1. The Product Proposal for New JAC
Single cabs
Mylvaganam Dharshan
0757 829829

2. • Product and Target Market
• Market Analysis
• ATL Activities
• BTL Activities
• Network Plan
• Pricing
• Finance Company Tie-ups
• First 3 Months Plan
Key Touch Points

3. Product and Target Market
The Single Cab Series was pickup truck is a light duty truck having an enclosed
cab and an open cargo area with low sides and tailgate.
While in the Sri Lanka most pickup trucks are used primarily for
passenger transport, agriculture, and commercial uses, pickups are also used in
law enforcement, the military and fire services.
At this time Single cabs coming to market with regular cab has a single
row of seats and a single set of doors, one on each side. Extended or super cab
pickups add an extra space behind the main seat. This configuration is more
common among Chinese and Japanese manufacturers than in Indian, since the
style allows a longer cargo area for the same overall length. The design was more
popular in Sri Lanka.

4. All Single Cab Market
Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar
2012/13 2304 2215 1838 1866 1679 1836 1844 1976 2092 1813 1533 1594
2013/14 1542 1523 1567 1816 1983 1683 1699 1418 1349 1426 908 1284
2014/15 1222 1303 1457 1533 1487 1639 1493 1341 1717 1614 1647 2313
2015/16 1983 1958 2334 2358 2047 2439 1857 2572 2537 1335 1309 1480
0
500
1000
1500
2000
2500
3000
Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar
All Single Cab Market
2012/13 2013/14 2014/15 2015/16
Market Analysis

5. Above 1Tone Market Share
DFSK
8%
FOTON
3% LAL
2%
MAHINDRA
46%
Other Total
5%
TATA
36%
Above 1T Market share in 2015 /16

6. Above 1T Market Brand wise
Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Total
DFSK DFSK 101 104 123 122 112 120 66 107 127 46 67 74 1169
FOTON FOTON 55 50 54 65 39 52 35 36 43 28 22 20 499
LAL DOST LX 12 13 25 33 22 28 29 29 42 21 15 17 286
MAHINDRA BMT PIUS MDI 330 401 468 503 408 549 464 522 491 299 326 383 5144
BMT PLUS VX 6 28 50 13 8 8 113
BOLERO MAXI TRUCK 155 129 165 161 120 170 92 155 133 70 59 76 1485
BOLERO PIK UP 6 2 6 8 10 11 4 5 7 4 7 2 72
SUPRO MAXI TRUCK T6 1 41 42
MAHINDRA
Total 491 532 639 672 538 730 566 710 681 386 401 510 6856
Other Total 13 33 37 38 59 85 56 70 106 52 69 59 677
TATA 207 86 65 88 89 111 106 99 102 99 22 16 29 912
SUPERACE 232 193 256 252 226 305 227 322 250 259 177 195 2894
XENON 137 115 121 123 115 162 176 158 196 105 111 102 1621
TATA Total 455 373 465 464 452 573 502 582 545 386 304 326 5427
Grand Total 1127 1105 1343 1394 1222 1588 1254 1534 1544 919 878 1006 14914
Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Total
DFSK DFSK 9.0% 9.4% 9.2% 8.8% 9.2% 7.6% 5.3% 7.0% 8.2% 5.0% 7.6% 7.4% 7.8%
FOTON FOTON 4.9% 4.5% 4.0% 4.7% 3.2% 3.3% 2.8% 2.3% 2.8% 3.0% 2.5% 2.0% 3.3%
LAL DOST LX 1.1% 1.2% 1.9% 2.4% 1.8% 1.8% 2.3% 1.9% 2.7% 2.3% 1.7% 1.7% 1.9%
MAHINDRA BMT PIUS MDI 29.3% 36.3% 34.8% 36.1% 33.4% 34.6% 37.0% 34.0% 31.8% 32.5% 37.1% 38.1% 34.5%
BMT PLUS VX 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.5% 1.8% 3.2% 1.4% 0.9% 0.8% 0.8%
BOLERO MAXI TRUCK 13.8% 11.7% 12.3% 11.5% 9.8% 10.7% 7.3% 10.1% 8.6% 7.6% 6.7% 7.6% 10.0%
BOLERO PIK UP 0.5% 0.2% 0.4% 0.6% 0.8% 0.7% 0.3% 0.3% 0.5% 0.4% 0.8% 0.2% 0.5%
SUPRO MAXI TRUCK T6 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.1% 4.1% 0.3%
MAHINDRA
Total 43.6% 48.1% 47.6% 48.2% 44.0% 46.0% 45.1% 46.3% 44.1% 42.0% 45.7% 50.7% 46.0%
Other Total 1.2% 3.0% 2.8% 2.7% 4.8% 5.4% 4.5% 4.6% 6.9% 5.7% 7.9% 5.9% 4.5%
TATA 207 7.6% 5.9% 6.6% 6.4% 9.1% 6.7% 7.9% 6.6% 6.4% 2.4% 1.8% 2.9% 6.1%
SUPERACE 20.6% 17.5% 19.1% 18.1% 18.5% 19.2% 18.1% 21.0% 16.2% 28.2% 20.2% 19.4% 19.4%
XENON 12.2% 10.4% 9.0% 8.8% 9.4% 10.2% 14.0% 10.3% 12.7% 11.4% 12.6% 10.1% 10.9%
TATA Total 40.4% 33.8% 34.6% 33.3% 37.0% 36.1% 40.0% 37.9% 35.3% 42.0% 34.6% 32.4% 36.4%

