fiat “one less worry”. william chen, mike butterfield, nicole whiting, jacquie kine, mike xu,...
TRANSCRIPT
Fiat“ONE LESS WORRY”
William Chen, Mike Butterfield, Nicole Whiting, Jacquie Kine, Mike Xu, Ryan Briscoe
TEAM EH!
INTRODUCTION
Powerful company in the global automotive industry
Although Fiat is successful in Europe, the Canadian market is different
PROBLEM
What product strategies can Fiat use to increase sales in Canada to 12,000 total units per year in the fiscal year of 2014?
AGENDA1. Introduction
2. Problem
3. Key facts
4. SWOT
5. Competitive analysis
6. Target market
7. Alternatives
8. Solution
9. Implementation plan
KEY FACTSFiat owns 54% stake in Chrysler
Chrysler controls distribution of Fiats in Canada
Increase car sales in 2012, over 2011
Major ownership in Ferrari, Maserati, and Alfa-Romeo
8464 Fiats sold in 2012
Fiats marketing strategy is based on mass marketing in Canada with no specific target
Loss of 1.41 million Euros in 2012
SWOTSTRENGTHS
Financially, strong Technologically advanced in
subsidiaries Worldwide distribution
WEAKNESSES
Operating at a loss No clear marketing in Canada
Weak reputation
OPPORTUNITIES
Canadian Vehicle market grew 6% in 2012
Upcoming Global Events Trend for more fuel efficient cars
THREATS
Fiat faces a multitude of threats, including rising steel prices Europe in economic crisis
Longer Wait to Buy out minority Chrysler Shareholders
COMPETITIVE ANALYSIS CAR PRICE SEATS SAFETY RATING FUEL ECONOMY
Jeep Grand Cherokee Overland
$55,295 5 8/10 stars 9.8 L/100km city7 L/100km hwy
VW Touareg TDI Clean Diesel Comfortline
$53,975 5 9/10 stars 10.8L/100km city6.7L/100km/Hwy
Ford Escape SE Eco Boost
$26,499 5 8/10 stars 31/47 city/hwy mpg9.1/6.0 city/hwy L/100km
Hyundai Santa Fe XL
$31,888 7 9/10 stars 3.3L Gas9.9 L/100km
TARGET MARKET
TARGET MARKET
MAIN DIMENSIONS VARIABLES TARGETGeographicSegmentation
RegionUrban Areas
British Columbia, Quebec, Ontario, Alberta81 % of population are “urban dwellers”
DemographicSegmentation
AgeGenderBirth Era
Income
Marital Status
Family Size
25-54 Female & MaleGeneration Y in their 25-4593 700 average yearly income for 2 parent families , blended families with children 64 100 for one person earner Families
Married or Living with a Common Law Partner2-3 Persons
PsychologicalSegmentation
PersonalityLifestyle PRIZM C2
“work hard , play hard mentality”Fast track familiesBlended families
BehavioralSegmentation
Value Value consciousness
ALTERNATIVES
OPTION 1-Bring the 500e to Canada
ADVANTAGES
Fills the Eco-friendly market
Popular in California and New York
Will fall in line with Fiat reputation
DISADVANTAGES
Electric cost more to manufacture (need research)
Dependant on marketing campaign for success (Competing model offers better dashboard technology)
Needs charging stations
OPTION 2-Bring Freemont to Canada ADVANTAGES
Fills a gap Fiat’s line up
Priced equal or less than competitors
Use existing Dodge manufacturing facilities
DISADVANTAGES
Fiat has never done a SUV in Canada
Will need new marketing budget (starting from scratch)
Crossover/SUV Market extremely competitive
OPTION 3-Reposition & Rebrand 500L
ADVANTAGES
Guarantee increase in income due to repositioning the branding
Minimal product changes necessary
Good, cheaper alternative to the Fiat Freemont for potential family cars
DISADVANTAGES
Dependant on marketing campaign for success
Will take a lot more money/time/effort to change people’s mind about the 500L
Will need to fully redesign car to be successful
Breadth & Depth
Depth
Fiat 500L Fiat 500E
Freemont
Breadth
Fiat Freemont Fiat 500E Fiat 500L
Depth
Breadth
SOLUTION
Fiat Freemont
Bring the Freemont to Canada
Option 2, bring the Freemont to Canada
Short term solution to increase sales and while building on a long term plan
Backup plan: Reposition the 500L (no clear marketing direction)
IMPLEMENTATION
A Quick Primer on the 4 P’sThe Freemont is a 7 seat SUV built on the Dodge Journey platform
Dodge has manufacturing plants in Canada
(Brampton and Windsor Ontario)
Price: = $29,999 Australian price = $36,852
New product – high competition.
“One Less Worry” campaign
Marketing Budget
Revenue 12000 units sold x (average vehicle cost) $22,000 = $260,000,000
Our marketing budget for the full year is $26, 000,000
Divided into two semi-annual periods
13,000 000 for (January 1,2014- June 1,2014)
Step1: Retailer Promotional Allowance Program
(January 1, 2014- February 31,2014)
What is Chryslers Promotional Allowance Program?
Current system gives 1:1 ratio in the first quarter
The Plan: offer 2:1 in January and February to motivate dealerships
(13% of Semi-annual period budget = $1,000,000)
Step 2: Benefits, Commissions and Share Matching
(January 1,2014-June 1,2013)
It starts with internal motivation:
Two training sessions and information packages
Additional 5% commission for sales staff
30% Employee share matching program
35% of first semi-annual period budget= 4,500 000
Step 3: Promotional Hype Campaign
(December 20,2013-January 20, 2014)
Launch January first – “First to own a Freemont in Canada”
Utilize McDonalds corporate alliance
Campaign directed toward Fiatcanada.com/bethefirst Url for analytics and tracking
15% of the first semi-annual period budget=2,000,000
Step 4:Debut of Fiat Freemont(January 1st ,2014– March 31st ,2014)
TV (primetime)◦ Airing Tuesday, Thursday and Sunday (between 6-9pm 1 commercial per hour)◦ Major news channels to mesh with our demographic (CBC) for Vancouverites◦ Global, CBC, CTV
37% of the first semi-annual period budget ($4,500,000)
Step 4:Debut of Fiat Freemont(January 1st ,2014– March 31st ,2014)
Radio (7% radio $900,000)
◦ Airing morning commute (7-9am and 4-6pm)◦ Targeting NEWS 1130am, coincides with our target market
Online (1% of budget $132,000)
◦ SEM $11,000 per month (covers full city)
Step 5: Continue with most effective campaigns (June 1, 2014- July 1, 2014)
Scale back numbers for marketing budget
Assess which mediums worked in which markets
How did consumers respond?
Focus remainder of budget on what works: $9,400,000
Step 6: Events promos/ SCR/ co-branding(June 1st ,2014– July 31st,2014)
Sponsor local soccer (little league)
FIFA Commercial
(Events Budget = $3,600,000)
Step 7: Year End Evaluation(December 2014)
Review numbers and goals. Did we sell 12,000 units total in 2014
Were they feasible? What needs improving?
Conclusion
References
Cain, T. (2013, July 3). Fiat brand sales figures . Retrieved from http://www.goodcarbadcar.net/2013/07/fiat-brand-usa-canada-sales-figures.html
Fiat group's world. (2013, September 13). Retrieved from http://fiatgroupworld.com/2013/09/15/fiat-freemont-2012-full-year-analysis
Fiat Freemont (2013, June, 28) Retrieved from http://www.fiat.com/com/freemont
http://www.carsguide.com.au/news-and-reviews/car-reviews-road-tests/fiat_freemont_review1