CSKE

To enhance SEP Phase1 Dealer Sales Performance

Background III. Target Setting

① Threat from Severer Regulation in Emission Control ② Sale Enhancement Opportunity ; global ACC business increase continuously
WLTP Deploy ; Adversely impact to INLINE and PPO business so potential for ACC sale enhancement To boost up HILUX Exterior TGA sales to close gap -751,000 Baht in Dec2018.
Weight Concern Current
(%)
160
140
Global Business Situation ACC Sale Enhancement Potential By improving "Sales Negotiation" & "Introduce Value Chain" in vehicle sales process.
120
Direction 100
DIO
80
InLine
IV. Root Cause Analysis
60
Strengthen 40
PPO
DIO Business 20
0 Boost up HILUX Exterior TGA sales
2014 2015 2016 2017 2018

③ 2017 Sale Enhancement Program kick off ④ 2017 Sale Enhancement Program Result
Price Place Promotion Process
Sale Enhancement Opportunity in Thailand
Performance “New Record” T.Srakaew T.Petra T.Diamond
Baht/Unit Baht/Unit Baht/Unit
118%
"Too expensive" Customer's least Salesman slightly Lack of customer No process to
Improve perception known TGA promote preference for ACC control
“High Record” 99%
8,806 10,404 106%
Improve 5,083 5,021
Lack of encourage Less visual and Don't Lack of pull No standard
2,900 3,068 Lack of TGA Low customer
“Standard Record” on Product Value experience towards understand TGA customer process provided
Top inerest awareness
mindset TGA Product demand by TMT
Perf.Dealer Before SEP Period SEP Period Before SEP Period SEP Period
Improve Before SEP Period SEP Period strategy
Average
New Perf. Dealer Lack of
Dealer
Result Less Less tools to Salesman
TMT lack of
salesman communicate campaign not
1.Performance increased after program implementation at T.Srakaew Information process
T.Diamond T.Petra T.Srakaew Know less product Less TGA product to motivation&c with meet
about good development
features display onfidence customers customer
118% and T.Diamond 106% point of TGA 7
Key Improvement Factors
 Promotion: Develop Accessory Display Corner with Interactive Information 2.T.Petra growth at 99% was the lowest and can't achieve Sale/Unit Negative
Outdate tools Lack of
 Product Trining: Educate to salesman to know target at 5,200 so Petra is focusedly prioritized for Kaizen mind set
attractive and
3
Not enough tools to Less TGA touch Not enough variety
I. Clarify the Problem communicate point area tools to Unattactive Less digital
campaign
1 2 communicate salesman 6
(1) Ultimate Goal : Number 1 Accessory Sales in Distributor 1 campaign
channel

(2) Ideal Situation : Achieve Sales target 12,853,000 Baht (Avg. Top perf. 5,600 Baht/unit) GAP 4 5

-276,000 B V. Developing Countermeasures / Action Plan

(3) Current Situation : On going Sales target 12,577,000 Baht (Jan-Mar'18 Sales perf. 5,063 Baht/unit)
II. Breakdown the Problem
GAP : -276 x 1,000 Baht

CV Gap : -446 PC Gap : +51

EL INT EXT
Universal
Gap : +118
CAMRY -37 -7 +63 -93
HILUX EL INT EXT
COROLLA -108 -28 -34 -46
-458 +133 +160 -751
VIOS -88 -12 -4 -72
FORTUNER
+12 -25 -88 +125 YARIS -83 +197 +120 -400

C-HR +246 +12 +103 +131

SIENTA +98 -27 +61 +64

INNOVA +32 +18 +29 -15

AVANZA -9 0 0 -9
Point of Occurrence :

Vehicle Qualify Vehicle Sales Introduce Commit Install &

Finance
Sales Customer Selection Negotiation Value Chain ment Delivery

[Prioritized Problem at the Point of Occurrence]

- The most effective gap -751,000 B is found on "Exterior part group" of "HILUX model" in CV section. The weakness is in
"Sales Negotiation & Introduce Value Chain" of Vehicle Sales Process.