Revista Dealer 43 - Inglês

43 August 2013

National Federation of Automotive Vehicles Distribution Special Publication

URBAN MOBILITY Demonstrations and protests in Brazil accelerate the debate on the need of public policies to improve urban mobility.

23rd Fenabrave Congress and ExpoFenabrave 2013 The news of the exhibitors of the largest fair of automotive distribution in Latin America.

Success story

Debate

Canopus: companies only grow when people grow with them.

Increase of operating costs and especially the real estate valuation make Dealers invest in leaner structures, but without losing the service provision quality.

editorial

The commitment of all of us! +Result + Cash + Fenabrave = + Brazil

By Flavio Meneghetti

T

his edition of Dealer Magazine is special for some reasons. The first one is that the publication circulates during the biggest events of Distribution Sector of Latin America, Fenabrave Congress and ExpoFenabrave that this year come to their 23rd edition with more reasons for Make Associations, affiliated Dealers and respective employees, Assemblers and other sector representatives attend.

On August 7-9 we will be together, in São Paulo, at the Expo Center Norte, assessing our sector, checking trends and new ways to add more results and profitability to dealerships, which implies in a virtuous cycle that also falls upon the sector, market, and above all the economy of the Country. That’s why the theme this year could not be more appropriate. When we talk about “+ Results + 43 Cash + Fenabrave”, we condense more than targets or goals, we translate a commitment that we all must assume.

Faced with an indefinite scenario on political and economical performance of the Country, and that slithers in vehicle marketing, the year 2013 and the following certainly will demand a lot commitment and togetherness for us to obtain good results in our business. Moreover, we will not do it being isolated. On the contrary, when we say that one must be + Fenabrave, we are referring to the union of our sector, our economic category, so that we are well represented politically, and to ensure that we can, together, find better managing ways to achieve development and increase of profitability in our companies.

Therefore, for those who did not participate in this event this year and now is receiving this magazine, we hope you do rethink and in 2014 will join us, so we can be stronger and able to overcome obstacles and thrive in greater numbers in our sector.

This edition of Dealer is special, also because we are discussing matters of common interest and equivalent commitment, such as the case of Urban Mobility, motto of popular demonstrations and has been in the wake of priorities, also, of Fenabrave and the automotive sector in general.

We cannot close our eyes to a latent reality and commits us, whether we like it or not.

Because mobility is a common interest of the entire Brazilian population and ours, so we can continue selling vehicles without that we are seen as villains.

Therefore, dear Dealer, mobilize yourself to improve your business; mobilize yourself to improve your Country. Participate in Fenabrave, be engaged in actions and events that, as Fenabrave Congress, can only be good for you and your company.

Welcome to this commitment! A commitment of all of us, so that we may have + Result + Cash + Fenabrave. And, above all, + Brazil.

August 2013

National Federation of Automotive Vehicles Distribution Special Publication

URBAN MOBILITY Demonstrations and protests in Brazil accelerate the debate on the need of public policies to improve urban mobility.

23rd Fenabrave Congress and expoFenabrave 2013

The news of the exhibitors of the largest fair of automotive distribution in Latin America.

suCCess story

debate

Canopus: companies only grow when people grow with them.

Increase of operating costs and especially the real estate valuation make Dealers invest in leaner structures, but without losing the service provision quality.

Flavio Meneghetti is the Deliberative Council Chairman and Officer of Fenabrave – National Federation of Automotive Vehicles Distribution, organization that represents 7,200 dealerships through 48 Brazilian Make Associations.

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summary

Bimonthly publication of Fenabrave - National Federation of Automotive Vehicles Distribution.

Year 7 – Issue 43 – August 2013 Board Chairman of Deliberative Council and Board Flavio Antonio Meneghetti President Alarico Assumpção Jr. Vice Presidents Antonio Figueiredo Netto, Edson Luchini, Elias dos Santos Monteiro, José Alberto Gisondi, Mário Sérgio Moreira Franco, Mauricio de Souza Queiroz, Paulo de Tarso Costa Beber, and Paulo Matias “Ad-hoc” Vice Presidents Gláucio José Geara, José Carneiro de Carvalho Neto, Octávio Leite Vallejo, Melchior Luiz Duarte de Abreu and Luiz Romero C. Farias Ex Officio (Former Presidents) Alencar Burti, Sergio Antonio Reze, and Waldemar Verdi Jr. Editorial Board Flavio Meneghetti, Alarico Assumpção Jr., Paulo Engler, Marcelo Ciardi, Valdner Papa, Rita Mazzuchini Editorial and Production MCE – Mazzuchini Comunicação e Eventos R. Frei Rolim, 59 – CEP 04151-000 – São Paulo, SP Phones: (11) 2577-6533 / 5582-0049 E-mail: rita@mcepress.com.br Editor and Journalist in Charge Rita Mazzuchini (Mtb 22128) Assistant Editor Igor Francisco (Mtb 57082) Collaborator Daniela Figueira

Radar Fenabrave

ExpoFenabrave 2013

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expofenabrave

Know which companies will attend the largest trade fair of the distribution sector of Latin America, on August 7-9, at Expo Center Norte.

Debate 30

debate

Dealers invest in a different management model, leaner, to reduce operating costs caused also by real estate valuation.

Economy 46

economia

The Economist Ricardo Amorim, speaker at the 23rd Fenabrave Congress, debates the economic policies of the Brazilian government.

Production Line

linha de produç ão

48

Global platforms of vehicles have become trend in the global automotive market. Know Ford case.

Management 54

GESTÃO

Social networks during working hours can affect productivity. Use these tools to your advantage.

F&I 56

F&I

Graphic Design and Art Edition Heraldo Galan and Patricia Tagnin

With the proximity of the deadline for certification of correspondents, Dealers should hurry to enable employees.

Photos Marcos Alves, Agência Brasil and iStockphoto

Success story

Commercial DNF Comunicação – Gutenberg Soledade Phones: (11) 2281-8134 and (11) 99169-7485 E-mail: dealer@dnfpropaganda.com.br

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radar fenabrave

Deliberative Council and Officer of Fenabrave hold a meeting at the organization headquarters. Fenabrave University starts the 5th class of preparatory course for Certification of Correspondents.

case de sucesso

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With operations in the Midwest and North of the Country, Canopus Companies combine business to social actions.

Circulation 12,000 copies Free distribution Correspondence Address Av. Indianópolis, 1967 – Planalto Paulista CEP 04063-003 – São Paulo/ SP Phone: (11) 5582-0000 / Fax: (11) 5582-0001 E-mail: fenabrave@fenabrave.org.br Editorial staff contact E-mail: rita@mcepress.com.br

Authorization for text reproductions Signed articles in this magazine are of responsibility of the author, and do not necessarily represent Fenabrave opinion. Authorized a total or partial reproduction of unsigned materials, provided the source is mentioned. Reproduction of signed articles and materials must have the author’s prior written consent.

Download this edition of Dealer Magazine on your tablet or smartphone!

Collaborated in this issue: Ricardo Amorim

Cover Story matĂŠria de capa

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The popular demonstrations and protests that occurred in Brazil kindled the light warning for the need for new public transport alternatives, and especially public policies to improve urban mobility.

Launches 62

Interview 34

Models with more technology and comfort items are gaining even more the taste and pocket of Brazilian consumers.

Thomas Schmall, CEO of Volkswagen Brazil, speaker at the 23rd Fenabrave Congress, gives an interview to Dealer Magazine and tells what are the secrets of the make success, main challenges and perspectives for the Brazilian market.

lanç amentos

entrevista

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radar fenabrave

For more information on Fenabrave TV and University, just get in touch with the team of Fenabrave University and TV, by phone: (11) 5582-0045 (with Rosana or Amanda) or via e-mail: universidade@fenabrave.org.br

5th Class of Preparatory Course for Correspondents In partnership with Febraban Education Institute - INFI, the Preparatory Course for Correspondents is already in its 5th class.

Fenabrave has bolstered to the Chains about the urgency and need of each dealership to have, until February 2014, at least one employee certified as “Correspondent in the Country”, in order to ensure the legality and continuity in financing transactions conducted with financial institutions.

Partnership with renowned educational Institutions In order to constantly improve the knowledge of their students, Fenabrave University partnered with the best educational institutions of São Paulo, such as Getúlio Vargas Foundation - FGV, Dom Cabral Foundation – FDC, Superior School of Advertising and Marketing - ESPM, which design courses and training programs exclusive to the Chains, from Extension courses, Specialization, to Graduate Studies and MBA. In addition to the partnerships, Fenabrave University will benefit the automotive distribution sector with a program of pioneering courses, which features an innovative methodology, rich content from world-renowned specialists, leaders and institutions. Called of Fenabrave - Knowledge Climbing, the program is conducted in partnership with MindQuest, which enables the participant to invest in their professional development through content that may be applied in their daily lives.

The first module of the program addresses the topics Negotiation / Principles of Leadership and Leading Teams.

The course is 100% web-based and started in 07/31, ending on 10/31. Participants will have three months to complete the course.

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So that all dealerships may participate, allowing greater flexibility of format without losing driven content, since July 8, the course ‘Correspondent in the Country’, is being offered by the Internet.

It is worth remembering that this course is preparatory for the mandatory Certification, and upon completion, the next step to be taken by dealerships, is the performance of the examination prepared by the certifying entities in the country.

Studio at Fenabrave Congress In order to cover the 23rd Fenabrave Congress and ExpoFenabrave, Fenabrave TV was one of the highlights of the Fenabrave booth in the ExpoFenabrave, held on August 7-9, at Expo Center Norte, in São Paulo.

In the studio, designed to welcome guests, event speakers, sponsors and exhibitors, the Journalist Fátima Turci was the anchor invited to conduct interviews, addressing the main facts and information about the event.

What is not working and is still to be done

Agenda Fenabrave meets with Hyundai On June 3, the Chairman of Fenabrave, Flavio Meneghetti, met with the CEO of Hyundai Motor Brazil, William Lee, in São Paulo, and also with Antonio Sérgio Rodrigues, Korean assembler Sales and Marketing Executive Officer.

Sindipeças presented the ‘Sindipeças Institute of Corporate Education’ On June 13, Paulo Butori, President of Brazilian Association of Automotive Components Manufacturers – Sindipeças and Abipeças, presented the Sindipeças Institute of Corporate Education at the Monte Líbano Club, in São Paulo. The goal of the Institute is to train professionals of auto parts segment, providing courses, of short and long term, and speeches to raise companies competitiveness and sustainability. Paulo Engler, Chief Officer of Fenabrave, attended the dinner on behalf of the organization.

Meeting with the CONTRAN Chamber CET/SP held on July 4-5, in São Paulo, a CONTRAN CTEL - Legal Effort Thematic Chamber meeting.

Fenabrave was represented by Brenno Alves, institutional relations adviser for the entity.

By Diego Alvarez Coordinator of Fenabrave Twenty Group

I commented in the previous edition that it rests with the executives and their teams the definitions of what will be the Key Performance Indicators – KPIs that will support the diagnosis and unlock opportunities and will indicate the potential results of Profitability of the Business.

I also want to endorse the KPIs as compatible metrics and made available in the “Twenty Group” to compare performances of the participating companies. Those with the best indicators will serve as “Benchmark” for the others wishing to be aligned with the best practices and processes of the market.

With the partnership of Fenabrave and NADA, in the United States, we can outline some performance indicators that provide visibility of performance in different areas of the Dealership through the Twenty Group Program. Among them, I chose to discuss and examine this in more details:

Absorption Rate or Index = Gross Profit generated by the used and service areas to cover all operating expenses.

AR = GP/OE AR = absorption rate; GP = gross profit (used + service) and DO = total operating expenses

The first step to talk about the Index or Rate of Absorption is to know where you are and where you should be to achieve all potential of your service areas. The reason is that you are trying to reach the best rate of return – net operating profit before Income Tax for the investment.

For that, the operating expenses of these departments are proportional to the gross profit generated. As a rule of success, all staff expenses of those areas that appear on your financial statement should weigh 45%-50% of gross profit generated. Other expenses, including the absorption of administrative ones, should be around 25%-30%, in such a way that the final result of those departments should reach at least 20% net.

The Absorption Rate or Index is one of the most important gauges of business strength and it is about calculating the gross profit generated by the “fixed departments” - mechanic, bodywork and painting, parts and accessories and the department of used vehicles. Within this project of Twenty Group in Brazil, we use the same NADA Guide that includes these productive areas absorbing 100% of all the operating (all of them) expenses of the Dealership.

Benchmark = 100% being: Used=30%; Mechanics=35%; Body Shop & Painting=10%; Parts & Accessories=25% With this we can say that all gross profit generated by the area of New Vehicles becomes the business net income. The Absorption, important index of sales, no matter what, becomes critical when they slide and are beyond our control. Unlike what we call of “fixed departments”, regardless of market good and bad times, the fleet is circulating and depending on our management skill to bring it to our business.

This benchmark of 100% is valid for Cars and Light Commercial vehicles business. For the area of Trucks and Tractors we have as a Guide an absorption of 130% given the added value in the mechanics and parts areas.

São Paulo will host Deliberative Council and Board meeting

Fenabrave meets with BNDES

On the afternoon of June 27, in São Paulo, Fenabrave hosted the members of its Deliberative Council and Board to address topics of current interest in the sector. Attended the meeting the director of Deliberative Council and Board of Fenabrave, Flavio Meneghetti, Fenabrave Executive President, Alarico Assumpção Jr., Federation internal and external advisors, as Luiz Antonio Fleury Filho, and the managing partner of MB Associados, macroeconomic consultant and partner of Fenabrave, Tereza Fernandez, who outlined a political and economical panorama of the Country. Several issues were discussed during the meeting, such as Correspondent in the Country, Coaf Law, Sales to Fleet Owners, makes participation in the 18th Fenabrave Market Relationship Survey, 23rd Fenabrave Congress, among others.

On July 8, Fenabrave - Automotive Vehicles Distribution National Federation, met with BNDES - National Bank for Economic and Social Development, at its headquarters in Rio de Janeiro, to request the maintenance of the current interest rate for the segments of trucks, buses, tractor-trailers, trailers, semitrailers, tractors, agricultural machines and Claudio Bernardo, Chief Officer of Indirect Operations Area – Finame, Mauricio Borges Lemos, Officer of BNDES, Luciano road implements.

