BMW GROUP FINANCIAL SERVICES IN THE AMERICAS. ED ROBINSON PRESIDENT & CHIEF EXECUTIVE OFFICER BMW GROUP FINANCIAL SERVICES, AMERICAS REGION.
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1 March 26, 2015 BMW GROUP FINANCIAL SERVICES IN THE AMERICAS. ED ROBINSON PRESIDENT & CHIEF EXECUTIVE OFFICER BMW GROUP FINANCIAL SERVICES, AMERICAS REGION.
2 BMW GROUP THE WORLD S LEADING PROVIDER OF PREMIUM PRODUCTS AND PREMIUM SERVICES FOR INDIVIDUAL MOBILITY. BMW Group Network National Sales Company (NSC) Dealership Dealer financing / Insurance Commission payments Financial Services Company (NFSC) Customer Page 3
3 BMW FINANCIAL SERVICES IS AS AN INTEGRAL PART OF THE BMW GROUP VALUE CHAIN. After-Sales Research & Development Production Sales & Marketing Financial Services Used Car Financial Services Support of Sales Customer Interface Profit Contribution + + Page 3
4 BMW GROUP FINANCIAL SERVICES AT A GLANCE. Global Presence 2014 Business Lines (Portfolio Size 2014) Global Operations in 54 Countries Retail Finance 67.0 bn. Commercial Finance 13.1 bn. > 7,000 Employees (80 % outside Germany) HQ & others 11% Asia, Pacific 30% Alphabet 15% Fleet Business 9.7 bn. Multi Make Financing 7.5 bn. 13% Americas EMEA 14% 17% EU Bank Insurance 3.2 Mio. Contracts Banking 9.2 bn. Page 4
5 BMW FINANCIAL SERVICES 22 YEARS OF EVOLUTION IN THE AMERICAS. FROM DIVERSIFICATION TO INTEGRATED SERVICES. BMW Financial Services takes hold of U.S. Ohio expansion to Regional Service Center (RSC) Ultimate Drive Mobile App RSC Integrate RSC Integrate 1996 National Customer Service Center built in Ohio - all Operations under one roof. BMW Bank launch Salt Lake City Introduction direct financing and econtracting 700K + Active Accounts Expansion of Insurance Business Launch of BMW i Page 4
6 SUSTAINABLE GROWTH OF SERVICED UNITS, PORTFOLIO & NEW BUSINESS WITH THE UNITED STATES AND THE REGION. Serviced Vehicle Units (Thousands) US share of Total FS 2014 United States Rest of Region ,031 1,067 31% 69% Serviced Vehicle Portfolio (Billion ) % 64% New Business Volume (Billion ) % 67% Around 1/3 of Global Financial Services Volume is generated in the United States. Page 6
7 Essential Core Skills Risk Disciplines Evolution of Captive Financial Services THE US RISK MANAGEMENT HOUSE SETS THE STANDARDS FOR OUR COMPREHENSIVE RISK MANAGEMENT STRATEGY. Comprehensive Risk Management Strategy Retail Credit Risk Commercial Credit Risk Residual Risk Operational Risk Compliance Risk Interest Rate Risk Communication Business and Market Knowledge Quant analytics, expert opinion Page 7
8 30+ Delinquency Rate Contract Term MAJORITY OF RETAIL FINANCE CUSTOMERS HAVE A GOOD RATING. DELINQUENCIES AND AVERAGE LOAN TERMS ARE BELOW MARKET LEVEL. Development Retail Finance Booking: 2010: 6.4% 2012: 8.6% 2014: * 6.8% Development average Loan Contract Terms: % 19.1% 19.0% % 72.3% 74.1% <640 Ø = 753 Ø = 743 Ø = % 1.20% 1.00% Retail Finance Delinquency Development: 1.26% 1.01% 1.03% 0.98% 0.99% Experian Industry comparison 2014 Average Term - industry: New vehicles: 66 months Used vehicles: 62 months 30+ days past due delinquency industry: 2.38% Ø 64 month 0.80% Average industry loan score development: ** 0.60% 0.40% 0.20% 0.00% New vehicles Used vehicles Q Q Q Q Q Q *FICO Score ** Experian VantageScore Page 8
9 INTRODUCE UPSTREAM CHANNELS TO OPTIMIZE SALES OPPORTUNITIES AND LIMIT AUCTION VOLUME. Introduction of Upstream Channels via virtual market platform Customer Grounding Dealer Improved offering to entire Dealer network. Maximize US National re-distribution opportunities Upstream Channels National Sale VIP Independents Direct customer Physical Auction 2/3 units sold to BMW Dealers. 20% of auction volume purchased by BMW Dealers. Strong After sales parts cooperation Page 9
10 FOCUS ON STRONG DEALER NETWORK AND NATIONAL DISTRIBUTION TO FURTHER OPTIMIZE REMARKETING AND MAINTAIN HIGH RESIDUAL VALUES. High Used Car Demand as opportunity Joint BMW Group Used Car Strategy Used Car New Demand Car Demand 41 Million 16 Million Used Car Demand 41 Million Maximize National re-distribution opportunities by implementing additional sales channels through virtual market platform. Increase Marketing activities to gain and loyalize existing customer as well as providing additional dealer network support. Page 10
11 REGIONAL SERVICE CENTER IN USA - ESTABLISHED AS CENTRAL CUSTOMER INTERFACE FOR BMW GROUP IN NORTH AMERICA. In 1996 the National Customer Service Center is built in Dublin, Ohio all operations under one roof. With the final integration of Brazil in 2012, Ohio is established as Regional Service Center (RSC). The RSC is strengthening the Customer Interface for the BMW Group. The RSC provides service offerings for a portfolio of more than $ 27 Billion. More than 1.7 Mio. direct customer contacts p.a. for Sales & Financial Services Companies. Page 11
12 FINANCIAL SERVICES IS PREPARED FOR THE FUTURE. Page 12
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