RENAULT INVESTOR DAY CLIO IV: BACK ON TRACK FOR CUSTOMER VALUE 26 th September, 2012
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INTRODUCTION D. Thormann EVP, CFO 26 th September, 2012
CLIO IV AMBITION S. NORMAN SVP, GLOBAL MARKETING & COMMUNICATION CLIO IV, AN IMPROVED EQUATION A. KASSAI PROGRAM DIRECTOR, SMALL PASSENGER CARS DESIGN STRATEGY & BRAND MANAGEMENT L. VAN DEN ACKER SVP, CORPORATE DESIGN T. LANE VP, PRODUCT PLANNING
DEVELOPMENT SINCE SUMMER FRENCH MARKET PRODUCT MOMENTUM EUROPEAN MARKET INVENTORY ADJUSTMENT PRICING SITUATION EMERGING MARKETS SUPPLIER BASE RENAULT ISSUED 600M BOND
TIV & GROUP UNIT SALES AUGUST 2012 YTD GLOBAL* MONDE TIV + 7.0 % GROUP - 3.0 % EUROPE TIV - 7.4 % GROUP - 14.3 % EURASIA TIV + 13.8 % GROUP + 24.9 % EUROMED-AFRICA TIV + 4.2 % GROUP + 5.1 % AMERICAS TIV + 6.1 % GROUP + 23.6 % ASIA-PACIFIC **PC+LCV including USA & Canada TIV + 10.5 % GROUP - 2.0 %
RENAULT GROUP UNIT SALES AUGUST 2012 YTD vs 2011 K units (PC+LCV) 2 000 1 800 1,773 1,720 1 600 1 400 1 200 1 000 800 1 027 881 600 400 200 109 136 228 239 247 305 162 159 0 2011 2012 2011 2012 2011 2012 2011 2012 2011 2012 2011 2012 GLOBAL EUROPE EURASIA EUROMED-AFRICA AMERICAS ASIA- PACIFIC -3.0 % - 14.3 % + 24.9 % + 5.1 % + 23.6 % -2.0 % INTERNATIONAL + 12.6 %
MID TERM: OPTIMIZED R&D AND INVESTMENT EXPENDITURES LCV PLATFORMS shared with Nissan, Daimler and GM B PLATFORM + ENTRY PLATFORM with shared modules A PLATFORM with Daimler (Smart/Twingo) C & D PLATFORM shared with Nissan 2011 2012 2013 2014-2016 Energy 130 dci Energy 90 & 115 TCe. EV RANGE. Tangiers Chennaï AVTOVAZ Internal combustion Zero emission New Alliance industrial capacity
SHORT-TERM ACTION: IMPROVING RELATIVE PRICING MID 11 MID 12 END 2012 MID 13 New Clio Competitor 1 Competitor 1 Competitor 2 Competitor 2 = New Clio (Transaction price G5 Private cars Retail PCT) Source: Pricing Report, Promocar
CLIO SALES WORLD MAP CLIO IV MAINLY FOR EUROPEAN MARKET! Clio IV: 15% sales outside Europe! Clio Family: 30% sales outside Europe Clio IV Clio III Clio II
RENAULT SALES BREAKDOWN BY SEGMENT IN EUROPE B-SEGMENT SALES: 1/3 OF VOLUME 50% 45% C SEG. 40% 35% 30% B SEG. 25% 20% 15% 10% 5% 0% A SEG. D SEG. E SEG. 2006 2007 2008 2009 2010 2011 2012
CLIO IV AMBITION S. NORMAN SVP, GLOBAL MARKETING & COMMUNICATION 26 th September, 2012
1.1 B-SEGMENT EVOLUTION & CLIO SUCCESS 1.2 EXPERIENCE FOR PROGRESS 1.3 CLIO IV AND BRAND UPLIFT
B-SEGMENT EVOLUTION IN EUROPE A CRUCIAL SEGMENT MARKET VOLUME EVOLUTION BY SEGMENT 6 000 000 5 000 000 4 000 000 C SEG. B SEG. 3 000 000 2 000 000 1 000 000 0 D SEG. A SEG. E SEG. 2006 2007 2008 2009 2010 2011
B-SEGMENT EVOLUTION IN EUROPE A CRUCIAL SEGMENT B-SEGMENT BREAKDOWN 2011 B-SEGMENT: CUSTOMER FLOW 2000-2010 40% NEW COMERS 60% LOYALTY
