Isuzu KSA Info

1. ISUZU SUV Proposal
AUM August 2010
Confidential

2. Agenda
• Alissa Group overview.
• AUM overview.
• SUV market in KSA.
• AUM strategic plan for ISUZU SUV:
– Strategy.
– Sales Channels.
– Sales and Marketing.
– Services and Parts.
– Forecast.
Confidential

3. Alissa Group Overview
Group Overview
Confidential

4. 1940 : Started commercial business in Eastern province of Saudi Arabia
1950 : Started selling vehicles from the Eastern province
1960 : Expanded Car business in Riyadh
1960 : Launched ‘Al-Yusr’ in financing business
1968 : Awarded the sole agency of LUCAS/DELPHI group of companies
1974 : Awarded dealership for vehicles and parts.
1985 : Awarded motors franchise
1990: Awarded the dealership of
1990: Launched ‘Best’ rent a car business
Proven record of successful partnering and pioneering
Group Automotive History
Confidential

5. Group Automotive History
1994-97: Won the prestigious Cadillac Master Dealer Contest four years in a row
1998: Launched General Automotive Company (AUTOSTAR) as a multi-brand car
retailer
2006: Acquired Japanese accessories franchise Yellow Hat.
2007: Achieved GM “Chairman’s Challenge” award for the fifth time
2008: Signed an alliance with Group 1 Automotive, Inc. a Fortune 500 automotive
retailer
Confidential
Proven record of successful partnering and pioneering

6. Total workforce of 2400, assets under management of $1 Billion with
70% invested in Core Automotive Sector
General Auto
(Autostar)
Real Estate
GM
Automotive
(Franchised)
Automotive
(Non Franchised)
Retail Finance
Alissa Auto
Abdullatif Alissa Holding Co.
Other Investment
Best Rent-a-car Al-Yusr
ISUZU
Alissa Universal
Business Segments
Confidential

7.  Esteemed ALISSA name
 Over 60 years of experience partnering with international
brand names
 Strong track record of pioneering new businesses
 Strong business planning and management discipline
 Empowered corporate structure
 Investment in Human Resource development and training
 State-of-art MIS systems
Our Strengths
Confidential

8.  We are committed to team work, learning and service
excellence.
 We will continue to enhance stake holder's value by
meticulously managing our businesses.
 We will grow by creatively diversifying into new products
and services.
 We will forge long term alliances with partners, mutually
adding value to our respective businesses.
Our Guiding Principles
Confidential

9. Bi-Weekly
Business Reviews
3 – year
Business
Plan
BU/Op. Co.
Monthly
Business Reviews
Op. Co. BU &
Group
Quarterly
Business Reviews
Op. Co. Mgnt. &
Board
Extensive Training & Incentivised Performance Management
Planning & Review process
Confidential

10.  Separation of Ownership and Management roles.
 Active Board and Board Committees with independent NED.
 Three (3) Special Focus Committees of Finance, HR and Audit .
 Adopted corporate governance guidelines.
 Empowered Management with defined review cycle.
 Implemented Balanced Scorecard Methodology with defined
objectives, targets and measurements.
 Established in-house training department with extensive annual
technical/soft skills training programs, mentoring and fast tracker
schemes.
 Revised and upgraded HR Management guide with special focus on
performance management.
 Aligned Organization structure, Job description, Job grading, career
path and compensation structure to market and best practices.
Group Corporate Governance
Confidential

11.  Implementing IBM COGNOS performance management software for
planning, KPI’s, score carding, reporting etc.
 Continuous investment in upgrading Computer hardware, networks,
communications and security.
 Strong In-house Group IT Department of 30 staffs capable of In-house
system development, training and process re-engineering.
 Upgraded to Kerridge latest Version 8.35 with strong graphic
capabilities.
 Installed high speed networks, latest servers and security system (ISS-
IBM).
 Developed automated workflows using Adobe.
Business Support Infrastructure
Confidential

12. Operating Companies

13. Abdullatif Alissa Automotive
Co. Ltd.(AACO)

14.  Established in 1950
 Franchisee for GM since 1974 & Isuzu since 1985
 One of the largest franchisees for GM in the Middle East
 One of the largest franchisees for Isuzu in the Middle
East
 No. of branches increasing from 6 in 2006 to 15 by 2010
with 3S & 2S facilities
 Service bays increasing from 103 in 2004 to 204 in 2010
Additional bays in progress for recently approved sites
 Total staff as of 2010- 650.
Background

