E.N.G. Brochure Pitch
Transcription
E.N.G. Brochure Pitch
Re-engineering strategies to maximise the use of technology and optimise used vehicles sales There is still much to be done to ensure that the European used car market reaches its full potential. The automotive industry as a whole remains in a complex situation. The shifting supply and demand pendulum calls for newer and more dynamic strategies from key remarketing players. Changes and market fluctuations in the new car business today, give us an insight into the opportunities and challenges of tomorrow. This year’s agenda highlights the key trends and market potential to help you ignite future profitability and business success. Today those involved in the remarketing and used car arena must develop strategies as flexible and innovative as the industry itself. This event continues to focus on the issues to prepare you and your team for that challenge. Some of the key issues that will be explored this year in Frankfurt include: • Designing a global approach to remarketing to improve • Growth opportunities in the remarketing of LCVs and the vehicle lifecycle value chain Trucks • Revising sales channels and route to market for optimal • Analysing digital behaviour and employing the most profit effective approach to remain connected to your used • Modernising residual value estimation to develop vehicle customer dynamic pricing strategies • Best practices to maintain and move remarketing stock An international executive summit with leading speakers including Sebastian Fuchs Director International Used Car Rui Ferreira Vice President Fleet Remarketing Erdem Kizildere Head of RAC Sales, Remarketing & RV Erik Boere Head of Sales Used Vehicle Development Hugues Fabre Managing Director West Europe Tim Albertsen Deputy Group Chief Executive Officer Adrian Porter Fleet Sales & Remarketing Director Ed Spitzer Vice President European Remarketing Director Karima Benyaich Debiazi UC Retail and ELV General Manager Manuela Pachoinig Head of Leasing CEE Coordination First Vice President Susanne Ruckdäschel Project Leader Business Development Bram Stakenburg Manager Used Trucks & Rental Benelux Jan De Vos Manager Remarketing Hans-Peter Kott Rollout Coordinator Das WeltAuto Marcos Ortega Head of CRM & Internet Iberia Eric Lacouture, International Key Account Manager Pedro Arroyo, Networks Director Spain Steffen Schick Chief Product Officer Dean Bowkett Technical Director & Chief Editor Jörg Höhner Global Business Director Registration: Peter Dietrich European Sales Director Fax +34 91 535 9804 David Gray Head of Sales and Client Management Phone +34 91 535 7087 Diamond Sponsors Email [email protected] Official Automotive Manufacturer Partner E.N.G.’s Vehicle Remarketing Summit, Day One: Wednesday 28th January 2015 08:00 Registration and welcome coffee 08:45 Opening remarks from E.N.G. and the Chairperson Jean Thomas, Chief Executive Officer MACADAM EUROPE 09:00 Case study Infiniti: A new stakeholder in the EU used car market 33 The challenge of a young brand with limited used cars availability but with some RV pressure as all stakeholders keep traditional mindsets (need to have awareness, network, large structure, history, etc…) 33 Evolution of the premium new cars market, a chance for the challenger premium brands to get better RVs & UC values: Established premium brands that are fighting as mainstream OEMs increasing discounts and taking the risk of decreasing the premiumness of their UC offer (high discounts jeopardising RV / future UC values) 33 Developing a best in class program to engage and excite the used cars customers in Europe: “Infiniti Approved UC label” 33 Finally, what is the roadmap and the key success factors to set up a successful UC activity Hugues Fabre, Managing Director West Europe INFINITI 09:45 Partner presentation The future is here: Experience the benefit of real-time data and monitoring of the used car market, used car prices and performance of your dealer network 33 Identify opportunities to increase your residual value 33 Know the “real” pricing strategies of your dealer network and protect your residual values 33 Monitor your market share on the used car market 33 Used car KPI reports presenting stock turn, age of stock, pricing strategy Jörg Höhner, Global Business Director Autorola 10:05 Market analysis Shifting or Drifting? Using the current period of calm in the market to better prepare for future storms 33 The challenge of no change and the danger of underestimating potential future challenges and crisis points 33 Moving from a reactive approach to more active strategic planning in context of the future landscape of the used car market 33 Finding opportunities to leverage current trends and gain competitive advantage. What trends are worth building on now? Hans-Peter Kott, Rollout Coordinator Das WeltAuto VOLKSWAGEN 12:50 Networking lunch 14:05 Partner track 33 33 33 33 33 33 Am I making the best use of my