmission StudyGlobal Medium and Heavy Duty Truck Transmission Study
Global Medium and Heavy Duty Truck Transmission StudySilpa Paul
 
Presentation on automobiles
Presentation on automobilesPresentation on automobiles
Presentation on automobilesAIMFirst
 
Case Study : Tata Motors : Becoming a global contender
Case Study : Tata Motors : Becoming a global contenderCase Study : Tata Motors : Becoming a global contender
Case Study : Tata Motors : Becoming a global contenderKedar Huddar
 
Toward Micromobility: The Low End Disruption of Transportation
Toward Micromobility: The Low End Disruption of TransportationToward Micromobility: The Low End Disruption of Transportation
Toward Micromobility: The Low End Disruption of TransportationHorace Dediu
 

Ähnlich wie Proactive service solutions in the commercial vehicle industry - Les Bishop, Product Marketing Manager for MAN Truck & Bus UK Ltd. (20)

SMMT motor industry facts
SMMT motor industry factsSMMT motor industry facts
SMMT motor industry facts
 
Supply Chain Management in the Motor Vehicle Industry, the Example of Mini.
Supply Chain Management in the Motor Vehicle Industry, the Example of Mini.Supply Chain Management in the Motor Vehicle Industry, the Example of Mini.
Supply Chain Management in the Motor Vehicle Industry, the Example of Mini.
 
Company analysis of tata motors
Company analysis  of  tata motorsCompany analysis  of  tata motors
Company analysis of tata motors
 
Luxury car-market-2014
Luxury car-market-2014Luxury car-market-2014
Luxury car-market-2014
 
How can Insights on Sustainable Transport Solutions Lead to Customer Value? -...
How can Insights on Sustainable Transport Solutions Lead to Customer Value? -...How can Insights on Sustainable Transport Solutions Lead to Customer Value? -...
How can Insights on Sustainable Transport Solutions Lead to Customer Value? -...
 
Electric Commercial Vehicle Market
Electric Commercial Vehicle MarketElectric Commercial Vehicle Market
Electric Commercial Vehicle Market
 
McLaren Review 2017
McLaren Review 2017McLaren Review 2017
McLaren Review 2017
 
Driveline Analysis - Global Trucks and Bus
Driveline Analysis - Global Trucks and BusDriveline Analysis - Global Trucks and Bus
Driveline Analysis - Global Trucks and Bus
 
What Is The First Automobile Perfected
What Is The First Automobile PerfectedWhat Is The First Automobile Perfected
What Is The First Automobile Perfected
 
Cdx17 deck
Cdx17 deckCdx17 deck
Cdx17 deck
 
Connected and Autonomous Vehicles: Unlocking the Opportunities - SMMT
Connected and Autonomous Vehicles: Unlocking the Opportunities - SMMTConnected and Autonomous Vehicles: Unlocking the Opportunities - SMMT
Connected and Autonomous Vehicles: Unlocking the Opportunities - SMMT
 
03 tata winger in_malaysia notes
03 tata winger in_malaysia notes03 tata winger in_malaysia notes
03 tata winger in_malaysia notes
 
2014 01 continental_automotive_student_presentation
2014 01 continental_automotive_student_presentation2014 01 continental_automotive_student_presentation
2014 01 continental_automotive_student_presentation
 
Global Medium and Heavy Duty Truck Transmission Study
Global Medium and Heavy Duty Truck Transmission StudyGlobal Medium and Heavy Duty Truck Transmission Study
Global Medium and Heavy Duty Truck Transmission Study
 
Business Plan - BHEEMA EV Truck
Business Plan - BHEEMA EV TruckBusiness Plan - BHEEMA EV Truck
Business Plan - BHEEMA EV Truck
 
Presentation on automobiles
Presentation on automobilesPresentation on automobiles
Presentation on automobiles
 
Carnation -Magneti Marelli
 Carnation -Magneti Marelli Carnation -Magneti Marelli
Carnation -Magneti Marelli
 
