BUSINESS PLAN

Content :
1. Market Situation
2. Market Mapping & Demand
3. Quality Challenge
4. Competitor Activity
5. Brand & Price Position
6. Market Penetration
7. Sales Program
8. Marketing Support
9. Goal (Order & Amount)
10. S.W.O.T Analysis
 Market Situation
Requirement Remarks Suggestion
Availability 1. Main Size 1. Forecast Order
2. Lead Time Delivery
3. Lead Time Production
Durability EU driving and load capacity mostly not standard and need LT&TB tire Tire & Tube with rim should be setup as well and reasonable price comparing
should be adaptation, durability issue is more important competitor. 1st step is need technical field data more deepest and strong.

Improvement EU type divide by category ; Integrated team and system as below ;

1. Commercial LT & TB, 1. Sales Fleet approach Team
2. Plantation Spec 2. Technical team
3. Mining Spec 3. Marketing development team
Concern by EU issue and hard thinking to be solved

Payment TOP its sensitive issue, 2 or 3 month payment condition sometime delayed EU & Fleet should be selected and need co-working with dist. Area,

Claim Support Mostly claim coming from EU , but EU thinking all the claim should be Claim system and process should be handling by fast and describe able each
respected from tire maker. Distributor, Schedule visit & integrated claim report need to setup.

Compliment Complement for EU & Fleet its helpful to build good relationship, and made Compliment system we can adoption from Guarantee company by pricing level
EU & Fleet have privilege when they buy every single tire . and contract will made, can be decide any pricing they can paid by compliment we
can give.

Advise Advising not only for product but also for dist. to make sure they business Need B2B & B2C Team, the team should find the challenge and chance all
running its mean how we can help him keep buy the tire but the tire distributor can supply for national company related with tire business.
payment on scheduled.

Brand Activity Brand engagement. Brand activity mostly related with sales channel as example ;
1. Shop Branding & Truck Centre.
2. Bus & Truck Painting
3. Advertorial Test by media independent
4. ETC.
 Quality Challenge

External Issue Product Issue

Road Hazard Durability ( endurance of Separation and

Bead Crack)

Driver Habit (Spot Wear to Diagonal Wear)

Load Capacity Life Time Durability

Market Mapping & Demand
Commercial
Mining
Plantation
 Competitor Activity
Company Price Product Promotion People
Bridgestone Price Disc by Contract , Mega 1. Free Trial test 1. Incentive Tour Training Support
Fleet System 2. Claim Support 2. BTTC (Bridgestone Truck Tire 1. BTA (Bridgestone Tire
3. Compliment Tire Centre) Advisor)
4. Fleet Count Survey 3. Car Mobile Service 2. FA (Fleet Approach)

Michelin Price Disc by Contract 1. Free Trial test Car Mobile Service Fleet Approach by Area
2. Claim Support Manager
3. Compliment Tire
4. Fleet Count Survey

Hankook Price Disc by Fleet Contract 1. Claim Support Fleet Contract & Distributor No
2. Compliment Tire rebate

AEOLUS Price Disc by Fleet Contract 1. Free Trial test Incentive Tour No
2. Claim Support
3. Compliment Tire
 Market Penetration
Segmentation Issue Tire Size & Spec. Treatment

1. Payment Lead Time 1. Mine Size : 1. TOP 3 – 6 Months

2. Mileage • 7.50R16 2. Claim Quality Warranty
3. Goodwill • 10.00R20 3. Free Trial Test
Commercial
4. Retread • 11.00R20 4. Goodwill
5. Tech. Support • 11R22.5 5. Retread Min. 2X
6. Tech. Support, Training & Regular Visit
1. Payment up to 6 M 1. 10.00 R20 1. Availability Size
2. Durability Load Index 2. 11.00 R20 2. Price Support
3. Technical Support 3. 12.00 R24 3. Goodwill Support
Mining
4. Goodwill 4. ON/OFF Pattern 4. Tech. Support, Training & Regular Visit

1. Payment up to 6 M 1. 7.50R16 1. Availability Size

2. Durability Load Index 2. 10.00R20 2. Price Support
3. Technical Support 3. 11.00R20 3. Goodwill
Plantation
4. Goodwill 4. 12.00R20 4. Tech. Support, Training & Regular Visit
5. ON/OFF Pattern
 Sales Program (draft)
Distributor Program
QVB Target Remarks;
QVB Monthly Target 3 Month Target Basic Constant Add Total 1. Each dist. Will get QVB as long have reach the target based on QVB table.
2. Basic disc, realized by quarterly on PI deduction if they reach the target.
A <100 <300 1% 1% 2.0% 3. Contract disc, realized every month on PI deduction if they keep order every month.
B 100-300 300-900 2% 1% 0.5% 3.5% 4. Add. Disc, realized by quarterly on PI deduction if they reach the target in quarterly or more than the target.

C 300-600 900-1800 3% 1% 1.0% 4.0% Illustration;

D 600-900 1800-2700 4% 1% 1.0% 6.0%
Disc / Month Jan Feb Mar Apr Remarks
QVB Quarterly Realized M
Basic X X X Paid Basic disc. Q1 paid in April
Basic Disc PI M+3
Constant Paid Paid Paid Paid Constant disc. paid in every month
Constant 3M Disc PI Disc PI
Add X X X Paid Add disc. Q1 paid in April
Add Disc PI M+3

EU & Fleet Program

Contract Program Qty Program
Monthly Target Basic Claim & Compliment Size Qty Disc %
20 0.5% 0,75% from dist payment 750R16,16 100 30+1 3%
50 1% 0,75% from dist payment 900R20,16 100 30+1 3%
100 2% 1 % from dist payment 1000R20,16 200 40+1 2%
250 3% 1 ,25 % from dist payment 1100R20,16 200 40+1 2%
500 – more 5% 1 ,5 % from dist payment
11R22.5,16 200 40+1 2%
295/80R22.5,16 100 40+1 2%
1200R20,18 200 40+1 4%
Incentive Tour 1200R24,18 50 50+2 4%
1. Distributor incentive tour by reach yearly target
2. EU & Fleet incentive tour by reach 6 month target
 Marketing Support
1. Brand Awareness
- Billboard
- Newspaper & Magazine (Advertorial)

2. Training Support
- Fleet Approach Training
- Claim Handling
- Tire Feasibility Study (CPK & Guarantee Program)
- ETC

3. Field Mobile Service

- Tire Man Support (50:50) dist & Principle for mining & plantation
- Car Mobile Service special for commercial user

4. Truck Service centre Support

- Shop Branding for Truck Shop Centre
- Tools Support for tire changer & tire checking
 TBB & TBR Market Share

2015 2016
BS GT MC HK BS Growth GT MC HK

Qty Qty Qty Qty Qty Growth Qty Growth Qty Growth Qty Growth

420,000 516,293 456,078 9% 643,052 25%

TBB

138,000 82,637 35,000 30,799 145,000 5% 90,000 9% 38,500 10% 40,000 30%
TBR

33% 16% 32% 14%

%
 S.W.O.T ANALYSIS

Strength Weakness

1. Global Tire Company 1. Sales & Marketing Support

2. High Quality Product 2. Fleet Approach
3. Size Available 3. Distributor & EU Data
4. Tire Management Service

Opportunity Threat

1. Big Market & Demand 1. Penetration Market

2. Sales Growth 2. Build up area sales channel
3. Product & Sales Program
Improvement
Thank You