case ih north america

Case IH North America

Jim Walker

140+ Tractors

Q1 Q2 Q3 Q4 FY

20062005

4WD Tractors

Q1 Q2 Q3 Q4 FY

20062005$

Combines

Q1 Q2 Q3 Q4 FY

20062005$

2007 versus 2006

140+ 4WD Combines

20072006

Ag Equipment Value Package:

• Performance • Productivity• Technology• Total Systems

Solutions • Reliability• Quality

• Product Support• Finance Package• Customer Relations

Management• Dealer• Brand Image• Value (price)

Ag Equipment Value Package:

• Performance • Productivity• Technology• Total Systems

Solutions • Reliability• Quality

• Product Support• Finance Package• Customer Relations

Management• Dealer• Brand Image• Value (price)

Case IH North America

2007 Go To Market Plan

The number of potential customers to buy our equipment in the future is shrinking.

In order to grow our business, we will need to take business away from competition.

Dealer type and new Regions

Purchasers can be subdivided into three major groups:

• Traditional

• Key Account

• National Account

Traditional Business

Dealerships-016-08 (7"x7")

Key Account Team

TSM CTMProduct

SpecialistCNH

CapitalDealerPSSM

RegionalSales

Director

Consider using graphics being developed for Orlando.

Key Account Team

TSM CTMProduct

SpecialistCNH

CapitalDealerPSSM

RegionalSales

Director

Consider using graphics being developed for Orlando. Note areas highlighted from previous slide.

Sales Mnj.

Service Mnj.

Parts Mnj.

National Account Team

• National Accounts Manager is “Quarterback” of the team

• Team members participant at applicable sales process stage

NationalAccounts

RegionalService

Manager

RacineMarketing

Corp CNHCapital

DealerCorpParts

KeyAccounts Sales Mgr

Consider using graphics being developed for Orlando.

Sales Pursuance (Key/National Accounts)

0

10

20

30

40

50

60

70

80

90

100

Awareness Contact Distribution Product Company Demo

Sales Success

REPLACE WITH SALES PURSUANCE GRAPHIC FROM ORLANDO

Dealerships-162-04 (11"x7")

Dealerships-094-08 (7"x7")

Engine Rebuild

Dealerships-109-12 (7"x7")

STX Series-016-10 (4"x4")