15. General Automotive Co.

16.  Established in 1998
 Engaged in
 Sale of multi-brand new and used vehicles
 Provider of After-sale services
 Wholesale of spare parts (Original, OEM & Non-OEM)
 Auto accessories
 The only “Non-Franchised” company in KSA providing multi-brand 3S
facilities Kingdom-wide.
 Number of vehicle showrooms increasing from 13 in 2010 to 18 by
2011
 Number of Parts outlets (Wholesale & Retail) increasing from 34 in
2010 to 36 in 2011
 Total Staff as of May 2010 – 580 employees
Background

17. (SR Millions)
% Growth 10% 20% 0% 30% 16% 20%
444
488
594 587
761
845
1010
100
200
300
400
500
600
700
800
900
1,000
1,100
Autostar Revenue
F

18. Showrooms Service No. of Bays Parts
Jeddah 2 Jeddah 1 Jeddah 52 Central 10
Makkah 1 Makkah 1 Makkah 3 Eastern 13
Riyadh 4 Riyadh 2 Riyadh 125 Western 11
Buraidah 1 Buraidah 1 Buraidah 26
Dammam 2 Dammam 1 Dammam 50
Al-Hasa 1 Al-Hasa 1 Al-Hasa 3
Al Khobar 1 AlKhobar 1
Abha 1
Total 13 Total 8 Total 259 Total 34
Dedicated stockyards and warehousing available in each region
Autostar Outlets

19. Geographic Coverage
Confidential

20. 1) Auto Accessories (Yellow Hat)
2) Used Car Supply Chain (Group 1 - USA)
New Business Initiatives

21. Al-Yusr Installment Co.

22.  Established in 1960 as one of the pioneers in the auto financing business
 Engaged in financing of New and Used Vehicles, expanding into real
estate mortgaging.
 Portfolio under management exceeding 2.5 Billion SR.
 Signed 2 Billion SR loan facility with Riyadh Bank to promote Al-Yusr Auto
financing
 Structured and reorganized to service non-Group automotive business as
well
 Sophisticated and automated credit and risk management systems, first
non-bank organization to have direct link up with SIMAH (Saudi Credit
Bureau)
 Branch network 35 in 2010 covering all major town centers in the
kingdom
Al-Yusr Background

23. 8535
11687
14500
12900
16200
19400
23300
0
2,500
5,000
7,500
10,000
12,500
15,000
17,500
20,000
22,500
25,000
No.ofunits
Average Annual Growth of 29% (‘04-’10)
No. of Vehicles Financed
F

24. (BTC)
Best Trading Company

25.  Established in 1990.
 Rental and leasing of vehicles to retail and corporate
customers. Over 70% of the fleet in corporate sector.
 Fleet of over 10,000 vehicles increasing to 15,000 by
2012 positioning BTC as a second largest operator.
 Replacing annually over 5,000 vehicles in 2010 increasing
to 10,000 by year 2012 mostly from within/through the
group companies.
 19 outlets and 3 regional offices in 2010 increasing to 35
outlets by 2012.
 Total Staff as of May 2010 – 564 employees increasing to
over a 1,000 by 2012.
Background

26. Revenue
113 120
145
0
50
100
150
200
250
Very successful turnaround since 2004
(SR Millions)

27. Fleet Size / Purchases
BTC is a very large purchaser for Group companies

28. Alissa Universal Motors
Company Overview

29. Vision
To be recognized as the leading
commercial vehicles supplier
backed up with outstanding after-
sales services.

30. Mission
To be the preferred provider for the
best quality cargo transportation
solutions
Our employees, customers,
suppliers, shareholders are partners
in our success.

31. Integrity
• We deal with stakeholders in full transparency and clarity
• We are committed to upholding our Code of Ethics in every
transaction.
Teamwork
• Together we face and overcome challenges.
• We value the contribution of everyone and recognize the efforts and
commitments of the entire team.
• We communicate openly with respect and integrity.
Discipline
• We fully commit to our strategy, objectives, rules and procedures
• we are aware of our duty to protect and enhance shareholder value.
Our values and principles

32. Customer Focus
• We are passionate about customers.
Excellence
• we value excellence in everything we do.
• We are committed to ensuring that every aspect of our business
functions at the highest level of quality.
Respect
• We embrace a spirit of caring and respect for our customers,
employees, community and the environment.
Our values and principles

33. Company Overview
• Alissa Universal Motors Co. Ltd. (AUM) is the new name
of the business unit that holds Isuzu franchise within
Alissa group (previously Abdullatif Alissa Auto Co. Ltd.)
• AUM is established in January 2009 as a separate legal
entity.

