Post on 26-Jan-2017
transcript
Presented To:
Vehicle Personalization
Program
Tale Of Two Trucks
Tale Of Two Trucks
9 out of 10 buy
accessories
Is there an opportunity?
6 out of 10 spend $1,500
Only 5% buy at dealership
80% want to buy from
dealer* Reynolds and Reynolds
Is there any money in it?
*Specialty Equipment Market Association (SEMA)
$40 Billion Market
Is this complementary to Manheim's existing business?
Reconditioning
Body, Electrical, Suspension Work
Repair Parts Beginning Of The Sales Cycle
Restyling Body, Electrical, Suspension
Work Accessories End Of The Sales Cycle
Restyling utilizes the same technology, skill sets and facility requirements as reconditioning.
*Source – Manheim Website *Source – SEMA
Does vehicle personalization increase touch points with dealers?
New and Used Vehicles Dealer.com
AutoTrader Vinsolutions vAutoDealertrack
Nextgear Capital
Kelley Blue Book
Used Vehicles Manhei
m
Can Manheim consolidate the market?
How can we succeed together?
Our Team100+ years experience working in the
automotive industry
Former Managing Director Omega Research
31 years Industry Experience
Bill Duffy
Former Managing Director Nimbo GPS Connected Car
Former Sales Manager Directed Electronics Dealer Program
28 years Industry Experience
Bill Boyles
Former Senior Vice President of the largest restylers in the U.S.
20 years Industry Experience
Greg Vogel
Former Vice President of Sales Insignia Group
24 years Industry Experience
Mike Pierce
What is MiKar’s function?
Subject Matter Experts (SME)
Product SelectionPotential
Acquisitions Installation Training
Sales TrainingDealer Group
PresentationsProduct Strategies
How will this disrupt the industry?
Existing Restyler Sales Cycle
Manufacturer
Domestic Distribut
orLocal
Restyler Dealer Customer
How will we disrupt the industry?
MiKar Sales Cycle
Present Dealer Group
How will we disrupt the industry?
MiKar Sales Cycle
Approach and present dealer on new process, including contract with 30 day exit clause.
Present Dealer Group
MiKar Sales Cycle
Present Dealer Group Online
Sales Tool
How will we disrupt the industry?
MiKar Sales Cycle
Build online sales tool with both OE and aftermarket accessories. The sales tool will be free to the dealer as long as they maintain a certain sales volume with our program. The sales tool will also be a platform for online training.
Online Sales Tool
How will we disrupt the industry?
MiKar Sales Cycle
Present Dealer Group Online
Sales Tool
Sales/Admin
Training
How will we disrupt the industry?
MiKar Sales Cycle
MiKar provides in person sales training (optional), as well as online training which is included.
Training
How will we disrupt the industry?
MiKar Sales Cycle
Present Dealer Group Online
Sales Tool
Sales/Admin
Training
Buying From
Manheim
How will we disrupt the industry?
MiKar Sales Cycle
Dealer begins buying from Manheim at prices comparable to existing restyler.
Buying From Manheim
How will we disrupt the industry?
MiKar Sales Cycle
Present Dealer Group Online
Sales Tool
Sales/Admin
Training
Buying From
ManheimTransport
How will we disrupt the industry?
MiKar Sales Cycle
Vehicles are picked up by transport instead of driven additional miles across town.
Transport
How will we disrupt the industry?
MiKar Sales Cycle
Present Dealer Group Online
Sales Tool
Sales/Admin
Training
Buying From
ManheimTransport
Coop
How will we disrupt the industry?
MiKar Sales Cycle
For every dollar spent with Manheim, a percentage of sales will be put in a coop program.
Cooperative Program
How will we disrupt the industry?
MiKar Sales Cycle
Present Dealer Group Online
Sales Tool
Sales/Admin
Training
Buying From
ManheimTransport
Coop
Use Coop $
How will we disrupt the industry?
MiKar Sales Cycle
At the end of every quarter the balance can be applied to any existing Cox brand used by dealer or can be used towards a new Cox brand. (i.e. Dealer can accumulate $20,000 then use it to buy an auction car from Manheim)
Use of Coop $
How will we disrupt the industry?
Financial Effects For Manheim
Average Restyler
$1,829,994.00
$220,603.97
12.05%
RevenueNet Profit
Profit Margin
Without Truck Accessories/Wheels & Tires
Financial Effects For Manheim
Average Restyler
$3,845,944.00
$627,283.45
16.31%
RevenueNet Profit
Profit Margin
With Truck Accessories/Wheels & Tires
Financial Effects For Manheim
Manheim Restyler’s Buying Power
$3,845,944.00
$828,723.05
21.55%
RevenueNet Profit
Profit Margin
$273,062,024.00$58,839,336.55
Annually Per Restyler 71 Manheim Locations
Financial Effects For Manheim
Manheim Restyler’s With MiKar Process
$4,807,430.00 $1,036,001.17
RevenueNet Profit
Profit Margin
$341,327,530.00$73,556,083.07
Annually Per Restyler 71 Manheim Locations
21.55%
The Competitive Advantage
Manheim
DealerTrack
Adesa
Reynolds & Reynolds
Retail services, touch points, no new car offerings
$3k/mo solution vs. free, unlimited revenue opportunity
Dealer.com
Xtime
vAuto
AutoTrader
Ready Logistics
All Other
All
All
All
All
All
All
No other website company has a personalization option
End to end service retention cannot be achieved without actual mileage stats
Will have data on not only year, make and model, but how the vehicle is/can be outfitted
"connecting new and used car buyers and sellers to a perfect match" through personalization
Only logistics company that can guarantee 100% utilization
Provide mechanism to pay all or part of their monthly invoice
Cox Brand Competitor Advantage
Thank You