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  • BVRLA RVR FORUM. BMW i APPROVED USED CARS DIRECT SALES 18 FEBRUARY 2015

    February 2015

  • Page 2

    BMW i APPROVED USED CARS. THE BMW i3 AND i8.

    BMW i3 - Launched November 2013 - Available as BEV or REX - Starting price 30,980 (excluding PICG) - 2014 retail volume 1400 units - Retail/Corporate split 56/44 BMW i8 - Launched July 2014 - Low volume exclusive car - Halo - Hybrid sports car with electric drive - 3 cylinder petrol - Starting price 104,590 (excluding PICG)

  • Page 3

    BMW i APPROVED USED CARS. NEW CAR DIRECT SALES PROCESS.

    - New BMW i vehicles are sold using the Direct Sales process - Exclusive network, only 53 Dealers training and infrastructure - BMW retain ownership of vehicle till sold to customer - Dealer receives a handling fee

    - Ordering process for the customer remains the same as BMW Classic

  • BMW i APPROVED USED CARS. USED CAR DIRECT SALES PROGRAMME. - Benefits and standards are closely aligned to BMW Classic - Mixture of Direct (ex BMW internal use) and Wholesale Stock (Dealer purchased) - Majority of Direct Stock is between 12 and 18 months old - Direct Stock is sourced from internal fleets - Ex BMW Financial Services vehicles sold via the auction channel

    - Dealer purchased vehicles (direct Dealer trade in)

  • BMW i APPROVED USED CARS. WHERE ARE WE?

    - Started selling used vehicles in Q4 2014 - BMW Financial Services supported offer in place for the sale of used cars - 45 vehicles sold to date - BMW Used Car website updated shortly to include the i3 - BMW Used Car Marketing collateral to follow - Vehicles offered to Dealers on Sale or Return

  • Page 6

    BMW i APPROVED USED CARS. DIRECT SALES PROCESS.

    Vehicle advertised on website

  • Page 7

    BMW i APPROVED USED CARS. DIRECT SALES PROCESS.

    Vehicle advertised on website

    Customer enquiry handled by Customer

    Interaction Centre

  • Page 8

    BMW i APPROVED USED CARS. DIRECT SALES PROCESS.

    Vehicle advertised on website

    Customer enquiry handled by Customer

    Interaction Centre

    Lead sent to nominated Dealer

  • Page 9

    BMW i APPROVED USED CARS. DIRECT SALES PROCESS.

    Vehicle advertised on website

    Customer enquiry handled by Customer

    Interaction Centre

    Lead qualified, test drive arranged in new car

    demo vehicle

    Lead sent to nominated Dealer

  • Page 10

    BMW i APPROVED USED CARS. DIRECT SALES PROCESS.

    Vehicle advertised on website

    Customer enquiry handled by Customer

    Interaction Centre

    Lead qualified, test drive arranged in new car

    demo vehicle

    Lead sent to nominated Dealer

    Dealer informs BMW of successful sale

  • Page 11

    BMW i APPROVED USED CARS. DIRECT SALES PROCESS.

    Vehicle advertised on website

    Customer enquiry handled by Customer

    Interaction Centre

    Lead qualified, test drive arranged in new car

    demo vehicle

    Lead sent to nominated Dealer

    Dealer informs BMW of successful sale

    Vehicle placed into Dealers stock and

    removed from website

  • Page 12

    BMW i APPROVED USED CARS. DIRECT SALES PROCESS.

    Vehicle advertised on website

    Customer enquiry handled by Customer

    Interaction Centre

    Lead qualified, test drive arranged in new car

    demo vehicle

    Lead sent to nominated Dealer

    Dealer informs BMW of successful sale

    Vehicle dispatch arranged along with V5

    Vehicle placed into Dealers stock and

    removed from website

  • Page 13

    BMW i APPROVED USED CARS. DIRECT SALES PROCESS.