professional Regional UC Manager? Beyond a tick-box work ethic. What lies behind targets? The guru… figure-head Next revolution… Evolution. Impact on the UC Business The Lone Wolf – Support from the OEM Tool-box – Does he/she have what they need? Options – a) Outsource service - Is it really so expensive? b) Invest in training or c) Do both! Bernard Asnong, Head of Division Auto Service TÜV SÜD AUTO SERVICE, CONSULTING DIVISION 14:20 Case study Remarketing B2B synergies – Creating partnerships between OEMs and financial institutions 33 Building strategic alliances to reach new heights with the European car market 33 Combining manufacturer sales channels with in-depth financial expertise for business growth 33 Allowing each partner to play to their strengths in market analysis and customer know how 33 Building dealer success and profitability with market leading financial products for the used vehicle 33 Creating clear two way channels to move reclaimed assets and create needed stock Manuela Pachoinig, Head of Leasing CEE Coordination, First Vice President UNICREDIT 15:05 Case study Successful used truck sales strategy: Enhancing the B2B offering 33 Understanding the demands of used truck customers: Analysing the impact of economic fluctuation on the decision-making process 33 Used truck sales at the dealer: Improving sales volumes and dealer profitability through successful dealer-OEM cooperation 33 Offering value-added services and warranty to increase reliability and trust in the used truck option Bram Stakenburg, Manager Used Trucks & Rental Benelux SCANIA 15:50 Chairperson closing remarks main session 15:55 Networking coffee break 10:50 Networking coffee break 11:20 Panel discussion Evolving and modernising the approach to residual values for remarketing players 33 The move towards a market by market approach 33 Developing internal strategies to develop your own residual value determinations in balance with external data 33 How should new car selling use RV intelligently to balance both revenue streams? 33 Moving from RV classification to dynamic pricing strategies Panel Facilitator: Bernard Asnong, Head of Division Auto Service TÜV SÜD AUTO SERVICE, CONSULTING DIVISION Panellists: Adrian Porter, Fleet Sales & Remarketing Director HYUNDAI MOTOR EUROPE Rui Ferreira, Vice President Fleet Remarketing HERTZ INTERNATIONAL Steffen Schick, Chief Product Officer EUROTAXGLASS’S Jan De Vos, Manager Remarketing KBC AUTOLEASE 12:05 Client case study powered by Cox Automotive Identifying the best systems to develop an innovative international platform to manage and optimise your vehicle portfolio management process 33 How can OEMs and leasing companies optimise the management and sale of vehicles through the on-fleet, de-fleet and remarketing process 33 What data and functionality in this value chain is required to drive the decisions to maximise asset value? 33 What are the benefits of linking remarketing activity to retail activity? Sebastian Fuchs, Director International Used Car VOLVO CAR CORPORATION David Gray, Head of Sales and Client Management COX AUTOMOTIVE 16:30 Workshops Attendees will have the option to attend one of the following two workshops. Please register in advance as each workshop is limited to 50 participants on a first come first serve basis. The workshop choices are: Workshop A - Innovation in pricing This workshop will involve several tables discussing pricing patterns and strategies. Topics to be discussed at each table may include: 33 Correlation of price competition in the new car market and its impact on the future of used vehicles 33 Establishing key factors for competitive pricing of new and used vehicles in today’s climate 33 The impact of not getting your used pricing right 33 Determining known and forecasted external factors and its impact on depreciation. What can you plan for now? Dean Bowkett, FCCA, Technical Director & Chief Editor EUROTAXGLASS’S Workshop B - Maximising online used car sales and strategy This workshop will offer the opportunity to share and develop ideas to increase online sales opportunities in the sector. As above, participants will break into groups to exchange ideas and make connections. Topics explored may include: 33 Ensuring that your channel management is in line with customer 2.0 33 Making sure that used vehicle branding is part of the company’s social media agenda 33 Catering to the demands of internet savvy shoppers 33 Sharing data between OEM/Dealer and other players to maximise benefits of online contact Marcos Ortega, Head of CRM & Internet Iberia PSA PEUGEOT CITROËN 17:45 Close of workshop sessions 19:30 Networking dinner sponsored by E.N.G.’s Vehicle Remarketing Summit, Day Two: Thursday 29th January 2015 08:15 Registration and welcome coffee 08:45 Opening remarks from E.N.G. and the Chairperson Eric Lacouture, International Key Account Manager DEKRA AUTOMOTIVE SOLUTIONS 09:00 Digital case study ‘Standing out in the