Annual Business Planning

Ecuador FY25
Annual Business Plan

• 2023 Review
• Industry Size, BAL performance Market Shares
• Key Learnings
• Opportunities & challenges

• 2024 Business Plan

• 2024 Business Plan
• Key growth Levers : Brand/Product Management I Market Development Actions I Customer Experience

• Distributor Excellence : Resources I Plant I Localization I key projects

2023 Review
 Business status
THREE WHEELER MARKET ANALYSIS FY24
1) 3w imports to Ecuador

2) Registrations 3w Ecuador

3) Market of cooperatives and units Ecuador

In the last survey carried out at the national level on 3w cooperatives in Ecuador, it was found that the total
number of units to change in FY-24 is 1480
Learnings

What has gone RIGHT What Could have been BETTER

Product: carry out campaigns by colors and by zones.

Portfolio: Apply direct credit to the consumer.
CV Product
PRODUCT: have the variety of colors available. Carry out price promotions, in months of low demand.
Portfolio performance I
Pricing I competitiveness • Pricing: the fixation based on the market and the competition. • Competitivenes:Have greater agreements with financial institutions and
application of direct credit.

Key Activities for Customer Loyalty: Preventive Maintenance Programs, Owner

Events, Quality After-Sales Service.
Brand Power Digital Strategy: Active Social Media Presence, Educational Content, Virtual
Proposition I Price Brand Personality: Friendly & Approachable, Innovative & Modern. Experience
Positioning I Customer Experience: Professional Advice, Personalized Service. Communication Strategy: Authentic Stories, Transparency, Active Participation in
Communication I Digital I • Competitively priced positioning, Communities.
Key activities Club Bajaj
Differentiated pricing strategy.
Promotions or special prices on monthly campaigns.
• Product demonstration events and funding programs.

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Learnings

What has gone RIGHT What Could have been BETTER

Increased publication and presence in stores.

Display of the product in retail stores in areas of greater sales. Guayaquil.4
Meeting with partners in stores (show the product).
stores on display.
Increased training for store advisors on the product.
Channel Management Activations in the different cooperatives
Key accounts; Better sales and purchase proposals, closing negotiations for
Dealer I Key accounts Key accounts: managers with the highest number of active members, (30
the year, with clear clauses and conditions.
partners and above).
• Activations at the headquarters, at their stops, and with the participation
• Better eat the managers. of the partners.

Geographic Expansion
Market Development • Expansion of geographical zones according to the need for passenger or
Compliance
Enablers I GEO specific cargo mobility. In areas where 3W is sold
• Development of Local Alliances

Expand the number of distributors selling 3w spare parts

At the moment there are 4 distributors that handle the line of 3w spare parts,
Customer EXP Find more 3w specialist workshops in various areas.
with purchases of 12 thousand dollars per month.
After sales I capability 3w after-sales training campaign.
• The authorized workshops in the Guayaquil area are maintained.
• Incentives to workshops and distributors of 3w spare parts.

Have multiple distributors.

The product has been delivered on consignment so that they can display.
Distributor capability Commissions per sales volume have been improved. Greater follow-up of distributors' sales management.
Resources I backend I Key projects have been in charge of marketing the 3W in provinces, such as Greater control in the fulfillment of the budget granted.
Key projects Manabí, and Los Ríos. • Distributors Forecast
• It has the capacity to bring together the members in their respective
areas.
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Opportunities and challenges

