2007 Reference document (PDF) - Valeo

1 Activity
The Group
PAGE 26
4.5. Sales and business development
Valeo develops, produces and commercializes original
equipment and aftermarket products and systems for all car
and truck manufacturers.
The Group’s commercial policy extends well beyond everyday
commercial relations and involves forging very close partnerships
and accompanying their customers in developing their markets,
throughout the world.
4.5.1. Automaker customers
Valeo’s top five OEM customers, representing a total 61.4% of Group
sales are (in alphabetical order) Ford Motor Company, General
Motors, PSA Peugeot-Citroën, Renault-Nissan, and Volkswagen.
The Group’s biggest customer represents just over 19% of Valeo’s
sales.
Its main original equipment customers are (in alphabetical order):
■ BMW;
■ Chery;
■ Chrysler;
■ Daimler;
■ FAW;
■ Fiat;
■ Ford Motor Company;
■ General Motors;
■ Honda;
■ Hyundai;
■ MAN;
■ Mitsubishi;
■ Navistar;
■ Paccar;
■ Porsche;
■ PSA Peugeot-Citroën;
■ Renault Nissan;
■ Scania;
■ SAIC Group;
■ Tata Motors;
■ Toyota;
■ Volkswagen Group;
■ Volvo Trucks.
2007 Reference document - VALEO
4.5.2. Operation
The Sales and Business Development Function comprises three
networks:
■ National Directorates, which act as veritable ambassadors
for Valeo in given geographical areas. Their role is to promote
the Valeo brand in these regions, establish close relationships
with the key customers in the regions and to resolve locally
any legal or social problems, where necessary. There are ten
National Directorates, based in China, Germany, India, Italy, Japan,
North America, Poland, South America, South Korea and Spain.
In 2007, a new National Directorate was created in India in order
to coordinate the Group’s business on this growth market for the
automotive sector, where Valeo has won several new contracts;
■ the nine Group Customer Directors are the Sales Directors
responsible for major automaker customers. Each represents Valeo
in dealings with a given manufacturer and coordinates relations
with the customer on a Group-wide basis, for all Product Families.
In 2007, a Group Customer Director was appointed in South
Korea, to help boost Valeo’s growing business on the country’s
OE market;
■ the Sales and Business Development network, consisting of
ten Sales Directors each of whom is linked to a Group Product
Family, defines the commercial strategy and is responsible for
day-to-day customer relations.
The Function’s commitments:
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promoting recent technological innovations: Valeo presented
its latest innovations at the 2007 International Motor Show in
Frankfurt. The Group also organized over a dozen customer—
specific events during the year, including Ride & Drive tests,
Domain Days and Tech Days to boost its presence among the
automakers and to highlight its pre-project innovations. This
technological promotion was fruitful: orders for innovative
solutions recorded by Valeo rose considerably in 2007 compared
to the two previous years, and come to 32% of the order book;
developing OE customer-specific sales strategies: Valeo has
developed a certain number of tools to ensure that commercial
relations with its customers foster a context of profitable growth
and drive markets: the Customer Development Plan, for example,
is a veritable tool for promoting the Group’s commercial strategy.
Customer satisfaction surveys are also carried out on a regular
basis;
developing the sales force: Valeo has also developed an entire
training module dedicated to improving the effectiveness of its
sales force: the Valeo Sales Academy.
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