crowd’: Remaining connected to the used car customer in the digital world 33 The evolution of the knowledgeable car buyer via the internet and the impact on the used car retail network 33 Responding to internet competition by building strategies to quickly reach the customer with exactly what they want the way they want it 33 Instilling consumer confidence and brand power via the internet: Encoring dealers to take active approach to online strategy Karima Benyaich Debiazi, UC Retail and ELV General Manager PSA PEUGEOT CITROËN 09:45 Partner track (B2B session) 12:30 Strategic insight Introducing the Used Car Buyer: Understanding the current mind-set of today’s car buyer in the context of tomorrow’s marketplace 33 A look at buying behaviour today and how pricing, availability, incentives and governmental implementations have shaped the current consumer 33 How adaptable will the consumer be when today’s possibilities become tomorrow’s unattainable? 33 Potential problems in the future from the short and long term incentives being offered now 33 Seeing success in the used car business as a bridge to brand loyalty for future new car sales Peter Dietrich, European Sales Director BCA Europe 12:50 14:05 Case study Controlling the flow of young used cars going through your network B2B technologies and tools 33 This partner track will focus on the B2B technologies and tools in the remarketing of vehicles 10:05 Strategic insight Changing gears for optimal de-fleeting: Maximising profit opportunities through new and existing sales channels 33 Revising the balance of sales channels for new profit opportunities 33 Challenges and opportunities of de-fleeting to your user: Dealing with competition and transparency. 33 Deciding between short and long term re-evaluation of sales channels: Understanding trends vs actual demand 33 Choosing the right partners and methods to move de-fleeted stock 33 Re-evaluating time frames and costs of de-fleeting Tim Albertsen, Deputy Group Chief Executive Officer ALD INTERNATIONAL 10:50 Networking coffee break 11:30 Panel discussion Formulating CRM systems in a time-challenged and competitive used car market 33 33 33 33 This panel discussion will address key factors that impact effective CRM activity within the used car market Meeting the challenge of effective targeting in an increasingly multichannel world and product focused consumer Using tools and training at dealer contact points for better implementation and a process driven approach Employing consistency in your CRM activities across multiple channels Integrating used car CRM into the company CRM agenda Panel Facilitator: Eric Menoret, Regional Vice President Retail Network Solutions Sales and Operations MSX INTERNATIONAL Panellists: Ed Spitzer, Vice President European Remarketing Director ENTERPRISE HOLDINGS Marcos Ortega, Head of CRM & Internet Iberia PSA PEUGEOT CITROËN Pedro Arroyo, Networks Director Spain DEKRA AUTOMOTIVE SOLUTIONS Networking lunch 33 Strategies to increase the number of vehicles that re-enter your own network 33 The price impact on the volume of vehicles that fall out of network Erdem Kizildere, Head of RAC Sales, Remarketing & RV Management SEAT 14:50 Case study Building a global remarketing strategy within the truck sector 33 The impact of Euro 6 on the used truck market: The legislation as a driver for sales 33 Specific legislative considerations for moving trucks outside of Europe 33 Managing residual values and margin targets to local and global markets 33 Using all streams possible to increase or retain stock within the network Erik Boere, Head of Sales Used Vehicles Development Susanne Ruckdäschel, Project Leader Business Development MAN TRUCK & BUS 15:35 Closing remarks from E.N.G. and the Chairperson Farewell networking coffee Thank you E.N.G. would like to thank all who have assisted with the research and preparation of this event. In particular the speakers, sponsors and media partners who have supported the event through direct contribution. For further information, please refer to our website www.engevents.com To register fax registration form to +34 91 535 9804 or email to [email protected] - For more information +34 91 535 7087 or visit www.engevents.com Vehicle Remarketing, 28 & 29 January 2015, Hilton Frankfurt am Main Attendees at our previous summits include Deputy CEO ALD AUTOMOTIVE E - Moblity Sales Director ADAM OPEL Chief Operating Officer ALD AUTOMOTIVE Sales Director New & Used Vehicles CHRYSLER Head of UC FIAT GROUP AUTOMOBILES GERMANY Chief Executive Officer ARVAL TRADING Manager Used Car Remarketing FORD Used Car Global Director CITRÖEN INTERNATIONAL Managing Director ALD AUTOMOTIVE Senior Vice President Operations ATHLON CAR LEASE Fleet Director AVIS AUTOVERMIETUNG Director European Fleet and Remarketing AVIS EUROPE Business Development Manager BUSINESSLEASE Executive Vice President of International Operations FRAIKIN Chief Marketing Officer Europe / Senior