34. Objectives
• More focus on Isuzu business.
• Developing the network of sales and after sales services.
• More capabilities for business growth.
• Improve decision making process.
• Increase management effectiveness and efficiency.

35. Ownership and Managements
• Alissa Group holding company owns 95%.
• Al Yusr Company “Member of Alissa Group” owns 5%
• Authorized Manager
– Sheikh Nageeb Abdullatif Alissa.

36. Organizational Chart
G.M.
Mazen Yousef
Marketing
Manager
Haitham Hassan
Truck Service
Manager
David Du Toit
Pick Up Service
Manager
Shakeel Akhthar
Parts Manager
Shihada Deeb
Sales Manager
Mohamed Al
Enazi
Sales Manager
Wassim Hajok
Group Support Functions:
- HR
- Training & IT
- Ordering & Logistics
-Finance

37. Company Facilities
Mekkah Road Showroom
The first dedicated showroom for Isuzu products in Riyadh.

38. Company facilities cont….
• NRR showroom “Head office”
Confidential

39. Company facilities cont….
• Exit 18 workshop “Truck service”

40. Company facilities cont….
• Malaz workshop “Dedicated for Pickup service.
• Parts main depot.
• Storage yard.

41. AUM & sister companies
• AUM is supported by the group sister companies
providing:
– Sales Financing schemes through Al Yusr Company
(installment, Leasing)
– Daily rental and operational lease through BTC.
– Service and parts through Autostar company
Kingdom wide.

42. Saudi Automotive Market Analysis
SUV Focus

43. Sales YTD-June 2010 Vs. YTD-June 2009
0
50000
100000
150000
200000
250000
300000
253764
106781
19995
33834
14459 2856
296130
114353
32289 47571
16209
5349
YTD - June 2009 YTD - June 2010
7% 61% 41% 12% 87%17%
Source: Jama and Meac Reports

44. 0
5000
10000
15000
20000
25000
30000
Mazda Honda GM Suzuki KIA
2161
5310
27254
5977
12841
3835
5907
27555
1555
14280
77% 11% 1% 11%- 74%
Source: Jama and Meac Reports

45. KSA SUV Market 114,579 units
49%
37%
2%
12%
KSA SUV Market
Total Japanese Total USA TotalEurope Total Korea
Source: Jama and Meac Reports

46. Japanese SUV KSA Market 66,103
Units
80%
12%
2% 1% 2% 3%
Japanese SUV Market
Toyota Nissan MMC Honda Mazda Suzuki
Source: Jama and Meac Reports

47. Total Japanese cars vs. J SUV
progress
0
50,000
100,000
150,000
200,000
250,000
300,000
350,000
400,000
2002 2003 2004 2005 2006 2007 2008 2009 expected
2010
TJC Sales
J SUV Sales
Source: Jama and Meac Reports

48. KSA SUV Sales Progress Units
0
10,000
20,000
30,000
40,000
50,000
60,000
70,000
80,000
2002 2003 2004 2005 2006 2007 2008 2009 expected
2010
SUV Sales
SUV Sales
Source: Jama and Meac Reports

49. Isuzu SUV Competitors market
Units
0
2,000
4,000
6,000
8,000
10,000
12,000
14,000
2007 2008 2009 expected 2010
FOrtuner
Pathfinder
CX-9
Nativa
VERACRUZ
SORENTO
Source: Jama and Meac Reports

50. Competitors comparison
158, 75500
291, 110,000
273, 115000
260, 90000
241, 80000
177, 75000
0
20000
40000
60000
80000
100000
120000
140000
0 50 100 150 200 250 300 350
UnitePriceinSR
Engine HP
Chart Title
Fortuner
Pathfinder
CX-9
Veracruz
Sorento
Nativa
Source: Jama and Meac Reports

51. Isuzu SUV Forecast in Stagnant
Market
2400
3700
4500
500 551 608
2900
4251
5108
0
1000
2000
3000
4000
5000
6000
1st Y 3rd Y 0% MG 5th Y 0% MG
Forecast in stagnent Market
Gasolin Forcast
Diesel Forcast
Total G+D Forcast
Source: Jama and Meac Reports

