beijing jiaparts science & technology co. ltd simoniz usa, inc
TRANSCRIPT
Beijing Jiaparts Science & Technology Co. Ltd
Simoniz USA, Inc.
Table Of Content Partners for mutual success……….………………….…3Goals and Vision…………………………………………..…..4
Meet the Simoniz Team China…...…………………….5Biography of Simoniz Team China…...………………6-13 Organizational Support ……………....………………….14-16 State of F & I…………………………………………………...17-22 China Market Analysis……………………………………..23-24 The Roll Out……………..……………………………………..25
Partners For Mutual Success
Goals & VisionPHASE 1:To protect and warranty new cars with with Simoniz Glasscoat new throughout the China new car dealer market place. To Introduce the Simoniz family of products to the DIY “Do It Yourself” Market and the professional marketplace.
PHASE 2:To develop additional F&I products and service contracts and become the innovative leader/pioneer in the F&I Department in the new car dealerships. Continue to develop the Simoniz brand in your DIY “Do It Yourself” as well as professional market place.
PHASE 3:Simoniz Express Car Wash Systems. There are lots of “dirty cars” in China that need to be washed regularly, quickly, and in expensively.
SIMONIZ TEAM CHINA
Susan LangCreative [email protected](800)227-5536 x 103
Alma MedinaDirector Of Communications/[email protected](860) 643-3895
William GorraPresident /[email protected](860) 573-9860
Tony LawrenceCustomer Service [email protected] 800-227-5536 x118
Tom PalanciaDirector of Detail [email protected](203) 885-2729
Roger SchulerPresident of [email protected](845)220-0599
Bob BroderickGeneral Manager Specialty [email protected](800) 227 5536 x139
Mark TrahanPresident Specialty [email protected](860) 930-1778
William Gorra, President & CEO Simoniz USA, Inc.
Meet Our Team Simoniz China
William M. Gorra President and CEO of Simoniz USA, Inc. Bill completed his B.S in chemical engineering and B.A in History at Tufts University. William Gorra has over 33 years of experience in the professional carwash industry and has a long list of industry contributions; such as developing the Express Detail Program, Simoniz Tire Shiner, Simoniz Double Bond Program, and the Simoniz Hot Wax program. Bill has expanded Syndet products which is now Simoniz from 12 employees to over 200 employees in 7 professional divisions. His vision is to continue to grow the Simoniz Brand from a cradle to the grave marketing approach by taking innovative leadership positions in the businesses we are in.
Susan has been in the creative/graphics industry since 1990. After completing Business College, Susan’s career began as a Desktop Publisher/IT Operator at Connecticut Mutual Insurance Company, where she became Team Leader in the transition of Desktop Publishing to Computer Designing. In the fall of 1995, Susan became a Graphic Designer for Hamilton Sunstr and/United Technologies where she provided professional graphics and publishing support from concepts to reality for a wide variety of products for internal and external clients. In October of 2000, Susan became a part of the Simoniz team as a Graphic Designer which evolved into the company’s Creative Director position where she is responsible for having a thorough understanding of principles of art, layout and copy, which requires in-depth knowledge of a variety of design software/hardware and is also responsible for taking the concepts developed to final advertisement, monitoring workflows, and schedules all the way through to delivery of the product/branding materials. Susan is married, has a daughter and resides in Connecticut.
Susan Lang, Creative Director Simoniz USA, Inc.
Meet Our Team Simoniz China
Alma is a college graduate with a BA in Organizational Management. She started at Simoniz USA in 2007 as an executive assistant to our National Sales Managers for Janitorial and Carwash industry. She also assisted our sales force with miscellaneous responsibilities needed to gain new business opportunities. Throughout the years Alma has learned the history of our company and the importance of continued brand awareness. In 2011, Alma was promoted to Director of Communication/Marketing Specialist. She works hand and hand with President Bill Gorra in developing communication and marketing strategies to support the brand and our sales force. Alma is also responsible for managing our Simoniz USA website both businesses to business and e-commerce called Detail Direct. She is also responsible for developing and managing all social media initiatives for entire company (Face book, YouTube, Linked-in, Twitter, etc). Alma will be getting married in September 2013.