manager Vehicle remarketing DAIMLER Director - European Fleet, Remarketing and Used Vehicles OPEL/VAUXHALL Remarketing Director Europe ENTERPRISE RENT A CAR Vice President Fleet, Maintenance and Car Sales Operations, Europe HERTZ International Fleet Director EUROPCAR INTERNATIONAL Head of Business Development HYPO ALPE-ADRIA GROUP Deputy General Manager Fleet and Remarketing HYUNDAI Manager Car Rentals and Used Car Remarketing NISSAN General Manager Business Development KIA MOTORS EUROPE Fleet and Remarketing Manager NISSAN EUROPE Manager Fleet & Remarketing KIA MOTORS EUROPE Used Car Director KULCZYK TRADEX Senior Vice President Car Remarketing Operations and Procurement LEASEPLAN Manager Fleet Operations FORD Director B.U. CarNext LEASEPLAN Director European Fleet Operations MAZDA EUROPE Head of Used Cars PEUGEOT International Preowned Car Manager PORSCHE Head of Remarketing SEAT Director Volvo Business Development/ Used Cars Europe VOLVO Head of Global Account Management UNICREDIT LEASING Director - European Fleet, Remarketing and Used Vehicles OPEL/VAUXHALL Testimonials The best place to keep up on the latest developments in Remarketing Business and to share views with experts & competitors. Very well-organized event from ENG with passionate speakers and exciting topics. Specialist Fleet & Remarketing Sales KIA MOTORS EUROPE General Manager Fleet Europe RENAULT E.N.G. acknowledges the following sponsors: Diamond Sponsors Autorola offers cost efficient remarketing services based on online auctioning and automotive IT solutions. Autorola is represented in 17 countries throughout Europe, in Turkey, Brazil and the US. Autorola employs more than 320 employees worldwide. Autorola has 70.000 buyers from 31 different countries. Each year, Autorola handles 200.000 cars on the Autorola platform. Autorola has no limits in scalability and all Autorola solutions can be scaled to fit any customer’s need. BCA has grown to become Europe’s leading used vehicle marketplace operating in 13 countries, selling more than1 million vehicles per annum. BCA acquired webuyanycar, the car buying service, in 2013. Strong customer relationships with both our vendors and our buyers sustain a trusted multi-channel exchange that is fuelled by a heritage of operational excellence and a portfolio of innovative physical and digital services. As the new and used vehicle market expands, we are committed to meeting our customers’ needs through continuous development of our core proposition. Launching market-leading financial, data and digital services combined with the European deployment of the webuyanycar car buying service will deliver further liquidity to our exchange. DEKRA Automotive Solutions, Service Unit of DEKRA Group and key component of DEKRA Automotive division, is an international company with specialist skills in management of the defleet and remarketing of used vehicles. It has extensive experience in delivering bespoke Used Vehicle management solutions to the automotive motor industry as well as rental and leasing companies. DEKRA Automotive Solutions provides the widest range of services embracing all elements of used vehicle supply chain and unique services for automotive distribution performance in new, used and after-sales. From rental or lease defleeting to professionalizing consulting and coaching for brand networks, DEKRA Automotive Solutions offers the most efficient solutions. All of them are backed up by powerful and innovative IT tools, most of them becoming a recognized reference. DEKRA Automotive Solutions carries out operations in 20 countries and relies on DEKRA organizations in more than 50 countries worldwide. In Europe, DEKRA Automotive Solutions manages over 600.000 vehicles, employs 1 000 highly skilled professionals and has the most extensive customer list. Cox Automotive is a leading provider of vehicle remarketing services and digital marketing and software solutions for automotive dealers and consumers. Cox Automotive, a subsidiary of Atlanta-based Cox Enterprises, includes Manheim, AutoTrader.com, Kelley Blue Book, vAuto, NextGear Capital, and a host of global businesses and brands serving customers such as auto dealers, manufacturers and financial institutions. Headquartered in Atlanta, Cox Automotive employs nearly 24,000 employees in over 150 locations worldwide. The company partners with more than 40,000 dealers, as well as most major automobile manufacturers, and touches over 67 percent of all car buyers. Official Automotive Manufacturer Partner Silver Sponsor Bronze Sponsors To register fax registration form to +34 91 535 9804 or email to [email protected] - For more information +34 91 535 7087 or visit www.engevents.com 28 & 29 January 2015 - Hilton Frankfurt am Main Vehicle Remarketing 2015 Title Name Position E-mail Mobile Title Name Business Opportunities A limited amount of exhibition space is also available at the forum. Sponsorship opportunities covering