B2-US-V-i, October 1, BMW i SALES PLAYBOOK.

Transcription

1 B2-US-V-i, October 1, 2014 BMW i SALES PLAYBOOK.

2 BMW i SALES ACHIEVEMENT SEPTEMBER. May June July August September i3 Sales ,025 1,022 i8 Sales 9 58 Eastern Region i3 Sun Motor Cars 9 BMW of Sterling 6 BMW Gallery, Rallye BMW, BMW of Fairfax 5 Central Region i3 BMW of Minnetonka 5 Sam Swope 4 The BMW Store, BMW of Des Moines, John Markel, Zimbrick BMW 3 Southern Region i3 United BMW 18 Vista BMW 16 Leith BMW, Braman BMW 9 Western Region i3 Stevens Creek BMW 41 BMW of San Francisco 32 New Century BMW 30 Page 2

3 i3 SALES ACHIEVEMENT SEPTEMBER TURN. Dealer i3 Turn Autogermana 100% Autobahn Motorcars 100% Townsend BMW 100% A & L BMW 100% Sun Motor Cars BMW 100% The Automaster 100% Keeler BMW 100% BMW of Murrieta 100% BMW of Riverside 100% Nick Alexander BMW 100% New Century BMW 100% South Bay BMW 100% BMW of Bakersfield 100% BMW Fresno 100% BMW of Visalia 100% BMW of Humboldt Bay 100% BMW of Monterey 100% Page 3

4 BMW i INTIATIVES. Quality Awareness Driving is Believing Value+ Page 4

5 QUALITY. Quality Awareness Driving is Believing Value Page 5

6 UPDATES CONTINUING. Software Update in Market Quality Stabilizing New PUMA Cases Decreasing Page 6

7 AWARENESS. Quality Awareness Driving is Believing Value Page 7

8 BMW i POINT OF SALE. Deliveries Begin week of October 13th Page 8

9 BMW i MAINTAIN OUR IMPACTFUL LAUNCH: TV. TV: 6x Primetime Units on CBS during Network Premiers 9/29 NCIS: LA Premiere 9/30 Person of Interest 10/3 Blue Bloods 3x Primetime Units on ABC during Network Premiers 10/1 The Goldbergs 10/1 Nashville 10/5 Resurrection NFL Thursday Night Games 2 Units 10/2 Minnesota vs. Green Bay 10/9 Indianapolis vs. Houston Page 9

10 BMW i MAINTAIN OUR IMPACTFUL LAUNCH: DIGITAL. High Impact Digital: 10/2 HPTO on MSN 10/2, 10/6, 10/8, 10/10, 10/14 MSN News Vertical Takeover 10/14 HPTO on NY Times 10/23 HPTO on NY Times Ongoing Digital: Supporting Media on MSN, Hulu, YouTube, Google Multi-Platform, High Impact Units across Martini Media, Undertone and Millennial Media Digital Story Telling with CNE s The Scene Page 10

11 DRIVING IS BELIEVING. Quality Awareness Driving is Believing Value Page 11

12 DRIVING IS BELIEVING. CEL Extended Test Drive Service Loaner Diplomat Page 12

13 EXTENDED TEST DRIVE. communications to i3 handraisers and leads. Dealer activated template on marketing central. Inclusion into the monthly newsletter for prospects. Plus a new link on BMWUSA will allow leads to submit information to participating dealers. BMW i Concierge follow up communication to solicit feedback and assist with further questions. Retail Type K. ETD vehicle may remain in service for up to 12 months. The enrollment period runs through Centers will be paid a utilization subsidy designed to pay for productive use. $600 Month subsidy based on 10 Active Days for up to 3 months of usage Page 13

14 EXTENDED TEST DRIVE CONQUEST ACTIVATION. Intend to Purchase Income $100K+ Affinity towards hybrid vehicles Completed College High Tech/Early Adaptors Sustainable Lifestyle Completed College Age Vehicles in the household Exercise/ Health Conscious Interests include: Social networks Fitness Theatre Concerts Organic food Travel CA San Francisco, Los Angeles metro, San Diego FL Miami, Tampa IL Chicago metro MD/VA/DC Bethesda/Rockville, Baltimore MA Boston metro (including NH) NJ/NY metro New York OR - Portland WA - Seattle AZ Phoenix, Tempe CO - Denver CT - Hartford MI Detroit metro HI - Honolulu PA Philadelphia metro TN Nashville TX Austin, Houston, Dallas GA Atlanta metro NC - Charlotte Page 14