Coutinho, CEO of BNDES, Flavio Meneghetti, Chairman of At the time, Fenabrave also request- Fenabrave, Alarico Assumpção Jr., Executive President of ed BNDES a special condition credit line Fenabrave, Paulo Matias, Vice-President of Fenabrave, and Marcelo Franciulli, Sectoral Officer of Fenabrave. to support working capital. Fenabrave verified that a significant portion of the Vehicle Authorized Dealers is failing to invest in their business at the speed required by the market, which ultimately retracts the activity and limits the performance.

Representing Fenabrave attended the meeting Flávio Meneghetti, Chairman of Deliberative Council and Board, Alarico Assumpção Jr., Executive President, Paulo Matias, Vice-President, and Marcelo Franciulli, Sectoral Officer. Representing BNDES attended the CEO, Luciano Coutinho, the Officer, Mauricio Borges Lemos, and the Chief Officer of Indirect Operations - Finame, Claudio Bernardo.

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Welcome to ExpoFenabrave 2013!

The Congress and ExpoFenabrave have been widely recognized as the major events of vehicles distribution sector in Latin America. Each year, more attendees can check the thematic programming prepared with several topics of interest to Dealers, and have the opportunity to visit the exhibition that brings together key market players who always bring novelties and solutions to help improve the management and increase Chains profitability.

In this edition of Dealer Magazine, which is inserted in the material handed out to the attendees, we prepared a guide that presents the main novelties of products and services brought to ExpoFenabrave 2013, a trade fair to take place on August 7-9, at the Blue Pavilion of Expo Center Norte, in S達o Paulo. Simultaneous to the 23rd Fenabrave Congress, the trade fair gathered more than 100 makes in an area of 15,000 square meters.

Check out the novelties presented at the trade fair and make good business!

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Master Sponsor

Initiatives that consolidate investment and growth “In all our actions, we aspire to be the best performance bank leading the sector evolution of automotive financing in Brazil. Finance vehicles requires seamless enhancement of strategies and distribution. Seeking excellence in our practices and offerings, we strive to be as close as possible to our partners, because when there is commitment and mutual concern in prospering, we will inevitably reap good fruits.

Being the Master Sponsor of Fenabrave Congress for the sixth consecutive year consolidates the high regard Itaú Unibanco has for the automotive chain, supporting and adding value e knowledge to the sector. Participate in this Congress urges us to develop strategies to enrich even more our supply chain.

The sector links, the automotive economy and its trends will be present in our actions. The car market performance in Brazil is very much linked to the domestic economic scenario, therefore, we expect investments from the Government in infrastructure and

logistics in order to pave a sustainable growth over time.

We will address this topic in the Congress in the speech “The challenges of transition of development model,” to be delivered by the Economist Ricardo Amorim.

Given this convergence of topics, the Internet could not stay out of our actions. This tool is solidified as final in a car research and purchasing decision. Organized

by Sylvio de Barros, iCarros portal CEO, we will have a Round Table on the topic “The importance of Internet in the automotive market.” In this debate, some more influential people in the segment will discuss - among other things - the direction that the Internet is giving to this market, which challenges lie ahead and how this tool can increase sales and attract customers.

We will also have a booth in the main area of ExpoFenabrave, where we will introduce to partners and customers the advantages of a diversified range of Itaú Unibanco products, including – among others – Vehicle Finance, Consortium, iCarros, Credit Card, Corporate and Private Bank. We are certain that the event will add content to all dealers, executives, leaderships and professionals of the vehicle distribution sector present. Once more, we are confident of the Congress and ExpoFenabrave success.

Luis Fernando Staub – Executive Officer of Banco Itaú Unibanco

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Gold Sponsors “Assurant Solutions, North-American multinational company specialized in the implementation and management of F&I (Finance and Insurance) area at dealerships, will be present in the 23rd edition of ExpoFenabrave, the main event of vehicle distribution sector in Brazil, on August 7-9, on the Blue Pavilion of Expo Center Norte, São Paulo. The company will present its main products to the public focusing on Converging F&I, which is the combination of several services for Dealers to offer to their customers, plan sales according to their profiles so that their business is more effective and converted into revenue.

I will be one of the speakers in the F&I Seminar, on August 7, from 8:30 AM. In my presentation I will debate the topic “How to integrate sales and F&I,” addressing the best way to ensure quality in sales services of a company, how to maximize sales opportunities without wearing out the relationship with the customer, how to reduce service time to turn sales process more productive, among others. The purpose of this presentation is a more assertive sale based on the customer’s profile and using more effective methods.

Luciano Groch automotive area Chief Sales Officer

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Assurant Solutions is present in all regions of Brazil, with local structures fully dedicated to partner Dealers, in more than 300 points of sale, including partnerships with assemblers and banks. Assurant Solutions traditional products will also be presented, including extended warranty, financial heading and personal accidents, in our booth at ExpoFenabrave”.

“The year 2013 will be the sixth consecutive year F&I Brasil participates as exhibitor in the Congress, albeit it has an old history of participation in the event. For over 10 years we have participated delivering speeches in the Congress. F&I Brasil was the first company to introduce the topic ‘F&I’ in Fenabrave Congresses. Speeches were instrumental so that dealerships started a F&I development work throughout Brazil.

Having pioneered F&I programs in the country, our expectation is to - in each Congress – consolidate F&I Brasil image as one of the main companies of the sector, due to its prominent position in F&I sales products and in F&I software supply, the most advanced of the country.

One of the major challenges of F&I activity is to build and maintain an operation model that assures gains for the company, gains for vehicle sales people and for F&I professionals. This year, in our booth, F&I Brasil will focus on this topic about the construction of F&I sales platforms and the technology use as support for sales and activity management.

A dealership may earn approximately R$ 1,380 in Aggregates and F&I per vehicle sold. At the Congress, we will demonstrate that it is still possible to have a return of around 3% - 4% over financed volumes, the accessories sales is the main item of aggregates and we can make around R$ 400 - R$650 per policy sold of SPF and Extended Warranty products.

Marcos Moreira Officer of F&I Brasil.

F&I Brasil performance differs from other companies in the market due to the comprehensiveness we provide in sales performance of all products of F&I and Aggregates (provided or not by F&I Brasil) and for offer full solutions through the provision of F&I products, the F&I Software and the Consulting Services and Trainings.”

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Gold Sponsors

“Liberty Seguros, Official Insurance Company of FIFA World Cup 2014™, will participate in the 23rd Fenabrave Congress, to take place on August 07-09, in São Paulo. The company will be present in the event through Indiana Seguros, pioneer company in the sale of insurances in the channel Dealerships, incorporated to the Liberty Group, in 2008.

Indiana Seguros has a strong presence in insurance programs for major automotive makes, including GM, Volkswagen, Ford, Fiat, Peugeot, Citröen, Renault, Nissan and Chery. Specialist in car insurances, the insurance company is also a pioneer in issuing policies with instant printing and digital signature. Our goal is to strive for excellence in service, with a fully dedicated commercial team and more competitive insurances.

Paulo Russo, Dealerships Channel Officer of Indiana Seguros

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In addition to Marcos Machini’s presence, Commercial VicePresident, and Paulo Russo, Dealerships channel Officer, the company regional chief officers and subsidiaries managers will also attend it. Indiana Seguros participation in the event also counts with a booth to welcome visits of friends and partners”.

“For JM&A Brasil, to participate of ExpoFenabrave, for the third consecutive year, means above all to invest in the relationship and trust in the distribution sector. We are a company associated to a corporation that carries on a tradition of success in F&I in the United States for over 35 years and we are absolutely convinced that Brazilian dealerships are increasingly conscious of F&I importance to increase their activities, their profitability and, above all, the loyalty of their clients. This gives us the assurance we need to intensify here the work we already do, with great success, in the highly competitive North-American market, where we count with more than 3,000 dealers in our partners portfolio.

The difficulties and reality change faced by dealers in the United States are extremely similar to those found in Brazil today. Thus, we believe that with proper planning the right processes, precise training and unconditional monitoring of a specialized consulting firm, such as offered by JM&A Brasil, Brazilian entrepreneurs will be able to count with results above their expectations, mainly in products and services still little exploited, such as the case of extended warranty, prepaid maintenance, among others, that can mean more than 50% return in their operations.

For that, however, it takes more than promises of a systematized program. Above all, it is necessary to trust those who can evaluate the potential profitability, can help you implement and develop an area and a team tuned and trained to generate ever more results.

That is the major differential of JM&A Brasil that ties the successful experience in a highly competitive market to the Brazilian reality, humanizing processes, being close to the dealers and certainly generating +profits.

Our efforts are direct to demonstrate our main asset: People. JM&A Brasil provides a differential that can be

Travis Mazza Vice-President JM&A Brasil

seen in the training techniques. Moreover, we use the most effective and recognized way of doing business: training and investing in people in order to turn them apt to create and consolidate good sales relationships.

As we all know, to close a good deal, nothing replaces the personal contact and the safety of having a company that can be trusted.

Come to visit us at booth E30 of Blue Pavilion of Expo Center Norte, on August 7-9, in SĂŁo Paulo.

Come to see what JM&A Brasil can do for your business.

We want to spend a lot of time with you and, for that, we will have pretty interesting surprises in our living room at ExpoFenabrave.

After all, excellence comes from what we conquer over time.

If you wish + Results + Profits, we do +for you�.

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Gold Sponsors

Welson Bolognesi, CEO of Resource Automotive Brasil

“The success of ExpoFenabrave 2012 has created new expectations for the 2013 edition, as it is an excellent opportunity for us to exchange experiences with our clients, strengthen relationships, bring novelties and sector expectations through our professional people specialized on the subject.

We - at Resource Automotive - have a mission to always deliver more to our clients, we are different because we meet Dealers’ needs in a single company, that is, we provide the dealership F&I implementation from end to end.

In this edition, Resource Automotive will present the following products: Differentiated Insurance Extended Warranty for Cars and Motorcycles, Car Certification Programs, Financial Protection Insurance, GAP, Tires and Wheels, Maintenance Programs or Inspection of vehicles, 24 hour Vehicle Assistance and Training.

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The company seeks to have products with differentials, Resource Automotive provides more. Why do we provide more?

We have more know-how, we are the creators of F&I, we have the better prepared team, we know how to do it because it is part of our DNA, we offer customized solutions to the Dealer’s business, who ends up - together with us – achieving the highest margins and, ultimately, we teach them to sell more, without mentioning that we have more time in the business.

What differentiates Resource Automotive from other companies is that we provide an online sales platform and training for sales people and managers, we provide a full portfolio of products and services; we are an insurance company, we have process and history of implementations, in addition to knowledgeable staff regionally present, and constant and efficient field monitoring.

The company works to provide the best to its clients always as Union of people, processes and products to generate results; it provides the sole technological structure; dedicated communication channels; training with different content; frequent monitoring of operation production and performance and seeks resources to leverage profits.

Resource Automotive has participated in the ExpoFenabrave since 2008, that is, in 2013 it will attend the event for the sixth consecutive year.”

“All we do and believe is challenge opportunities to monetize the business of Brazilian Dealerships. We believe in shielding the culture tradition of Brazilian Dealer and think out of the box to look for opportunities that exist within the business.

The way we challenge towards the opportunities is our obsession for innovative F&I products, the largest variety of F&I products to serve different makes and regions in the Country, the best-integrated technology and consultancy services with expertise in the ‘everyday life’ of the dealership.

With simplicity and transparency, inspired by the tradition of Verdi Family, Rodobens Companies has over 65 years of expertise and experience in the Vehicle Distribution Sector in Brazil.

In this 23rd edition of Fenabrave Congress, we are driven to present to the Sector our vision based on our experience and the lessons learned together with our Partners from OIAPOQUE TO CHUI! Carlos Gustavo Zago CEO of Usebens Seguradora.

We congratulate Fenabrave for constantly motivate, invest and evolve – – this rich gathering.”

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Silver Sponsors

“This will be the second participation of Cetip in the Fenabrave Congress and ExpoFenabrave, which we consider an important space for discussion about the future of the automotive sector in Brazil.

We believe that Cetip has a lot to contribute to the development of the sector through our products, such as the SNG – National System of Liens and the Sircof. These solutions enable the credit granting in a fast, efficient and secure way, preventing that the vehicle financing process is susceptible to systemic frauds. Through the SNG, Cetip gathers the records of vehicles (cars, motorcycles and trucks) financial restrictions given as collateral in credit operations throughout Brazil. Every day, about 28,000 lien operations pass through Cetip systems.”

Iroilton Medeiros Commercial and Products Officer for Cetip Financing Unit

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“The Service Center and Insurance Protection – Ceser, one of Fenaseg operational arms, is responsible for developing projects to increase the efficiency of the insurer market and improve the quality of services provided.

The projects include databases, systems and services that are operated through agreements and contracts with public entities, private entities and the market itself. Ceser also provides services to financial institutions that conduct on credit purchase/sale vehicle operations, through information dispatch streamlining to Detrans, functions of liens and of registration of vehicle financing contracts, which are the responsibility of these organizations.”

Júlio de Souza Avellar Neto, General Chief Officer for Service Center and Insurance Protection

Support

“Disal Group has a consolidated participation in the Congress and ExpoFenabrave. As exhibitors, we consider that to be here is an excellent opportunity to come closer to decision makers: Dealers and their successors. This is the second year of participation of www.carclick.com.br – a technology that optimizes dealerships presence in the digital environment, oriented to the market of used cars. CarClick brings innovative benefits, such as vehicles smart search and online updating, in addition to providing origin and assurance for consumers.”

Sergio Reze, President of Assobrav and CEO of Disal Group

Regis Braga – Technical Officer for DealerNet.

“For DealerNet, ExpoFenabrave is fundamental to bring their services and clients together, giving visibility to the innovations that help dealerships to optimize their processes and increase profits. We are present in nine editions of the event, always with good practices and sharing with the market the advances we project for the present and for the future of the automotive business.

This year, we will introduce the DealerNet Workflow, a flow-based system in which the user is part of the process and self-guided within the activities. We know that one of the dealerships problems is the Turn Over, therefore, our system aids the learning curve of a new employee, provided that activities are fully guided.

Among other Workflow advantages, we can also highlight the WEB platform and the SaaS (Software as a Service) model as differentials, where DealerNet provides all the necessary structure for the functioning of the system (servers, connectivity, care with information security, backups, licensing and software updating, etc.) and the client uses the solution via Internet.”

NTC & Logística NTC & Logística (National Association of Cargo Transportation and Logistics) will be one of the supporting companies of the 23rd Fenabrave Congress and ExpoFenabrave, but will not have a booth in the event.

