Orlando, FLJuly 9-12, 2013

International Sales and Marketing Ed Cummins

• Organization• Sales• Accessories• Bulk Oil and Lubricants• Battery• Tires• Magneti Marelli• Wholesale

• Marketing• Vehicle Off Road (VOR)• Express Lane

Sales & Marketing, Market Management and Product Development

4

Purchasing

Engineering

Product

PlanningMarketing &

Sales

Homologation

MOPAR Intl. Team Graz

5

MOPAR Intl. Accessory Process

6

MOPAR Intl. Accessory Process

• Organization• Sales• Accessories• Bulk Oil and Lubricants• Battery• Tires• Magneti Marelli• Wholesale

• Marketing• Vehicle Off Road (VOR)• Express Lane

2010 2011 2012 2013 Forecast

0102030405060708090

100

AccessoriesCollisionMaintenanceRepairPerformanceCampaign

LATAM Parts Sales by Portfolio*

  2010 2011 2012 2013 Forecast

ACCESSORIES $3.6 $6.5 $7.3 $7.0

CAMPAIGN/OTHER $0.5 $0.6 $0.4 $0.5

COLLISION $16.3 $25.2 $24.0 $28.8

GEN/PT/REMAN $21.2 $28.5 $27.4 $27.3

MAINTENANCE $15.7 $23.9 $27.0 $27.4

PERFORMANCE $0.1 $0.1 $0.2 $0.1

TOTAL $57.6 $85.0 $86.4 $91.2

$USD (M)

+46% +2% +6%* The data displayed represents the outbound sales to the markets

• Organization• Sales• Accessories• Bulk Oil and Lubricants• Battery• Tires• Magneti Marelli• Wholesale

• Marketing• Vehicle Off Road (VOR)• Express Lane

Accessories Sales

• Organization• Sales• Accessories• Bulk Oil and Lubricants• Battery• Tires• Magneti Marelli• Wholesale

• Marketing• Vehicle Off Road (VOR)• Express Lane

Motor Oil and Lubricants

• Global contract with Shell has been signed

• A program for LATAM consisting of bulk, drum and packaged oil needs to be implemented

• There needs to be a focus on expansion through competitivepricing and conquest as well as support Express Lane

• Organization• Sales• Accessories• Bulk Oil and Lubricants• Battery• Tires• Magneti Marelli• Wholesale

• Marketing• Vehicle Off Road (VOR)• Express Lane

Battery

• An OES Interstate and Exide Battery Program was launched for LATAM in 2012

• Batteries are competitively priced

• Programs need to be developed for markets which have local governmental regulations that restrict battery importation

• Organization• Sales• Accessories• Bulk Oil and Lubricants• Battery• Tires• Magneti Marelli• Wholesale

• Marketing• Vehicle Off Road (VOR)• Express Lane

Tire Program

• Tire orders must be coordinated through the Latin America Regional Office and the MOPAR International group prior to submitting an order in the system

• The tire program will increase service center profitability and reduce chances of competitor conquest of your service business.

• Organization• Sales• Accessories• Bulk Oil and Lubricants• Battery• Tires• Magneti Marelli• Wholesale

• Marketing• Vehicle Off Road (VOR)• Express Lane

Magneti Marelli

• Contract with Magneti Marelli “All Makes” has been finalized

• Timing on LATAM launch needs to be scheduled

• Magneti Marelli program to drive the competitive wholesale business and Express Lane for “allmakes” products

• Organization• Sales• Accessories• Bulk Oil and Lubricants• Battery• Tires• Magneti Marelli• Wholesale

• Marketing• Vehicle Off Road (VOR)• Express Lane

Wholesale

• Provide competitive pricing • Enable dealers expand their

business into alternate wholesale channels• Help dealers capture larger share of lucrative “older cars

(un-retained customers) market”• Support dealers “own their territory” by becoming

preferred source for genuine Mopar parts• Assist dealers with “best parts wholesale practices”• Increase Mopar brand global value and recognition • Provide volume-based quotations to assist dealers in

successful bids for large tenders (government, fleet, etc.)• Support dealers with promotional marketing materials

and visual assets

Wholesale Objectives

• Organization• Sales• Accessories• Bulk Oil and Lubricants• Battery• Tires• Magneti Marelli• Wholesale

• Marketing• Vehicle Off Road (VOR)• Express Lane

• Utilized 75th Anniversary to promote brandawareness globally.

• Grew digital infrastructure thru social, Mopar.com improvements, and OwnerConnect.com – all supporting brand awareness & sales growth.

• Expanded Customer Relationship Management (CRM) capability with new database, new services, new creative, and new programs.

• Doubled our merchandising program and launched retail fixtures, furniture, signage, and graphics to support a richer in-dealership experience.

2012 Marketing Accomplishments

25

2013 Marketing Goals

26

2013 Marketing Priorities

• Organization• Sales• Accessories• Bulk Oil and Lubricants• Battery• Tires• Magneti Marelli• Wholesale

• Marketing• Vehicle Off Road (VOR)• Express Lane

What is a VOR (Vehicle Off Road)?

A Vehicle Off Road order (VOR) is because the vehicle involved is nonoperational and off road due to a powertrain component, or safety related component or Customer Dissatisfaction (Buyback).

International VOR Reporting Process

• Organization• Sales• Accessories• Bulk Oil and Lubricants• Battery• Tires• Magneti Marelli• Wholesale

• Marketing• Vehicle Off Road (VOR)• Express Lane

• No appointments and while you wait service• A dedicated Express Lane Service Advisor and

Technician(s)• Cycle time for service

consistently below 30 minutes per vehicle

• Thorough, complete anddocumented vehicleinspection

• Vehicle review with owner before service completion

• Express Lane open during normal service business hours

32

Typical Express Lane Results

Express Lane Five Steps

Express Lane Enrollments

Orlando, FLJuly 9-12, 2013

International Sales and Marketing Ed Cummins