Alma Medina, Director of Communication/Marketing Specialist- Simoniz USA, Inc.
Meet Our Team Simoniz China
Mark has been involved in the retail auto industry since 1980. He began his career as a salesperson at an AMC Jeep Renault Dealer in Hartford CT. In 1984 Mark began work as an F&I consultant and trainer. Mark worked with dealerships in ME, VT, NY, CT and RI. In 1986 he joined as Partner Connecticut’s leading F&I company offering F&I training and products. In 1996 he began discussions with Simoniz USA on entering into the Environmental Service Contract(r) business. In 1997 he joined Simoniz USA. Simoniz USA now offers its programs through the country’s leading F&I companies and select General Agents. The Simoniz program is sold through thousands of Dealerships coast to coast. Mark is married, has two boys, and lives in CT.
Mark Trahan, President Simoniz® Specialty Markets Division
Meet Our Team Simoniz China
Bob Broderick, General Manager Simoniz® Specialty Markets Division
Meet Our Team Simoniz China
Bob has been involved in the auto industry since 1984. Bob began his career as a Store Manager for the Good Year Tire and Rubber Co. in CT and maintained the store to be in the top 3 of the region as well as impeccable customer service. In 1992 Bob wanted to see what the OEM and Aftermarket had to offer so he began work as Manager for Mustangs Unlimited which is well known for all things Ford Mustang. This position offered many challenges as it involved mail orders and phone orders from all over the world as well as a retail store. This position made Bob well versed in management due to overseeing 60 employees in 3 different divisions of the company who all had a different set of tasks and goals. In 2001 Bob began working for Simoniz USA; being interested in car appearance the Environmental Service Contract seemed like the place to be. In this role, Bob leads a team providing all aspects of the GlassCoat Program, including New Account/ New Agent Set Up, Claims Processing, Training and Daily Reporting. Bob lives in CT and is married
Tony has a BS in Business Administration and after college was
owner/operator of All Pro Cleaning Services, a disaster
restoration company for 12 years. He also worked in the
restaurant business as an operations manager for six years prior
to joining Simoniz. Tony joined Simoniz USA in 2006 as Customer
Service Manager for the carwash /janitorial divisions. Tony is
married and has a daughter and son and lives in CT.
Tony Lawrence, Customer Service Manager Simoniz USA
Meet Our Team Simoniz China
•Union Carbide Corp. 1971 – 1976; Territory Manager; Prestone Automotive Products
•Northern Petrochemical Co. 1976 – 1983; Territory Manager; Peak Automotive products
•Turtle Wax, Inc. 1983 – 2005; Reg. Sales Mgr., V. P. Sales •Turtle Wax Appearance Products and CD2 and Marvel Mystery Oil Chemicals
•Simoniz USA, Inc. 2005 – Present; V.P. Sales Retail; President Retail Division
Roger Schuler, - President of Retail Division at Simoniz USA, Inc.
Meet Our Team Simoniz China
Meet Our Team Simoniz China
Tom comes from a management and education background. In 2008, he joined the Simoniz team to manage their detail product route sales program in CT and MA as well as train detail technicians on application techniques and product knowledge. In the past 5 years Tom has been responsible for; developing new products to expand the detail and retail product lines, producing new training material and holds instructional sessions on all aspects of the detailing business, processes and sales, overseeing video production of truing videos/ product advertising and designing and coordinating the building of a world class detailing, product development and training facility named "The Simoniz Garage". His base of operation is in West Hartford CT at the Simoniz Garage where he also oversees a fully staffed detail business. He works side by side with the creative and communications divisions to design and create brand awareness material that celebrates the rich history of the Simoniz brand. He provides technical support to the Simoniz USA Inc. customer base. Tom is married with a son and expecting a daughter this May.