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Exhibitors

Márcio Claro Commercial Officer of Aqua.

“It is the first participation of Aqua in the event. We are confident of success, because there is great interest in innovation in this sector.

We are a company of interactive solutions, specialist in equipment and touch screen applications. Our main product is the Showcase, a platform of presenting vehicles.

On a touch screen multitouch, clients and vendors can handle photos, videos and information on cars of its make. All colors, all models and everything you need to surprise, inform and make more money.

Showcase is the perfect tool to help in sales!”

Pedro Santos General Manager of Consórcio Canopus.

“Consórcio Canopus participates for the second time in the ExpoFenabrave and, in that event that gathers a sector as significant as the vehicle distribution; they aim to strengthen the relationship with their partners that will also be there, and present - to the entire sector – differentiated products and excellent service provision with business generation and profitability they have to offer vehicle dealers, which make the consortium an important tool of sales and consumer loyalty for their make.

The distributor, in partnership with Consórcio Canopus, with the support of an experienced team of consortium sales, with plans of several deadlines and formats, able to add, in addition to contemplated vehicles, an additional and important profitability to your F&I.”

Laércio Geronasso Officer of Consórcio Tradição.

“Consórcio Tradição is an Administration company operating in the Motorcycle market since 2002 and, in 2010 started its activities with Automobiles. This year it formed its first Group of Real Estate.

In these 10 years of existence, it acquired a large know-how by partnering with Auto and Motorcycle Dealerships throughout Brazil.

At the request of several Dealers, we got to know ExpoFenabrave, and this will be the first time we will attend the event.”

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Mauro Mendes, Manager of New Business Development for Construtora Tempo.

“For the third consecutive year at Fenabrave Congress, Construtora Tempo will participate once more of the event and will present to the trade fair visitors the new dealership constructive technologies. Participating once more in the event will strengthen our relationship with our clients and will help in new contacts.”

Luís Carlos Neca Services and Retail Officer for DEKRA Group Brazil.

“For more than a decade, DEKRA Group Brazil has been present at ExpoFenabrave, considered one of the most important events of automotive sector. In the 2013 edition, the highlight is the fully customized booth, in line with the make core values: Safety and Impartiality. DEKRA is a world leader in services for the automotive market, ensuring safety and idoneity in transactions involving the purchase and sale of movable and immovable property. Our main objective with ExpoFenabrave is to approximate the brand DKRA and its products of the exhibition visitors, for the development of new partnerships with the market. The entire management and sales team will be available, presenting and detailing the benefits and functionality of the services offered: DEKRA Guaranteed, Transfer Inspection, Specialized Services for Trucks, Consulting Business, Checkauto and JOPEMA”.

Sergio Honório de Freitas – Officer of Sales and Client Support.

“This is the first time Falconi participates in the ExpoFenabrave. The experience of being together with the vehicle distribution sector is very similar to other experiences that Falconi has witnessed in his 30 years together with the various other economic sectors, such as food, steel, chemical, among others. The new economy requires the companies pay a greater attention to managerial knowledge. And it starts when a company learns to define its goals and the ways to achieve it. ExpoFenabrave is considered a major event reference in the market, not only for the representativeness of the companies participating, but for the synergy opportunity that is built when the challenges inherent in the activity are placed clearly. From these challenges, perhaps the building of a management system focused on results is the most variable to ensure the competitiveness of these companies. Falconi is present in the event in order to disseminate its experience in helping companies gain new levels of results. For the event, the company reserved the presence of important consultants of its team to share the experiences that have been implemented in various companies served in Brazil and abroad. Moreover, in the opening of the event, we will have a speech by Professor Falconi, who will be sharing his experiences in leadership and management for the public present.”

Exhibitors

João Carlos Pecinini, Officer.

“We have already participated a few times of ExpoFenabrave. With this event, we expect to show Dealers that our company has the solutions to generate the best results for their business. We will show the conventional system in bulk and automated, the correct disposal system for used oil, fluid transfer, parts, parts and accessories in general for replacement of mentioned equipment. Our differential is to work focused on innovation, operating in segments of Painting and Lubrication offering high quality technological solutions. Thus, we transmit to our customers what is most efficient in the fluid handling market.”

Dario Gouvêa - DMS Segment Officer of LINX.

“The 2013 ExpoFenabrave edition will be the third participation of Linx, but for more than a decade we have been participating in the event through the acquired companies Dia System, CNP, and Spress.

We want to strengthen our commitment to deliver innovations and technological intelligence to the dealership market, contributing to the development of the sector with our operating and strategic management software. We will present what is most modern in DMS systems, contemplating solutions and services that provide mobility and integration to dealers and assemblers. LINX is the largest managing solutions provider for dealerships in Brazil, and the company with the largest number of approvals and certifications of assemblers, and the only one to have DMS in all makes of all sub segments (car, motorcycles, trucks, tractors and agricultural machines). Currently, about 3,500 dealerships use our software.”

Tej Soni, izmocars CEO

Mário Panelli Filho – Lupus Officer.

izmocars provides the world most advanced Multilingual Commercial Digital Platform to Dealers, including Dealers’ Websites, Search Engine Marketing, Portals of Used Cars, and Mobile CRM & Websites. izmocars is headquartered in São Francisco, CA, and has over 10 years of experience in providing cutting edge technology to dealers worldwide. We are looking for partners to represent izmocars and take our solutions to the automotive sector in Brazil.

Rafael Galea – Manager of Marketing and Products for Leone Equipamentos.

“For the second year, Lupus participates as an exhibitor at ExpoFenabrave. We hope to repeat the success we achieved in 2012, when we made important contacts that produced excellent results. Lupus will exhibit models of Bulk Oil Change, Disposal of Used Oil and a full line of gas recycler for Air-conditioning, and show how these products are indispensable for the daily life of a dealership, adjusting them to environmental standards and with a cleaner and more organized view of the place. Also, we will launch some new products such as, gearbox oil change, change of cooling fluid, alignment, balancing of vehicles. Our biggest differentiator is the quality of the products with which Lupus works. We have exclusive partnerships with the best brands in the line of lubrication and supply, and now also in the automotive line. Besides having an excellent customer service team and specialized technical assistance.”

“Every year, LEONE launches products that give the Dealer the opportunity to monetize ever more their shops, whether with equipment that bring new services or optimize the time, or products to reduce operating costs and increase control over activities. We also seek solutions to meet the clients’ particular needs, such as with the development of networks projects of air, oil or grease and also with KEY IN HAND solutions, when we receive a shed from the client and we return them as a repair shop in operation. For LEONE, participate in the ExpoFenabrave and the Congress ensures the reconnection with clients and development of new business opportunities, as well as the updating of our most important issues in the automotive segment. We look forward to see you there checking all these possibilities at our booth!”

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Expositores Exhibitors

Salvador Benchimol Neto – Officer of Lus Ferramentas e Equipamentos

“The intention of participating in ExpoFenabrave is to expose Lus Ferramentas to the Dealers’ Chain and to assembler that do not us yet. We also want to show the work already done with large assemblers and, thus, hopefully generate new business opportunities at the event. With more than 30 years of experience in the market of automotive tools, it is approved as a supplier of assemblers like Hyundai, Renault, Nissan, among others. The company work refers to the major assemblers in process of development and standardization of cars, tools for mechanics and equipment to be used in the dealership Chains in order to speed up technicians’ work, convey an organization image and excellence in the services performed to their clients.”

Antonio Orione – Commercial Officer – NBS informática.

“Currently, NBS is among the major three DMS in Brazil, with more than 1,400 clients. We have participated of ExpoFenabrave since 2009 and will be present again in 2013, with a bigger booth to serve best our clients and visitors. Our expectation is always very positive, as it is an excellent opportunity to introduce our new products and concepts developed by NBS. We will launch the “CRM-GOLD” during the trade fair, which is a JAVA platform that integrates: Store flow, Test Drive, Used vehicles, Insurances and a full F&I Table, with Simulator, Package of Advantages, Extended Warranty, SPC and integrated Kits. The “CRM GOLD” unifies the entire Sales operation, in a simple and intuitive way, truly thinking in the true user’s experience.

Another product that we will present is the Tablet Used Evaluation and the Management Panel with more news. Access the website www.nbsi.com.br and follow online the progress of ExpoFenabrave and the NBS booth! We look forward to seeing you in our Booth!!”

Marcelo Lazarim – CEO of MicroWork Softwares.

“In the 2013 ExpoFenabrave edition, MicroWork Softwares will launch its new generation of cloud computing for the full management of your dealership from any place and through any device (computers, tablets, etc.). Developed in SaaS model (software as a service), this cloud solution will allow our clients to make a low investment, to have more productivity and increased profit. We will also be available to dealers and assemblers to demonstrate our entire portfolio of solutions for the segment, being: commercial, financial, CRM, fiscal, accounting, personnel, BI, website and mobile.

We know the potential of the companies we serve and our clients’ needs, so we invested in the development of innovative software, proven by more than 1,350 clients and more than 17,000 system users, who understand the importance of a strong and innovative partner that has been active in the segment for more than 18 years and emerges as one of the major DMS of the country.”

Mauricio Bozzi – Operating Manager for MOC.

“MOC will participate in the ExpoFenabrave for the third consecutive year. Our expectation is to set our brand as the leading reference in F&I program supply for dealerships After-Sales department. MOC will introduce machines, products and programs to increase productivity and profits in the After-Sales area. As main differentials, we have the quality of products and services provided to our clients, without mentioning that we work only and exclusively with dealerships, what makes us experts in the segment, providing dealerships with several advantages compared to other segments.”

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Fernando Alves Ribeiro - Marketing Assistant of Pat Paulicéia

“Our first participation in Fenabrave brings many positive expectations, for we will be together with a highly qualified public to know better the remanufacturing work of automatic transmissions that Pat Paulicéia pioneeringly develops. We stand out for being a company internationally recognized, accredited by ZF Saarbrücken, Germany. We are proud for obtaining high levels of quality, and for that we invest heavily in equipment and qualification of our professionals. Also, we are the only company in Latin America to have a Computerized Dynamometer, which simulates the conditions of a vehicle be able to do all the necessary tests with automatic transmission. At the trade fair we will present our business model in more details and will make available our technical consultants to answer any questions our clients may have.”

Expositores Exhibitors

Marcos Nascimento – CEO of Quantium Soluções Corporativas.

“This will be our first participation in ExpoFenabrave and our expectation is to bring new technologies and new visions to perfect Dealers’ business. We will launch firsthand in the trade fair one of the most revolutionary mobile applications in the automotive sector: the MYCONNECTCAR, connecting the driver, the vehicle and the dealerships in an intelligent and interactive way. Additionally, our portal presents to the market a new concept of solutions and results management to improve performance and reduce costs, simply and efficiently, with the best partners in the market, functioning as a marketplace of practical solutions for Brazilian dealerships. Our goal is to bring innovation to improve processes and reduce costs, providing products of structural optimization, operational improvements, and especially capture service, CRM and clients’ loyalty opportunities. Our mission is to facilitate dealerships businesses as well as their clients’.”

Marcio Webber – Officer of New Business for Sascar.

“Sascar participates for the second time in the event and brings a business opportunity for the sector entrepreneurs. Siggo is the newest individual-oriented vehicle monitoring solution and already comes with the expertise of one of the largest companies in the sector. Our technology and robust operation allow that we have clients nationwide, without geographic restriction. In a different and intelligent way, Siggo arrives with a proposal to be always together, allowing the client to monitor their vehicle through the Web and also through their smartphone. Besides the high technology, we are also present in those unexpected times by providing 24h-assistance package with: hoist service, tire change, assistance to residences, among others. Siggo, wherever you are!”

Rodrigo Borges Marketing Manager for STANLEY Ferramentas Manuais Rafael Nascimento – Manager of Projects and Clients for Quest Inteligência

“ExpoFenabrave is the most important event of the year for the automotive sector, which brings together the leading names of the sector. In this first participation as an exhibitor, Quest Inteligência will introduce to Dealers and assemblers its professional tools for CSI / ISC Research, After-Sales and After-Purchase Contact, Monitoring of Client’s Satisfaction with optimized tool to improve satisfaction and retention levels, among other products that contribute to sales increase and clients’ satisfaction with the dealer and the make.”

José Geraldo de Barros Coscelli - CEO of ReachLocal Brasil/ LATAM.

“ReachLocal is a multinational company world leader in online marketing for PMEs and Premium PME worldwide partner of Google AdWords. This is the first time we participate in ExpoFenabrave and our expectations are high, as we believe in the automotive sector potential. Our participation in the trade fair aims to introduce our online marketing services and solutions focused on business generation via Internet to increase sales in the automotive sector. We offer a unique solution through proprietary technology, which combines marketing campaigns, search and tracking of customers via Internet in a low cost package for companies throughout the sector.”

“This is the first time the company participates in the ExpoFenabrave. Our presence at the event also marks the strong partnership that we have with Lus Ferramentas, a leading supplier of tools for the automotive sector. The trade fair certainly is a great and excellent opportunity to divulge our company news, recognized worldwide for the quality and technology used to manufacture tools and that now comes to the domestic market to get consolidated among the leading suppliers of hand tools of high technology and unbeatable quality. Proof of this is that we have already achieved, in partnership with Lus, two major assemblers installed in Brazil and we are certain that the event will be a great channel for new business and also networking, bringing the brand closer to other great companies.”

Rodrigo Huidobro CEO of Safe Master

“In 2013, Safe Master started an internationalization strategy within Latin America, having been nominated the exclusive representative of the makes KeyPer Systems, General Electric Security, Booster Pac and Truck Pac. We offer a contribution in operating excellence of the sector delivering high benefits in optimizing resources. ExpoFenabrave is our gateway to the presentation of our products in Latin America. We hope to surprise the automotive market with products incredibly innovative, such as control of keys and tools.”

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Expositores Exhibitors

Aurélio Bardou Martins – CEO

“This will be the fifth consecutive participation of Syonet CRM & Customer Management in the trade fair. With more than 700 clients throughout Brazil, a national leader in CRM/Customer Management for dealerships of vehicle, motorcycles and trucks and, celebrating its 10th anniversary, Syonet, once more, will present its innovative solution: CRM platform is what truly pays off. We have had actual and spontaneous testimonials of owners, officers and managers saying how they are earning more with Syonet CRM. Visit our booth and see in practice how Syonet CRM can increase the profitability of your dealership.”