luncheons, evening receptions and advertising in documentation packs are also available. For further details please contact: Pam Walter, Business Development Director +41 44 586 4590 [email protected] To Register Position E-mail: [email protected] Fax: +34 91 535 9804 Tel: +34 91 535 7087 E-mail Mobile Title Who Should Attend Name Position This programme has been researched extensively and convened with the cooperation of senior executives responsible for vehicle remarketing in the automotive industry. It is specifically geared to OEMs, captive finance, leasing, fleet, rental companies, dealers and distributors. E-mail Mobile The executives that will realise the greatest benefit through attendance are senior vice presidents, vice presidents, directors, managers and heads of: Complete Organisation Name Company VAT Number 33 Vehicle Remarketing Address 33 Used Car Strategy Postcode 33 Fleet City 33 Rental Country 33 Operations Tel Fax 33 Sales Date Signature 33 Business Development Conference Fee I agree with the Terms & Conditions This booking is invalid without a signature For the Tier 1 rate you must be registering from an Automotive OEM/ Independent Dealer/Distributor/Bank/Captive/Rental or Leasing company e 1995.00 + VAT 2 Day Tier 1 Fee** e 545.00 Documentation Package **Please note if a non-qualifying company makes a booking on this form, you will be charged the full price of e2500 + VAT *E.N.G. has the authority to approve final ticket price category 33 Telematics/M2M Hotel Accommodation The Hilton Frankfurt Hotel boasts a fantastic location in the center of Frankfurt’s financial district and within minutes of major Frankfurt attractions. Experience comfortable accommodation and convenient location at this Frankfurt city center hotel. The conference fee does not include accommodation rates. Upon receipt of your signed registration form you will receive an email with information on how to secure your accommodation at the Hilton Frankfurt Hotel. The special room rate will be available until 29 December or until the group block is sold-out, whichever comes first. Please make sure to book your rooms as soon as possible as every year the room block is filled quickly! *Groups of 3 or more booking on the same day will receive an additional 10% discount. To qualify for this discount, these conditions apply: 33 All delegates to be registered on the same form(s), at the same time. 33 Delegates must be from the same company Discounts are not reimbursed for previously purchased tickets. Prices include the conference documentation, lunches, refreshments, the networking dinner reception and service charge but exclude hotel accommodation. 19% VAT will be charged. Methods of Payment Confirmation You will receive an email outlining the details two weeks before the event. For any further information please contact the Operations department at E.N.G. Please charge my credit card Terms & Conditions By completing this registration form, I/we (the delegate/s) hereby agree to the following Card holder’s name Card no. MasterCard/VISA 3 DIGIT CIC AMEX 4 DIGIT CIC Expiry Date (mth/yr) last 3 digits, back of card 4 digits, front of card Signature For other payment options please contact E.N.G. at +34 91 535 7087 Payment is required within 5 days. Please quote SP107 as reference. Cancellations E.N.G. will not be able to mitigate its losses for any less than 50% of each individual delegate registration, even if cancelled within 1 day after booking. Cancellations must be received by mail, fax or email three weeks before the conference. In case of cancellation thereafter the full conference fee is payable. No credit note will be issued if cancellation is received 3 weeks or less prior to an event. Delegate substitutions are welcome at any time prior to the dates of the conference. If for any reason E.N.G. decides to amend or to cancel the conference, E.N.G. is not responsible for any costs and/or damages, such as covering airfare, hotel and/or other costs incurred by delegates. In the event that E.N.G. cancels the conference, E.N.G. reserves the right to provide a credit of an equivalent amount to another conference within the same sector. E.N.G. does not bear responsibility for any conference/programme amendments and/or cancellations, such as speaker cancellation. E.N.G. also reserves the right to change the programme as it sees fit. E.N.G. does not provide refunds due to programme changes and cancellations. E.N.G. reserves the right to refuse at its discretion delegates and companies wishing to attend or register for any of its events. Data E.N.G. is allowed to pass on your delegate details to other companies who wish to communicate with you. If you do not wish to receive information from other companies, please contact us at [email protected] or +34 91 535 7087. To register fax registration form to +34 91 535 9804 or email to [email protected] - For more information +34 91 535 7087 or visit www.engevents.com