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WELCOME!
TOTAL IMMERSION
(Opening video placeholder)
INTRODUCTIONS
Who am I?Who are you?
1
VIDEO RECAP
Thoughts?Why did we do this?Let’s discuss:
What was new?What words define Scion?
2
VIDEO RECAP
Six Steps:Take a ChanceMake Your Own RulesEmbrace NowBe YourselfCustomizeBuild a Relationship
2
AGENDA
Here’s what we’re doing:Scion brand immersionScion history & accoladesScion Solutions discovery
Ready? Let’s go.
SCION HISTORY & ACCOLADES
Match each Scion milestone with its concurrent world eventLook out for clues!
We provided a gimme
Ready? Go!
2-5
ANSWERS…HOW DID YOU DO?
1. C2000 – Brand created
2. A2002 – Premiere at NY Auto Show
3. B2003 – xA and xB debut
3
ANSWERS
4. D2003 – AIA Best Auto Show Exhibit
5. F2003 – Gold at Chicago Auto Show
6. E2004 – xB wins Bronze
3
ANSWERS
7. H2004 – tC launches nationwide
8. G2004 – First Scion Exposed owner’s event
9. I2004 – tC named to “Class of ’04”
4
ANSWERS
10. L2005 – xB wins “Best Buy”
11. J2005 – xB one of “Sexiest Cars of the Year”
12. K2005 – tC wins JD Power’s IQS award
4
ANSWERS
13. N2005 – “Best of What’s New” list for tC
14. O2006 – tC named “standard specialty”
15. M2006 – “Greener Choices” for xA
5
ANSWERS
16. R2007 – 2nd Gen xB launches
17. P2007 – xD launches nationwide
18. Q2009 – JD Power’s VDS award for tC
5
THE SCION PROMISE
The promise:OpennessFlexibilityPersonalization
The Scion Promise
Scion Purchase Process 6
Flexibility Monospec
Personalization Personalization
SCION PURCHASE PROCESS
Promise Process
Openness PURE PRICE™Products
Programs Accessories
6
SCION SOLUTIONS DISCOVERY
College Graduate ProgramMilitary ProgramiFinanceGen OneScion Pure Lease
6
COLLEGE GRADUATE PROGRAM
All new Scion models eligibleCustomer qualifications:
Graduate of recognized programRecent or upcoming graduateProof of employmentMinor credit lapses allowed!
6
COLLEGE GRADUATE PROGRAM
Customer benefits:$1,000 rebateAutomatic Zone 1 rateSecurity deposit waived12 month/12,000 miles Roadside Assistance
6
MILITARY PROGRAM
All new Scion models eligibleCustomer qualifications
Active/Inactive duty statusRetired military NOT eligibleSufficient income
Customer benefits$1,000 rebate
7
iFINANCE
Customer qualifications:3 referencesAt least one $500 credit lineNo adverse creditFull-time job for 6 months
7
iFINANCE
Customer benefits:Down payment reduced to 10%100% maximum advance of invoiceIncludes accessories, tax, title, & licenseAutomatic Zone 4 rate, or better
7
GEN ONE
Customer qualifications:No established credit necessary3 referencesNo adverse credit Full-time job for 6 months
8
GEN ONE
Customer benefits:90% maximum advance of invoiceIncludes accessories, tax, title, & license
8
SCION PURE LEASE
PricesxD $187/month, 36 mo., $837 due at signingxB $199/month, 36 mo., $849 due at signingtC $256/month, 36 mo., $906 due at signing
AdvantagesConsistent messageNo surprises
*Does not include tax, title, and license8
SCION PURE LEASE
Why is it “pure?”Same base payment for MY 10Same base rate for 1+ thru Zone 3Capitalized Cost = MSRPWaived security depositLittle money due up-front
or rebate applies
8
SCION SOLUTIONS RECAP
Which programs did we cover?College Graduate requirements?Benefits of iFinance?No credit history?Mileage under Scion Pure Lease?
Hints:
(Morph video placeholder)
AGENDA
What are we doing?Static tC walkaroundCompetitor analysisxB, xD, and tC model updates
tC UNPLUGGED
ROTATION INSTRUCTIONS
tC Walkaround
x24 total
x3
x3
x3
x3
x6
x6
x12
x12
Groups
Sub-groups
Work Table
w/ spec sheets
Work Table
Competitor Analysis
BEHIND THE WHEEL
CLOSING
REVIEW
Competitive Q&A sessionTeam 1 vs. Team 2
Workbooks are off limits!Ready? Let’s go!
REVIEW
Team 1What was one of the six Steps to Become a Scion Enthusiast?
Team 2Which Step to Become a Scion Enthusiast was based on understanding the “Scion generation”?
REVIEW
Team 1What is the average age of tC buyers?
Team 2In what year did the original tC launch nationwide?
REVIEW
Team 1What are the three foundational elements of the Scion Purchase Process?
Team 2What two Scion Solutions programs are ideal for customers with little or no credit history?
REVIEW
Team 1What are the exact horsepower and torque figures for the 2011 tC?
Team 2What is the exact 0-60mph acceleration time for the six-speed manual tC?
REVIEW
Team 1What is the exact 0-60 mph acceleration time for the six-speed automatic tC?
Team 2What three tC competitor makes/models did we focus on today?
REVIEW
Team 1What are two of tC’s key competitive advantages?
Team 2Based on your positioning statements, what are two DIFFERENT competitive advantages for tC?
REVIEW
Team 1How many degrees does the rear seat recline?
Team 2Which tC competitor does not come standard with a USB port?
REVIEW
Team 1How many speakers come standard in the new tC?
Team 2How many total watts of power come with tC’s standard Pioneer audio system?
RECAP
And the winner is…
Take this information to the sales floor
Use product knowledge to personalize
YOU’RE OUTTA HERE!