ISUZU – SLAES OPERATION PLAN

I S U Z U : P R E S E N T S TAT U S

• Existing Sales Operation coverage area are in FOUR (4) divisional cities:
• Dhaka, Chattogram, Bagura and Khulna to cover entire Bangladesh.
• Present Manpower: 16
• Product Line: 3
• Sales Channel: 3 (B2C: Corporate + Retail) and B2B (Tender)
• Since B2B has a separate setup within the existing business, let us focus on
B2C to develop market share by implementing appropriate strategies
(area wise) to achieve desired goal.
• Existing average yearly sales 450 unit.
 4 W- C V M A R K E T S TAT U S

• 4W–CV market ruled by Indian origin brands. They are enjoying almost 81% market share of the
entire industry due to their customer friendly credit policy, low cost service, intense agent network
around the country and spares availability.
• Major players are TATA (43%), Ashok Leyland (19%), Eicher (17%), Mahindra (2%) etc.
• Chinese and other CV brands holding only 19% market Share. Major factor of India origin CV success
are customer friendly credit scheme.
• Standard industry practice for ‘All brands’ CV in Bangladesh are:
• i. Full Cash (Discounted ex-factory price)
• - only 2% purchase made in this method. Less popular in retail segment.
• Ii. Semi Cash (50% DP on delivery and rest are at 12 EMI w/o interest.
• - about 23% purchase made in Semi Cash method.
• III. Credit (20% down payment with 36 – 60 EMI in flat interest rate.
• - almost 75% purchase made under the Standard Credit scheme.
 I S U Z U PR O D U C T C AT E G O RY

LCV NHR 1.5t

LCV NKR 3.0t
LCV NQR 5.0t
LCV FSR 6.0t

C O M PE TITO R S A R E:
ORIGIN BRAND DISTRIBUTOR
TATA NITOL MOTORS
ASHOK LEYLAND IFAD AUTOS
EICHER RUNNER MOTORS
INDIA
SML UTTARA MOTORS
FUSO RANCON MOTORS
MAHINDRA RANCON / RANGS
JAC ENERGYPAC
FOTON ACI MOTORS
FORLAND METAL AUTOS
CHINA KAMA RANCON
T-KING AL-AMIN ENTERPRISE
JMC RANCON
FAW ACL / RANCON
 ISUZU PRODUCT CATEGORY

NKR 21+1
FTR 39+1
LT 40+1
MT 40+1

C O M PE TITO R S A R E:
ORIGIN BRAND DISTRIBUTOR
INDIA TATA NITOL MOTORS
ASHOK LEYLAND IFAD AUTOS
EICHER RANGS MOTORS
CHINA HIGER BK AUTOMOBILES
ANKAI ENERGYPAC
ZHONGTONG TENDER
KINGLONG TENDER
KOREA HYUNDAI FAIR / HNS
DAEWOO TENDER
JAPAN HINO AFTAB AUTOMOBILES
COASTER NAVANA
 ISUZU PRODUCT CATEGORY

D-max Regular 2WD

D-max Single 4WD
D-max Extended 4WD
D-max Double 4WD

C O M PE TITO R S A R E:

ORIGIN BRAND DISTRIBUTOR

INDIA TATA (407, ACE EX2 etc.) NITOL MOTORS
ASHOK LEYLAND (Dost) IFAD AUTOS
MAHINDRA (Bolero) RANGS MOTORS
PIAGGIO (Porter) NAMSS MOTORS
JAPAN MITSUBISHI (L200) RANCON MOTORS
TOYOTA (Hi-Lux) NAVANA
 MARKET SCENARIO

LCV MARKET SHARE

OTHERS
7%
CHINA
12%
MAHINDRA
TATA
3%
43%

EICHER
17%

ASHOK LL
18%

TATA ASHOK LL EICHER MAHINDRA CHINA OTHERS

 EXISTING ORGANOGRAM

DMD Textile

ED

Pickup & Dilkusha HoB

Tender Sale Truck & Bus
Channel Sale 4W-CV Planning

Dy. Head of DM - Brand

GM 01 Sr. AGM 01 Sr. DGM 01
Sales 01 01

DM 01 Executive 01 AM 01 Manager 01

AM 01 Sr. Exe 01 Sr. Exe 01

Executive 01 Sr. EXE 01 Executive 01

Sr. Exe 01
(Ctg.)
 PROPOSED SBU ORGANOGRAM

DMD Textile

ED

SBU Head

Product Head Product Head Product Head

Service Head
(LCV) (BUS) (Pick-up)

Zonal Head
Zonal Head Zonal Head Zonal Head Channel Engineer/
(Sylhet)
(Bogura) (Chattogram) Khulna) Manager Mechanic
Proposed

Commercial/
D2D Sales D2D Sales D2D Sales D2D Sales Store/ Spares
Registration

Admin/
D2D Sales D2D Sales D2D Sales D2D Sales
Accounts
 SALES PROJECTION

Last 3 yeras B2C Sales

544
475
331

FY 17-18 FY 18-19 FY 19-20

• Average B2C Sales per year 450 units, Assuming (B2B + B2C) is 1000 units/Year
• Sales Projection with 25% yearly growth (subject to favorable market condition)
• Base Year 20-21 1000
• FY 21-22 1250 Sales Projection
2000
• FY 22-23 1560 1800
1600
• FY 23-24 2000 1400
1200
1000
800
600
400
200
0
FY 20-21 FY 21-22 FY 22-23 FY 23-24
 INDUSTRY COVERAGE PLAN FOR TRUCK-PICKUP

• RMG Industry
• Rice / Flour / Sugar Mill/ Fertilizer etc.
• Associations (Owner/ Driver/ Sramik/ Chamber of Commerce)
• FMCG / e-commerce Industry
• Poultry / Fish Feed Mill
• Paper Converting Industry
• LPG / Petroleum Distributor
• Cement / Ceramic / Glass Industry
• Pharmaceutical Industry
• Building Material Industry
• Courier / Logistics Service Provider
• Tobacco Industry
• Agri Industry etc.
 I N D U S TRY C O V E R A G E P LA N F O R B U S

• RTA – Transport Banner Companies (Intra-City and Inter-City)

• Education Industries: (School/ College/ University/ Training Center)
• Bank, Financial and Non-Financial Institution
• Group of Companies
• MNC Companies
• RMG Corporate
• City Corporation
• Govt. and Semi Govt. Office
• Others
 R E C O M M E N D AT I O N

• 5 Division 3S center
• Team alignment for all area
• ATL/BTL Mass Campaign – Fair /Road Shows / Colorful
Extravaganza
• Service /Spares in all sales point
• CSR for CRP customer network enhancement
• Nation Wide Channel /Agent/ Broker Network
• Credit arrangement through Uttara Finance to boost up market share
THANK
YOU