1. http://www.youtube.com/watch?v=cUkL8mze1WM&feature=player_embedded

2. From founder Enzo Ferrari to current chairman Luca di Montezemolo.

3. Ferrari History Originally founded in 1929 as Scuderia Ferrari Founded: Maranello, Italy by Enzo Ferrari Began by sponsoring & manufacturing race cars only 1947- production of street legal vehicles begins

4. Scuderia Ferrari Racing division of Ferrari motorsports Historically involved in many divisions, currently only in Formula One Only team to continuously compete in Formula One World Championship since 1950

7. Ferrari Products 250 GTO 125 S- 1st Ferrari sports car Ferrari 375 America 458 Italia (2010) Ferrari California Ferrari 360 & F355 Spider

8. The Ferrari Store

9. The Ferrari Factory - 45 Buildings - 3,000 workers -Maranello, Italy -Passion, Innovation, Technology www.ferrari.com

10. Logistics International Marketing Chapter 16

11. Fiat Distribution Management The distribution in Italy is currently fully carried out by road International Sea, Air International Marketing Chapter 13

12. Ferrari Distribution/Sales YearUnits Sold 2000 4070 2001 4290 2002 4240 2003 4240 2004 4850 2005 5400 2006 5600 2007 6400 6,400 sold in 2007 with 88% of production exported Export pricing strategy Chapter 11

13. Export Marketing Mix Skimming, market, penetration pricing insignificant Ferrari Insensitive to pricing as are the “rich” consumers Safest way is all that matters. Ferrari works directly with specific dealers in other countries Export pricing strategy Chapter 11

14. Gray Ferrari Background Ferrari sells a limited number of cars in U.S. each year To avoid wait list, buyers import Ferrari’s through gray market Registered Imports Gray market goods are manufactured abroad and imported into U.S. without trademark holders consent

15. Gray Ferrari Background Imported vehicles must meet importation guidelines & conform with North American standards Importing can mean savings of 30%-40% Concerns about safety & company reputation led to Ferrari challenging this market in 2001

16. Gray Ferrari Background National Highway Traffic Safety Administration issued decision on issue (April 10, 2002) “This notice announces the decision by the NHTSA that 2001 Ferrari 360 passenger cars not originally manufactured to comply with all applicable Federal motor vehicle safety standards are eligible for importation into the United States because they are substantially similar to vehicle manufactured for importation into and sale in the United States and certified by their manufacturer as complying with the safety standards, and are capable of being readily altered to conform to the standards.”

17. International Marketing Chapter 13

18. Strengths Loyal Customers Strong Brand Reputation, Image Strong financial position Unique products “Don’t sell the most, sell the best”

19. Weaknesses Cost of products $200k - $12Million Timeliness(2-3 year wait list) Lose out on customers 18 month wait list Low Volumes

20. Opportunities Technological Innovations Enlargement of Customer Base Brand Expansion Global Market Growth

21. Threats Economic Slowdown/Recession Competition Offers Higher Volumes/Stiff Competition Ex: Porsche, Lamborghini Automotive Policies Strictly Enforced Worldwide

22. Problem Statement Ferrari must find new and creative ways to expand their brand without risking their reputation.

23. Brand expansion through entry into new & important auto markets (India, etc.) Enlarge customer base to a wider variety through product adaptations (space, comfort, user-friendly engines, etc.) Create technological innovations that address environmental concerns (fuel efficiency & emissions) Increase vehicle offerings within America Alternative Solutions

24. Brand Expansion/New Markets Expansion into new and important auto markets will raise brand recognition Take advantage of booming auto markets in certain countries (India) Keep up with competition (Porsche has already begun this process)

25. Entry into New Markets Example : India Competitor presence Risk Rating: A4 Ease of Doing Business : 122/181 Country in bad financial position Niche Position of Ferrari

26. Hofstede’s Dimensions Power Distance – High level of inequality of power and wealth

27. Enlarge Customer Base With Product Expansion Begin developing larger luxury vehicles that attract a new type of consumer Add comfort, roominess, luggage space Maintain traditional Ferrari characteristics/styling

28. Technological Innovations Social standards require modern companies adapt to environmental needs Develop technologies focused on reducing fuel efficiency & emissions (hybrids?) Helps brand credibility & shows social responsibility

29. Increased Offerings Volume increases in U.S. offerings would help attack gray market Could spark American interest in Ferrari, reduce wait times, & change perceptions May “cheapen” the brand or lessen the prestige of Ferrari – (Grey Ferrari Case)

30. Analysis of Alternative Solutions Scale 1-5 5 being lowest risk, highest + impact on reputation, longest sustainability, and lowest costs

32. Implementation Sport Utility Vehicle Targeting New Market Segment Weather Competing with Porsche and BMW Luxury Vehicle (Hybrid) 5 Passenger Compete with Mercedes and BMW Opens completely new market Family Weather

33. Implementation Multiple Variations Cheaper than designing multiple vehicles Platform General Motors Allows for buyer selection/customization Race Version Sport Version Luxury Version

34. Implementation Schedule Year 1 – Introduce Hybrid / SUV at auto shows Year 2 – Continue to promote Hybrid / SUVS Year 3 - Produce and Distribute new products to appeal to a diversified, yet very thin market.

35. Implementation Concerns Cost How sports car enthusiasts will react Damaging reputation Lack of interest Economy $

36. Communication Process Receiver then gives feedback to sender. Ferrari must effectively communicate in order to continue to be successful. Chapter 11

37. What has Happened? May officially enter India Market in 2010 Continuing worldwide expansion Introduced Hybrid HY-KERS at 2010 Geneva Auto Show According to multiple sources, A Ferrari SUV is on it’s way for 2010-2011 market.

38. What has Happened?

39. Social Media Twitter - @InsideFerrari Scuderia Ferrari: Racing Team Ferrari.com Forum Driver and Staff Blogs Facebook Ferrari Owner’s Clubs

40. Social Media Recommendations Start promotional giveaways online Clothing Accessories Advertise SUV Concept to the larger customer base via Twitter, FB, Forums. Continued expansion of Owner’s Clubs

41. Sources http://www.insideline.com/ferrari/ferrari-may-enter-india-officially-in-2010.html www.ferrari.com http://www.ferraricalifornia.com/webapp/ http://www.ferrariclubofamerica.org/ http://www.autoblog.com/category/ferrari/ http://www.shell.com/home/Framework?siteId=ferrari-en http://www.wikiswot.com/SWOT/4_User_Generated/Ferrari.html http://www.youtube.com/watch?v=cUkL8mze1WM&feature=player_embedded http://uk.eurosport.yahoo.com/formula-1/ferrari.html

42. Any Questions?