7. ATL Activities
• Identify perfect place and Locate some Hording.
• Find the top TRP channel rates and run commercial Adds.
• Keep touch with Social Medias.
• Wright Some articles for Auto Magazines.
• Make some sponsorships with social activities,
• News paper Adds.
BTL Activities
• Leasing companies and Banks Display.
• Test drive for competitor users.
• Leaflet news paper insert .
• Market Display promotion.
• Pole promotion.
• Rally promotion.
• Road shows.

8. Network Planning
• Identify the town by the market Analysis,
• Concentrate the high potential Towns to go with mega
Dealer concepts or Company Showrooms.
• Mid Level Market towns with Dealer points and sub
dealer locations and display points.
• As per the planning Service and Spare part team
should appoint the 3s dealer networks with sales
team.
one next slide we can get a good ideas for with the Area
demarcation and the potential towns,

9. Potential towns & Dealer Opening
District Town 1st 3Months District Town 1st 3Months
Ampara AMPARA Gampaha NEGAMBO Dealer
Ampara DEHIATTAKANDIYA Gampaha KELANIYA
Ampara MAHAOYA Gampaha JA ELA
Anuradhapura ANURADHAPURA Dealer Gampaha WATTALA
Anuradhapura NOCHCHIYAGAMA Gampaha KADAWATHA
Anuradhapura HABARANA Gampaha GAMPAHA
Anuradhapura GALENBINDUNUWEWA Gampaha GANEMULLA
Anuradhapura KEKIRAWA Gampaha RAGAMA
Anuradhapura MEDAWACHCHIYA Gampaha VEYANGODA
Anuradhapura THAMBUTTEGAMA Gampaha MINUWANGODA
Badulla MAHIYANGANAYA Dealer Gampaha DIVULAPITIYA
Badulla BADULLA Dealer Hambantota TISSAMAHARAMAYA Dealer
Badulla BANDARAWELA Hambantota HAMBANTOTA
Batti BATTICALOA Hambantota AMBALANTOTA
Batti ERAVUR Hambantota ANGUNAKOLAPELESSA
Colombo PILIYANDALA Dealer Hambantota SOORIYAWEWA
Colombo PANNIPITIYA Hambantota BELIATTA
Colombo HOMAGAMA Jaffna JAFFNA
Colombo MORATUWA Jaffna CHULIPURAM
Colombo NUGEGODA Jaffna CHAVAKACHCHERI
Colombo COLOMBO 10 Kalutara PANADURA Dealer
Colombo DEHIWALA Kalutara HORANA
Galle GALLE Dealer Kalutara MATHUGAMA
Galle KARANDENIYA Kalutara BANDARAGAMA
Galle NELUWA Kalutara KALUTARA
Galle AMBALANGODA Kalutara PELWATTA
Galle ELPITIYA Kalutara WADDUWA
Kandy KANDY
Kandy GAMPOLA
Kandy HASALAKA
Kandy KATUGASTOTA
Kegalle KEGALLE
Kegalle WARAKAPOLA