52. Isuzu SUV MS Forecast Among
Category Competitors
Confidential
0.00%
5.00%
10.00%
15.00%
20.00%
25.00%
30.00%
1st Y 3rd Y 0% MG 5th Y 0% MG
15.93%
23.36%
28.07%
MS in stagnant Market

53. Isuzu SUV Forecast at 5% Market
Growth
Source: Jama and Meac Reports
2400
3922
4770
500 551 608
2900
4473
5378
0
1000
2000
3000
4000
5000
6000
1st Y 3rd Y 5% MG 5th Y 6% MG
Chart Title
Gasoline Forecast in 5% Growth Market
Diesel Forecast in 5% Growth Market
Total G+D Forecast in 5%GM

54. Isuzu SUV Forecast in 5% GM
Confidential
0.00%
5.00%
10.00%
15.00%
20.00%
25.00%
1st Y 3rd Y 5% MG 5th Y 6% MG
15.93%
22.29%
24.31%
Isuzu SUV MS in 5% GM

55. Confidential

56. Confidential

57. Pathfinder Specifications
Confidential
Gasoline
ENGINE
Code VQ40DE
Type V6 - DOHC - 24Valve
Displacement (cc) 4.0
Bore x Stroke (mm x mm) 95.5 x 92
Max. Power (hp / rpm) 291 / 5600 rpm
Max. Torque (kg-m / rpm) 41.7/4,000
Compression Ratio 9.7
Fuel System Intake manifold/multipoint
Drive Type ALL MODE 4x4®,4x2, Part-time 4x4
Automatic 5-speed automatic
Final Gear Ratio (Hypoid Final Gear) 3.357
CHASSIS & SUSPENSION
Steering Rack & pinion, power assisted
Front Suspension Independent, double wishbone with coil over shock
Rear Suspension Independent, multi-link with coil spring
BRAKES
System
2 circuits; front & rear distribution, power assisted. ABS incl. EBD and Brake Assist (Std. for SE/LE;
Opt. for XE), VDC (Opt.for LE)
Front Ventilated disc
Rear Ventilated disc
Parking Drum in disc

58. CX-9
Confidential

59. CX-9
Confidential

60. Hyundai Veracruz
Confidential

61. KIA Sorento
Confidential
Engine 3.3L & 3.8L
Number of Cylinders V6
BHP 241 BHP & 266BHP
Transmission Automatic 5 speed
Power train Full Time 4 Wheel Drive
Standard Features Power tilt steering wheel
Front & rear power windows
Central locking
Auto lock
Manual air condition
16 inch steel wheel
Power sideview mirrors
Center console armrest
Safety power window for driver
Airbag
Number Of Seats 7
Safety Rating 5 stars grade by NCAP

62. Competitors Comparison
Brand Toyota Nissan MMC Mazda Hyundai
Model Fortuner Prado Pathfinder Pajero Sports CX9 Veracruz
Drive 4x2 4x4 4x4 4x2 4x4 4x4 4x4 4x4
Grade GX1 GX2 GX1 GX2 VX1 VX2 TX TXL4 TXLV6 VX1 VX2 VXL TX TXL XE SE XE SE LE STD Mid HIGH STD GT
Engine
Type 4 cyl 6 cyl 4 cyl 6 cyl 4 cyl 6 cyl 6 cyl 6 cyl 6cyl
Fuel GAS GAS GAS GAS DSL GAS GAS GAS GAS
Disp (cc) 2,700 4,000 2,700 4,000 3,000 4,000 3,500 3,726 3,800
HP 158 235 161 271 94 261 184 204 260
Seating Capa 7 7 7 7 7 7
Fuel Tank Capa (L) 80 87 80 74 76 78
Tire Size
265/
70R16
265/
65R17
245/
70R17
265/
65R17
265/
65R18
245/
70R17
265/
65R17
265/
70R16
265/
65R17
265/
70R16
265/
65R17
245/
60R18
245/
50R20
245/
65R17
Dimensions
WB 2,750 2,790 2,850 2,800 2,875 2,805
OAL 4,965 4,760 4,820 4,760 4,775 4,695 5,074 4,840
OW 1,840 1,885 1,850 1,815 1,936 1,945
OH 1,795 1,845 1,890 1,845 1,850 1,840 1,728 1,750
Confidential

