electro-mobility proof of concept | sales strategy dr
TRANSCRIPT
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Frankfurt | 9 September 2019
Electro-Mobility Proof of Concept | Sales StrategyDr. Christian Dahlheim
9 September 2019 | Electro-Mobility Proof of Concept | Group Sales – Dr. Christian Dahlheim
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The Volkswagen Group is aware of its global responsibility and committed to the targets of the Paris Climate Agreement
9 September 2019 | Electro-Mobility Proof of Concept | Group Sales – Dr. Christian Dahlheim 2
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Strong electrification of portfolio: significant increase worldwide in BEV deliveries by 2025 across all brands will support the intended CO2 compliance Volkswagen Group* – estimated BEV Volume by Region (2019-2025)
9 September 2019 | Electro-Mobility Proof of Concept | Group Sales – Dr. Christian Dahlheim
20252019 202420222020 2021 2023
NAR
EuropeChina
RoW
* excl. Ducati
≈ 1%
≈ 4%≈ 500T
> 70 models> 20%
≈ 3 Mio.
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Governmental subsidies, lower TCO and drive to CO2 sustainability support customer demand for BEV
9 September 2019 | Electro-Mobility Proof of Concept | Group Sales – Dr. Christian Dahlheim
Cost of ownership
Leasing fee
Lower consumption costs Lower maintenance costs
Tax benefits Source: Survey of CO2 compliance policy of ca. 190 multinational companies
CO2 compliance policy of multinational companies drives demand from fleet customers
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ID.3 – Breaking down barriers
9 September 2019 | Electro-Mobility Proof of Concept | Group Sales – Dr. Christian Dahlheim
Elli ionity
Charging infrastructure
5
330 km up to 550 km
WLTP
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New sales process will achieve better yield management
9 September 2019 | Electro-Mobility Proof of Concept | Group Sales – Dr. Christian Dahlheim
Simplified line-up and
digitally supported sales
process
*commercial customers
Tacticals focus on loyalty building
measures
Lifecycle concept
including used cars
Sales through agency*
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Simplification of line-up and sales process lead to efficiency, speed and customer convenience
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To support the big growth of EV´s, customer uncertainties are addressed and the residual value is stabilized via the EV Lifetime concept in major EU markets
9 September 2019 | Electro-Mobility Proof of Concept | Group Sales – Dr. Christian Dahlheim
Customer and dealers uncertainties[e.g. battery durability, residual value stability]
„We raise trust in e-mobility for customer and dealer.“
Stability of residual value
Boost of customer loyalty in the ecosystem
Focus on used car business
Leasing as core product
Challenges
Message
Goals
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For retail customers, the focus is set on communication of the monthly and rate and product packages: the Lease&Care packages
9 September 2019 | Electro-Mobility Proof of Concept | Group Sales – Dr. Christian Dahlheim
Focus of communication: „Rate instead of price“
Product offering in Lease&Care packages (S – M – L)
Complete integration in VW configurator: With a few click to your VW ID. 3
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From a sequential to an integrated, omni-channel sales chain, whichenables full customer centricity and additional value potential
9 September 2019 | Electro-Mobility Proof of Concept | Group Sales – Dr. Christian Dahlheim
OEM
Importer
Retailer
Customer
OEM
Importer
Retailer
Customer
Tomorrow - Integrated
Customer-ID
Vehicle-ID
Dealer-ID
Today- Sequential sales chain
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Expending into a mobility system with the goal >5 mio. user each year and 1 bn. revenue in 2025
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Digital services provide an significant potential for an increase in customer loyalty
9 September 2019 | Electro-Mobility Proof of Concept | Group Sales – Dr. Christian Dahlheim
0 Vehicle maturity [years]5
Loyalty rate[in %]
0 10 15
12