José Antônio Praxedes – CEO of TeleCheque.

“TeleCheque will participate for the third consecutive year of the ExpoFenabrave. The company will present its main credit solution for dealerships, which help car dealers increase sales and reduce or eliminate default through safety in check receipt. The company has over 29 years of operation and perfects its services every day so that their clients can expand their sales and credit supply to their consumers with full safety. There are more than 13,000 corporate clients using their systems in more than 1,000 municipalities in Brazil. TeleCheque plans to increase its number of clients and partners by presenting its credit solutions and showing its credit solutions and advantages of using the check.”

Cláudio Santos – Manager of Retail Segment for TOTVS.

TOTVS participates for the third consecutive year of ExpoFenabrave and, in every edition, expands its investments in the trade fair, which is one of the leading companies in the dealership segment in Brazil.

This year it will present solutions of DMS and mobility, which aims to increase the operational efficiency of Dealers, in addition to the testimonials of clients who already enjoy the products. The Brazilian software manufacturer offers today IT solutions specialized in the automotive sector, which are complete, robust, integrated with other management systems, flexible and ready to run in the cloud.”

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Host

Fenabrave Show Fenabrave booth, host of the event, was prepared to welcome the participants, and present its products and services for the automotive distribution sector. The space follows the “Show” concept and will be presented at the Opening Ceremony; it will house Fenabrave TV where the Journalist Fátima Turci will conduct interviews and will also house the Sustainability Hall, where two consultants will be available to those interested in learning more about the environmental processes and laws that involve the sector, as well as areas intended for promotion of products and services offered by the entity, such as Fenabrave University / Fenabrave TV, Twenty Group, Dealer Magazine, PAC-Program of Cooperative Management and Market Intelligence.

In addition to these spaces, this year the environment will house the Speakers Hall and the International Lounge, the latter a space destined to greet foreign delegations invited to the event.

Cozy and innovative, which attracted hundreds of participants in the 2012 event edition, will have surprises to delight visitors as it happens in good shows.

Entidades Participantes Exhibitors

Every year entities support Fenabrave Congress and join the exhibitors. In the 2013 ExpoFenabrave edition, the following will be present, BNDES (National Bank for Economic and Social Development), Anfir (National Association of Road Implement Manufacturers) and IQA (Automotive Quality Institute).

Munhoz Lima Projetos e Assessoria

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Assemblers of Vehicles Aware of the importance to maintain and improve the relationship with their Distribution Chains and the sector as a whole, vehicle assemblers participate in the ExpoFenabrave every year. Check out the participants of 2013 edition: Fotos divulgação.

Chery Tiggo

Luis Curi CEO and Vice-President, Chery Brazil “Since it took over the operations in Brazil, this is the first time Chery is participating in the ExpoFenabrave, event of great representativeness for the Brazilian automotive market.

Certainly, it is important that Chery is present to become even closer with our target public, provided that the event is an excellent channel between the make and its dealers. Therefore, without a doubt it will be a great opportunity for the market closely check how much we are investing here and see that Brazil is a priority for Chery in the world.

Proof of this is that we are building a new plant in Jacareí, with capacity for 150,000 units/year, which will start operating in the first quarter of 2014. With it, we will provide greater assurance to our customers and also reinforce Cheryl proposal that came to Brazil to offer quality products and compete on equal terms with our competitors.

We will also show Chery expansion plans to our dealers’ chain throughout Brazil and our latest launch: the new Tiggo, a full SUV.”

DAF CF

Michael Kuester Commercial Officer for DAF Trucks Brazil “DAF Trucks Brazil marks presence in this edition of ExpoFenabrave, the same year it starts operations in Brazil. DAF is investing US$ 320 million in the Country, which includes the construction of a plant in Ponta Grossa (PR), expected to be concluded in the second half of 2013, and the development of a World Class Chain of Dealers, responsible for serving strategic regions in the Country. Our participating in the event is very important for DAF Trucks, as it is an opportunity to connect with partners and the automotive market news.”

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Fox Blue Motion

Assemblers of Vehicles

Lélio Ramos Commercial Officer for Fiat Automóveis “Fenabrave is of great importance for Fiat. During the event, we have the opportunity to introduce the make launches, interact with our Chain of Dealers and establish contact with groups of potential people interested in our make.” There is no doubt that the event format (Trade Fair/Congress) makes our participation very easy.”

New Punto 1.4

Dieter Strass - Chain Development Officer of Volkswagen of Brazil “Volkswagen, over the years, has traditionally participated in the ExpoFenabrave because it considers another excellent opportunity to exhibit its new products and strengthen the relationship with its wide Chain of dealerships. This year, we will highlight our BlueMotion concept, which includes vehicles with greater energy efficiency. The main launch of this year is the three-cylinder 1.0 engine, the most modern propellant produced by Volkswagen in the Country, which equips Fox BlueMotion.

Innovation, modern and economic vehicles combined with the strength of our dealership Chain form one of the key differentiators of Volkswagen make.”

Fox Blue Motion

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debate

Leaner and regionally distributed structures 30

Dealer Magazine

The high administrative costs and the investments in new facilities have taken Dealers’ Chains to a new model of distribution: erect a full store in a strategic point and distribute, regionally, leaner structures.

I

n times of tighter margins, investing large numbers in a new structure may sound like foolishness to the entrepreneur. Even so, the need of standardizing dealerships and with the fierce competition, industry entrepreneurs see as need, the investment in new points of sale.

The high investment costs, mainly to purchase or lease a property, has made some Chains turn to a market trend already supported by assemblers: erect a full dealership in a strategic point of their region and distribute smaller points of sale in the surrounding cities. Through this idea, the Dealers’ Chain will continue assisting their clients and will have representatives increasingly closer to their publics.

In the 2013 edition of NADA - National Automobile Dealers Association, which represents North-American dealers, President David Westcott, criticized the pressure made by manufacturers over the U.S. Dealers to make large investments in infrastructure. Even with a recovering market, where the motto “less is more”, the relationship between manufacturers and distributors was troubled. “All manufacturers have trade dress programs. It is true that some dealerships were old and needed changes, but it is very expensive and takes flexibility to negotiate. Manufacturers should talk with their Chains.

If we make investments of USD 5 million, for instance, and we have proportional increase in sales, then fine, but we do not have this return on investment,” concluded Westcott.

Therefore, the U.S. entity created NADA Facilities Programs Project, with the aim of studying and discussing the pros and cons of these programs. Glen Mercer, the entity responsible for the program, made a presentation on the last NADA Convention, questioning the processes adopted today for the theme, which presents phases of standardization and modernization of points of sale. “Does it really make sense?

To make this investment a number of factors is necessary, such as realistic sales forecasts and

market stability among others. Economists and marketing professionals see that as a negative thing,” he said.

As an example, Mercer presented the case of some Apple stores distributed in various markets.

In the projected images, the architectural concept of the points of sale is different, but the processes and operation are the same. “They are all equal in theory, but have particularities. The experts do not understand how to standardize if each market has its own regional difference,” he said.

Then, the speaker showed the evolution of this discussion through case studies that prove NADA arguments. According to Mercer, the expansion of service area, for instance, can help to bring investment money back in a few years.

“We encourage Dealers to be more creative in finding solutions for new facilities. Examples as innovations in services, alternative formats for small dealers or even new formats for urban stores, can be applied with the return on investment in a shorter period,” says NADA representative, who adds: “We think it is time the assembler worked with the Dealers in store designs that are not only modern and attractive, but also easily remodeled at a low cost.”

What happens here … – In Brazil, some assemblers have identified this need for cost reduction of investments and began to adopt more modern standards, but with simpler constructive methods. “With the revisions made, the building standards became simpler, but with greater visual impact,” argues Luciano Martinelli Imperatori, managing partner of Hochheimer Imperatori Arquitetura (Hiarq).

The real estate boom also brought reflexes in costs of labor, which is becoming increasingly scarce in the major cities. For instance, Imperatori informs that, in the city of São Paulo, the work cost is around R$ 2.2 thousand the square meter and about R$ 5,000 the price of square meter of land. These values are about 30% higher than the ones practiced 3 years ago.

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debate

Luiz Carlos Bianchini, President of ABRACIT – Brazilian Association of Citroën Dealers.

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According to Imperatori, there are cases in which the project had to be fully adapted to smaller spaces. As a result, we are beginning a new trend of construction, which is the “verticalization” of dealerships. “Assemblers are aware of this need and are more flexible with respect to the projects. The visual identity cannot be lost, but we have to bring solutions to adapt to local difficulties,” he explains.

At the same time the construction cost is cheaper, the Brazilian real estate boom greatly increased the cost of land. Thus, the equation closed with the same result of architectural standards practiced 4 or 5 years ago. “The cost of land is still very expensive. There was a price increase in all cities,” says the executive.

Imperatori’s opinion is shared by the President of ABRACIT - Brazilian Association of Citroën Dealers, Luiz Carlos Bianchini. According to him, assemblers are more conscious of the

need to reduce costs with the construction of new facilities. The President of ABRACIT gives an example, what is currently happening in the Citroën Chain, composed of more than 170 dealerships. “When a dealership will adapt its facilities to new visual make identities, already adjusts the store according to the lower costs need,” adds Bianchini.

According to the President of ABRACIT, what happens today in the industry is that the trend is to build smaller dealerships in strategic points surrounding the headquarters, which usually has a concept showroom and is located in places with large flow of people. “We install larger and full stores on main avenues, and within a radius of up to 80 kilometers, we set up points of sale with smaller service areas,” describes him, informing that the investment of a dealership, within the “showroom” concept can cost up to 25% of the total investment

for a dealership called “full”. “At Citröen, in cities of up to 200,000 inhabitants, with an average sales volume of up to 400 vehicles per month, a dealership with up to 700 square meters of built area is a good size,” adds, and stress, “the assembler supports this concept. Hence, we can cover a good part of the national territory, expand our business, do not leave the client without assistance and still reduce investments costs,” concludes Bianchini.

A recent study conducted by NADA with the North-American Chain indicates that the high investments made by Dealers in building their points of sale do not payback, i.e., nor the return on investment made. “Dealers’ profitability decreased, which does not allow such investments,” says Valdner Papa, consultant specialized in the automotive industry.

According to Papa, Dealer’s obligation is to invest in working capital to operate their

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business, thanks to the high competition and the need of selling more and more. For him, it is complicated for the entrepreneur make investments of low or no return, in some cases. “This has limitations. After some time of operation, before having return on investment on facilities, the Dealer is required by a market demand, to rebuild its facilities,” he says.

In Papa’s opinion, with the market increasingly competitive, assemblers seek to excel differentials against the others. One of them is to keep points of sale and services attractive to the public. “This is the challenge for assemblers, Chain and architectural firms: reconcile the investment, finding ways to adjust the structure at lower costs, without deviating from the visual standards. This flexibility must be earned with dialogue in order to limit the investments to the capacity of the Chain,” concludes.

Valdner Papa, Consultant specialized in the automotive sector.

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INTERVIEW

Thomas Schmall

60 years of VW in Brazil 34

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In the year it completes 60 years in Brazil, Volkswagen is proud to have produced more than 20 million vehicles in the country, which were distributed through more than 600 dealerships. There are many stories and especially vehicles that were part of the Country history, such as the Fusca (Beetle), the Kombi, among other products that marked an era.

To tell you a little more about this success story and also about the direction that the make intends to follow in Brazil, Dealer Magazine heard the CEO of Volkswagen Brazil and speaker at the 23rd Fenabrave Congress, Thomas Schmall.

The executive also commented on the assembler relationship with Dealers, investments and their growth plans, highlighting the importance of Brazil within the German multinational company target of becoming the largest and most innovative car manufacturer in the world by 2018.

Dealer Magazine – This year, VW Brazil celebrated its 60th anniversary in the country. In your opinion, what was the secret of the make success, always well positioned in the market?

Thomas Schmall – Volkswagen has its history in Brazil ruled by innovations and pioneerism that has turned the make into a company of the Brazilians.

Allied to this fact, we have a Design team that is a world reference in the group, a factor that, combined with others, has enabled the company to develop and launch, in Brazil, vehicles with the features Brazilians value the most in a product: quality, safety and credibility.

In this Country, Volkswagen has built a history of six decades accumulating records that translate the company size and its commitment with this Country, such as: 20 million vehicles produced in Brazil; 60 years of activities in Brazil; First Country to receive one make plant outside Germany; 3 million vehicle exported to 147 countries 23,000 employees currently working in four plants; More than 1.6 million square meters in plants (built area); More than 600 dealerships; More than 8 million of engines produced at São Carlos plant.

Dealer Magazine – What is VW strategy regarding the products nationalization? What does differentiate the Brazilian market from other emerging countries?

Thomas Schmall – Historically, Volkswagen, is the largest vehicle manufacturer in the Country. It is also the largest exporter in the industry, with more than 3 million vehicles shipped to 147 countries

since 1980. In 2012 we had the best year in Volkswagen history, with records of production and sales. While the market grew 6.1%, Volkswagen grew 10% in the year.

Dealer Magazine – What are VW main strategic points to become the worldwide largest car assembler by 2018? What role does Brazil have in this strategy?

Thomas Schmall – Brazil is contributing to the Group global strategy. In order to continue growing in the Country, Volkswagen has already announced an investment cycle in Brazil of R$ 8.7 billion by 2016, 2/3 intended to the development of new products and 1/3 for the expansion of productive capacity.

After the operation restructuring phases and renovation of last decade product portfolio, the company started a phase of technological globalization, the result of a greater synergy between Brazil and Germany and the use of world platforms and Volkswagen Group new engines.

Dealer Magazine – In Wolfsburg, you announced the end of Kombi production, by the end of 2013, in Brazil. How will be the replacing model?

Thomas Schmall – Currently, Kombi is still being produced in the plant of Anchieta and maintaining a good sales performance within the segment of light commercial vehicles. In 2013, the new Brazilian law will requires that all vehicles produced in Brazil go through technical adjustments, however, regarding Kombi, in this new context, Dealer Magazine

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The 60 years of Volkswagen success in Brazil were possible only due to the joint work with Dealers and suppliers!

Volkswagen Brazil does not comment on product strategic issues.

The model has unique attributes in the domestic market. Kombi has already surpassed 1,500,000 units produced in the plant of Volkswagen Brazil, São Bernardo do Campo (SP), and accumulates over 1,400,000 units sold in the Country since 1957.

