SALES CONVENTION
Curitiba, April 26th
Update on Lingong and SDLG LA
•Resource for Commercial Area-Walter Victorino
•Focus on After-Market-Guilherme Godoy
•Local support from Lingong
•Reinforcement for Sales Admin and Planning Area
Update on Lingong and SDLG LA
•Technological Development Center in Jinan
•Exclusive SDLG Financial Services resource
•Higher number of SDLG FS Operators
•Lingong is the 4th largest Chinese WL
manufacturer
MARKET DEVELOPMENT
Market Share
Latin America Imports
(As per
customs records)
Imports
LAM*
2008
2009
2010**
SDLG
142
SDLG
210
SDLG
613
Market Share
7%
Market Share
15%
Market Share
19%
Liugong
274
Liugong
314
Liugong
492
Market Share
14%
Market Share
22%
Market Share
15%
Tiangong
152
Michigan
58
SEM
217
Market Share
8%
Market Share
4%
Market Share
7%
Changlin
104
Changlin
78
Michigan
169
Market Share
5%
Market Share
6%
Market Share
5%
XCMG
381
XCMG
220
XCMG
498
Market Share
19%
Market Share
16%
Market Share
15%
Others
944
Others
517
Others
1299
Market Share
47%
Market Share
37%
Market Share
40%
Total Chineses Imports
1997
Total Chineses Imports
* Argentina, Brazil, Chile, Colombia, Peru, Uruguay and Paraguay.
**Data from Colombia is updated until 10/10.
1397
Total Chineses Imports
3288
Market WL – SDLG MS
Chinese Importers
Imports Brazil
2008
SDLG
Market Share
Changlin
2009
52
15%
0
2010
SDLG
166
SDLG
506
Market Share
25%
Market Share
26%
Changlin
0
Changlin
24
Market Share
0%
Market Share
0%
Market Share
1%
Liugong
106
Liugong
220
Liugong
339
Market Share
31%
Market Share
33%
Market Share
18%
SEM
10
SEM
59
XCMG
348
Market Share
3%
Market Share
9%
Market Share
18%
XCMG
91
XCMG
131
SEM
151
Market Share
20%
Market Share
8%
Others
547
Market Share
29%
Market Share
Others
Market Share
Total Chineses Imports
26%
85
25%
344
Others
Market Share
Total Chineses Imports
82
12%
658
Total Chineses Imports
1915
Market WL – SDLG MS LA excluding Brazil
Chinese Importers
Imports LAM* Excl. Brazil
2008
2009
2010**
SDLG
90
SDLG
44
SDLG
107
Market Share
5%
Market Share
6%
Market Share
8%
Liugong
168
Liugong
94
Liugong
153
Market Share
10%
Market Share
Tiangong
152
Market Share
13%
MarketQUADRO
Share
Michigan
58
Tiangong
PRECISA
101
9%
Market Share
8%
MarketTRADUÇÃO
Share
7%
Changlin
104
Tiangong
77
Michigan
169
Market Share
6%
Market Share
Market Share
12%
XCMG
290
XCMG
XCMG
150
Market Share
18%
Market Share
12%
Market Share
11%
Others
849
Others
377
Others
693
Market Share
51%
Market Share
51%
Market Share
50%
Total Chineses Imports
1653
Total Chineses Imports
10%
89
739
NÂO
Total Chineses Imports
11%
1373
Sales to end user in LA by Model
2009/2010
Models
Volume (2009/2010)
Volume 2011
%
LG918 (1,8tn)
144
191
25%
LG936/938 (3tn)
304
435
57%
LG956/958/959/968 (5/6t)
65
128
17%
TOTAL
513
754
100%
Population of 1267
units !!
Retail in LA by Model
2009/2010
Models
Volume
LG918 (1,8tn)
144
LG936/938 (3tn)
304
LG956/958/959 (5tn)
65
TOTAL
513
52; 10%
Brazil
Outside Brazil
461; 90%
WL Market – SDLG MS Brasil
Simple Tech Segment
Imports Brazil Incl. (W2 0 and 12 B)
2010
SDLG
Others
Total Imports
Market Share Chinese Imports
50 6
1409
1915
26%
W20
12B
Total including Chinese
Market Share Simple Tech
699
62
2676
19 %
Objective for 2012 in Brazil: overtake W20!!
Total Wheel Loader Market and Volvo do Brasil Share (Official)
6000
35.0%
5000
30.0%
25.0%
4000
20.0%
3000
16.5%
14.7%
17.6%
2000
1000
2697
3044
16.5%
15.0%
3669
10.0%
2309
5.0%
0
0.0%
2007
2008
2009
2010
Traditional Market (Local manufactures).
Total Wheel Loader Market and Volvo do Brasil Share
+ SDLG Brasil (including non reported)
5972
6000
30.0%
5000
25.0%
4000
3000
3825
273
8 16.5%
2697
20.0%
3189
14.7%
17.6%
2000
1000
35.0%
3044
16.5%
15.0%
3669
10.0%
2309
5.0%
0
0.0%
2007
2008
2009
2010
Traditional Market (Local manufactures).
New comers – Chineses and Koreans
Total Wheel Loader Market and Volvo do Brasil Share
+ SDLG Brasil (including non reported)
5972
6000
30.0%
5000
25.0%
4000
3000
3825
273 16,3%
8 16.5%
3189
14.7%
11,7%
2000
1000
35.0%
2697
3044
17.6%
15,2%
20.0%
16,7%
16.5%
15.0%
3669
10.0%
2309
5.0%
0
0.0%
2007
2008
2009
2010
Traditional Market (Local manufactures).
New comers – Chineses and Koreans
Growth Opportunities
- Replacement of W20
- Rental fleet
- New segments unexplored by traditional
manufacturers
- Replacement of second-hand equipment
- Organic growth
- New products
Main Success Factors
•
Dedicated sales team ….
•
Focus on specific segments …..
•
Sales coverage …..
•
Take advantage of market opportunities …
unexplored markets, new segments.
•
Intense marketing activity to approach customer:
Fairs, Local Customer Days, Demo Programs ….
Dual Brand
•
Reliable…..
•
SDLG WL Production Year 2010: 30.520 units….
•
Participation SDLG WL sales in the Group….
•
After Sales….
•
Customer Financing….
•
Simple Tech….
•
Dealership…
Medellín
Bogotá
Cali
São Luiz
Fortaleza
Teresina
Brazil
1 Alpha
2 Diferencial Máquinas
Recife
Lima
3 Solunor
Salvador
Cuiabá
4 Tracbraz
5 GTrês
Brasilia
Uberlandia
Contagem
Serra
Campo Grande
Rio de Janeiro
São Paulo
Asunção
Curitiba
Argentina / Uruguay
6 Escandinávia Del Plata
Chile
7 Asiandina
Florianópolis
Porto Alegre
Colombia
8 Euroequipos
Peru
Santiago
Buenos Aires
SDLG House
9 Asiandina Perú
Planned for 2011
Paraguay
Still w/out opening
date
10 Motormarket
Alpha Máquinas – Fortaleza, PE
Alpha Máquinas - São Luiz,
MA
Foto Alpha São Luis
SOLUNOR – Salvador, BA
SOLUNOR – Recife, PE
Diferencial – Porto Alegre, RS
Gtrês – Cuiabá, MS
Thank you!