Thomas Palancia, Director of Detail Operations for Simoniz USA Inc.
Organizational Role
• Responsible for all graphic design requirement, which includes:; brochures, packaging, logo design, and point of sale material.
Susan Lang-Creative Director
William Gorra- Team Captain and Chief Visionary
Alma Medina- Director Of Communications/Marketing Specialist
•Marketing manager and coordinator of all IP.
• Responsible for a communicating within the simoniz china team by helping organize responsibilities. All marketing material, training , and all website content.
Organizational Role
• Oversees all US Glasscoat operations, dealer expectation, F&I products, new, PDR,
Bob Broderick- Specialty Market Customer Service
Tony Lawrence- Customer Service Manager
Mark Trahan- F&I Expert
• All Glasscoat customer service responsibilities including claims Information.
• Responsible for order entry, shipping, logistics, and special order information.
Organizational Role
• Responsible for retail product development which includespricing and placement.
Thomas Palancia - Specialty Market Customer Service
Roger Schuler- President Of Retail Division
• Responsible for all things technical information including packaging, product training, production application, and
State of F&I In the U.S./China Opportunities
Brief history of the origins of F&I.
The original Finance and Insurance (F&I) product offered in the U.S. in the late 60’s early 70’s was Credit Life and Accident and Health Insurance. This was a product that was sold to people who financed their vehicle at the Dealership. The Credit Life coverage paid off a vehicle if the insured became deceased. The Disability portion of the coverage made the monthly payments to the insured in the event they were disabled and not able to work. The same applies for the Health portion. If the insured becomes sick and not able to work, the monthly payment would be paid by the insurance.
The second product to be introduced was the Mechanical Service Contract. This product became popular in the late 70’s early 80’s. This product provides coverage to the vehicle outside of the warranty coverage provide by the manufacturer of the vehicle. The Mechanical Service Contract is today still the most important product sold by the Dealer. It provides very important income and also ties the consumer to the Dealership for additional repair work.Credit Life Accident and Health Insurance and Mechanical Service Contracts from the mid 70’s forward were joined by Rustproofing and Undercoating which were also sold to the consumer from the Dealer. These products were designed to inhibit vehicles from rusting and to keep the vehicle quieter from road noise. Most of the F&I product were typically sold by the salesman who sold the consumer the vehicle. In the early 80’s F&I became more sophisticated in the U.S. and a separate department was formed to sell these product, making one person responsible for handling the financing and selling these F&I products.
State of F&I In the U.S./China OpportunitiesAs Dealers in the U.S. became more focused on developing more F&I income the demand for more products became higher. Today there are many different products offered.
VIN Etching most commonly involves the use of a stencil and an acidic etching paste to engrave a vehicle's vehicle identification number (VIN) onto the windshield and windows. Should a thief try to sell the parts from a vehicle for profit, those marked parts carry a higher risk for both the thief and the auto parts seller. Since automotive glass generally have no identification numbers, and are often interchangeable between many different years and models of vehicle, there is usually a much greater profit for the thief compared to other components on the vehicle. If a car's windows are stamped with the VIN, thieves would need to discard the glass before parting out the stolen vehicle, thus reducing or eliminating their profit.
Appearance Protection keeps vehicles looking new for years by protecting both the interiors and exteriors of vehicles including paint, fabric, carpet, vinyl and leather.
GAP Insurance is also known as Guaranteed Auto Protection or Guaranteed Asset Protection and as GAP within the North American financial industry. GAP insurance covers the difference between the actual cash value of a vehicle and the balance still owed on the financing (car loan, lease, etc.).
State of F&I In the U.S./China Opportunities
Tire & Wheel Protection program provides coverage in the event of damage to a consumers tires or wheels as a result of metal, nails, glass, debris, potholes, blowouts, etc. (excluding cosmetic damage). Consumer does not need to worry about unnecessary financial hardship in the event of damage due to a road hazard. Damaged tire(s) will be replaced, not plugged or patched. Tires and Rims especially on higher end vehicles Mercedes Benz, BMW, etc, are extremely expensive.
