WHERE ARE WE GOING?
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RENAULT 2012-2013 RUK Marketing 2011 CONFIDENTIAL Agenda • Renault Business Model • Range 2011 vs Renault Renew range 2012 • Impact model by model • Transition management • Sales Channels RUK Marketing RENAULT AHEAD OUR BUSINESS MODEL: BUILDING OUR FUTURE ON PROFITABLE & SUSTAINABLE FOUNDATIONS 1 2 3 BRANDS PRODUCTS CHANNELS RUK Marketing WHERE ARE WE GOING? RENAULT CARS : VA VA VOOM IMAGE MAIN STREAM VALUE RUK Marketing SCENIC CLIO TWINGO MEGANE WHERE ARE WE GOING? ZE : HALO EFFECT OF ZE RANGE ZE BENEFITS 100% ELECTRIC : 0% EMISSION IN USE 100% VA VA VOOM : SILENT AND POWERFUL 100% AFFORDABLE : ZOE = CLIO RUK Marketing WHERE ARE WE GOING? ZE : HALO EFFECT OF ZE RANGE ZOE 100% ELECTRIC : ZE DESIGN WITHOUT COMPROMISE 100% AFFORDABLE : FROM £13K 100% USEABLE : BEST RANGE AND FAST CHARGE RUK Marketing WHERE ARE WE GOING? RENAULT CARS : VA VA VOOM IMAGE MAIN STREAM VALUE RUK Marketing SCENIC CLIO TWINGO MEGANE DACIA : BREAK THE RULES 1. SHOCKINGLY AFFORDABLE 2. SMART CHOICE THE DACIA WAY LOW-COST… …HIGH-VALUE o o o o A BREAK-THE-RULES BUSINESS MODEL 3. BREAKING THE RULES GOODWOOD PRE-LAUNCH RUK Marketing THE DACIA CHALLENGE vs THE ON-LINE BRAND WHERE ARE WE GOING? DACIA : SHOCKINGLY AFFORDABLE DUSTER PRE-LAUNCH JULY 2012 LAUNCH JANUARY 2013 PRICE <£10 000 RUK Marketing WHERE ARE WE GOING? DACIA : SHOCKINGLY AFFORDABLE NEW SANDERO PRE-LAUNCH Q4 2012 LAUNCH JANUARY 2013 ESTATE VERSION JULY 2013 NEW SANDERO STEPWAY LAUNCH JULY 2013 4x4 LOOK IMAGE VERSION RUK Marketing WHERE ARE WE GOING? DACIA : A BREAK-THE-RULES BUSINESS MODEL THE DACIA WAY SHOCKINGLY AFFORDABLE NO HASSLE PRICES NO SALES OBJECTIVES NO BONUSES THE FASTEST-GROWING BRAND IN EUROPE IN THE LAST 6 YEARS RUK Marketing WHERE ARE WE GOING? RENAULT CARS : VA VA VOOM IMAGE MAIN STREAM VALUE RUK Marketing SCENIC CLIO TWINGO MEGANE RENAULT BRAND DESIRABLE RELIABLE VA VA VOOM PRODUCTS 4+4+4+4 CUSTOMER EXCELLENCE VA VA VOOM CUSTOMER EXPERIENCE RUK Marketing WHERE ARE WE GOING? 2012 VA VA VOOM PRODUCTS : SIMPLER, MORE DESIRABLE RENAULT CAR RANGE FOCUS ON 4 KEY MODELS DELETION OF MODELS WHICH DON’T EXPRESS VA VA VOOM MAIN STREAM SCENIC CLIO TWINGO MEGANE SMALLER SEGMENTS COVERED BY TWINGO, CLIO … PLUS ZE NEW CROSSOVER MODELS WILL DEVELOP UPPER-RANGE DESIRABILITY FROM 2013 RUK Marketing WHERE ARE WE GOING? 2012 VA VA VOOM PRODUCTS : SIMPLER, MORE DESIRABLE RENAULT CAR RANGE FOCUS ON 3 CORE VERSIONS PLUS RENAULTSPORT MAIN STREAM SCENIC CLIO TWINGO MEGANE NO ENTRY LEVEL VERSIONS IMPROVED EXPRESSION LEVEL ALL RENAULT CARS HAVE STANDARD AIR CONDITIONING, ALLOY WHEELS, BLUETOOTH, IPOD CONNECTION RUK Marketing WHERE ARE WE GOING? 2012 VA VA VOOM PRODUCTS : SIMPLER, MORE DESIRABLE RENAULT CAR RANGE NEW TWINGO NEW RENAULT BRAND IDENTITY NEW PERSONALISATION NEW EQUIPMENT RUK Marketing WHERE ARE WE GOING? 2012 VA VA VOOM PRODUCTS : SIMPLER, MORE DESIRABLE RENAULT CAR RANGE CLIO 2012 NEW EXPRESSION IMPROVED GT-LINE NEW COLOURS RUK Marketing WHERE ARE WE GOING? 2012 VA VA VOOM PRODUCTS : SIMPLER, MORE DESIRABLE RENAULT CAR RANGE SCENIC 2012 NEW DESIGN, NEW COLOURS NEW STOP&START ENGINES NEW TECHNOLOGY RUK Marketing WHERE ARE WE GOING? 2013 VA VA VOOM PRODUCTS : SIMPLER, MORE DESIRABLE RENAULT CAR RANGE SCENIC-CROSS APRIL 2013 4x4 LOOK GRIP CONTROL, HILL START ASSIST, RAISED SUSPENSION CLIO IV JANUARY 2013 LOW ROOFLINE, HIDDEN REAR DOORS, STRONG PERSONALISATION HIGHLY EFFICIENT ENGINES, INTERIOR FUNCTIONALITY B-CROSS STOP&START ENGINES TOUCH-SCREEN DASHBOARD FLEXIBLE INTERIOR RUK Marketing WHERE ARE WE GOING? 2012-2013 RENAULT VANS : FROM STRENGTH TO STRENGTH Sport 25000 8.0% 7.5% 20000 15000 10000 5.1% Début Entry price 5000 7.2% Core 6.0% 5.0% “Tailor your van” 4.0% 3.0% 2.0% 1.0% 0 0.0% 2009 MASTER 2010 TRAFIC 2011 KANGOO 3 EQUIPMENT LEVELS REVIEWED AND OPTIMISED FOCUS ON CONVERSIONS AND LOCAL FLEET RUK Marketing 7.0% High specification WHERE ARE WE GOING? 