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Philosophy<br />
Since our beginnins in 1961, we have a clearly defined and unwavering goal:<br />
“The permanent seek of service excellence”.<br />
Mission<br />
Ensure adequate treatment of the products we sell in all phases of the distribution circuit.<br />
Satisfactorily respond to the needs of our customers and suppliers,<br />
allowing them and also us, sustained growth over time.
Vision<br />
Achieve leadership in the distribution of autoparts, through recognition and choice of our<br />
customers, understand their needs, offer solutions and provide an excellent service, thereby<br />
generating significant added value.<br />
“Let the customer choose us because we are the best option”<br />
Values<br />
Build strong relationships grounded in security, trust, integrity and respect towards all suppliers<br />
and customers. These values have been the foundation of the family business.
History
50 m2<br />
250 m2<br />
30 brands<br />
represented<br />
84 brands<br />
represented<br />
3200 m2<br />
1961<br />
1963<br />
1972<br />
1982<br />
1983<br />
1995<br />
1998<br />
History<br />
Don Elías Etman opens “El Repuesto Europeo”, specializing in VW, Peugeot,<br />
Fiat, Renault and other European vehicles. He also continues his work as a<br />
mechanic.<br />
Elías closes the garage and devotes himself exclusively to the spare parts<br />
business<br />
The company has a sustained growth and expands its facilities<br />
Néstor & Walter Etman take the board of the company and the business takes<br />
a new direction, moving from a regional dsitribution to an organization with<br />
national presence, starting also as an importer an changing the name to<br />
“Etman”<br />
Salesmen are incorporated in order to cover the Patagonia and center of the<br />
Buenos Aires Province. In a short time a sales force with 8 salesmen is<br />
assembled<br />
The company continues to grow and in 12 years the portfolio triples<br />
Three properties are acquired to build warehouse increasing the Bahía Blanca<br />
operation area.
4700 m2<br />
5450 m2<br />
6900 m2<br />
109 brands<br />
represented<br />
2000<br />
2002<br />
2003<br />
2005<br />
2007<br />
In only 30 days the branches in Rafaela (Santa Fe) and Paraná (Entre Ríos)<br />
are opened, from this moment Etman has 2 new points of sale and increased<br />
storage capacity<br />
Rosario (Santa Fe) branch is opened<br />
History<br />
Etman implements an innovative mobile solution (Pocket PC) for the entire<br />
sales force that allowed the firm to position itself as the leader in technology<br />
applied to internal operations, communication speed, transaction security and<br />
customer service .<br />
The Rosario branch is relocated to its current location with a warehouse of<br />
2200 m2, starting in December. This branch starts to work as a Distribution<br />
Center to supply the Rafaela and Paraná branches and all the customers of<br />
these three points of sale.<br />
Warehouse Management System is installed al the Rosario Distribution Center,<br />
a system to manage the warehouse using top of the line wi-fi handhelds
8700 m2<br />
10300 m2<br />
11200 m2<br />
140 brands<br />
represented<br />
2007<br />
2008<br />
2009<br />
2010<br />
2011<br />
2012<br />
New warehouses are built to add 1800 m2 to Bahía Blanca facilities<br />
Mendoza branch is opened with an owned warehouse of 1600 m2 and the<br />
same WMS technology installed in Rosario<br />
Etman Club starts with the first prize catalogue<br />
WMS is launched at Bahía Blanca distribution center<br />
February 2nd. 50 anniversary!<br />
A new 900 m2 warehouse is added to the Bahía Blanca distribution center<br />
WMS is installed at the Rafaela branch<br />
History
13200 m2<br />
2012<br />
2013<br />
History<br />
In November the image standarization of all the points of sale is finished<br />
The search for new facilities for the Rafaela branch begin, finding a new 1400<br />
m2, and a storage capacity of 2000 m2<br />
Etman Club is reluanched with over 13.000 prizes and benefits
Legal Organizations: Multioriginal Parts S.A. - Logistics Spare Parts S.A.<br />
Name: Etman<br />
Activity: Autoparts Importer and Distributor<br />
Opening: February 1961<br />
Points of sale: 2 Distribution centers: Bahía Blanca & Rosario and 3 branches: Mendoza, Rafaela & Paraná<br />
Employees: 222<br />
Customers at the end of 2012: 3750 nationwide<br />
Etman<br />
Represented brands: 141 brands for original equipment and aftermarket<br />
References: 59.800 applications for light and heavy lines<br />
Annual sales in units at the end of 2012: 4.855.178 u.