Dealer Magazine – Gol is established as a leader in the Brazilian market for many years. What are the plans for this product?

Thomas Schmall – Gol, leader in the Brazilian market for 26 consecutive years, still is the preference of Brazilian consumers also in the first half of 2013.

With 121,356 units sold in the period, Gol is 25,235 units ahead of the second best-selling model in the market and holds 9.2% in the total sales share of cars in Brazil. With more than 7 million units produced in the Country, with more than 6 million units sold in the domestic market and more than 1 million of units exported to over 60 countries, Gol is the most desired car by Brazilians and accumulates figures that no other model has ever achieved here in Brazil.

Dealer Magazine – Several assemblers had to adapt their structures to fit the rules of Inovar-Auto.

VW imports models from Mexico and Germany.

What did you do to fit the rules of the new automotive regime?

Thomas Schmall – Volkswagen Brazil supports and believes that the Inovar-Auto program will stimulate even more the development of products in the Country, by aggregating investments, technology and infrastructure to the already existing processes. We have a strong role in the development of products for the local market and its main export markets.

Dealer Magazine – Speaking of Mexico; is the imported volume within the stipulated quota or would the company have potential to import more?

Thomas Schmall – Volkswagen Brazil planned its volumes according to the car import quotas from Mexico, which were renewed on March 19, 2013.

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In order to continue growing in the Country, Volkswagen has already announced an investment cycle in Brazil of R$ 8.7 billion by 2016, 2/3 intended to the development of new products and 1/3 for the expansion of productive capacity.

Dealer Magazine – What are your perspectives in relation to the market this year?

Thomas Schmall – For 2013, the domestic market should grow around 2% to 3% compared with 2012 results. Volkswagen expects a growth similar to the domestic market.

Dealer Magazine – What market segment does believe that VW have more growth potential?

Thomas Schmall – Volkswagen is present in the main segments of domestic market and in most of them Volkswagen products are references. We are always alert to market demands.

Dealer Magazine – VW was considered the Most Desired Make by Brazilian Dealers for three consecutive years. What do you attribute this success to?

Thomas Schmall – Volkswagen success in Brazil is attributed to the make sustainable growth in the Country.

For a company to maintain its success it must always innovate, to have a winning team and work as a team. For that, Volkswagen Brazil has compelling products and a committed team. Furthermore, the year 2012 was the best in the history of Volkswagen in Brazil. The make has reached historic records in sales volumes (768,395 units) and production (852,086); consolidated its position as the largest manufacturer of vehicles in the Country, and the largest exporter in the sector. It currently has the largest product portfolio in the market (22 models between domestic and imported).

Dealer Magazine – How is the relationship between VW and its Chain?

Thomas Schmall – Volkswagen has a chain of over 630 dealerships, the largest in the Country, which allows us to operate in all regions. Last May, Volk-

swagen Brazil awarded dealerships of nine Brazilian States in the event “Gold Pin”.

The traditional awarding takes place annually and it is an initiative of the Volkswagen headquarters, in Germany, which participates in the definition of the dealerships that will be recognized for the excellence of work done.

In the event, owners of awarded companies received the Gold Pin – a pin of gold with Volkswagen logo on it, and a certificate.

The dealerships stood out in 2012 on factors such as partnership, commitment and alignment with the make values and guidelines, as well as obtained a differentiated performance in indicators of Sales, After-Sales and Client’s Satisfaction.

Our Dealers are those who represent the make to clients. They are fundamental so that Volkswagen is a reference in provision of services and client’s satisfaction.

The 60 years of Volkswagen success in Brazil were possible only due to the joint work with Dealers and suppliers!

Volkswagen Client’s satisfaction is a matter that concerns the entire company and not only those who are in direct contact with the end client. The focus of our actions are on this issue and on how each employee can contribute to maintaining client’s satisfaction at levels of excellence.

We are always updating our tools for the Chain to be able to manage the consumer’s satisfaction in an increasingly dynamic way.

Dealer Magazine – Are there plans to expand the VW Chain?

Thomas Schmall – Volkswagen has the largest dealership chain in the Country and plans are always in the direction of meeting each consumer’s profile within our stores.

Our Dealers are those who represent the make to the clients.

They are fundamental so that Volkswagen is a reference in provision of services and client’s satisfaction.

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The challenges of Foto: Marcelo Camargo/Agência Brasil

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Photo: Tânia Rêgo/Agência Brasil

urban mobility Even with the growing fleet circulating in Brazil and the resulting tax collection, mobility public policies are still lacking, indicating that cars are not the traffic villains in major centers of the Country.

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ecent demonstrations in several Brazilian cities brought to light an important issue for discussion in society: the challenges of urban mobility and the need of investments in infrastructure work and public transportation.

According to Denatran – National Traffic Department, the Brazilian circulating fleet has gone from 50 million vehicles, in 2008, to over 77 million in May this year. This represents an increase of almost 40% in just five years. The automobile industry is concerned with the image of villain that part of the society is attributing to the vehicles transiting on the streets and roads. The constant congestions in large cities transformed the sector a target of criticism.

To get out of this focus, the National Association of Vehicle Manufacturers (Anfavea) headed since April by Luiz Moan will offer help to the government to expedite an urban mobility plan. “We are in favor of integrating various modes, including car, subway, bus, train, motorcycle, bicycle,” says Moan. “We do not want to be the number one villain of society,” he stated.

According to the President of Anfavea, popular manifestations, indirectly, may affect the sector. “Undoubtedly, there is an impact, even

because it stirs up the confidence of consumers. But we will overcome this time. The big advantage of the demonstration – the pacific ones -, was to make authorities listen,” he said.

According to Moan, the new Anfavea administration had already detected the need to listen to the society. “Even because if we did not listen we would be keeping ourselves from reality and, soon we would be the number one villain in the Brazilian society. And we do not want to be the villain. Despite of people think, in addition to car assemblers Anfavea also represents trucks, buses, agricultural machines. Therefore, we are in favor of developing the collective urban transportation. We are in favor of integrating various modes, including car, subway, bus, train, motorcycle, bicycle. We need an intelligent mobility,” he adds.

According to survey presented by Anfavea, Brazil has a motorization rate still considered incipient, 5.5 inhabitants per vehicle; hence, it continues attracting investments. In Europe, the ratio is 1.9 inhabitant per vehicle, and in the U.S.A. is 1.6. “In those regions, there is efficient public transportation and people still consume cars. We usually look towards the city of São Paulo, which motorization rate is 2 inhabitants Dealer Magazine

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Luiz Moan, President of Anfavea: “Our sector sustained the GDP at high”.

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per vehicle. The fleet is about to freezing and we are almost having a situation similar to the European market, a simply replacement market,” says Moan.

To avoid the traffic chaos in big cities like São Paulo, which already has a circulating fleet of almost 7 million vehicles, Anfavea suggests the creation of parking lots in public transport terminals of great movement. The idea is that people leave their cars, motorcycles and bicycles parked and continue by bus, train or subway. “But the Anfavea stronger sectoral policy has been to defend tax incentives for the acquisition of individual transport vehicles,” he says.

“Brazil has a taxation policy highly restrictive to the vehicle trading. We have the highest tax burden in the world. Even with the tax reduction, we are still the worldwide champions in taxation.

We represent 23% of industrial GDP, 5% of total GDP and 13% of tax revenues. We generate taxes

in a scale without precedents. Our sector sustained the GDP at high,” warns Anfavea President.

May Brazilians were able to buy cars in recent years, but there are still many people who aspire to buy this good. Besides the higher family income, cars relative price dropped sharply in the last 10 years. IPCA of 2003 thru 2013 was 81%.

Car prices in the same period rose 6.3%. In the last 12 months, IPCA was 6.49% and car price dropped 2.8%.

Preliminary data from a study conducted by Anfavea show that 900 vehicles are licensed per day in the city of São Paulo, but 600 are transferred to other municipalities. Other 100 cars have total loss in accidents and another much is stolen and not recovered. With that, the fleet grows 100 to 150 vehicles per day. “With these data in hands, it is perfectly feasible to plan a smart mobility,” says Moan.

Since his office taking, last April, Luiz Moan says that Anfavea will look for the government, especially the Ministries of Transport, Science and Technology, Cities and other entities to discuss mobility proposals. According to Moan, the entity has several proposals. “One of the concerns is with cargo vehicles, which in average are 18 years, which means that there are 30-year trucks circulating, polluting, with great degree of insecurity and inappropriate fuel consumption. We work on a project of fleet renewal, with the participation of the government, of National Confederation of Transports (CNT) and ABC Union of Steelworkers. The renewal idea is recurrent, but has never gone forward,” explains Anfavea President, adding: “Before, each entity would speak alone with the government, with different proposals. Now we will make a single proposal, a consensus. It cannot be a program that creates consumption bubbles. For example, we need to select segments to renew gradually.”

Planning – The value of bus fare, which triggered a series of demonstrations, is not the only factor hindering the urban mobility in the capital. São Paulo citizens spend about 80 minutes per day on public transportation, with 25% of that total just waiting for the bus, about 3 days per year. Data are from the Moovit mobile application, which allows the user to share information in real time.

The high volume of time is also related to the fact that people live far from work. “The called

Fenabrave in action Fenabrave, which since last year is resuming the subject involving recycling and the creation of a Vehicle Dismounting company, has already sought the Minister Fernando Pimentel, Ministry of Development, Industry and Foreign Trade, to propose the creation a positive agenda and a multidisciplinary committee involving governments, companies and entities related to the subject, such as Anfavea and Sindipeças. “The whole society suffers from the aging fleet that causes accidents, deaths and speeds up the traffic chaos in the cities. We must act fast,” states Flávio Meneghetti, Chairman of Fenabrave.

The entity, which represents more than 7.200 vehicle Dealers in Brazil, together accounts for 5.7% of GDP and directly generates over 391,000 jobs in the country, also works with specific committee related to Urban Mobility. As part of the entity operation is the support and involvement with Parada-Program for life on the roads, launched by the Ministry of Cities, under the command of Minister Aguinaldo Ribeiro.

Flavio Meneghetti, Chairman of Fenabrave, at 22o Fenabrave Congress.

peripheral growth model was leveraged by the possibility of public transportation carries huge numbers of workers every day from suburbs to their jobs,” explains Professor Regina Maria Prosperi Meyer, one of the coordinators of the Metropolis Urban Laboratory (Lume) of FAU (USP). For her, the problem would be mitigated with the “creation of new centers throughout the city, in order to reduce the need of long distance traveling.

The planning also influences the type of transportation to invest. Professor Maria Cristina Leme, coordinator of FAU Urban and Regional Planning Laboratory, explains that in the 30s, a Plan of Avenues was developed for the city. “It was the moment of definition between the rail or tire transportation,

and the decision was for the tires,” he says. This system was implemented until the 60s and complemented by expressways, as the Marginals. The problem is that there was little investment in high capacity transport, such as train and subway, and a lot of investment in the low capacity transport, as buses and cars.

To meet the current demand, Regina Meyer believes it is necessary to invest in multimodality – bus, subway, train and bicycle – working in a articulated manner. Professor Maria Cristina also emphasizes the need for a transport network with metropolitan reach, not only municipal. She believes the investment in high capacity transport is the best solution. “Buses will continue to exist.

There may be more efficient means, such as corridors, but they do not solve the problem in São Paulo. These means should coexist,” defends the specialist.

However, she explains that the rail transport requires long-term planning, given the high investment and static infrastructure. In the short-term, Lume coordinator emphasizes the bus corridors and the recent investments in the subway. “Particularly the 6 Line (orange) that will be 32 km long.

It will cross central and precarious areas with almost the same proportions, relieving the main axis of demand,” says Meyer.

In one of her articles, called “The crisis of urban mobility in São Paulo”, the founder and first President of the Traffic Engineering Company of São Paulo (CET), Roberto Scaringella, stressed at the time, that “it has been observed the increase of level and extension of traffic deterioration area in the city, which ultimately contributes to the urban decay.” In less than five years (1992 thru 1997) the average kilometers of traffic jam measured by CET in the main road system in the city increased from 40 km to 120 km at afternoon peak hour. According to the article of Scaringela, who passed away this year, the traffic evaluation at the time signaled the current chaos: “there are significant traffic jam in the corridors of the farthest periphery and in all quadrants,” stated him.

Another important aspect considered by Scaringela refers to the existence of what he called two very distinct urban realities: “we have the official and the clandestine São Paulo; the clandestine is completely irregular, outside of the law and of control. The irregular occupations, masonry slums arise in a frightening speed and extent, generating illegal, unplanned and uncontrolled mobility. As Dealer Magazine

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President Dilma Rousseff launches campaign “For Traffic Awareness”, of the National Pact to Reduce Accidents, in ceremony at the Presidential Palace.

a matter of fact, the urban planning is a virtually nonexistent process. All that is proposed is always late and go in the wake of uncontrolled reality that implements itself despite the law,” he stressed in his text.

For him, the subway system, highly efficient, has a 65 km network, when it should be at least ten times bigger, following the city scale, in the opinion of the engineer. A model of dorm-settlement areas, near the jobs, was another suggestion cited by Scaringela to minimize the chaotic city traffic. “The problem is that there is a lot of talking and very little done, and even in a relatively small scale, the impact on traffic would be significant,” he assessed.

Public transportation affects health – The negative effects of an expensive and bad quality public transportation are not restricted to the urban mobility issue. They also harm other vital areas for citizens, such as health, education, finance and culture. Specialists and members of the Free Pass Movement (MPL) consulted by Brazil Agency, assess the urban mobility that is directly related to the life quality, besides being one of the biggest stressors of people’s lives. “It is a trauma for everyone. Particularly for those who stand upright, crucified, with someone trying to pick purses, to palpate. No wonder people rather use motorcycles, even if it means risk to their own physical safety because of accidents, and no wonder these demonstrations got so many adhesions,” said to Brazil Agency the Doctor in

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transport policies from Dortmund University, Germany, and the Professor of Civil and Environmental Engineering Department of Brasília University (UnB), Joaquim Aragão.

The demonstrations mentioned by the specialist were initiated by MPL, in São Paulo. The movement has, as one of its interlocutors, the history professor Lucas Monteiro. “We defend Zero Tariff because, besides being the only way people have access to the city, public transportation benefits vital areas like health and education. Hence, we imagined that our fight would spread throughout the Country, but never reaching the proportions it did,” said to Brazil Agency.