63. Sales Channels
• To display and sell SUV exclusively kingdom
wide.
• Agreed strategy with AutoStar sister company to
display and sell new SUV under the supervision
of AUM in their 13 (16 by end of 2011)
showrooms kingdom wide in addition to the two
showrooms of AUM.
• Autostar will display Isuzu SUV as the only
brand of this segment, and will not display any
competitors of this segment in their showroom.
Confidential

64. Sales Channels
• Special qualified sales staff will be assigned in
all Autostar show rooms.
• SUV sales staff will be functionally reporting to
AUM and administratively reporting to Autostar.
• AUM management will be responsible for hiring,
training, assigning target, coaching and
performance appraisal for sales force.
Confidential

65. Sales Channels
• Exclusive agreement will take place with chosen
sub-dealers to display and sell SUV in small
cities and rural areas wherever no AUM or
Autostar coverage.
Confidential

66. Financing
• Special finance programs will be offered through
Alyusr sister company (35 outlets) to all
segments of Isuzu SUV customers.
• Best sister company will be one of the most
important customers which will promote the new
Isuzu SUV through their rental and leasing
channels kingdom wide (19 Outlets).
Confidential

67. Marketing
• In the first year, Marketing strategy will depend mainly on
“cost leadership” that will accelerate market penetration
and establish new customers database.
• During first year marketing strategy will focus mostly on
retail customers and as well utilize the current strong
fleet relationship with AUM to secure SUV fleet sales.
• All marketing communication tools above and below the
line (direct marketing, PR, advertising, and exhibition
and promotional activities, e-marketing, SMS, e-mail,
test drive..)will be aggressively integrated to build brand
image of new SUV and achieve sales target.
Confidential

68. Marketing
• Second year “focus strategy" will be adapted to
target certain customer segments with customized
options, specified activities and benefits package
offer.
• Many tactical marketing campaigns will take place to
increase traffic inside showrooms of AUM and
Autostar.
• Integration of online and offline activity.
• We will use long cumulative experience of AACO
(GM dealer) in Marketing activities for retail
customer (database, CRM,…..)
Confidential

69. Forecast
• Sales contribution of fleet customers will be
around 30 percent, Diesel engine may suite
some of those customers.
• However, retail customer will not accept Diesel
engines and will buy Gasoline engine instead.
They represent about 70% of total sales.
• 4x2 drive may represents 65% of sales volume,
other 35% will be 4x4 drive.
• 80% will be Automatic transmission.
Confidential

70. Service
• AUM will manage servicing Isuzu SUV through
its service centers and Autostar service centers
• AUM service manager will be responsible
technically (training, special tools, reporting to
Isuzu motors,…)for SUV service at Autostar
centers in addition to his responsibilities in AUM.
• Autostar service management will be in charge
for administrative matters related to SUV
services.
Confidential

71. Service
• Total number of AUM and Autostar service
centers = 9 with 288 Bays
• Negotiate with third party to provide 24/7 road
assistance for Isuzu SUV owners.
• Frequent service promotional activities (free
check up, labor discount,….etc.)
Confidential

72. Parts
• Isuzu SUV parts will be sold through all AUM
and Autostar part outlets.
• Total parts outlets kingdom wide for AUM and
Autostar = 35 outlets
• Frequent parts promotional activities (genuine
parts campaign, parts discount,…etc.)
Confidential

73. Autostar parts
Confidential

74. Conclusion
• SUV market in KSA is promising and growing
aggressively.
• Gasoline engine SUV dominating Market Share
with 8, 6 and 4 Cylinders.
• Successful SUV brands are under the
management of sole dealers (Toyota and
Nissan,…etc).
• Alissa one of the largest and most advanced
Automotive Group in the Middle East.
Confidential

75. Conclusion cont.
• Alissa Group is capable to be the sole dealer of
the new Isuzu SUV and to make the new
product successful.
• The new SUV should be supplied with three
types of engine 6 and 4 cylinders Gasoline (80%
of production) and 4 cylinders Diesel (20% of
production).
• In addition to be supplied with 4x2 (65%) and
4x4 (35%)drive systems.
Confidential

76. Conclusion cont.
• Transmission 80% Automatic and 20% manual.
• Number of passengers including driver 5
passengers 65% and 35% for 7 passengers.
• Specification of the new SUV should match
environment of KSA and compete other
competitive brands.
• Alissa Group is ready to implement its strategy
as soon as it takes the approval of Isuzu Motors.
Confidential

77. Thank You
Confidential