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  • SLIDE 1> GAA Market Studies, January, 2011SLIDE 1

    Market Studies That Focus Resources

    Global Alliance AutomotiveJanuary, 2011

    When seeking new sales abroad, suppliers dont know where to start, or they just chase the companies that look most attractive to them mostly with limited success.

    GAA finds out which customers really want to do business with you, and recommends the right sales approach.

    Ralf Mueller, GAA Managing Director

  • SLIDE 2> GAA Market Studies, January, 2011

    Purpose >Analyze the territory

    >Find the right prospective customers

    >Suggest a strategy and the reason for it

    >A separate presentation describes how we help clients execute plans

    Results 7 studies conducted for 5 companies in 2010

    1 company is changing product strategy to suit market

    5 have adopted the recommended strategy

    4 have retained representation through the GAA network

    5 are actively quoting business

    2 of the 5 have received awards

    Purpose & ResultsPURPOSE / RESULTS

    METHODS

    CLASSICAL CONTENTS

    EXAMPLES

    HOW TO ORDER

  • SLIDE 3> GAA Market Studies, January, 2011

    MethodsPURPOSE / RESULTS

    METHODS

    CLASSICAL CONTENTS

    EXAMPLES

    HOW TO ORDER

    PHASE I: At GAA in Zurich

    >Define and document topic, scope, and purpose

    >Obtain most recent market data

    >Issue data & inquiry to GAA members in targeted countries

    PHASE II: Members consult with targeted customers

    >Validate / refine market data

    >Explain clients interests & capabilities

    >Document findings

    >Report back to Zurich

    PHASE III: At GAA in Zurich >Consolidate and report findings to client

    >Arrange presentation by contributing members

  • SLIDE 4> GAA Market Studies, January, 2011

    Executive introduction >Summary of recommended market strategy

    >Summary of supporting rationale

    Market Overview >General summary of targeted region(s)

    >Potential OEM and Tier 1 & 2 customers

    >Production facilities & forecasts, regulations, obstacles, etc

    Insights and feedback (unique to GAA reports) > Information collected directly from targeted customers

    >Technology, competition, receptiveness to client, forecast validation

    Strategy proposal >Targets ranked by priority based on information collected

    >Recommend initial targets

    >Recommend timing, logistics and materials for initial meetings

    Classical ContentsWhat a client can expect in a classical study PURPOSE / RESULTS

    METHODS

    CLASSICAL CONTENTS

    EXAMPLES

    HOW TO ORDER

  • SLIDE 5> GAA Market Studies, January, 2011

    Market for Flexible Shafts

    TOPIC:

    SCOPE:

    CONTENT:

    PURPOSE:

    CONCLUSION:

    RESULT:

    Seats, plus adjuster and recliner mechanisms

    Europe and North AmericaEuropean makersPowered seats only (no manuals)

    Car models, & SOPs (4-year forecast of volumes)Power seat, adjuster and recliner suppliers for those modelsOpenness to consider client as a new supplierCoverage of those companies by GAA network

    Evaluate feasibility of entering market & best approachUnderstand competition within market

    Key targets were not interested in the client as a new supplierThere were definite possibilities to enter the market at other locations

    Adoption of the market and the approachIntroductions, presentations, discussions in EuropeNow actively quoting new business

    Car models & SOPs Power adj. market Market shares EU transplants in NA

    PURPOSE / RESULTS

    METHODS

    CLASSICAL CONTENTS

    EXAMPLES

    HOW TO ORDER

  • SLIDE 6> GAA Market Studies, January, 2011

    Market for Major Sub Systems

    Market growth by country Sub system market share New programs by country

    TOPIC:

    SCOPE:

    CONTENT:

    PURPOSE:

    CONCLUSION:

    RESULT:

    Engines, transmissions, shocks, exhaust systems, locks

    Europe

    Car & truck production concentration by country & by makerNew car launches and volumes by OEM & countryOrg charts of OEM,s their brands, JVs and subsidiariesComponent sourcing power centers in Germany & rest of EuropeLocations of major system suppliers & their share

    Identify potential customers, check opportunities Recommend EU sales structure for strategic conclusions

    Definite opportunities to enter the market with certain companies

    Introductions to selected companies in the studyAwards for business from some of those companiesActively quoting additional business

    PURPOSE / RESULTS

    METHODS

    CLASSICAL CONTENTS

    EXAMPLES

    HOW TO ORDER

  • SLIDE 7> GAA Market Studies, January, 2011

    Market for Shifter Mechanisms

    Trends in TYPE Trends in TYPE & SPEED TYPES qty by OEM

    TOPIC:

    SCOPE:

    CONTENT:

    PURPOSE:

    CONCLUSION:

    RESULT:

    Transmissions production

    European transmission models by VW, BMW, Daimler & FiatForecast from 2010 to 2014

    All transmission types & speedsTrends & volumes by OEM modelOverall market trendsSourcing by OEM for types & speedsOEM feedback regarding new sourcing for shifter mechanisms

    Identify potential customersRecommend sales structure for market entry

    Opportunities to enter the market with only certain companies

    Clear focus - actively quoting and qualifying at one OEM

    PURPOSE / RESULTS

    METHODS

    CLASSICAL CONTENTS

    EXAMPLES

    HOW TO ORDER

  • SLIDE 8> GAA Market Studies, January, 2011

    Market for Smart Actuators

    EU, US & JA Laws SCR for medium & heavy vehicles

    VW SCR technology

    TOPIC:

    SCOPE:

    CONTENT:

    PURPOSE:

    CONCLUSION:

    RESULT:

    Selective Catalytic Reduction (SCR)

    European diesel engine productionCars & trucks: Daimler, Mercedes Benz Trucks, VW, BMW, Opel, Audi

    Diesel car & truck production by countryHistory of emission control regulations & technologyNOX and PM regulations in US, EU & JapanTiming of regulations in 9 countries over 10 yearsSpecific OEM technology and future strategies (technology/model/SOP)Main market players for each OEM

    Determine feasibility and point of market entry

    Passenger vehicle adoption of SCR will be limited Heavy truck is growth market & one OEM interested in clients capabilitiesSuppliers of complete systems are the preferred sources

    Investigate expanding product development beyond smart actuators

    PURPOSE / RESULTS

    METHODS

    CLASSICAL CONTENTS

    EXAMPLES

    HOW TO ORDER

  • SLIDE 9> GAA Market Studies, January, 2011

    Powered Seat Mechanisms

    Adjuster shareby OEM type

    Vehicle forecastby OEM type

    TOPIC:

    SCOPE:

    CONTENT:

    PURPOSE:

    CONCLUSION:

    RESULT:

    Seat adjuster and recliner mechanisms

    North American productionPowered mechanisms only (no manual)

    Vehicle & mechanism forecast 2009 2015Summary by type OEM: U.S., Asian or EuropeanMechanism share by maker & by type of OEMFuture vehicle launches with powered mechanisms

    Expose maximum value market: growing OEM and their main suppliers

    Asian or European transplants and Asian/European suppliers of mechanisms

    Representation engaged & active in Japan

    PURPOSE / RESULTS

    METHODS

    CLASSICAL CONTENTS

    EXAMPLES

    HOW TO ORDER

  • SLIDE 10> GAA Market Studies, January, 2011

    Market for Transmissions & Components

    TOPIC:

    SCOPE:

    CONTENT:

    PURPOSE:

    CONCLUSION:

    RESULT:

    Transmission and transmission component manufacturers

    India including major automotive clusters in the North (New Delhi/ Gurgaon area), South (Chennai area), and West Mumbai/Pune area)Car & truck markets

    General overview of marketTransmission makers in India for specific local and global OEMs.Presence of the Global Players (ZF, Getrag, etc.)Competitor analysis in India (for two specific products)

    Determine strategically if (and how) to enter market

    Recommendations for specific, feasible approaches

    Ongoing sales activitiesActively quoting business for suggested targets

    OEM clusters in India

    Transmission makers

    Competitors locations

    Competitoranalysis

    PURPOSE / RESULTS

    METHODS

    CLASSICAL CONTENTS

    EXAMPLES

    HOW TO ORDER

  • SLIDE 11> GAA Market Studies, January, 2011

    Market for suppliers from a Spanish automotive region

    TOPIC:

    SCOPE:

    CONTENT:

    PURPOSE:

    CONCLUSION:

    RESULT:

    SegmentationVW purchasing structure

    Readiness and competence of Spanish suppliers to compete for sales to specific German OEM

    German car manufacturers:Audi, BMW, Daimler, Opel (GM), Volkswagen,

    General overview - observation of EU procurement marketInvestigation of the regions suppliersSegmentation into commodities and detection of potentials Strategic gap analysis and recommendations

    Identify performance gaps and conclude action items for gap closureDetermine strategically if (and how) to enter market

    Definite opportunities to enter the market with certain companies

    Introductions to selected companiesActively quoting additional business

    Gap analysis Recommendations

    PURPOSE / RESULTS

    METHODS

    CLASSICAL CONTENTS

    EXAMPLES

    HOW TO ORDER

  • SLIDE 12> GAA Market Studies, January, 2011

    Some companies sell studies with pure market data as their core business however GAA does much more.

    Main differences:>Up to date, direct, face to face intelligence gathering

    >Business model provides hands-on services to ensure client success

    >Flexible and focused to the clients business needs

    >Key difference: a long-term business relationship with clients

    >The objective: growing the clients sales

    GAA sells market intelligence as a means to effective market entry.

    This approach gets results:>The above examples are 7 studies conducted for 5 companies in 2010

    >Those companies are now actively quoting business with new customers

    >Two of them have already received new business

    Results Differentiate GAAPURPOSE / RESULTS

    METHODS

    CLASSICAL CONTENTS

    EXAMPLES

    HOW TO ORDER

  • SLIDE 13> GAA Market Studies, January, 2011

    Customized Market IntelligenceEach report is custom-ordered

    Phone +41 (0)44 34 004 34Fax +41 (0)86044 34 004 34Mobile +41 (0)76 7 12 72 12

    www.ga-automotive.com

    Global Alliance Automotive AGKrbergstrasse 298049 Zrich | Switzerland

    Ralf MuellerManaging [email protected]

    Menu allows clients to choosedepth & scope ofdata, insights & feedback in a report

    Sample of NA ordering menu

    GAAs office in Zurich can arrange everything: >Quote & purchase order >Coordination of multiple inputs >Consolidation >Production & presentation

    PURPOSE / RESULTS

    METHODS

    CLASSICAL CONTENTS

    EXAMPLES

    HOW TO ORDER

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