Lease Wear & Tear Protection eliminates the worry of additional expenses at lease turn-in time. Many of the risks incurred from driving a car, such as the small dents and dings that happen in parking lots, chipped paint or even worn tires, are the owner's financial responsibility at the end of the lease term.
Paintless Dent Repair (PDR) is an industry recognized repair process that involves the removal of hail dents or other types of damage from a vehicle’s exterior surface panels without disturbing the finish. This procedure involves the use of specialized tools to apply pressure to the backside of the damaged panel to remove surface imperfections.
State of F&I In the U.S./China Opportunities
F&I MenusAs more and more products became available for F&I Departments to sell, it became difficult for F&I Managers to present all of the products to every consumer. To help manage this problem Software programs were developed to help assist F&I managers to present this wide array of products
This software was come to be known as Menu software. Menu software made presentations to consumer more streamlined and effective and allowed a way for the Dealership to present monthly payment options to the consumer with Menu options
State of F&I In the U.S./China Opportunities
ClosingThe potential F&I market in China will be influenced by the percentage of people who finance their vehicle. Since only 10 percent of car purchases are financed by loans in China, a product like GlassCoat would be an excellent first step into the F&I arena in China because of its high impact to the consumer and affordable price to the Chinese consumer who is paying cash for the vehicle.
Also the Chinese consumer has a very high regard for their vehicle, maintaining it as good as they can in light off not a lot of opportunities for car washes or readily available cleaning products. The word "worship" is used a lot when describing the ownership experience. If The Chinese consumer could take care of their vehicle with a U.S. Branded chemistry and a China Life insured warranty for a fair price we believe it would be a well received option to the Chinese consumer.
State of F&I In the U.S./China Opportunities
However growth potential of additional F&I products is solidly in China’s Future. It is estimated that finance opportunities could reach 30% of car sales by 2017. Hyundai has just created a finance arm in China in conjunction with Beijing Hyundai Auto Finance Co. with an initial capital of 500 million yuan ($79 million). Beijing Automotive Industry Group will hold the remainder. General Motors, Volkswagen, and Toyota already have finance arms in China.
Major F&I companies in the U.S. have insurance routes. Zurich, Virginia Surety, Great American Insurance, AON, Protective, and Allstate all have made solid investments into the F&I market. China Life with proper partnerships could be a pioneer for F&I products and service in China.
China Market Analysis For GlassCoat
• MARKET OVERALL INFORMATION:• 2012: about 20m new cars, vehicles on the road: 200m• Future: 5% growth rate for new cars• Approximately 35% car price is over U$20K• If the penetration rate is 20% and average price is U$400: annual
Market size is over U$2.8b
• SIMILAR PRODUCTS IN CHINA:• The Top 6: AMICA-Japan, 3M-USA, F&K –Japan, ALPHA-Korea ,
PermaPlate-USA, ZAPS -Japan
China Market Analysis For GlassCoat
• MARKET SIZE ESTIMATION:• New Car: if the penetration rate is 20% and average price is
U$400: annual market is over U$2.8b• Used Car: if 10% more penetration for 60m used cars, annual
market is over U$2.4b• Total Market size is around U$5.2b• If 15% belong to Simoniz, it is about U$700m
• MARKET STATUS: Overall penetration rate is only 3%, the key reason is;• End –users do not trust can get right product, right service and right
value• No local products and Foreign Company do not know how to operate
in CHINA • Primarily through Agent for certain amount cooperation year: agent
destined to do short• Almost no Quality Assurance; No Insurance Products; No Brand
Promotions; No Anti-False Operation.
2013 Roll Out Plan
1. Start in Beijing 2. Audi Dealerships3. Create prototype for dealer and consumer point of sale package4. Insurance… Yes or No?
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