CLIO SAGA SUCCESS
CLIO SAGA SUCCESS! NVH! COMFORT! SECURITY! EQUIPMENTS
CLIO SAGA SUCCESS Global cumulated sales until 2011 : 11,357,796 One Clio every 20 seconds
CLIO SAGA SUCCESS B-SEGMENT HATCHBACK VOLUME 2006-2012 14% 12% 10% 8% 6% 4% 2% 0% 2006 2007 2008 2009 2010 2011 YTD Aug. 2012 FIESTA POLO CORSA CLIO C3 PUNTO 208 207 IBIZA
1.1 B-SEGMENT EVOLUTION & CLIO SUCCESS 1.2 EXPERIENCE FOR PROGRESS 1.3 CLIO IV AND BRAND UPLIFT
LESSONS LEARNED FROM CLIO III LACK OF STYLING, OFFSET BY PRICE 20 FRANCE 15,700 Price paid NCBS 2007 18 2006 on Purchase intenti 16 14 2010 14,000 2009 2008 12 0 10 20 30 40 Design attractiveness *Source BAIT
BRAND IMAGE DRIVERS COMMAND THE PRICE EXTERIOR STYLING IMAGE QUALITY IMAGE BAIT G5 160 BAIT G5 161 100 113 92 88 100 109 94 2005 2006 2007 2008 2009 2005 2006 2007 2008 2009 BRAND IMAGE 110 103 100 100 99 BAIT G5 2005 2006 2007 2008 2009 in the absence of innovative even iconic [body] concepts, the combination is fatal
THIS VIRTUOUS CIRCLE IS ILLUSTRATED BY MEGANE III Good opinion % vs. basket avg. [pts] base 2005 Recovery in model image 3 1 An attractive model with a strong contribution to both loyalty and conquest 0 T3 2008 Megane III 4 9 Contribution to loyalty sales : 20% in 2011 " [vs.14% in 2008] -2-1 1 Contribution to outsourcing sales : 2005 06 07 08 09 10 2011 A higher willingness to pay ratio from involved customers 2 23% in 2011 " [vs.15% in 2008] 53% Paid price / family income ratio 50% 49% 49% Megane C Segment 2004 2005 2006 2007 2008 2009 2010 2011 Source : NCBS 2004-2011 // BAIT 2005-2010 //ABT 2011
WHICH AVERAGE PROFIT IMPROVED VS. PREVIOUS ONE OPERATING MARGIN / UNIT [BASE 100: 2008] 100 +30% Phase-in / Phase-out period 2008 2009 2010 2011 Mégane II Mégane III
1.1 B-SEGMENT EVOLUTION & CLIO SUCCESS 1.2 EXPERIENCE FOR PROGRESS 1.3 CLIO IV AND BRAND UPLIFT
CLIO IV WINNING COMBINATION - PRODUCT DESIGN TECHNOLOGY CO 2 EFFICIENCY! CHARISMATIC! ENERGIZING! REWARDING! DAILY USEFUL! 7'' SCREEN! GASOLINE 99 g/km! DIESEL 83 g/km
CLIO IV WINNING COMBINATION - IMAGE VERY WARM WELCOME BY MEDIAS La Repubblica - 09/07/2012 ABC - 09/07/2012 «Le modèle est très réussi, sexy même.» (Christophe Bourroux, Radio RTL)
CLIO IV WINNING COMBINATION FIRST FEEDBACK PRICING TEST IN FRANCE Choice Percentage 60 50 CLIO IV 40 30 20 Car 1 10 Car 2 Car 3 0 First impression After detailed analysis of exterior After detailed analysis of interior Technical sheets without price Technical Sheet with price Final choice Car 4 *Pricing test report DCC
CLIO IV WINNING COMBINATION NEW SALES TOOLS «DISCOVERED» 3D configuration tool in all countries ipad and 42 Screen in 1486 show-rooms Europe and North Africa «PASSION»ZONE in 491 show-rooms
PASSION HAD A COLOR, NOW IT HAS A SHAPE