Points of sale
Legal Organizations<br />
Multioriginal Parts S. A. -MP-<br />
Logistics Spare Parts S.A. -LSP-<br />
Storage capacity<br />
5900 m 2<br />
Storage capacity<br />
2200 m 2<br />
Total Storage capacity: 11200 m 2<br />
Storage capacity<br />
1600 m 2<br />
Storage capacity<br />
700 m 2<br />
Storage capacity<br />
800 m 2
Bahía Blanca Distribution Center<br />
Chiclana St. access
Bahía Blanca Distribution Center<br />
Parking and dispatch – Israel St. access
Bahía Blanca Distribution Center<br />
Reception area – Brandsen St. access
Bahía Blanca Distribution Center<br />
Picking area – Brandsen warehouse
Bahía Blanca Distribution Center<br />
Picking and storage area
Bahía Blanca Distribution Center<br />
Picking area
Bahía Blanca Distribution Center<br />
Reception area and purchasing department offices
Bahía Blanca Distribution Center<br />
New warehouse 3 levels – 900 m2
Bahía Blanca Distribution Center<br />
New warehouse 1º level picking area
Bahía Blanca Distribution Center<br />
New warehouse 1º level picking area
Bahía Blanca Distribution Center<br />
New warehouse 2º level storage area
Bahía Blanca Distribution Center<br />
New warehouse 2º level storage area
Bahía Blanca Distribution Center<br />
Dispatch
Rosario Distribution Center
Rosario Distribution Center<br />
Rosario staff
Rosario Distribution Center<br />
Administration Customer service
Rosario Distribution Center<br />
Picking area
Rosario Distribution Center<br />
Picking area
Rosario Distribution Center<br />
Picking area
Rosario Distribution Center<br />
Storage area
Rosario Distribution Center<br />
Storage area
Rosario Distribution Center<br />
Storage Area Dispatch
Mendoza branch
Mendoza branch<br />
Mendoza Staff
Mendoza branch<br />
Customer service
Mendoza branch<br />
Picking area
Mendoza branch<br />
Picking area
Mendoza branch<br />
Racks Storage
Mendoza branch<br />
Dispatch
Rafaela branch<br />
Rafaela Staff
Rafaela branch<br />
Customer service
Rafaela branch<br />
Picking area
Rafaela branch<br />
Picking area
Rafaela branch<br />
Dispatch
Paraná branch<br />
Paraná Staff
Paraná branch<br />
Customer service
Paraná branch<br />
Picking area
Paraná branch<br />
Picking area
Projects & Investments<br />
2012 - 2013
2012<br />
Bahía Blanca warehouse extension in 3 levels adding 900 m2 (Aug. 2012)<br />
WMS launched in Rafaela (Oct. 2012) and Paraná (Apr. 2013)<br />
Image standarization in all points of sale<br />
Microsoft Dynamics CRM (Jul. 2012):<br />
- Lead analysis<br />
- Marketing campaigns<br />
- Collection management<br />
Projects & Investments 2012 - 2013
2013<br />
Sales force equipment replacement from PocketPC to Tablets running Windows 8<br />
Rafaela new facilities<br />
- Ground surface: 2000 m2<br />
- Offices: 1400 mts2<br />
- Storage capacity: 2 Plantas - 2000 mt2.<br />
Microsoft Dynamics CRM for:<br />
- Suppliers<br />
Projects & Investments 2012 - 2013<br />
Training plan<br />
- Middle management: Communication and effective listening. Team work. Motivation.<br />
- Office staff: Communication and effective listening. Team work. Task planning.<br />
- Commercial staff: Tech trainning of all products.<br />
- Warehouse personel: Tech trainning, handling and product care.<br />
- Staff: First aids and CPR.