According to Monteiro, the lack of conditions to defray transports also affects the right to and quality of education. “I attended many public schools. Students often miss classes for lack of money to go to school. Furthermore, the right to education is not restricted to school only. Students need to have access to culture, visiting museums.

And, without circulating there is no way to access it. The vast majority do not go downtown, to museums, cultural centers to complement their education,” says Monteiro.

Also for Joaquim Aragão, urban mobility difficulties affect directly the academic performance of young people and children who get tired and sacrifice sleep. “It is one more factor to hinder performance, in addition to the quality of public education facilities,” said the specialist, who adds: “The lack of mobility blocks, including the social life of low-income citizens, who have

Foto: Eliza FiuzaAgência Brasil

Photo: Antonio Cruz/Agência Brasil

no access to entertainment, culture and recreation. Those are privileges of motorized people.

A four-people family who want to commute from periphery to a city park in downtown, will spend R$24, if each fare costs R$3. For those who receive minimum wage, that is impossible,” he said.

Architect, urban planner and specialist in public transport, Jaime Lerner says that behind the demonstrations initiated by MPL is the discredited in public policies and the lack of answers to society about various public services provided to citizens. “And everything becomes easier in all areas when there is a good public transport,” said the former Mayor of Curitiba (PR), a city renowned for modernity and efficiency in public transportation.

For him, “many of the mobilities were announced without even studying the own city itself ”, assesses Lerner, for whom it is important to understand the city as a structure of life, work, movement and mobility together. “Basically,” he adds, “ there is a lack of political decisions and in general these decisions are geared to more expensive solutions. Brazil is quick to make the wrong things and slow to do the right things,” says Lerner concluding that “Sustainability is the equation between what you save and what you waste. Therefore, if you have to travel longer distances, it is obvious that it will not work.”

Ministry of Cities – The Minister of Cities, Aguinaldo Ribeiro, spoke at a public hearing in the House of Representatives, in June, about urban mobility, sanitation, and the works of Minha Casa Minha Vida (My Home My Life) Program and World Cup, which count on Ministry of Cities financial resources. According to him, it is important to debate infrastructure topics in the Country. “It is a complex Ministry, with several areas thematic and diversified. This is a great opportunity to discuss and thus enhance important programs that address the four departments of Ministry of Cities, mainly housing, urban mobility and use improvement of soil occupation,” he said.

During the hearing, the Minister stated that the Ministry has mobility investments in all Brazilian cities. “Before we did not have investment policies in the urban mobility area. Now, we are investing heavily in the area. There are 60 billion in works being contracted or that have already been selected to be contracted,” he said. He also explained that the main focus of mobility programs are the medium-sized cities, which “do not have the large Brazilian centers problems.”

Asked about the works of mobility, mainly those of Confederations Cup and World Cup, of 2014, Aguinaldo Ribeiro explained that these projects are complex interventions that take time to be executed. “It has delay in project design, environmental licensing, and that contributes to the

Ministry of Cities, Aguinaldo Ribeiro, speaks during the launch of Integrated Operation of Combating to Violence in the Traffic.

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More health and less pollution – Bicycle is an important means of urban displacement that integrates

Foto: Marcello Casal Jr./Agência Brasil

Among transport alternatives: bicycles, subway and bus.

health, sustainability and cost. Many countries have been working their integration with the collective transport modes through the construction of bicycle parking lots at train stations. But Brazil still gives slow steps regarding this form of transport, which is still seen by many people as “an object of lower social classes.”

For the Journalist Renata Falzoni, bicycle is a solution for transportation, for health and quality of life. “It is the only self-sustaining transport means, not to mention that it is more efficient than any other modal for distances up to 6 km,” she states.

Countries like Netherlands, Sweden and Denmark have a long tradition of urban cycling, as well as China, which has the bicycle as

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Foto: Tânia Rêgo/Agência Brasil

delay of the start of construction, what interferes in the execution itself. But these works are not for the tourists, they are for the homeowners. The legacy is for the people,” he said.

The Minister stressed that the works arising from the World Cup Responsibility Matrix continue on the calendar of work execution of Growth Acceleration Program – PAC. “There was no investment loss. We are keeping the investment, but on another calendar. We need to improve the quality of public transportation, so that people have, besides quality vehicles, also quality system,” he said.

Photo: Marcelo Camargo/Agência Brasil

Specialists list alternatives for the improvement of urban mobility The Economist and Vice-President of Getúlio Vargas Foundation (FGV) Marcos Cintra, the Engineer and Principal Investigator of the Center of Advanced Studies and Advanced Systems of Recife (Cesar), Silvio Meira (also speaker of the 23rd Fenabrave Congress), and Engineering Master from São Paulo University (USP), Horácio Augusto Figueira, indicate the possible alternatives to improve the urban mobility in big cities.

Technology • A network of sensors that identify problems with traffic lights, flooding and congested roads. The solution would enable the municipality traffic engineering to intervene in real time in traffic to create alternative routes; • Sensors installed at fixed points of the city road network and also on moving objects, such as the vehicles of municipal traffic bodies circulating around the city. This would give greater range to the monitoring by the competent authorities; • A central office to receive all collected data through the sensors network and transmit them in real-time. Technicians would work at this place would work who would have subsidies to solve the traffic problems.

Finances the most important means of transportation.

“Worldwide, the bicycle occupies a prominent space in the urban mobility of big cities, especially in Europe, regardless of the type of terrain or number of inhabitants of the city,” says Renata, who founded the Night Bikers, a group of cyclists who do night rides in São Paulo, as well as disseminate education and safety of cyclists and their bikes.

Still viewed as a form of leisure, cycling has timidly gained ground in urban centers. “We have to have an option in public policy of mobility so that the bicycle is accept as a transport modal in a serious way,” analyzed Renata, who criticizes the lack of vision of governments for the means of transport other than cars. “This also happens with pedestrians. Pedestrian routes do not exist, the sidewalks are truncated by streets and avenues and not always exist crosswalks to ensure the safety of the pedestrians when crossing the road network,” she emphasized.

Renata believes that as long as the public policy of mobility has eyes only for motor vehicles, nothing efficient will come to benefit pedestrians and cyclists. “It is not a matter of space or money, it is a political option to be adopted, a paradigm break,” concluded the Journalist.

• Urban toll. The solution is not the creation of a tax, but of a fee for use – paid by those who want to travel on toll streets. The adoption of this system would bring more revenue to subsidize public transport and a measure that would bring already know short-term results (London adopted this proposal); • Private garage policy and ban of public-street parking vehicle.

This would enable the creation of more exclusive lanes for public transportation, increasing efficiency and creating conditions for lower fares; • Revision of contracts. A “close examination” of the current contracts to find wastes and inefficiencies would contribute, in the long-term, to reduce public transportation fares.

Traffic engineering • Discourage individual transport. Adopt measures, such as banning car traffic on two or even three lanes of major avenues, would open up space for greater bus fluidity.

• End of hourly pay system to park on public streets. With the extinction of the called “zona azul” (blue zone) the public transport vehicles once more would be privileged to the detriment of individual transport; • Increase bus fleet. Greater supply of collective transport vehicles would best serve the demand; • Priority for investments in bus, subway and urban trains. Subway would be a solution for a second moment, due to its lower reach and higher cost of investment.

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economy

Breaking Point Ricardo Amorim

If it ain’t broke, don’t fix it. What about things that aren’t broken? No, there is nothing to do with Felipão’s soccer team. I refer to our economic policy.

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ast year, in Latin America, Brazil growth surpassed only Paraguay growth. In 2011, our growth had already disappointed and in the first quarter of this year, more disappointment. To make things worse, annual inflation is on the rise since July, our current transactions deficit – the most important indicator of the external accounts health – has increased since September, and our public deficit grows since August 2011.

With so many macroeconomic variables getting worse, why does the government insist on following a path that has not brought good results? The explanation is political and economical. Until now, the poor macroeconomic performance did not affect the popularity of President Dilma, as unemployment continued to decline, causing wage increases. Higher wages added to the growth of credit supply generated greater purchasing power for a good part of the population, and satisfaction with the government.

Something began to change. Among the negative surprises of recent GDP data, the greater one was the poor expansion of family consumption, hitherto the main supporting pillar of our growth. Rising prices and high levels of income committed to payment of debt installments are already undermining the ability of Brazilians to go shopping and the very popularity of the President.

Not surprisingly, the government gave green light to the Central Bank to address the inflation threat, accelerating the high interest rates. Interest rates will have to rise even more, perhaps much more, because, in the absence of compensatory measures, the Real devaluation against the Dollar to the weakest levels since 2009, contributes to accelerating inflation.

If significant, rising interest rates may suppress inflationary risk, but it raises credit cost and cools off consumption. On the other hand, if it is not accompanied by measures of incentive to the productive capacity expansion – incentives to investments and productivity – it will turn the little GDP into muscle GDP, with rising unemployment and falling wages.

In order to experience sustained growth, a country needs expansions also sustained of goods and services supply and goods and services demand. If consumption does not enlarge – as it has occurred in many European countries in recent years – the economy does not expand.

If the offer does not follow the rising consumption, the economic growth will be limited and inflation will rise, as it has occurred recently in Brazil.

Between 2004 and 2010, it was possible to avoid this economic truism because we start from a high unemployment and a limited use of existing infrastructure.

Since then, we have incorporated millions of people to the labor market and unemployment fell to the lowest levels in history. With modest investments, the current bottleneck infrastructure is obvious. To complete, profit margins reduction policies in the areas of financial, electrical, mining and oil scared away investments, limiting supply growth of products and services.

A change in the country development model is inevitable, politically and economically. We cannot incentive demand without boosting supply growth anymore. The government seems to have understand that. Recently, it raised remuneration for investments in the railway sector and approved the new law of ports. For the good of the country, and even of the President’s electoral pretensions, additional changes will have to be quick, broad and deep.

Ricardo Amorim is one of the hosts of Manhattan Connection of Globonews, Economics columnist at IstoÉ Magazine, CEO of Ricam Consultoria, only Brazilian in the list of the best and most important worldwide speakers of Speakers Corner and most influential economist in Brazil, according to Klout. com. The specialist was one of the highlights among the speakers at the 23rd Fenabrave Congress this year in São Paulo.

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PRODUCTION LINE

Global platforms and extra-heavy investments.

Sector trends and FORD strategy to grow

With increased competition and the search for lower costs, assemblers develop platforms for global models. Some were even developed in Brazil. Ford not only invests in global platforms, with almost simultaneous launches in various parts of the globe, as it bets in the segment of extra-heavy trucks to grow.

T

he use of platforms and global architectures in the development of vehicles is currently the strategy of best cost/benefit for assemblers, as it allows to increase the volume of production, as well as the quality of launched products, thanks to standardization and components reuse among vehicles of the same family (and even among different families). This is the conclusion of the Engineer Catia da Silva Ferreirato, Master in Automotive Engineering from Polytechnic School of the University of São Paulo (Poli/USP), who studied the subject for her Master’s thesis.

She confirms that assemblers have managed, with global vehicles, reduce the time to launch products into the market and the investment in new development projects.

According to the academic, the consumer is one of the biggest beneficiaries of this strategy. “The results expected by the assemblers reflect in advantages for the consumer, i.e., vehicles with lower cost and higher quality, globalization of products previously available only in specific markets, and also the standardization of some of the components. There is the possibility of nationalizing the remaining subsystems and components (engine and items related to vehicle design, for instance), thereby ensuring the fulfillment of the local consumers’ needs,” says the engineer, for whom the concept of platform will no longer exist, prevailing the global

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architecture that has been adopted by assemblers more recently, since the beginning of this decade.

“Both concepts seek standardization of vehicles; however, the global architecture enhances the differentiation of specific components for a particular market and also the standardization of components that make up the structural and functional basis of the vehicle. Therefore, it is most suitable for the current automotive market, which requires modern vehicles with distinctive design and competitive cost. On the other hand, the platform does not present this flexibility.”

The engineer identified three obvious aspects in the evolution of the world automotive market.

“Firstly, the consumer’s profile has changed a lot; before they sought a means of transportation only, and nowadays they want a vehicle with work, fun and safety functions. Then, we have the increase of electronic features (embedded electronics), such as fuel injection and anti-locking brakes (ABS), which have made the vehicles more sophisticated in terms of safety, functionality, entertainment, aesthetics and comfort. And, finally, the biggest concern of assemblers, consumers and government with the environment, which resulted in the development of vehicles with new energy sources, such as biodiesel and fuel cells, and the use of materials with non-aggressive disposal in the environment.”

Thus, engineers from several parts of the globe, are dedicated to creating new models based

350 million vehicles produced in 109 years

8.797 vehicles per day 367 vehicles per hour 6 vehicles per minute 1 vehicle every 10 seconds

Ford New Fiesta

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New Ford EcoSport, which platform, common in many countries, was developed in Brazil. Below, the Vice-President of Corporate Affairs of the company, Rogelio Golfarb.

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on platforms that can be useful in many markets and that can also be applied to a vast range of models.

Ford Strategy – Ford went ahead with this trend and began to develop part of its product line based on global platforms.

According to the assembler, Ford One Manufacturing plan will allow that more than 85% of the volume of make vehicles is produced from the nine basic platforms, in 2013 still, while continuing the launch of new products at a pace without precedent. Over the next four years, Ford will have the most updated global line of vehicles in the world, with 168% of portfolio of renewed products until 2016.

With the increase of world demand of cars, Ford plans to use this approach to expand is worldwide sales by approximately 50%, to 8 million vehicles by mid-decade, in various parts of the world.

Asia may respond for a third or more of make sales in the coming years.

In 2012, the company announced that by 2015 it intends to have its entire line of models based on global platforms in Brazil. This means that the Brazilian will have at their disposal the same versions of cars sold in other countries. “In Brazil, we will renew the entire line with global products over the next three years,” announced the Vice-President of Corporate Affairs for the company, Rogélio Goldfarb.

According to the executive, the strategy will allow Ford to gain an advantage in a globalized market. According to Goldfarb, today the consumers have more access to information and know which models are sold in other countries. The goal is that Brazilians have access to the same vehicle they see being sold in Europe or United States.

The model, developed by a team of engineers of the assembler in Brazil, has the same characteristics of the vehicle sold in the United States, in Europe, and in other countries where the company operates. “EcoSport will be sold in Europe, and Asia countries, such as China, India and Thailand, and Latin America. It is a global car that demonstrates all its technical capacity, quality and safety standard to meet demanding markets with the same product. It is indeed a world-class vehicle,” said Steven Armstrong, CEO of Ford Brazil.