10. Potential Districts
As per the mention above slide the figures was show us
which district was high potential, mid level markets and
low units sold district, this analysis will show us for the
new brand, what is the target markets and area
demarcations ATL and BTL to concentrate for which
districts.

11. Above 1T District Potential
DFSK
FOTON
ISUZU
LAL
LAL
MAHINDRA
Other
TATA
Total
DistrictPotential
Cum:District
Potential
Colombo 191 55 1 71 28 447 174 745 1712 11.5% 11.5%
Anuradhapura 33 29 6 4 738 36 574 1420 9.5% 21.0%
Kurunegala 74 72 6 2 570 49 508 1281 8.6% 29.6%
Gampaha 115 39 7 8 405 76 427 1077 7.2% 36.8%
Monaragala 19 8 2 704 16 207 956 6.4% 43.2%
Hambantota 33 10 5 4 422 28 220 722 4.8% 48.1%
Badulla 76 40 1 3 311 22 254 707 4.7% 52.8%
Puttalam 34 23 5 2 393 17 221 695 4.7% 57.5%
Rathnapura 145 24 20 4 310 65 127 695 4.7% 62.1%
Kalutara 161 25 2 3 7 199 40 160 597 4.0% 66.1%
Polonnaruwa 20 9 2 1 389 13 149 583 3.9% 70.0%
Galle 77 58 6 2 214 38 179 574 3.8% 73.9%
Kandy 39 22 7 7 248 37 196 556 3.7% 77.6%
jaffna 20 13 1 1 5 218 5 264 527 3.5% 81.1%
matale 9 3 1 282 15 196 506 3.4% 84.5%
Ampara 14 22 1 196 7 223 463 3.1% 87.6%
Matara 59 10 14 3 224 19 131 460 3.1% 90.7%
Trinco 3 7 8 139 5 170 332 2.2% 93.0%
Nuwara-eliya 22 17 164 7 74 284 1.9% 94.9%
Batti 7 52 2 173 234 1.6% 96.4%
Kegalle 24 5 3 1 98 25 63 219 1.5% 97.9%
Vavuniya 2 1 66 8 85 162 1.1% 99.0%
Mannar 1 1 37 1 57 97 0.7% 99.6%
MULLATIVU 1 30 24 55 0.4%
100.0
%
Grand Total 1169 499 4 171 83 6856 705 5427 14914
11.5%
21.0%
29.6%
36.8%
43.2%
48.1%
52.8%
57.5%
62.1%
66.1%
70.0%
73.9%
77.6%
81.1%
84.5%
87.6%
90.7%
93.0%
94.9%
96.4%
97.9%
99.0%
99.6%
100.0%
0
200
400
600
800
1000
1200
1400
1600
1800
0.0%
20.0%
40.0%
60.0%
80.0%
100.0%
120.0%
Colombo
Anuradhapura
Kurunegala
Gampaha
Monaragala
Hambantota
Badulla
Puttalam
Rathnapura
Kalutara
Polonnaruwa
Galle
Kandy
jaffna
matale
Ampara
Matara
Trinco
Nuwara-eliya
Batti
Kegalle
Vavuniya
Mannar
MULLATIVU
Total
Cum:District
Potential