    Vehicle advertised on website

    Customer enquiry handled by Customer

    Interaction Centre

    Lead qualified, test drive arranged in new car

    demo vehicle

    Lead sent to nominated Dealer

    Dealer informs BMW of successful sale

    Vehicle dispatch arranged along with V5

    Vehicle placed into Dealers stock and

    removed from website

    Dealer creates sales order form for

    customer

  • Page 14

    BMW i APPROVED USED CARS. DIRECT SALES PROCESS.

    Vehicle advertised on website

    Customer enquiry handled by Customer

    Interaction Centre

    Lead qualified, test drive arranged in new car

    demo vehicle

    Lead sent to nominated Dealer

    Dealer informs BMW of successful sale

    Vehicle dispatch arranged along with V5

    Vehicle placed into Dealers stock and

    removed from website

    Dealer creates sales order form for

    customer

    BMW checks order form and invoices car

    to Dealer

  • Page 15

    BMW i APPROVED USED CARS. DIRECT SALES PROCESS.

    Vehicle advertised on website

    Customer enquiry handled by Customer

    Interaction Centre

    Lead qualified, test drive arranged in new car

    demo vehicle

    Lead sent to nominated Dealer

    Dealer informs BMW of successful sale

    Vehicle dispatch arranged along with V5

    Vehicle placed into Dealers stock and

    removed from website

    Dealer creates sales order form for

    customer

    BMW checks order form and invoices car

    to Dealer

    Dealer invoices customer and collects

    payment

  • Page 16

    BMW i APPROVED USED CARS. DIRECT SALES PROCESS.

    Vehicle advertised on website

    Customer enquiry handled by Customer

    Interaction Centre

    Lead qualified, test drive arranged in new car

    demo vehicle

    Lead sent to nominated Dealer

    Dealer informs BMW of successful sale

    Vehicle dispatch arranged along with V5

    Vehicle placed into Dealers stock and

    removed from website

    Dealer creates sales order form for

    customer

    BMW checks order form and invoices car

    to Dealer

    Dealer invoices customer and collects

    payment

    Dealer receives handling fee for sale

  • Page 17

    BMW i APPROVED USED CARS. DIRECT SALES PROCESS.

    Vehicle advertised on website

    Customer enquiry handled by Customer

    Interaction Centre

    Lead qualified, test drive arranged in new car

    demo vehicle

    Lead sent to nominated Dealer

    Dealer informs BMW of successful sale

    Vehicle dispatch arranged along with V5

    Vehicle placed into Dealers stock and

    removed from website

    Dealer creates sales order form for

    customer

    BMW checks order form and invoices car

    to Dealer

    Dealer invoices customer and collects

    payment

    Dealer receives handling fee for sale

    If no sale is agreed, the vehicle is returned

  • Page 18

    BMW i APPROVED USED CARS. i3 DIRECT SALES STOCK.

    - 53 strong Dealer network with three i3s each - 10 Light sites with two i3s each launching Q1 2015 - 130 i3s on internal fleets such as Press, Product etc. - BMW i3 used sales 2015 = 309

  • BMW i APPROVED USED CARS. BMW i3 STOCK MANAGEMENT.

    0

    10

    20

    30

    40

    50

    60

    70

    Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

    2013 Production2015 Production

    - Majority of Direct Sales stock produced in Q4 2013

    - Ensured vehicles were available for launch

    - Used car supply needs to be more evenly spread

    - Some early stock will be 18 months old when sold

  • BMW i APPROVED USED CARS. DIRECT SALES BENEFITS.

    - Allows us to manage the stock of YUC entering the market

    - No distressing prices or RVs - Allows us to promote vehicles centrally - Gives us the ability to set a monthly Financial Service rate - Greater customer choice due to centrally managed used car stock - Enquiry management by our Customer Interaction Centre

  • BMW i APPROVED USED CARS. HOW WELL IS IT WORKING?

    - RV range from 86% 93% with an average of 91% (Ex PICG)

    - Age range is 9 14 months with an average of 10.8 months - Mileage range is 1,600 - 10,200 miles with an average of 5,500 miles

    -Next steps pushing website live and run central Marketing activity

  • Page 22

    BMW i APPROVED USED CARS. THANK YOU FOR YOUR TIME.

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