According to Armstrong, Ford aims to double its vehicle annual production in the world in the next years to 8 million units, and compact cars have an important role in this goal. Considering only Ford vehicle of the so-called B segment, including EcoSport, this volume should reach 2 million units in 2015.

The executive spoke about Ford pioneering for installing its plant in Camaçari, Bahia, creating the first automobile hub of Brazilian Northeast, which today also houses one of eight global center of Ford product creation in the world. “Our challenge today goes beyond production. It is to create a global engineering, able to innovate and develop new products for the world,” stated Armstrong.

Besides the EcoSport, the U.S. assembler is transforming the product line marketed in Brazil in a collection of models based on global platforms. The recently launched New Fiesta, the New EcoSport, the New Ranger and the New Fusion, besides the Cargo line trucks, are examples of this transformation, the high point of a story that began exactly 94 years ago, when Henry Ford approved the installation of the first car assembler in Brazil, on April 24, 1919.

Ford is also developing new global lines of trucks. This year, it presented its new truck for the extra-heavy segment launched in Brazil. It complements the Cargo line, which had the cabin, engines fully renewed and provided with the option of ABS brakes, among other equipment.

Brazil is an important part of these make global strategy, which foresees vehicles launching within six months maximum among the several world markets.

linha de produç ão

Ford Focus: the third car of the U.S. assembler to be produced as per a global platform.

Global Truck – Ford celebrated the production of the first extra-heavy Cargo in the plant of São Bernardo do Campo, São Paulo ABC, in late June. Despite of being already produced in series, the model, responsible for placing the make in this segment, will only be available in the dealerships in September.

The new truck operations officer for Ford South America, Guy Rodriguez – replacing Oswaldo Jardim, tells that the unit productive capacity has not being changed to anticipate sales.

“We have about 700 employees working in one shift, for 05 days, which enables us to produce both the extra-heavy and the new F Series, which will start to be manufactured in the coming year.

Currently, the plant is capable of producing 160 trucks per day, volume to which we have been approached,” said Rodriguez.

Some changes were made in the unit to receive the new truck. One of the changes was the ceiling elevation and air carriers to accommodate the larger cabin. Ford says that the assembly line also received new equipment to ensure the level of quality and productivity, by does not reveal which.

Both the development of Cargo, which is the first global truck and also the first extra-heavy of the make, as the adaptation of the plant were conducted with part of the R$ 670 million investment, which has been invested by Ford Trucks during 2011-2015 to expand its share in the segment of commercials.

The largest among all Cargo models, according to Oswaldo Jardim – who participated of his entire project - started being developed in 2009 in partnership with Ford Turkey, where it is already sold since January this year. It is equipped with 52

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FPT engine of 420 horsepower for both the model with 6x2 traction (2042 Cargo configuration) and for the 6x4 (2042 Cargo). The maximum load is 56 tons.

Ford has not reveal technical details yet nor price of the Brazilian extra-heavy Cargo (segment prices are around R$ 350,000 to R$ 400,000), but Jardim ensures that the model has nationalization rate above 60% and, therefore, may be financed by BNDES Finame/PSI attractive rates, of 4% from the second half of the year.

Part of units produced in the Country, according to the Vice-President Rogelio Golfarb, will be exported to South America and Argentina will be the primary client.

The assembler does not give clues as how many new Cargos is producing and much less how many units intends to sell. But it makes clear that its stake is high in the segment of extra-heavy, which is growing in the Country: in 2009, 20.500 units were sold (20.5% market share); in 2011, nearly 40,000 were sold (23%); and in 2012, 33.700 were sold (24.6%). “2013 is the year of trucks for Brazil. And enter the segment of extra-heavy represents a lot to Ford, which now has a full line of trucks. Sales of extra-heavy models totaled more than R$ 10 billion in 2012 and will continue to grow in 2013 with a record harvest.

We are confident that Cargo will meet the market needs,” stated the CEO for Brazil and Mercosur, Steven Armstrong.

Given the rise of extra-heavy, Ford foresees that the total market of trucks will close 2013 with 152,000 units sold, an increase of 8% over 2012, and the models will account for about 40,000 units.

management

Social Networks can jeopardize productivity Specialist says that the use of social networking sites in excess can hinder career development. How to solve this issue and transform social media in tools of professional advancement?

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study conducted by the uSamp research institute, at the request of harmon.ie, social networking software provider, concludes that the “proliferation of collaboration tools and social media are costing the companies millions of dollars, per year, in lost productivity.”

According to research, three are the main causes of time loss during the workday. The first one is the constant interruption of the professional. The survey, conducted with 515 email users working in different companies in the United States, shows that about 60% of work interruptions involve the use of tools such as email, social networking, text messaging and instant messaging. In fact, proceeding with the survey, 45% of the employees work only 15 minutes or less without interruption, and 53% of employees lose an hour a day due to various types of distractions.

The second point presented by uSamp is the temptation to “taking a peek on the net” during the workday. For the organizers of the study, having

Insta

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What is not cool to do in the network

• • • • • •

Do not embarrass yourself

• Use the net for Marketing strategy • Expand the relationship network • Receive feedback or praise tuned people (assess market news, world events, etc.)

• Use networks as a survey tool on the companies • Participate of interest groups/training area/working groups • To be a reference in any subject (e.g., blogs of trainees, fashion, environment, technology, etc.)

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Speak ill of the company or colleagues/bosses Disclose confidential information such as invoicing, clients, etc Expose competitors Post internal pictures (parties, social gatherings) Post pejorative comments Make public very personal content

your focus disrupted is bad, but, in the case of some employees, who choose to stop work to dip in their social networks, the situation is even worse.

According to uSamp survey, two out of each three respondents said they have “interrupted a meeting to communicate with someone else digitally, answering email (48%), calls on the mobile phone (35%, chatting via Instant Messenger (28%), updating their status on a social network (12%) or on twitter (9%).”

Constant interruptions not only reduce staff time in the workplace, but also have negative impact on the quality of the professional’s thoughts.

People simply cannot focus if they are always diverting attention, voluntarily or not. Deep thinking requires sustained concentration. “People think of prohibiting access, as has already occurred with the cell phone. Some places have already created, including usage models, a period of free access,” says the Officer for Triad Ps Consultoria, specialized in productivity, Christian Barbosa.

Balance or loss in career – There is no doubt that social communication tools reached the corporate world to stay. Companies that block access to social networking and non-commercial websites (nearly half limits access, according to the survey) run the risk of alienating employees and losing many advantages created by the social revolution. Probably, the best thing to do is to focus on the effectiveness of the professional, and not waste time and energy with a moral repression. “The need, in this case, is to make people aware that too much usage can hinder productivity. The best way to use it is to finished a task, and then you can use a social network for a certain period,” adds Barbosa.

“Young people who spend hours browsing through social networks during work hours, can harm their professional future.” Manoela Costa

is who makes the alert, Page Talent Manager, a business unit of Page Personnel dedicated to the recruitment of interns and trainees. According to her, young people who do not know to use Facebook, Twitter, LinkedIn and other networks in a balanced manner, could jeopardize their professional career. “Social networks are part of the daily lives of these young people. The majority access daily by smartphone or computer. What must be considered is the amount of hours that these professionals are connected to networks during working hours. Many lose concentration, focus and end up failing to perform or delaying the delivery of major projects. The young needs to be aware of the use of networks in order that is not an obstacle in the development of their career,” he suggests.

Through a nationwide survey, in late 2012, with about 200 interns and trainees, the Page Talent sought to understand whether young people used social networks and for how long they were connected on these websites. Almost half of this sample (46%) said that verifies the social networks during the work hours. And 42% of that same public confided that spends at least an hour a day on the social networks during the workday.

According to Manoela, the productivity of a

professional in their working hours is one criterion often used in periodic assessments. “Managers always evaluate what you could produce within the working hours accomplished. Those who work in regular workload and fail to achieve their goals, provided that plausible and usually achieved by the rest of the team, usually are those who tend to access the networks more often – or those who are always connected on the cell phone,” says the specialist.

“Of course we cannot generalize. There are other factors that influence the productivity of young professionals, such as lack of autonomy, knowledge, experience and of a well-directed management that greatly influence the final results presented by each professional,” he adds.

For her, social networks are beneficial and can also be allied in the professional environment.

“With them, there is the possibility to connect with key people in your business, to keep informed about the companies related to your field of operation and even get relevant information about any aspect of the day-to-day work in Brazil. For those who have a hard time not accessing their networks during the workday, do so intelligently. Thus, it can improve their productivity rather than harm it,” teaches Manoela.

Christian Barbosa, Officer of Triad Ps Consultoria, specialized in productivity.

F&I

Certification deadline is near.

Take the preparatory course and the Certification examination!

Resolution 3.954/11 provides that, as of February 2014, only certified professionals may submit and progress credit applications in dealerships throughout the Country. Beware: The completion of the preparatory course does not mean the employee is already certified.

F Paulo Engler, Chief Officer of Fenabrave.

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rom February 2014, all dealerships in Brazil must have at least one employee certified as Correspondent in the Country. It will be through this person that Dealers will be able to submit proposals for vehicle financing to financial institutions. This requirement is provided for in the Resolution 3.954/11 (as amended by 3.959/11) of the Central Bank. To obtain such certification, the employee has to make an examination applied by a certifying agent (FEBRABAN, Acrefi or Aneps); however, it is noted that most of the people who took the preparatory course of Fenabrave University through the Fenabrave TV have not taken the examination yet. “People mistake the certificate of course completion with the actual certification. The course prepares the candidate to take the examination of certifying agent,” explains Paulo Engler, Chief Officer of Fenabrave.

According to Fenabrave University, 2.300 people participated in the first five classes of Preparatory Course for Certification. This volume is far below the potential, as there are over 7.200 dealerships in Brazil. “The Resolution requires at least one certified employee per dealership, but Fenabrave recommends the certification of more than one employee, because if one of them is absent, the other covers the function,” says Engles.

There are no exact numbers that indicate now many people are already certified in the Chain of Dealerships (the agents certify employees from several sectors), however, according to what was ascertained by the entities applying the test, about 300 people were tested. The number is far below the necessary and, according to the Resolution, those

who are not enabled will not be able to submit requests for financing. “The certification process demands time. If it is left for the last minute, there might not be timely manner,” said Engler, who stress, “the certification is essential. As of February 2014, it will not be possible to submit a credit application if you are not certified. It is a condition that will not be extended,” emphasized Engler.

Clarity and transparency in the supply of fees – Among the items on which Dealers must watch out, there is the need to submit proposals for financing with clear fees and conditions and the obligation to indicate, on a visible place, the financial institutions with which the company.

Despite the list of obligations provided in the Resolution, Engler understands that the standard is beneficial for the Dealer, since is clearly defines the roles in the relationship between financial institutions and correspondents. “The responsibility is very simple. All credit evaluation is the bank responsibility. The correspondent is just an intermediary,” he said.

New course format – The preparatory course for Certification of Correspondents in the Country, taught by Fenabrave University, has a new format, allowing more flexibility timetables to the Chain employees, without loss of driven content. Started in July, the course is provided through the Internet and guarantees two classes held by Fenabrave TV, through which the teacher will complement the content, will provide important tips to increase the use by the students and will provide a better preparation for the general simulated.

Clear your doubts For more information about the course offered by Fenabrave University, please contact us by phone: (11) 5582-0045 (with Rosana or Amanda) or via e-mail: universidade@fenabrave. org.br. About the certification, FEBRABAN explains how candidates can schedule and take the examination.

Check it out!

How do we register for the exam?

Visit the website: www.certificacaofebraban.com.br, in the field “I want to get certified”, click on item “Correspondent” and, on the next screen, click on “Credit and Finance of Vehicles”. Where you should make your registration and issue the collection bill. After two days of the payment, you will receive an email with your login and password to schedule the place and date of the examination!

How do I schedule and where are the examinations conducted?

After receiving the email confirming the payment, the candidate access the website by clicking on the map of Brazil, then on the state and then choosing the nearest city. In this area, the candidate choose the date and time available, and learn the location address of the Test Center (CT). There are 67 points distributed throughout Brazil.

When will I receive my Certificate?

After the release of approvals, the candidate will receive their Certificate electronically within 15 business days via email.

Who does need Certification?

According to the resolution, at least one person per dealership must be certified to be able to submit credit application for funding. Only this person will be capable of doing it. Fenabrave recommends the certification of at least two people, for replacement in case of vacations or absence.

success story

Canopus Companies expand business and invest in social Business diversification and management strengthening turn Canopus Companies into an example of administrative excellence.

Group evolved strongly from the central region of the Country.

Galaxie Motors: first BMW and MINI dealership opened

by Canopus in Cuiabá.

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ith more than 40 years operating in the market, Canopus Companies have gone through a time of growth in their business. Since the opening of the first auto parts store, in 1973, in the city of Mirassol D’Oeste, Mato Grosso, the conglomerate diversified its areas of operation and now has over three thousand employees working in the states of Midwest and North of Brazil.

After structuring the small auto parts store, activities have expanded to the capital Cuiabá and Várzea Grande and another four cities inland state: Cáceres, Juína, Juara, and Tangará da Serra. Currently, there are 34 group companies operating in 27 cities distributed in eight states plus the Federal District. Mato Grosso, group headquarters, has 14 companies, including car and motorcycle dealerships, an insurance company, a credit company,

a consortium management and a philanthropic organization, the Canopus Institute.

“Besides the business in the Midwest states, Canopus has, in the state of Rondonia, for example, five companies; three more in Amazonas; in the other neighbor, the state of Pará there are four more dealerships; now, in Maranhão there are two Canopus companies. In Palmas, the capital of Tocantins, there is a dealership too. Canopus Companies Group became one of the most well known in the vehicle segment, for introducing into Mato Grosso, and other states, famous makes such as the Japanese Toyota and the German BMW,” explains the CEO, Marcos Roberto Cruz.

The group also represents Chinese makes like JAC Motors and Chery, the Korean Kia Motors, the coveted British Mini, besides the Honda motorcycles. Only in 2012, the group sold 32,000

Fotos divulgação.

Canopus Honda, Coari/AM.

new vehicles in Brazil. “Canopus Group expansion through the rest of the Country occurred due to our success in Mato Grosso. In these 40 years, we are grateful for the trust and credibility of our clients from Mato Grosso,” celebrates Marcos Cruz.