Opportunities Challenges
Have the best brand on the market and 3w (performance, consumption and Perform rigorous testing to ensure performance and durability.
power). Balancing supply to meet the demand for different colors in various markets.
Variety of colors. Maintain consistency in paint quality and finish
Brand
Warranty. Offer competitive guarantees that inspire confidence in buyers.
Products I
Sales. Effectively handle warranty claims to maintain customer satisfaction
marketing I Digital I
Customer loyalty to the end customer and after-sales. Ensure a strong network of after-sales service centers.
price I key
Greater presence on social networks focused on the product and the end Improve response times and repair efficiency
consumer trends
customer. Maintain customer loyalty through after-sales programs.
• Offer customization options in terms of colors, accessories, and additional Offer exclusive incentives, discounts, and benefits for loyal customers.
features to meet individual user preferences • Create relevant and engaging content on social media.
Channel Increased presence of 3w in bajaj retail stores at the coastal level. Negotiate favorable financing rates and maintain agreements with financial
Management Flexible and fast financing for this sector. institutions in a variable economic environment.
Dealer I Key Specialized service center for this product. • Customize offerings to meet the unique needs of different fleets and
accounts • Strategic alliances with 3w transport cooperatives to shield the competition. business sectors.

Identify and evaluate geographic markets with high demand for 3W Bajaj.
Establish expansion strategies that include opening new points of sale.
Market Geographic Expansion Conduct a thorough analysis of regional dynamics, including consumer
Development Adaptation to regional dynamics preferences
Enablers I GEO Compliance Establish a dedicated team for monitoring and compliance with local regulations
specific • Development of Local Alliances in each geographic area
• Identify opportunities to establish strategic partnerships with local
businesses

Customer loyalty to the bajaj brand with loyalty campaigns.

Personalized Delivery:
Training & Continuing Education:Effective After-Sales Service: Maintain transparent and timely communication about updates and improvements
Customer EXP Effectively manage customer support platforms to provide quick responses and resolve
Loyalty & Benefits Programs
After sales I issues efficiently.
Events and User Communities: • Motivate customers to provide active feedback and use it to continuously improve the
capability
• Test Drives and Demonstration Events customer experience.

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BUSINESS GROWTH LEVERS
Brand I Product Management
Theme Key Issue/Opportunity
Price Sensitivity:
Lack of Accessible Financing.
Competition with Cheaper
Alternatives.
Perception of Value:
Flexible Financing Programs:
Leverage Efficient Market Segmentation
Portfolio
(Segment wise - • Added Value at Competitive
Prices:
Product I price)
Educational Marketing
Campaigns.
Product Differentiation.
Strengthen Improvement of After-Sales
brand Service.
positioning Technological Update.
Focus on sustainability.
Strategic Alliances.
• Loyalty & Benefits
Programs
Key Initiatives KPI - FY’25 P Q1’25 P
Establish strategic partnerships with financial institutions to Total number of financings made.
design financing programs with competitive interest rates and Market share of the motor vehicle in relation
flexible terms. to more economical vehicles.
Proving Your Value Against Cheaper Alternatives Percentage of leads who complete a purchase
• Implement marketing campaigns that highlight the durability, after the value demonstration.
efficiency, and long-term advantages of owning a motorcycle. Increased brand recognition in surveys and
market research.
• Number of leads generated through
marketing campaigns
Develop marketing campaigns focused on highlighting the unique
Market Share.
features and benefits of the RE model.
Implement enhanced after-sales service programs, such as fast Customer Satisfaction Index.
Participation in the Three-Wheeled Vehicle
response times, spare parts availability, and preventative
maintenance services. Market.
Number of Sales.
• Establish strategic alliances with well-known brands or trusted
institutions to improve the perception of the Bajaj brand. • Customer Return Rate
Market Development
Theme Key Issue/Opportunity Key Initiatives KPI - FY’25 P Q1’25 P
Increased presence of re 3w in bajaj retail stores at Negotiate favorable financing rates and maintain Average Interest Rate
the coastal level. agreements with financial institutions in a variable Volume of Financing
Flexible and fast financing for this sector. economic environment. After-Sales Customer Satisfaction Index
Specialized service center for this product. • Customize offerings to meet the unique needs of Average Troubleshooting Time
Channel Strategic alliances with 3w transport cooperatives different fleets and business sectors. Evaluation of the Conversion Rate of Offers.
Management to shield the competition. Logistical times.
Dealer I Key • Explore the possibility of offering additional • .
accounts services, such as 3W rental.

