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Concepts Car RENAULT Understanding Central Europe’s automotive environment thru the structural changes that are occurring. Automotive ; 5 mai, Barcelone Alain Margaritopol Central Europe: 13 countries TIV 2004 Cars+LCVs POLAND 355,136 EST HUNGARY 230,656 LV CZECH REP. 159,712 LT CROATIA 76,272 SLOVAKIA 67,627 POLAND SLOVENIA 69,114 CZECH REP SLK OTHER BALKAN STS 53,330 HUNGARY SLO BALTIC STATES 43,359 CROATIA B SM TOTAL 1,055,206 M AL 93 MILLION INHABITANTS Central Europe in figures: a very special macro-economic environment Unemployment Average Population Average TIV for annual rate as % in millions monthly salary TIV 2004 1,000 growth of of working GDP % (2003) Gross in € Inhab. (2000) population Poland 38.7 598 19.8 354,701 9 3.8 Cz. Rep. 10.3 582 7.3 159,465 15 3.7 Hungary 10.2 489 5.6 230,656 23 3.0 Slovenia 2,0 928 6.1 67,704 34 2.5 Croatia 4.5 645 18.4 76,272 17 4.3 Slovakia 5.4 382 18.7 67,603 13 4.5 EU15 376.9 2,743 7.6 16,020,710 43 0.8 Source Eurostat P / 3 Automobile markets mirroring economies: growing but subject to fluctuations A source of potential growth 50.0% 1,400,000 1,210,000 38.3% 40.0% 1,000,000 1,200,000 1,089,447 1,055,206 830,000 969,661 30.0% 1,060,000 1,000,000 600?000 1,071,702 20.5% 953,188 20.0% 16.0% 9.1% 14.2% 800,000 1,0% 7.6% 10.5% 10.0% 6.7% 5.1%6.0% 5.3% 5.1% 600,000 1.0% 0.1%1.7% 0.0% 400,000 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 -10.0% -1.3% -2.9% -3.5% -2.8% 200,000 -12.5% -20.0% -10.0% 0 Growth in Central Europe Growth in Western Europe TIV Central Europe P / 4 Automotive industry in Central Europe All car manufacturers are represented Plonsk Gliwice Poland Poznan Varsovie Vrchlabi Biesko Biala Tichy Lublin Mlada Boleslav Kvasiny Czech Republic Bratislava Slovakia Hungary Györ Esztergom Romania Szengotthard Slovenia Rodeae-Craiova Sarajevo Bosnia Kragujevac Ö Over 15 plants Zastava Serbia Ö A capacity of over 2 million vehicles Ö Workforce of over 50,000 A very special market structure 30% of TIV for passenger cars priced under €7,500 €0 to 6000 5% Over €15000 €6000 to 6700 14% 13% €6700 to 7500 12% €10000 to 15000 24% €7500 to 8500 € 15% €8500 to 10000 17% P / 6 Top-selling models Country Brand Model 2004 Volume Mkt Share Poland Fiat Panda 27,830 8.8% Skoda Fabia 26,361 8.3% Ford Focus 12,193 3.8% Czech Skoda Fabia 43,589 32.8% Republic Skoda Octavia 18,322 13.8% Volkswagen Golf 3,866 2.9% Hungary Suzuki Ignis 18,969 9.1% Opel Astra 13,367 6.4% Skoda Fabia 12,564 6.0% Ö Specific offerings: Skoda, Suzuki, Opel Astra Classic, Renault Thalia, Korean P / 7 Poland – Unstable Market 50 967 TIV PC TIV LCV 49 818 55 303 43 648 49 000 50 793 47 000 45 000 30 067 28 392 36 236 25 044 41 000 31 946 23 955 632 088 515 291 477 960 468 125 395 000 374 612 365 000 353 635 342 000 321 255 318 111 303 425 290 000 263 881 250 282 0 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 Est. (Vision) (Vision) (Vision) P / 8 Poland: Market prices in accordance with currency developments 5 110 4,8 108 4,6 106 4,4 104 4,2 102 4 100 3,8 98 3,6 96 déc- janv- févr- mars- avr- mai- juin- juil-04 août- sept- oct-04 nov- déc- 03 04 04 04 04 04 04 04 04 04 04 Curr. Price P / 9 Poland - unstable market for cars and impact by lifting of restrictions on used car imports 840 000 NV UV 140 000 < 4 ans 720 000 4% 130 000 130413 > 10 ans 72% 4 - 10 131208 120 000 ans 110282 24% 120510 600 000 110 000 114498 100 000 91426 90 000 VO <4 ans VO de 4 a 10 ans 480 000 81473 80 000 VO > 10 ans VN 66508 70 000 360 000 811 823 