2012-2013 RENAULT VANS : FROM STRENGTH TO STRENGTH FOCUS ON CONVERSIONS FROM 6% 8% 11% BY 2013 3RD PLACE IN CONVERSIONS MARKET RUK Marketing RENAULT BRAND DESIRABLE RELIABLE VA VA VOOM PRODUCTS 4+4+4+4 CUSTOMER EXCELLENCE VA VA VOOM CUSTOMER EXPERIENCE RUK Marketing RELIABLE A BRAND YOU CAN TRUST 4+4+4+4 4+4+4+4 PACKAGE FROM 1 FEBRUARY 2012 THE RENAULT 4+ 4 YEARS YEARS YEARS YEARS WARRANTY ROADSIDE ASSISTANCE SERVICING FINANCE RENAULT BRAND DNA RUK Marketing RELIABLE A BRAND YOU CAN TRUST RENAULT QUALITY MADE A PROOF OF PRODUCT RELIABILITY RENAULT QUALITY COMMITMENT A PROOF OF QUALITY OF SERVICE 2010: BUSINESS PROMISE FOR BUSINESS CUSTOMERS FROM 1ST FEBRUARY 2012: EXTENDED TO RETAIL CUSTOMERS RUK Marketing Range Structure 2011 Gordini Renaultsport GT-Line Dynamique TT I-Music Expression Pzaz • Diverted network focus away from core with entry L.Es • Insufficient profitability • Diluted brand message of value and high specification RUK Marketing Range Structure 2012 Renaultsport GT-Line Dynamique TT Expression • 3 trim levels + Renaultsport dependent on model • Expression repositioned • Premium brand orientation: entry animation is Expression • All Renault ICE cars now have air conditioning & Bluetooth as standard • Improved profitability • Focus on Dynamique for ‘premium’ brand message and communicate on specification USPs (ie TomTom) • Refocus network to higher trim levels to improve network profitability RUK Marketing Range Change Highlights Expression/+ repositioned & replaces previous entry versions & I-Music Twingo gains air con & Bluetooth radio as standard plus cruise control, speed limiter, side airbags with Ph II Clio gains air con, 15” alloys, Bluetooth as standard Megane P2 gains 16” alloys as standard All Renault ICE cars come with air conditioning and Bluetooth as standard GT-Line on Clio gains ESP 4 year warranty and 4 year roadside assist across range (service element for SME RUK Marketing Range Structure 2012 Twingo E4 GT-Line Clio Megane BDK - Megane E Scenic JR Floride Lux Pack - - - - E3 Dynamique E2 Expression E1 - - - Renaultsport - RUK Marketing Diversity reduction -48% vs Oct-11 Twingo Renaultsport 133 £13,595 Dynamique TomTom £10,250 RUK Marketing Clio Renaultsport £16,930 GT-Line TomTom £13,620 Dynamique TomTom £12,620 Expression £11,620 RUK Marketing Megane Phase 2 from April 2012 Renaultsport £24,825 GT-Line TomTom £18,725 Dynamique TomTom £17,275 Expression £16,275 RUK Marketing Scenic Phase 2 from February 2012 ‘Luxe Pack’ + £1500 Dynamique TomTom £18,325 RUK Marketing RENAULT 2012-2013 VANS RUK Marketing 2011 CONFIDENTIAL Summary of changes to the van range from February 2012 Freeway versions deleted New lead-in version per model with semi-net price called Debut TomTom no longer standard on Core version, but available as an option (remains standard on Sport) Price increases (2.5% - 4.5%) Kangoo Van dealer margin reduced by 2% 4 year warranty and 4 year roadside assist across range (service element for SME) RUK Marketing Transition New range and model line-up orders open on 1st February 2012 Current range and model line-up orders open until 31st January 2012 Laguna Coupe production stops in week 2 production (week 51/52) Laguna dCi 150,175,180 production stops in week 2 production (week 51/52) Megane P2 from 1st April RUK Marketing Model Planner – Removal from price guide CARS January 1st 2012 RENAULTSPORT Changes Megane Trophy 265 February 1st 2012 Price realignment Changes WIND Wind Roadster (All) Removed from price list TWINGO Twingo Gordini Removed from price list Twingo Pzaz Removed from price list Twingo Expression Removed from price list Clio