KOH CHING HONG MANAGING DIRECTOR SOUTH ASIA

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4 KOH CHING HONG MANAGING DIRECTOR SOUTH ASIA Responsible for Singapore and Brunei Formerly an executive member of Fuji Xerox APAC

5 Market Intelligence and Forecasting Deep knowledge of the markets and leading retail indicators Constant assessment of market conditions to spot trends ahead of competitors Detailed and accurate plans and forecasts, providing a strong competitive advantage On-going investment in our IT digital landscape

6 Market intelligence and Forecasting - Tools 1. Daily Vehicle Sales Inchcape Advantage (IA) Portal (Traffic, Leads, Test drive & Capture Rate) Aftersales Enquiries, Bookings, Intakes vs Capacity 2. Weekly Sales & Aftersales (value drivers) Inventory Working Capital Market Intelligence Pricing, promotions, orders

7 Market intelligence and forecasting - Tools 3. Monthly Market Size, Segments & Composition of TIV De-registration trends Net Promoter Score (NPS) Actuals + Rolling Forecast 4. Quarterly COE Quota Competitive product offerings OEM product line-up & Model life management

8 Price Marketing & Planning - Pricing Strategy New Vehicles Competitive Position (Luxury Mid Sedan) Pricing Position (e.g. GS) Audi A6 Mercedes Benz E200 BMW 520i Lexus GS 250 Mercedes Benz E250 Jaguar XF Volvo S80 OMV Base Grade Luxury F-Sport Hybrid Market Feedback Customer Forum Motoring Media Forum

9 Successful re-launch of Lexus ES New Vehicles

10 Successful re-launch of Lexus ES New Vehicles Attractive price positioning USP The Essence of Luxury Lexus ES Comp 1 Comp 2 Comp 3 Import price ES Specification advantages Class leading spaciousness Supreme comfort Refined driving experience Market Planning Compelling research to demonstrate to Toyota the segment opportunity Negotiated attracive factory gate pricing

11 Marketing & Planning Product/ Model Life Management Planning New Vehicles TIV Outlook Segments Market Feedback Customer Forum Motoring Media Forum Competitors (New Products) Product Mix & Segment Government Regulations

12 Segments & Price Positioning Toyota PC New Vehicles Price Prius Camry Alphard Auris COROLLA ALTIS Previa Fortuner 86 Prius C WISH Rav4 Yaris SPEARHEAD Vios Avanza Prius Taxi Hatchback Sedan Mid-Sized Sedan MPV SUV Coupe Taxi

13 Segments & Price Positioning Lexus New Vehicles Price LS GS RX ES RC IS NX CT SPEARHEAD Hatchback Sports Sedan Mid-Sized Sedan Luxury Sedan SUV Coupe

14 Segments & Price Positioning Toyota CV New Vehicles Price HIACE Hilux Coaster Dyna SPEARHEAD Light Truck Van/Commuter Pick-Up Bus

15 Marketing & Sales Tools New Vehicles INCHCAPE ADVANTAGE DRIVING REVENUE AHEAD OF COMPETITORS CUSTOMER DATA Customer traffic Sales leads Test drives Capture rate Identify focus areas & recognise progress SUPERIOR CUSTOMER VALUE

16 Marketing & Sales Tools - Overview New Vehicles 1. IA Funnel 2. Forecast orders for industry View of market 5. Inventory 3. Market TIV & Market Share Outlook 4. Daily Sales Order View of Sales

17 Car Parc '000 Aftersales Car Parc Forecasting Tools Aftersales AOP Process Ageing Car Parc Deregistration report to forecast TIV Forecast Inchcape registration unit Car Parc composition -By age -By segment PC Car Parc Composition Yearly Actual & Projection & more to Below

18 Aftersales Planning & Marketing Aftersales Car Parc Planning Strategy Platform = Marketing Marketing Program Marketing Campaign Segment Aging By Brands / Models Increase sales/intakes By type of service Repairs Regular servicing Toyota Shield Lexus Affinity for Hybrid car Toyota Shine ToyotaMe Service Vios regain Campaign Body & Paint cash sales - The Way You Love Me Retention