Identify and evaluate geographic markets with high

demand for 3W Bajaj. Establish expansion strategies
that include opening new points of sale.
Conduct a thorough analysis of regional dynamics,
Geographic Expansion
Geo Specific including consumer preferences • Achieve a target number of strategic
Compliance
initiatves Establish a dedicated team for monitoring and alliances with 3W cooperatives per year
• Development of Local Alliances compliance with local regulations in each geographic
area
• Identify opportunities to establish strategic
partnerships with local businesses

Design loyalty programs that offer exclusive benefits for

3W Online Sales Volume
Customer Loyalty Programs Specific to 3W Owners 3W owners
Retail 3W Customer Retention
enablers • Transaction Security Challenges for 3W Online • Reinforce security protocols in online transactions for
Selling the sale of 3W and educate customers on safe • Achieve an X% security rating on online
transactions specifically for sale.
practices.
Customer Experience
Theme Key Issue/Opportunity
• Increased distribution of
3W in areas where we have
a low MS.
Build Channel
Capability
• After-sales experience
Service as • Continuous Staff Training
Differentiator • Challenges in Guarantee
Management
• Specialized Maintenance
and Repair Programs,
Spares offering highly trained
Business
technical services focused
on the Bajaj brand.
Key Initiatives
Identify geographic areas with high demand for 3W and develop
strategies to expand Bajaj's footprint
• Identify specific market segments, such as local transportation
in rural areas, and develop marketing and distribution
strategies
Implement after-sales service programs focused on customer
satisfaction, offering fast, efficient and friendly services.
Offer ongoing training programs for sales and after-sales staff,
Establish effective communication channels between sales and
after-sales service teams
• Improve warranty management processes, providing clarity
and transparency to customers on terms and conditions.
• Spare Parts Discount Programs for Frequent Customers.
KPI - FY’25 P Q1’25 P
Percentage of geographic areas covered
compared to the total market potential of the
previous year
• Reduction in delivery times and logistics
costs associated with distribution
Maintain an X% after-sales satisfaction rate
based on regular surveys.
Reduce response time to customer inquiries to
X hours through more efficient communication.
• Reduction of Unresolved Warranty Claims
Spare Parts Delivery Time
Spare Parts Availability Index
• Level of Satisfaction with Technical Services
Distributor Excellence

Theme Key Issue/Opportunity Key Initiatives KPI - FY’25 P Q1’25 P

Challenges in Talent Retention Recognition & Rewards Programs Maintain a high percentage of X% of qualified
• Shortage of Qualified • Employee Satisfaction Surveys personnel
Personnel • Staff Turnover Rate

Resources
People I
investment

Back end
Plant I
Localisation

Key initiatives
(Ex – NPS I
CRM I digital I
capability)
 Marketing Initiatives/Calendar

Actividades / mes Enero Febrero Marzo Abril Mayo Junio Julio Agosto Septiembre Octubre Noviembre Diciembre
Semana Sem 1 Sem 2 Sem 3 Sem 4 Sem 1 Sem 2 Sem 3 Sem 4 Sem 1 Sem 2 Sem 3 Sem 4 Sem 1 Sem 2 Sem 3 Sem 4 Sem 1 Sem 2 Sem 3 Sem 4 Sem 1 Sem 2 Sem 3 Sem 4 Sem 1 Sem 2 Sem 3 Sem 4 Sem 1 Sem 2 Sem 3 Sem 4 Sem 1 Sem 2 Sem 3 Sem 4 Sem 1 Sem 2 Sem 3 Sem 4 Sem 1 Sem 2 Sem 3 Sem 4 Sem 1 Sem 2 Sem 3 Sem 4
Dias Torito

Dia del Padre

Black Friday

Navidad

Activaciones

Miniconvenciones

Convencion
Anual torito