Joined EU 60 000 57101 50 000 Deletion of Excise duty depending 240 000 customs duties on age of vehicle 40 000 on used cars > 32013 Standard Euro2 6 2 6 years old 2 0 8 153 30 000 mandatory 1 35 08 142 323 1 318 120 000 3 20 000 219 031 9 10 000 179 059 8 123 609 33 496 0 42 0 0 jan01 01- mai01 juil01 sep01 nov01 ja02 02- mai02 juil02 sep02 nov02 jan03 ma03 mai03 jui03 sep03 nov03 jan04 ma04 mai04 jui04 sep04 nov04 jan05 2001 2002 2003 2004 2005 mars mars P / 10 Renault It’s strategy in Central Europe : How to adapt to structural changes Automotive ; 5 mai, Barcelone Alain Margaritopol Strategy for a profitable growth OBJECTIVE 2006 Financially sold Renault and professional Internal growth - -Mkt share C.E = network B segment and Mkt share W.E. Optimized LCVs organization - of Central Europe region Renault + Dacia: Second group in C.E. External growth Dacia + Nissan P / 12 Change in brand ranking 2000/2004 Renault 2nd Brand in C.E. – (Mkt share PC + LCV) 2000 2004 SKODA 16,5% 14,5% RENAULT 7,2% 9,9% FIAT 15,5% 8,7% OPEL 8,1% 8,6% VW 6,3% 7,4% PEUGEOT 4,9% 6,5% FORD 3,8% 6,4% TOYOTA 2,8% 6,2% CITROEN 3,4% 4,5% NISSAN 1,8% 1,8% P / 13 Sales success Renault + Dacia in 2004 Volumes & market share for Cars + LCVs from 1998 to 2004 140000 10,2498 115,668 12.0% 104,728 120000 94,357 10.8% 10.6% 10.4%10.0% 100000 73,500 9.6% 76,700 8.0% 80000 66,500 7.2% 6.4% 6.0% 60000 6.3% 40000 4.0% 20000 2.0% 0 0.0% 1998 1999 2000 2001 2002 2003 2004 Volumes PdM Renault in second place in TIV for Cars + LCVs since 2002 Incl. Dacia: 3 months of sales in 6 out of 13 countries Key factors in sales success Strategy of internal growth Product lineup Thalia: 20% of Renault sales 1.8% mkt share in 2004 (19,000 units) Mégane family: N°1 in sales Renault (31,800 units in 2004) LCV 2nd in Mkt share (12,8% in 2004 ; 14.500 units) The sales network Internal growth B and LCV 271 dealers 151 sub-dealers P / 15 Key factors in sales success Manufacturing base Revoz – Novo Mesto • Since 1970s • Second Renault plant in terms of productivity • B segment plant (R5, Superfive, Clio I and II) • Contribution to sales success in Slovenia: 24.8% P / 16 Strategy for a profitable growth : Dacia P / 17 Dacia Phase I: launch of Solenza • 9/03: Croatia • 1/04: Czech Republic = prepare launch of brand in all Central European countries Phase II: "X90« project • A robust, modern, spacious car • Low-cost vehicle segment = 30% of Central European markets P / 18 Logan Results in 2005 – Central Europe 9.811 orders (24/04/05) since launch 6 500 6 000 5569 5 500 5 000 4 500 4 000 3 500 3 000 2 500 2 000 1 500 1 000 A satisfactory Market share 500 0 cum.05 mars-05 Croatie 1,6% 2,1% Objective Orders Slovaquie 2,4% 2,6% Hongrie 1,9% 1,4% Rép. Tchèque 2,0% 2,7% Pologne 0,9% 1,3% Slovénie 0,6% 1,0% Autres Balkans 11,9% 13,2% Europe Centrale 1,9% 2,3% P / 19 Strategy for a profitable and optimised growth Network, - optimised Growth supported by - strengthened by the Alliance each brand of the group brands - direct dealership in the big cities Optimised organisation in Central Europe Investment for the growth - Part Warehouse R+D+N for Central Europe (in Hungary) - New subsidiaries on expanding countries P / 20 Parts Warehouse in Gyor P / 21 Parts Warehouse in Gyor P / 22 Multi-site and multi-brand network A rapidly changing network P / 23 Conclusion • Consolidation of our position of Æ Renault 2nd Car + LCV brand Æ 1st LCV brand • Thanks to the contribution of the Dacia brand Æ 2nd Car + LCV group P / 24.
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