12. Pricing Strategy
Mahindra TATA
BSII MDI MDI p/s Special Edition Xenon RX Pickup
Gear 4 5 5 5 5 5
Steering no no Power Power
Deck Size 7 1/2 feet 8 1/2 feet 8 1/2 feet 8 1/2 feet 8 1/2 feet 8 1/2 feet
Engine 2523 2523 2523 2523 2956 2956
turbo no turbo turbo turbo
Power Sutter no no no yes yes no
Center lock no no no yes no no
A/C no no no yes yes no
Fog Lamp
no no no yes no no
Price 1,275,000.00 1,365,000.00 1,485,000.00 1,599,000.00 1,645,000.00 1,435,000.00
Competition

13. JAC
Basic Semi Semi Power Full option 4x4
Gear 4 5 5 5 5
Steering no no Power Power Power
Deck Size 7 1/2 feet 8 1/2 feet 8 1/2 feet 8 1/2 feet 8 1/2 feet
Engine 2523 2523 2523 2523 2523
turbo no turbo turbo turbo turbo
Power Sutter no no no yes yes
Center lock no no no yes yes
A/C no no no yes yes
Fog Lamp no no no yes yes
Price
1,100,000.00 1,200,000.00 1,300,000.00 1,400,000.00 1,550,000.00
To To To To To
1,200,000.00 1,300,000.00 1,400,000.00 1,500,000.00 1,650,000.00
Pricing Strategy
Expectation For JAC

14. Finance Company Tie-ups
In any part of the world for automobile industry the finance
institutions were main partners, with out them we cannot grow our
sales.
• When the product launch we need to invite all
Leasing company department Heads.
• Educate them about our after market strength.
• All regional managers and executives have to make a
good PR with leasing companies and Banks in areas.
• Conduct some special promotions with leading leasing
companies to benefit them by our product.

15. Single Cab Purchasing methods
Leasing
96%
Cash
4%
COMMERCIAL
LEASING &
FINANCE PLC
11%
PEOPLES LEASING &
FINANCE PLC
9%
BANK OF CEYLON
7%
ASSETLINE LEASING
CO.LTD
6%
L B FINANCE PLC
6%
HATTON NATIONAL
BANK PLC
5%
LOLC MICRO CREDIT LTD
4%
MERCANTILE
INVESTMENTS AND
FINANCE PLC
4%
LOLC FINANCE PLC
4%
CENTRAL FINANCE
COMPANY PLC
3%
Other
41%
Finance Company Wise MS

16. Ave/Sales show room Appointments Promotion Expected Sales
1st month 2nd month 3rd month ATL BTL 1st month 2nd month 3rd month
Anuradhapura C/S
TV commercial, News
Paper adds, Raod shows
Leasing companies Banks Display, Pola
promotion, New vehicle Rally, Riya Polla,
2 3 3
Monaragala C/S 2 3 3
Colombo C/S 2 3 3
Kurunegala C/S 2 3 3
Gampaha C/S
TV commercial, News
Paper adds, Road shows
Leasing companies Banks Display, Pola
promotion, New vehicle Rally, Riya Polla,
2 2
Hambantota C/S 2 2
Badulla C/S 2 2
matale C/S 2 2
Polonnaruwa C/S
TV commercial, News
Paper adds, Raod shows
2 2
Rathnapura C/S 2 2
Puttalam C/S 2 2
jaffna D/P
TV commercial, News
Paper adds, Raod shows
Leasing companies Banks Display, Pola
promotion, New vehicle Rally, Riya Polla,
2
Galle D/P 2
Kandy D/P 2
Ampara D/P 2
Kalutara D/P
Leasing companies Banks Display, Pola
promotion, New vehicle Rally, Riya Polla,
2
Matara D/P 2
Trinco D/P 2
Nuwara-eliya D/P 2
Kegalle
Batti
Vavuniya
Mannar
MULLATIVU
TOTAL 8 26 42
3 Month Plan

17. We also believe there is a unique opportunity in the market for a nimble,
proactive and well-funded distributor to capitalise on the current supply
constraints by competitors and achieve a boost to market share for a quality
brand such as JAC. In conclusion we are very excited at the prospect of the EURO
Group being able to represent JAC in Sri Lanka.
Thank You