Pzaz Removed from price list Clio I-Music Removed from price list MODUS AND GRAND MODUS Modus and Grand Modus Removed from price list KANGOO Kangoo (Car) Removed from price list MEGANE HATCH Megane Hatch Pzaz Removed from price list MEGANE COUPE Megane Coupe Monaco Removed from price list SCENIC Scenic Expression Removed from price list Scenic I-Music Removed from price list Grand Scenic Expression Removed from price list Grand Scenic I-Music Removed from price list LAGUNA HATCH Laguna Hatch Removed from price list LAGUNA SPORT TOURER Laguna Sport Tourer Removed from price list LAGUNA COUPE Laguna Coupe Removed from price list ESPACE Espace Removed from price list GRAND ESPACE Grand Espace Removed from price list MEGANE HATCH Megane Hatch I-Music Removed from price list MEGANE COUPE Megane Coupé I-Music Removed from price list CLIO GRAND SCENIC Comments Removed from price list Comments April 1st 2012 Excel version will be made available RUK Marketing Model Planner – Revisions and New Model Introductions CARS January 1st 2012 Changes ALL EXCEPT LAGUNA Carry over October 2011 Price Guide LAGUNA HATCH AND SPORT TOURER 2.0 dCi versions Factory ordering closed LAGUNA COUPE All versions Factory ordering closed Comments February 1st 2012 Price realignment Changes Comments TWINGO New Twingo Dynamique 2012 Model Year New look / New spec / 4 year warranty and AA CLIO Clio Expression + New Spec Alloys + A/C + Bluetooth / 4 year warranty and AA Clio Dynamique 2012 Model Year 4 year warranty and AA Clio GT Line 2012 Model Year ESP / 4 year warranty and AA / 1.2 75 bhp engine available Clio Expression + New Spec Alloys + A/C + Bluetooth / 4 year warranty and AA Clio Dynamique 2012 Model Year 4 year warranty and AA Clio GT Line 2012 Model Year ESP / 4 year warranty and AA / 1.2 75 bhp engine available Megane Hatch I-Music As per October guide 4 year warranty and AA Megane Hatch Expression As per October guide 4 year warranty and AA Megane Hatch Dynamique Tom Tom As per October guide 4 year warranty and AA Megane Hatch GT lIne Tom Tom As per October guide 4 year warranty and AA Megane Coupe I-Music As per October guide 4 year warranty and AA Megane Coupe Expression As per October guide 4 year warranty and AA Megane Coupe Dynamique Tom Tom As per October guide 4 year warranty and AA Megane Coupe GT lIne Tom Tom As per October guide 4 year warranty and AA Megane Sport Tourer Expression As per October guide 4 year warranty and AA Megane Sport Tourer Dynamique Tom Tom As per October guide 4 year warranty and AA Megane Sport Tourer GT lIne Tom Tom As per October guide 4 year warranty and AA Megane Coupe Cabriolet Dynamique Tom Tom As per October guide 4 year warranty and AA Megane Coupe Cabriolet GT Line Tom Tom As per October guide 4 year warranty and AA Megane Coupe Cabriolet Floride SE New 4 year warranty and AA SCENIC Scenic Dynamique Tom Tom New Phase New Phase / New look / New spec / 4 year warranty and AA GRAND SCENIC Grand Scenic Dynamique Tom Tom New Phase New Phase / New look / New spec / 4 year warranty and AA Megane Hatch Expression + New Phase New Phase / New look / New spec / New engines Megane Hatch Dynamique Tom Tom New Phase New Phase / New look / New spec / New engines Megane Hatch GT lIne Tom Tom New Phase New Phase / New look / New spec / New engines Megane Coupe Expression + New Phase New Phase / New look / New spec / New engines Megane Coupe Dynamique Tom Tom New Phase New Phase / New look / New spec / New engines Megane Coupe GT lIne Tom Tom New Phase New Phase / New look / New spec / New engines Megane Sport Tourer Expression + New Phase New Phase / New look / New spec / New engines Megane Sport Tourer Dynamique Tom Tom New Phase New Phase / New look / New spec / New engines Megane Sport Tourer GT lIne Tom Tom New