Sales activities for Enhancement of Competitiveness and ...
1/11
Sales activities for Enhancement of Competitiveness
and Sustainable Growth
Nov.6th,2018 Toyota Motor Corporation Executive Vice President
Didier Leroy
1.Toyota's Vision and enhancement of Sales Capability 2/11
Encourage creativity & create new value
Safety/ Security
Sustainable society
Excitement (Waku Doki)
Sustainable growth
Advance Toyota by "Challenging
to the future"
Environment
Enhance true
Current competitiveness
Toyota
Toward
Establish a solid foundation
"Tree-ring growth"
Rewarded with a smile
Improve Productivity
Cost Kaizen
Enhance Sales Capability
Human development
2. Basic policies to enhance sales capability
3/11
We must secure "Strength" (Profit) and "Presence" (Volume) and popularize new technologies
Increase the number of customers who choose Toyota by creating value
1) Swift Decision and Quick Action based on Genba Information 2) Train Staff by Exclusive Department 3) Reinforce Brand 4) Create Lifelong Customers
CY18 sales target 9.5mil units,120k more than LY
9.38mil
Progress on efforts 100k units more than
LY as of Sep.'18 (Jan-Sep.'18)
9.50mil
CY17
CY18 Plan
3. Increase the number of customers choosing Toyota
4/11
1) Swift Decision and Quick Action based on Genba Information
Listen to the customers'
voices
Learn at the point of sale, service
Executive leads
Customer chooses Toyota
Product improvement Marketing activities
3. Increase the number of customers choosing Toyota
5/11
2) Train Staff by Exclusive Department ? Train staff to have a better sense of the market
Regions draw knowhow and experience from each other at global level
? Support activity for raising the level of sales operations with the aim to be Best in Town
(Hospitality, O-mo-te-na-shi, etc.)
Delivery Ceremony
"How I want to treat Customer"
Visible Service Package
3. Increase the number of customers choosing Toyota
6/11
3) Reinforce Brand
Mobility for All
Environment Ever Better Cars
Start Your Impossible
Electrification
GAZOO Racing
3. Increase the number of customers choosing Toyota
4) Create Lifelong Customers
Reduce the total life time cost Provide high value (incl. improve value chain)
I n i tial
Discount
cost
Discount
Resale value (Less Incentive
le ads to high re sale v alue etc.)
Resale value
Value provided by Toyota
ever-better-car
Life time cost Previous
Make Cost l o wer
Life time cost
Ideal situation
Make Benefit bigger than
cost
Service (OMOTENASHI
Quality etc.
Ideal situation
Customer's cost
Customer's benefit
7/11
4. Example of Regional Activities : Japan [J-ReBORN Plan] 8/11
Regional Strategy instead of Nationwide, Multi-channel
New Mobility Services For Regional Societies
Connected Services Working with Local Governments
"Best-in-Town" Dealers at the heart of their communities
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