15 BMW i FLEXIBLE MOBILITY. DEALER PREREQUISITES: Must be an Extended Test Drive dealer (125 enrolled as of 9/19) FS Floorplan dealers will have a higher curtailment Dealers must provide own insurance/rental contract 2014 GUIDELINES: $1,000 Enrollment Bonus 10 day usage minimum achieves $600 subsidy Minimum Subsidy Requirement Waived for 2014 No minimum in service period, 12 month maximum Model availability: 328i 328i xdrive 328d 328d xdrive X3 28i X3 28d FLEXIBLE MOBILITY Page 15

16 VALUE+. Quality Awareness Driving is Believing Value+ BMW i Sales Roundtable, B2-US-V-i, September 3, 2014 Page 16

17 RESIDUAL COMMUNICATION. 50% Base Residual for 36 Months +3 Adder for 10,000 Miles Money Factor Page 17

18 INNOVATION CREDIT. BEV $2,000 REX $1,000 Page 18

19 ADVERTISED PAYMENTS EXAMPLES. BEV $369 * $44,000 MSRP Giga World Capparis White REX $439 $47,850 MSRP Giga World Arravani Grey *BEV $2,000 Innovation Credit $4,875 Lease Credit Money Factor 53% Residual $2,950 Customer Down $150 Center Contribution REX $1,000 Innovation Credit $4,875 Lease Credit Money Factor 53% Residual $3,500 Customer Down $180 Center Contribution Page 19

20 OCTOBER ONLY! i3 SALES CONTEST: VIP COLDPLAY CONCERT IN MUNICH. PRE DINNER AND VIP ENTRANCE. The package includes a pre-dinner at the Bavarie at the BMW Welt and a fast access to the VIP Area with free drinks. MEET AND GREET WITH THE BAND. Guests will have the unique opportunity to attend a backstage meet and greet with the band. CONCERT. Guests will enjoy a special live performance from the internationallyrenowned band Coldplay at a VIP area. AFTER SHOW PARTY. Guests will be invited to attend the exclusive after show party at the BMW Doppelkegel with attendance of the band, free drinks and flying buffet. SHUTTLE SERVICE. A chauffeur will pick up Guests in a BMW 7 Series and he will be available the whole night. Page 20

21 OCTOBER ONLY! i3 SALES CONTEST: VIP COLDPLAY CONCERT IN MUNICH. 11 Groups 12 Winners A (2 Winners) B C D E F G H I J K Program dates: Thursday, December 4 Sunday, December 7 Round-trip premium economy airfare between your home city and Munich Round-trip transportation between the airport and hotel on Friday, December 5 and Sunday, December 7 Hotel accommodations in Munich Winning Dealers will be announced November 3 rd. Single Dealer participant must register by November 7 th. No guests allowed. Winners will be responsible for paying all taxes associated with this program; each winner will receive a 1099-MISC from BMW of North America with their 2014 taxes. Page 21

22 FOURTH QUARTER i3 SALES CONTEST: INCREMENTAL 2015 i8 ALLOCATION 11 Groups 12 Winners A (2 Winners) B C D E F G H I J K Top i3 Sales Dealer in each Group will receive 1 Incremental i8 allocation in Q In Group A the Top 2 Dealers will receive 1 Incremental i8 allocation in Q Winners will be based on Reported Sales from October 1, 2014 January 2, 2015 Page 22

23 FOURTH QUARTER i3 SALES CONTEST: i8 CEL. Top 2 i3 Client Advisors per Region will win a special i8 CEL - Q Production Slot. Winners will be based on Reported Sales from October 1, 2014 January 2, CEL Allowance and Rates will be announced in a separate bulletin. Page 23

24 2015 BMW i8 ALLOCATION. Q Per Dealer 2014 Clean-Up Page 24

25 2015 BMW i8 ALLOCATION. Q Q Per Dealer 2014 Clean-Up Q GKL+ Sales 1111 Page 25

26 2015 BMW i8 ALLOCATION. Q Q Q Per Dealer 2014 Clean-Up Q GKL+ Sales Q GKL+ Sales Page 26

27 2015 BMW i8 ALLOCATION. Q Q Q Q Per Dealer 2014 Clean-Up Q GKL+ Sales Q GKL+ Sales Q GKL+ Sales Page 27

28 BMW i3 CSI ALL DIAGNOSTIC. All i3 Sales and Service Surveys effective June 1 st - December 31 st 2014 are Diagnostic. Any AVP Calculations will not include i3 Survey in the calculations. i3 Service Loaners surveys are also Diagnostic. Page 28

29 BMW i ADVOCATES. icertified Looking for approximately 100 Client Advisors from Around the Country. 2.5 Day Deep Dive Training into BMW i. Product and Technical 360 Electric Addressing a new and different Customer Base Financing Options icertified Community Weekly calls with the BMW NA BMW i Team to discuss best practices Online Forum to maintain constant dialogue. Objective is to create true BMW i Advocates. Course Completion will result in BMW i Certification and special designation Page 29