Phase New Phase / New look / New spec / New engines CLIO SPORT TOURER MEGANE HATCH MEGANE COUPE MEGANE SPORT TOURER MEGANE COUPE CABRIOLET April 1st 2012 MEGANE HATCH MEGANE COUPE MEGANE SPORT TOURER RUK Marketing Excel version will be made available Model Planner – Removal from price guide VANS Jan 1st 2012 Carry over October 2011 Price Guide All Feb 1st 2012 Price realignment Changes KANGOO COMPACT Kangoo Compact (All) Removed from price list KANGOO VAN Freeway Removed from price list TRAFIC PHASE 3 Freeway Removed from price list NEW MASTER Freeway Removed from price list Comments Excel version will be made available RUK Marketing Model Planner – Revisions and New Model Introductions VANS Jan 1st 2012 All Carry over October 2011 Price Guide Feb 1st 2012 Price realignment Changes Comments KANGOO VAN Debut Replaces Freeway Entry version, no options / 4 year warranty and AA Kangoo Van Core Carminat Tom Tom Sat Nav deleted Available as an option / 4 year warranty and AA Centre console deleted Available as an option Full steel bulkhead changed to tubular Available as an option Electric windows become standard Electric mirrors become standard Kangoo Van Sport KANGOO VAN MAXI Centre console deleted Available as an option / 4 year warranty and AA Blue tooth deleted Available as an option 2 anchorage points deleted Available as an option Height adjustable drivers seat deleted Available as an option Overhead parcel shelf deleted Available as an option Debut New versions, van and crew van Available as an option Kangoo Maxi Van Core New versions, van ,crew van, and crew van cab 4 year warranty and AA Carminat Tom Tom Sat Nav deleted Available as an option Centre console deleted Available as an option Full steel bulkhead changed to tubular Available as an option Electric windows become standard Available as an option Electric mirrors become standard Available as an option New versions, van ,and crew van cab 4 year warranty and AA Centre console deleted Available as an option Blue tooth becomes optional Available as an option Height adjustable drivers seat deleted Available as an option Overhead parcel shelf deleted Available as an option Kangoo Van Maxi Sport KANGOO VAN ZE All No change 4 year warranty and AA TRAFIC PHASE 3 Debut Replaces Freeway Entry version, no options / 4 year warranty and AA Core Carminat Tom Tom Sat Nav deleted Available as an option / 4 year warranty and AA Alarm deleted Available as an option Blue tooth deleted Available as an option Electric windows become standard Electric mirrors become standard Sport Alarm deleted Available as an option / 4 year warranty and AA Blue tooth becomes standard NEW MASTER Passenger As per core van range 4 year warranty and AA Passenger Sport Alarm deleted 4 year warranty and AA Debut Replaces Freeway Entry version, no options / 4 year warranty and AA Core Carminat Tom Tom Sat Nav deleted Available as an option / 4 year warranty and AA Blue tooth deleted Available as an option Seat back table deleted Available as an option New blue tooth radio 4 year warranty and AA Seat back table deleted Available as an option Parking sensors deleted Available as an option Hands free key deleted Available as an option Chassis Cab and conversions As per core van range 4 year warranty and AA Passenger As per core van range 4 year warranty and AA ALL STOP AND START ENGINE Sport April 1st 2012 NEW MASTER LOWER CO2 ENGINES RUK Marketing Excel version will be made available RENAULT 2012-2013 Sales Channels RUK Marketing 2011 CONFIDENTIAL VOLUME BY CHANNEL Vans Retail REN Core Fleet Cars Motability Dacia Retail Direct Rental RENTAL BUSINESS : FOCUS ON LCV ONLY RUK Marketing RENAULT BRAND DESIRABLE RELIABLE VA VA VOOM PRODUCTS 4+4+4+4 CUSTOMER EXCELLENCE VA VA VOOM CUSTOMER EXPERIENCE RUK Marketing