2013<br />
New trainning center project (300 m2)<br />
Housing project over 636 Chiclana St.<br />
1st stage<br />
- Warehouse – concluded August 2012<br />
2nd stage<br />
- 130 car parking (1500 m2) – started 2013<br />
- max capacity: 200 cars<br />
3rd stage<br />
- Offices (1600 m2)<br />
4th stage<br />
- Housing (4000 m2)<br />
Projects & Investments 2012 - 2013
Training center
Training center<br />
Training center design – 300 m 2
Training center<br />
Training center design – 300 m 2
Stage planning
Plant project
General project
Rafaela branch new facilities<br />
2 Levels – 1400 m 2 – 2000 m 2 Storage capacity
Rafaela branch new facilities<br />
Ground floor
Rafaela branch new facilities<br />
Upstairs<br />
Trainning center
Sales force coverage
Sales force coverage<br />
- Today -<br />
• 5 Points of sale<br />
• 33 Salesmen<br />
• 2 Supervisors<br />
- 2013 projection -<br />
• 38 Salesmen<br />
• 3 Supervisors
Goal: aim sales to the right market segment, allowin a growth of each<br />
particular line, achieving better development of our clients and greater<br />
coverage of our service areas. New salesmen will allow us:<br />
Fully deploy Etman portfolio<br />
Optimize current routes<br />
Increase customers visits<br />
Improve the collection management<br />
Reduce the amount of clients per salesmen.<br />
Sales force reorganization plan
General parts shop<br />
Official dealers<br />
Specialist shops – light and heavy lines<br />
• Drivetrain<br />
• Brakes<br />
• Clutches<br />
• Engine<br />
• Lighting<br />
• Batteries<br />
• Electricity<br />
• Ignition<br />
• Carburization<br />
• Electronic injection<br />
• Monobrand light<br />
Oil shops<br />
Service station<br />
Plan de Reorganización Comercial<br />
• Monobrand – heavy duty<br />
• Multibrand – heavy duty<br />
• Agricultural - Tractors<br />
• Transmission<br />
• Bearings<br />
• Motorcycles<br />
• Radiators - exhaust<br />
• Boating<br />
• Rubber products<br />
• Accesories<br />
• Other
New search criteria
Etman numbers
250<br />
200<br />
150<br />
100<br />
50<br />
0<br />
Human resources growth<br />
48 50 53 62<br />
75<br />
94<br />
102<br />
6 8 9 10 14 15 20 22 23 26 28 34 37 41<br />
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 Proy.<br />
2013<br />
Sales force (Salesmen + Supervisors)<br />
Staff<br />
Total<br />
54<br />
2000<br />
Rafaela and Paraná<br />
branches opened<br />
7 % 7 %<br />
58<br />
62<br />
16 %<br />
72<br />
2001<br />
Rosario branch<br />
opened<br />
24 %<br />
89<br />
Etman through the years<br />
22 %<br />
109<br />
12 %<br />
122<br />
145<br />
2005<br />
Rosario Distribution<br />
center opened<br />
37 %<br />
167<br />
9 % 0 %<br />
182 182<br />
159 156<br />
23 % 3 % -2 %<br />
195 195 187<br />
2008<br />
Mendoza branch<br />
opened<br />
229<br />
223 224<br />
4%<br />
234<br />
193
Customers<br />
Crecimiento 4000 en Cartera de Clientes Activos<br />
3500<br />
3000<br />
2500<br />
2000<br />
1500<br />
1000<br />
500<br />
2000<br />
Rafaela and Paraná<br />
branches opened<br />
0<br />
13%<br />
21%<br />
2001<br />
Rosario branch<br />
opened<br />
23%<br />
Etman through the years<br />
23%<br />
13%<br />
14%<br />
780 885 1070 1319 1622 1828 2086 2261 2455<br />
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 Proy. 2013<br />
2005<br />
Rosario Distribution<br />
center opened<br />
8%<br />
9%<br />
-3%<br />
2378<br />
27%<br />
3016<br />
2008<br />
Mendoza branch<br />
opened<br />
8%<br />
3255<br />
15%<br />
3750<br />
5%<br />
3956
6,000,000<br />
5,000,000<br />
4,000,000<br />
3,000,000<br />
2,000,000<br />
1,000,000<br />
0<br />
2000<br />
Rafaela and Paraná<br />
branches opened<br />
751,328 867,523 1,033,012<br />
15%<br />
19%<br />
1,988,258 2,165,381<br />
92%<br />
Etman – Annual sales in units<br />
2,693,571 2,844,262<br />
6%<br />
3,768,619 3,999,769<br />
3,825,994<br />
4,664,360<br />
5,003,924 4,855,178<br />
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2012<br />
c/imp<br />
2001<br />
Rosario branch<br />
opened<br />
9%<br />
24%<br />
2005<br />
Rosario Distribution<br />
center opened<br />
32%<br />
6%<br />
-4%<br />
22%<br />
2008<br />
Mendoza branch<br />
opened<br />
7%<br />
-3%<br />
5,378,621 5,454,807<br />
7%<br />
12%<br />
Prox.<br />
2013<br />
Import<br />
limitations<br />
(LNA)
70,000,000<br />
60,000,000<br />
50,000,000<br />
40,000,000<br />
30,000,000<br />
20,000,000<br />
10,000,000<br />
0<br />
24,685,486<br />
30,178,409 29,185,221<br />
22%<br />
Etman – Annual sales in U$S<br />
-3%<br />
U$S Billing<br />
35,814,016<br />
23%<br />
44,423,492<br />
51,338,950<br />
54,493,684<br />
63,095,236<br />
2007 2008 2009 2010 2011 2012 2012 c/Imp Proy. 2013<br />
24%<br />
16%<br />
23%<br />
* Exchange rate from BCRA<br />
23%
Technology
Technology as a strategic differential<br />
Innovations and permanent<br />
