A Global Used Car Process platform strengthens dealer manufacturer. positions within the value chain

A Global Used Car Process platform strengthens dealer manufacturer positions within the value chain

Who are we? Eljar Ness CEO and Founder Sentinel Software AS CARWEB Kjell Rese Chairman, AUTORINGEN & Used Car Manager, Bertel O.Steen, Second largest dealership chain in Norway. CARWEB Used Car Process Platform: Continous focus on improving the used car process since 1999. CARWEB is developed in an uniquely close cooperation between Sentinel Software, brand dealers across all brands and the Norwegian Dealer Association. ROI/year from using the platform to support a structured used car process is proven >2000%. 85% market share with brand dealers in Norway. Internatinally ready. Market leader Sweden, Volvo is rolling out Q1 17. AUTORINGEN brand controlled B2B Platform: Established to ensure increased Vehicle Lifetime Cycle control. Owned by the largest brand dealer chains in Norway representing Mercedes-Benz, Peugeot, Kia, Citröen, Audi, Volkswagen, Skoda, Toyota, Lexus, Volvo, Ford, Mazda. Open for all brands in Norway. Focusing on steering cars of a given brand back to authorized brand dealers of the same brand / best price.

Source : NASDAQ

the really poor price level on OIL has made us realize that we (also) need to earn more money in other areas, like used cars Source : NASDAQ

as an aside; we are now biggest in the world on electric vehicles. New Car Sales 2016 and fuel percentages, Denmark, Sweden and Norway 3,7 % Electric/ Hybrid/ Plugin 6,4 % Electric/ Hybrid/ Plugin 40,3 % Electric/ Hybrid/ Plugin Denmark Sweden Norway Gasoline Source : OFV (The Norwegian Traffic Council)

TAKEAWAYS?

Improved margins Stronger dealer network Used Car Program Control & Reporting Increased Control on the Vehicle Lifetime Cycle Upstream Remarketing Automated Stock Planning

Improved margins Stronger dealer network Used Car Program Control & Reporting USED CAR PROCESS PLATFORM BRAND B2B PLATFORM Increased Control on the Vehicle Lifetime Cycle Upstream Remarketing Automated Stock Planning

Improved margins Stronger dealer network Used Car Program Control & Reporting USED CAR PROCESS PLATFORM BRAND B2B PLATFORM Increased Control on Vehicle Lifetime Cycle Upstream Remarketing Automated Stock Planning

USED CARS margin improvement potential?

Used Car Process improving margins. Bertel O Steen autumn 2016. Target : Increase margins from 4,4% to 8%. Means : Improve Used Car Process. Tool : Choose 3 pain points, agree on necessary changes and use CARWEB accordingly to ensure control.

Average GAP/potential pr used car ~1000 EUR Structured pre-calculation, reduced purchase price 220,- Technical test and selling the test to the owner 110,- Purchase contract, crystal clear agreement 55,- Receive inspection / COUNT THE MONEY 230,- Workshop 160,- Marketing, dynamic pricing 200,- 975,-

Process performance Support / control / monitor Pre-calculation/ tentative sales channel Technical evaluation Trade in evaluation saleschannel Trade in actions Used car Int. processing Marketing Stock time FU & actions Sales Marketing Prospecting Customer contact Test drive Offer (w/trade in) Contract Car order Pre delivery actions Delivery Invoicing Transfer to CRM

the PROCESS is THE KEY for margin improvements

Norwegian Used Car Best Practice Sharing Conference. 725 attendants in 2015. (6 525 if we were Italy?)

Potential given similar GAPs in other markets? 2.500 Margin potential, million EURO 2.000 1.500 1.000 500-2000 MILLION EURO? Norway Belgium Spain Italy UK France Germany * Benchmark Norway scaled by population,

the PROCESS is THE KEY for control and reporting

Once you have the process in place, it is easy to extend it with qualifying checkpoints and reporting for your used car program Age? Milage?? Necessary technical test checkpoints Repair/refurbish according to standard. Condition Report Used Car Program marketing material Web Showroom Reporting: Process/quality Volume Price Margin Pre-calculation Technical evaluation Trade in evaluation saleschannel Trade in actions Used car Int. processing Marketing Stock time FU & actions Post sales Marketing Prospecting Customer contact Test drive Offer (w/trade in) Contract Car order Pre delivery actions Delivery Invoicing Transfer to CRM