The group is already planning new investments for 2014 with the opening of more dealerships in the state.

With the average growth of 15% per annum, Canopus Companies, even with a family-origin, already have professional management. According to Cruz, thinking on the perenniality of the conglomerate, has created a board of directors and a family council, which gathers heirs, family members and successors of key executives. “We invest in the successors’ preparation. All those who have interest in continuing in business are getting prepared in the best universities in order to join the company fully qualified to follow intelligently the legacy left by us. To be part of it, they have to meet certain minimum requirements, such as having higher education, fluent English and experience of, at least, three years in another company,” he adds.

According to Cruz, there is even a code of conduct drafted by the own successors, which determines several rights and duties of each family member who takes over a position in the companies. “The direct heirs, according to the code, already have defined positions, salaries and the key

activities they will engage. Thus, we avoid any kind of quarrel or dispute among the family members,” explains the CEO of Canopus Companies.

Canopus Consortium – The first business of Marcos Cruz outside of the automotive distribution, but still related to it, was the Canopus Consortium.

Created in 1984, initially marketed quotas for Honda motorcycles, its largest chain, today it already has a prominent position in the market and a structure that allows it sell plans for cars, motorcycles, trucks, real estate and even airplanes.

“Until 1995, we marketed only the Honda National Consortium. From that moment on, and due to the success and experience we gained, the market expansion came naturally, as the entry into other segments and the setting up of its own administrating company,” said the executive.

Today, Canopus Consortium sells approximately 25,000 quotas on a monthly basis and grows at an average rate of 15% per month. According to Cruz, this was possible only with the professionalization of its structure, which gave more breath to sales, mostly performed in their own group dealerships chain, and the expansion of partner dealerships. “Another important point to highlight is the called itinerant meetings. Through them, every month, we choose a city where our team will hold the meeting,” he explains.

Marcos Roberto Cruz, CEO of Canopus Group.

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success story

On the left, employees of one of the group Chery dealerships accompanying the pronouncement of Marcos Cruz, in an event celebrating 40th anniversary of the Companies. On the right, employees and clients planting a tree during the campaign sponsored by the Institute.

In these meetings, representatives and host dealer invite clients and prospects to follow, live, the groups’ raffle. At the event, besides pulling out the tens, prize drawings are conducted to motivate more and more the consortium members.

“We use the events to sell more quotas. This is a recipe that we are using since 2010 and has given many results,” says Cruz, explaining that, in nearly three years, Canopus Consortium has grown over 1,000%. “Investments and new ideas are necessary to create innovations that help in the development,” he adds.

Professional qualification and social activities – Speaking of investments, Canopus Companies innovated by providing its employees a channel of knowledge and professional qualification. Canopus University was created just over four years, from an idea of consultant Francisco Nunes, who created knowledge projects for the Companies managers.

Through this initial idea, professionals passed through one-year training courses with classes taught every fortnight. “Today, we have physical structure for classes and also structure for remote classes, through the Internet,” adds Cruz.

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According to Canopus Companies CEO, the activities developed for the professional training e development firstly aim at the company employee’s growth. Secondly, the group has the premise of also assist in the development of the employee’s family and the surrounding community. “For a growing business, it is necessary that people also grow.

Therefore, we invest heavily in educational and social projects. This is already part of the company DNA,” explains Marcos Cruz.

With this philanthropic spirit, the CEO of Canopus Companies founded the Canopus Institute in 1991. Initially thought to serve low-income families in some neighborhoods of Cuiabá, today it is already present with philanthropic activities in all municipalities where Canopus Companies have business.

Canopus has training and assistance projects to communities in need, through activities that qualify the involved - personally and professionally,–and work family issues, of environmental responsibility and professional development. The activities take place through 5,000 volunteers, who are prepared in a special training program. “”Company employees and volunteers who wish to be part of Canopus Institute spend three days in a retreat, watching about 15 speeches that teach them to disseminate knowledge to help people in need. Today, we already have a very expressive group of volunteers, which makes me proud,” says Marcos Cruz.

Besides working in the regions where it operates, Canopus Institute also conducts special activities of help. Cruz explains and exemplifies the fundraising work done to help the Japanese tsunami victims. “We raised more than R$ 1 million to help rebuild houses and also to buy clothes and

groceries,” he explains. The victims of the earthquake that devastated Haiti and the unsheltered in the floods in the mountainous region of Rio de Janeiro were also helped by Canopus Institute volunteers. Through its volunteers, more than three airplanes of goods were collected, with the aid of the Brazilian Army, in addition to clothes and groceries that were donated to victims of both tragedies, respectively.

“We also work in hospitals and nurseries. Our volunteers help to insert underprivileged youth in the labor market. We provide guidance, we teach how to make a good resume, we offer tips on behavior, among other things so that they are minimally prepared when they arrive at the companies,” adds Cruz.

With the slogan “40 years providing happiness”, created through a contest among the employees of Canopus group, the CEO of the organization launched, in São Paulo, a big campaign

Untitled-3 1

of environmental responsibility, actions encouraging the football World Cup in Mato Grosso and of traffic education. During one year, for each vehicle sold by Canopus Companies a tree will be planted.

According to the CEO of Canopus Companies, the goal is to plant 40,000 native and ornamental trees. Taxi drivers and waiters, strategic professionals to welcoming World Cup tourists, will be sponsored with English courses. Clients involved in the campaign of planting trees, will also get courses of traffic education. “We will share with our employees, clients and communities where we operate, our ideal of doing business protecting the environment and humanizing the cities,” recalls the entrepreneur Marcos Cruz, who adds: “For that, we will count on the cooperation of all our volunteers, mainly those of Canopus Companies, who are increasingly involved in the Institute action.”

19/07/2013 16:41:32

launches

New models for an increasingly demanding market The Brazilian public is increasingly demanding with respect to their consumption habits, especially when choosing a new car. More comfort items, more power in the engine, allied to that, better performance, and lower fuel consumption.

Check out the market novelties that intend to meet the growing demand.

Chery Operating in the Brazilian market since 2009, Chery sells models of several segments, and has the compact QQ as flagship. Another model of great success of the Chinese assembler is the Tiggo SUV, recently presented with a series of innovations.

With suggested price of R$ 51,990, the new Tiggo brings the same engine as the previous one, a 2.0 16V petrol engine that generates 138 horsepower, with a five-speed manual transmission and 4x2 front. As standard equipment such as air-conditioning, electric drive windows, locks and automated rearview mirrors, CD player with USB port, among others installed on the vehicle.

The new model of Chery is part of a segment that competes with other market big hit vehicles, such as Aircross Citroën, the Duster Renault and the Ford Ecosport.

The company projects sales of 350 units per month or four thousand per year. “It is a volume that will represent a share of 3.7% in the SUV segment,” says João Carlos Rodrigues, Chery Sales Executive Officer.

According to the make executive, the new model will follow the growth the company estimates for their business in the coming years in Brazil. For 2013, it expects to deliver 20,000 units in the domestic market, a 5% growth against 17,000 units in 2012.

Out of this total, QQ will account for half of sales, followed by Celer with 4,000 units, and the Face with 2,000 units. “As Chery starts producing in Brazil and the make is more known and widespread, Tiggo and other models will naturally increase its sales volume,” says Luis Curi, CEO of Chery.

New Tiggo.

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mini In June, MINI presented its newest model for the Brazilian market. The seventh model in the range is the sporty Cooper S Paceman, a mix of a compact premium coupé with SUV, which is already available in the make dealerships of Brazil. In a single version, the new member of Mini family, BMW Group make, arrives in Brazil for the suggested price of R$ 139,950.

According to the Marketing and Sales Officer of Mini in Brazil, Paulo Manzano, the company projects sales of 30-40 units per month in the domestic market, volume that can be adjusted. “Mini Cooper S Paceman draws attention for the sportiness and elegance. I believe that responsiveness of Brazilian client, who is demanding and drawn by quality and design, will be very positive. These volumes may be adjusted, but let’s wait for the market reaction to reassess,” he said.

The drop in sales in 2012, due to IPI increase for imported items, made the make dry off campaign

activities for sales. For 2013, MINI expects to overcome the negative result of last year, with 46% increase in sales, to a little over 3,000 units, supported by price reductions, by the S Paceman launch, the aggressive return of marketing actions, besides the opening of five more dealerships, between the end of this year and early next year, in the cities of Sorocaba and São José dos Campos (SP), Maceió (AL), São Luís (MA), and João Pessoa (PA). “Today, a potential client is surprised when they realize they can purchase a MINI for less than R$ 80,000,” he says.

S Paceman is also one of the main bets not only of MINI, but of BMW Group, to increase global sales.

Manzano informs that the world sales projection for the model is between 16,000 and 20,000 units in 2013, including the volume foreseen for Brazil. Since its launch in mid-March this year in Europe and the United States, the make has sold over 3,000 units of the model.

Mini Cooper S Paceman.

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launches

jac The J3 2014 model has already arrived at JAC Motors dealerships throughout the Country. With important external and internal modifications, the model has the suggested price of R$ 35,990, and the sedan, called J3 Turin, of R$ 37,990.

The two bodies received a renewed front in all elements: hood, headlights, grill, fenders and bumper. The back of the hatchback remains the same, but the back of the sedan was revised. The most noticeable change is in the lanterns, which now extend upon the lid of the trunk. The engine is equipped 1.4-liter petrol capable of 108 horsepower.

The changes were created in Italy and executed by the Chinese, but they would have been dictated by Brazil: the road now is reversed. They (the Chinese) already

J3 Turin

assimilate more of what we asked,” says the Manager of Quality and Experimental Engineering, Clayton Máximo.

Those responsible for the product in China would be more malleable and less reactive than in the initial period, even because the experience with Brazilians has been intense.

Until the end of the year, the company plans to sell 24,000 units of the whole JAC family, which includes the J3, the compact J2, the sedan J5, the J6 minivan and a new luxury van for 7 people called T8, to be introduced in October. About the market for 2013, the Chinese make believes in 2%-5% high over last year.

mercedes-benz In July, Mercedes-Benz presented – to the Brazilian market – the 9th generation of E Class, with news in design and motorization. The two sedan version have four doors: E 250 TurboAvantgarde, of 211 horsepower, and 350 Avantgarde, V6 of 306 horsepower, are already available at the make dealerships all over the Country, as well as the other models that are part of the family – the cabriolet, equipped with the same engine of 306 horsepower, and the coupé, with a propellant of 211 horsepower. The models with young features will have as main rival the BMW 5-Series. The sedan E 250 - the cheapest model of the family - for R$ 229,900. The sedan with V6 engine is sold for R$ 284,900. The sporty coupé, two-door, and four-seater, costs R$ 239,900, and the cabriolet,

Mercedes-Benz Classe E

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for R$ 299.900. The E Class entrance version, in the previous generation, cost R$ 224,000. The Senior Manager of Car Marketing and Sales for Mercedes-Benz, Dirlei Dias, believes that the Brazilian will pay more due to the technological innovations and refinement that cars offer – as European has done since the beginning of the year, when the sedan started to be sold there. The executive estimates that 450 E Class units will be sold just in this second half of the 2013 in the Country.

Next year, Mercedes plans to hit 900 units in the domestic market to win the Brazilian leadership among the premium makes. “We expect that 50% of this volume are the sedan E 250, 30% of sedan E 350, 10% of coupé, and 10% remaining of cabriolet,” estimates Dias.

agrale Agrale struck the production of 100,000 vehicles in June, counted from the first unit, a TX 1100 model truck built in 1982. The unit number 100,000 is a minibus MA 10.0 chassis, purchased by Magnus Isse, public transportation operator in Porto Alegre, RS. For Hugo Zattera, CEO of Agrale, the number is emblematic, especially considering the fact that the company, at the beginning, operates modestly in vehicle manufacturing. Magnus Isse recalls being Agrale client for three decades, currently his fleet has 46 units of the make. “We noticed two major features in the vehicles: the low maintenance and durability,� attests Isse.

Agrale commenced operations in 1962 with the manufacture of two-wheel micro tractors. In 1982, it launched its first trucks, and in 1996 launched bus chassis, followed by Agrale utility vehicles MarruĂĄ, in 2004. Currently, it produces trucks, bus chassis, utilities and diesel engines.

launches

ford Ford presented its new line of Cargo trucks for the segment of extra-heavy vehicles, inaugurating its entrance on this market range in Brazil. The first 02 mechanical horse units, composed by Cargo 2042 and Cargo 2842 models, left the truck assembly line of Ford plant in São Bernardo do Campo, SP. Besides the initial presentation of the new line, Ford announced the relaunch of F-350 and F-4000 trucks in the semi-light and light segment, respectively, expected for 2014.

With capacity up to 56 tons, the Ford extra heavy duty consists of two models: the Cargo 2042 with 4x2 and the Cargo 2842 with 6x2. They are entirely new models of global class already circulating in Europe since the first quarter of this year, Both are equipped with 420 hp engine. Primarily intended for the long-distance cargo

transport sector, Cargo 2042 and Cargo 2842 were jointly developed by the design and engineering teams of Ford Brazil and Turkey.

Investments in the Ford truck plant have been significant in recent years. Today it has about 700 employees and a daily output of over 150 vehicles. “Ford has been investing R$ 670 MM in the truck sector since 2009. The new extra-heavy are part of a strategy that includes the launch of 15 models, besides the F Series trucks,” said Steven Armstrong, CEO of Ford Brazil.

The operation of commercial vehicles is strategic for Ford South America. The make is among the three leaders in truck sales in the region. In 2012, it had a 21.1% share in Brazil, considering the segments of up to 46 tons in which the make was until then present.

Ford Cargo 2842

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DM9

Sujeito a análise de crédito.

Ajude seu cliente a escolher bem.

Porque opções de crédito no Itaú ele já tem.

Itaú Financiamento de Veículos. O crédito mais rápido e consciente do mercado.

O Itaú é o patrocinador máster do XXIII Congresso Fenabrave pelo sexto ano consecutivo. Nosso objetivo é acompanhar de perto os movimentos do mercado para continuar oferecendo soluções de crédito que vão fazer seu cliente sair de carro novo, inclusive nos fns de semana. E você pode contar ainda com a nossa parceria para aproveitar novas oportunidades de negócio: divulgue os carros da sua revenda no iCarros para milhões de compradores on-line. www.itau.com.br

Aproveite e divulgue os carros da sua revenda no iCarros para milhões de compradores on-line. www.icarros.com.br

Itaú. Feito para você.