Magneti Meralli Automechanica
Magneti Meralli   AutomechanicaMagneti Meralli   Automechanica
Magneti Meralli Automechanica
 
Case Study : Tata Motors : Becoming a global contender
Case Study : Tata Motors : Becoming a global contenderCase Study : Tata Motors : Becoming a global contender
Case Study : Tata Motors : Becoming a global contender
 
Toward Micromobility: The Low End Disruption of Transportation
Toward Micromobility: The Low End Disruption of TransportationToward Micromobility: The Low End Disruption of Transportation
Toward Micromobility: The Low End Disruption of Transportation
 

Mehr von Tim McAloone

11 alfa laval-aalborg_proteus_1
11   alfa laval-aalborg_proteus_111   alfa laval-aalborg_proteus_1
11 alfa laval-aalborg_proteus_1Tim McAloone
 
10 wilhelmsen - ec
10   wilhelmsen - ec10   wilhelmsen - ec
10 wilhelmsen - ecTim McAloone
 
08 organisation - napi
08   organisation - napi08   organisation - napi
08 organisation - napiTim McAloone
 
04 pss concept development
04   pss concept development04   pss concept development
04 pss concept developmentTim McAloone
 
04 pss concept development
04   pss concept development04   pss concept development
04 pss concept developmentTim McAloone
 
DTU’s maritime centre
DTU’s maritime centreDTU’s maritime centre
DTU’s maritime centreTim McAloone
 

Mehr von Tim McAloone (7)

11 alfa laval-aalborg_proteus_1
11   alfa laval-aalborg_proteus_111   alfa laval-aalborg_proteus_1
11 alfa laval-aalborg_proteus_1
 
10 wilhelmsen - ec
10   wilhelmsen - ec10   wilhelmsen - ec
10 wilhelmsen - ec
 
08 organisation - napi
08   organisation - napi08   organisation - napi
08 organisation - napi
 
04 pss concept development
04   pss concept development04   pss concept development
04 pss concept development
 
04 pss concept development
04   pss concept development04   pss concept development
04 pss concept development
 
Bill totalcare
Bill totalcareBill totalcare
Bill totalcare
 
DTU’s maritime centre
DTU’s maritime centreDTU’s maritime centre
DTU’s maritime centre
 

Kürzlich hochgeladen

BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBBPMedia1
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...AustraliaChapterIIBA
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHelene Heckrotte
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGlokeshwarmaha
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003believeminhh
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examplesamberjiles31
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyHanna Klim
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Reportamberjiles31
 
Trauma Training Service for First Responders
Trauma Training Service for First RespondersTrauma Training Service for First Responders
Trauma Training Service for First RespondersBPOQe
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...IMARC Group
 
Amazon ppt.pptx Amazon about the company
Amazon ppt.pptx Amazon about the companyAmazon ppt.pptx Amazon about the company
Amazon ppt.pptx Amazon about the companyfashionfound007
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..dlewis191
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsIntellect Design Arena Ltd
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023Steve Rader
 
Chapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptx
Chapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptxChapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptx
Chapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptxesiyasmengesha
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Onlinelng ths
 

Kürzlich hochgeladen (20)

BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
 
WAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdfWAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdf
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examples
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agency
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Report
 
Trauma Training Service for First Responders
Trauma Training Service for First RespondersTrauma Training Service for First Responders
Trauma Training Service for First Responders
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
 
Amazon ppt.pptx Amazon about the company
Amazon ppt.pptx Amazon about the companyAmazon ppt.pptx Amazon about the company
Amazon ppt.pptx Amazon about the company
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking Applications
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023
 
Chapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptx
Chapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptxChapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptx
Chapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptx
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
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
  • 33. 33< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing Driver / Vehicle Summary – Category ‘D’ Safe & Economical Driving Report
  • 34. 34< >MAN Truck & Bus UK Ltd Cranfield Presentation 03/2013Product Marketing Driver / Vehicle Summary – Category ‘B’ Safe & Economical Driving Report 9.4% improvement
  • 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.