BUSINESS INTELLIGENCE EXPORT Manufacturer/NSC level Select Region Nordic Europe Select Country Denmark Norway Overseas Sweden Global/region/countries X Dealer Group Select Region Vest East South North Select Dealer Dealer A Dealer B Dealer C Dealer network country X Dealer level Support /control/ monitor Key operational process steps Pre-calculation/ tentative sales channel Technical evaluation Trade in evaluation saleschannel Trade in actions Used car Int. processing Marketing Stock time FU & actions Sales Marketing Prospecting Customer contact Test drive Offer (w/trade in) Contract Car order Pre delivery actions Delivery Invoicing Transfer to CRM

Aftersales margin potential vs UC volume sold in brand dealer network. Margin/ sales HIGH Volume UC sold in network Norway NC warranty expiration (avg). Manufacturer Margin Aftersales LOW POTENTIAL Dealer Margin Aftersales 0 8 5 10 Lifecycle years New car warranty

Set up of new used car programs and used car channels to secure RVs, customer loyality, margins and customer preferences for the future. Quality Premium Premium used car program for the brand 0-4 yrs, low milage Medium Retailer used car program 3-5 yr, milage up to 100 km «Economy» Cars outside retailer assortment 0-5 yr high milage 5-10 yrm milage up to 2000 km Cars from separate used car stores /separate store-brand Price

the PROCESS is THE KEY to vehicle lifetime cycle control

PRO ACTIVE STOCK PLANNING Premium + capacity + attractive = OK? Medium + capacity + attractive = OK? Economy + capacity + attractive = OK? B2B candidate intra brand? B2B candidate outside value chain? Structured decisions every time - according to defined used car strategy Potential Purchase Decide Sales Channels (B2C, B2B Intrabrand, B2B outside value chain)

PRO ACTIVE STOCK PLANNING Premium + capacity + attractive = NO Medium + capacity + attractive = NO Economy + capacity + attractive = NO B2B candidate intra brand = YES B2B candidate outside value chain? Follow up decision according to plan! Potential Purchase Decide Sales Channels (B2C, B2B Intrabrand, B2B outside value chain) Purchase B2C B2B Intrabrand B2B Outside Value Chain + + PARTNERS

Brand controlled B2B platform B2B candidate intra brand B2B candidate outside value chain? Brand dealers of same brand as the used cars ( first right of refusal ) Partnering used car dealers + Export partners (BCA? Autorola? Other?) Manufacturer governed remarketing systems + Other import partners (BCA? Autorola? Other?)

Another aside : Re-export from Norway is now possible. We expect high volumes of 3 year old cars with high equipment level and low milage

the PROCESS is THE KEY for automated stock planning

UC stock in network + Vehicle Lifetime Control enables automated planning Dealer stock monitoring/forecast Manufacturer Monitoring/forcast Intra B2B Dealer network stock monitoring/forecast Stock Planing actions Purchase/ Trade in Market demand/ sales

Dealer level stock forcast and planning History Today Future Demand/sales Stock Pre-calculation, tentative sales channel Technical evaluation Trade in evaluation saleschannel Trade in actions Used car Int. processing Marketing Stock time FU & actions Sales Marketing Prospecting Customer contact Test drive Offer (w/trade in) Contract Car order Pre delivery actions Delivery Invoicing Transfer to CRM

Dealer level stock, forcast and planning Manual definition / stock planning Attractive cars needed / GAP History + Today Future Automatically predicted need Attractive incoming cars from generated from previous sales = Demand/sales trade-ins/buy backs Stock + Market information (e.g price tool) = Attractive cars on stock «Optimal stock mix» Dealer level stock forcast and planning Non attractive cars on stock/incoming/ GAP Pre-calculation, tentative sales channel Technical evaluation Trade in evaluation saleschannel Trade in actions Used car Int. processing Marketing Stock time FU & actions Sales Marketing Prospecting Customer contact Test drive Offer (w/trade in) Contract Car order Pre delivery actions Delivery Invoicing Transfer to CRM

BUSINESS INTELLIGENCE API MATCH DEMAND AND SUPPLY Manufacturer/NSC level Select Region Nordic Europe Overseas Select Country Denmark Norway Sweden Global/region/countries X Dealer Group Select Region Vest East South North Select Dealer Dealer A Dealer B Dealer C Dealer network country X Dealer level Support /control/ monitor Key operational process steps Pre-calculation/ tentative sales channel Technical evaluation Trade in evaluation saleschannel Trade in actions Used car Int. processing Marketing Stock time FU & actions Sales Marketing Prospecting Customer contact Test drive Offer (w/trade in) Contract Car order Pre delivery actions Delivery Invoicing Transfer to CRM

the PROCESS is THE KEY

Used Car Platform, Integration partners Other sales-/ aftermarket DMSes (coming)

local and global success with one platform is actually possible Thank you for your attention!