19 Parts Planning & Marketing Parts Planning Aging Car Parc Strategy Platform = Marketing Marketing Campaign Targeted Sales Channels Segment Aging By Brands / Models Internal service network External parts market Tyres Battery Sales through Servicing Parts Retail Parts Wholesale Jobbers Garages Dealers Increase Parts Sales

20 Parts Solid structure that support business Warehouse Distribution Operations: JIT or Sell-One-Buy-One concept Heijunka Small Lot Frequent Ordering Warehouse Storage System: Storage Techniques Location Maintenance SOP Warehouse Distribution Management Monitoring Warehouse KPIs Implementing continuous Kaizen activities

21 Summary Strat Plan OEM (3-Year Plan) Inchcape AOP OEM AOP Production & Stock Planning Marketing - Product Mix - Marketing Plans Aftersales - Campaigns - Promotions ipower IA Tools De-reg IA Target vs Actual Hi-Octane

22 Inchcape well positioned in Singapore to seize attractive growth opportunities TIV Market share Aftersales service Parts

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25 STÉPHANE CHATAL GROUP CHIEF INFORMATION OFFICER Consumer goods background 12 years at P&G 4 years at Reckitt Benckiser

26 Global IT Strategy Global proprietary Distribution, VIR and Retail Information Technology to drive best practice, enhance our productivity and support growth across the Group: Global integrated technology platform to deliver operation efficiencies and reduce complexity, through our ipower programme Advanced Business Intelligence providing better management information on a timely basis accessible throughout our business

27 Global ipower Programme Benefits Best in class SAP & ADP Integrated solutions, uniquely configured to support Inchcape Customer 1st Strategy and Business Model Hardwiring our Unique Inchcape Advantage + standards to ensure performance consistency Strengthening control environment to minimise risk and maximise efficiency Improving efficiency of operation and productivity in back office and front office Supporting Inchcape growth agenda

28 IT Strategy Supporting our Business Priorities

29 Supporting Growth Growing Market Share Consistent and disciplined customer service Advanced CRM, Marketing Segmentation and Lead Management Expanded Sales & Aftersales traffic leveraging Internet digital channels Bi-directional communication with customers through digital and mobile media Growing Aftersales Online service bookings Electronic Vehicle Healthchecks and automated follow-up Pro-active Aftersales Campaign Management Embedded integration with our OEM Partners

30 Improving Productivity Overall Increased efficiency Reduce processing time and complexity through automation and integration Optimise gross margin through improved mix management tools Front office - Highlights Customer interaction through embedded IA+ processes Optimised stock management to control working capital Improved workshop scheduling to drive asset utilisation Back office - Highlights Shared service centres for Finance and administration Full distribution, importation and supply chain management Centralised contact centres with integrated telephony

31 Management Information on a timely basis Underpinning our Growth and Productivity initiatives: Advanced Business Intelligence providing leading Market Intelligence indicators, data mining capability through our unique Management Information platform Inchcape Advantage + Portal Consolidated global/market view of Inchcape leading indicators across both Sales and Service activities, constantly updated Digital traffic measurement through Inchcape websites globally Provides unique daily, weekly, monthly view of digital & retail site traffic, and summarised order banks, to predict and adjust supply forecast better than our competition

32 IT Governance Capital Expenditure Using disciplined allocation of capital to: Invest in current global technology which benefits all, with coordinated development approach Build a technology platform that can evolve, eliminating costly re-investment cycles Reduce IT s total cost of ownership Prioritising and executing IT expenditures (both capital and revenue) across the group, to ensure Maximum Return On Investment is achieved

33 By Q2/2014 LIVE VIR Retail Dist LIVE VIR Retail ipower Geographic spread across Retail, VIR & Distribution Markets Brands UK Mercedes Benz, Toyota, Lexus, Jaguar, Land Rover Russia Singapore Toyota, Lexus, Peugeot, Audi, Jaguar, Land Rover Suzuki 67 Sites Hong Kong Belgium Markets UK Russia Peru Land Rover, Jaguar, Ford Toyota Brands BMW, MINI, Motorrad Bikes Volvo BMW, Motorrad Bikes 40 Sites Plan to complete Global Rollout by end 2017 Singapore Toyota, Lexus Chile BMW

34 Inchcape s unique ipower programme will support our growth agenda through improved productivity