case ih north america
DESCRIPTION
Case IH North America. Jim Walker. 140+ Tractors. 4WD Tractors. $. Combines. $. 2007 versus 2006. Performance Productivity Technology Total Systems Solutions Reliability Quality. Product Support Finance Package Customer Relations Management Dealer Brand Image Value (price). - PowerPoint PPT PresentationTRANSCRIPT
Case IH North America
Jim Walker
140+ Tractors
Q1 Q2 Q3 Q4 FY
20062005
4WD Tractors
Q1 Q2 Q3 Q4 FY
20062005$
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")