development of IT tools
New equipment for the sales force<br />
Tablets opertaing over Windows 8
Specifications<br />
• 11,6” LED FULL HD<br />
• Intel ATOM 1.5<br />
2 GB RAM memory<br />
64 GB HD<br />
WI FI, Bluetooh.<br />
Tablet SAMSUNG Smart PC XE 500 T1C<br />
Benefits<br />
Hi speed to run IWS<br />
Customers direct email communication<br />
Products pictures included<br />
ETMAN Digital catalogue included<br />
PDF file generation<br />
Hi speed WI FI connection
Digital Catalogue<br />
This tool, developed by out company, has the main and only goal to help our<br />
customers on ther daily work and improve their counter sales.<br />
Main strengths<br />
Online update<br />
Multiple price list management<br />
5 search engines to locate products<br />
Stock information from all points of sale<br />
Technical information and product picture<br />
Online order system with product confirmation<br />
Online order tracking<br />
Daily news about new products and price changes<br />
Etman Club information<br />
Current “Destacado Digital”<br />
Online account, returns and warranties information<br />
Online billing information<br />
Technology as a strategic differential
Customer support on IT tools<br />
Etman has a 5 person IT group that regularly visits each one of our customers. In 2012 a new resource will be<br />
added to this group.<br />
Their tasks include:<br />
Install our web catalog.<br />
Instruction and training.<br />
Update to new releases.<br />
Support to daily problems.<br />
Show the web portal.<br />
Display the company video.<br />
Advertise Etman Club.
Customer support on IT tools<br />
The IT assitants have an aditional task, to train the customers in the use of the digital catalogue to submit all<br />
orders and track warranties and returns.
The IT assitants are currently<br />
perferming a geopositioning<br />
survey of all the customers.<br />
This will help to:<br />
Develop a search<br />
engine for the final<br />
users<br />
Optimize visit calendars<br />
Customers geopositioning
All sale points have a WMS, this system optimizes al warehouse tasks, such as:<br />
Reception<br />
Storage and internal movements<br />
Stock<br />
Picking<br />
Dispatch<br />
Warehouse Management System (WMS)<br />
RFID technology
Microsoft Dynamics CRM<br />
July 2012
Sales team<br />
productivity<br />
Microsoft Dynamics CRM – Sales team productivity<br />
Customer<br />
service<br />
Maximize the value of commercial relationships<br />
Monitor sales interaction on multiple channels<br />
Automate process to improve team productivity<br />
Improve sales opportunities<br />
Marketing<br />
effectiveness<br />
Process and task monitoring
Sales team<br />
productivity<br />
Microsoft Dynamics CRM – Marketing effectiveness<br />
Customer<br />
service<br />
Bind campaigns to the right audience<br />
Quickly direct campaigns across multiple channels<br />
Automatize key processes (qualifying leads, approvals, etc.)<br />
Effectively trace the impact of marketing and discover the<br />
inner aspects<br />
Monitor the impact of the campaign and dicover different<br />
perspectives<br />
Marketing<br />
effectiveness<br />
Process and task monitoring
Marketing campaigns
Marketing campaigns<br />
Monthly issued featured products for customers.<br />
It is a printed and online magazine
Marketing campaigns<br />
Campaigns in auto racing<br />
Etman has been supporting for<br />
almost 10 years<br />
TC 2000 / Súper TC 2000<br />
Renault Team<br />
Different print media and static track<br />
advertising from Etman and the<br />
represented brands
Marketing campaigns<br />
Strong advertising on business leading print media<br />
Taller Actual and Aftermarket magazines<br />
along 2013
Marketing campaigns<br />
Company and represented brands presence on TV and Radio<br />
Trying to strengthen Brand – Distributor<br />
TV commercial<br />
Click to watch TV commercial<br />
Click to listen radio advertising
Press campaigns<br />
Company news, products launch, tech<br />
presentations and more published on regional<br />
and national media
Customer loyalty plan<br />
Launch: September 2009
Etman Club<br />
In September 2009 Etman Club was launched,<br />
the first customer loyalty plan<br />
in the automotive sector.<br />
It is based on assigning points for customers payments.<br />
These points can be later be traded for prizes and benefits.<br />
“Etman Club” aims to strengthen the Etman brand on the market,<br />
recognize and reward the customers purchases and<br />
get an increment on the company sales.
Since the first launch, Etman Club has delivered over 6200 prizes. Including trips,LCDs, notebooks,<br />
scooters, home theaters, digital cameras, portable DVD players, GPS, playstation, clothing and much<br />
more<br />
Trip to Cuba<br />
Some of the prizes for the associates<br />
Updated April 2013<br />
Etman Club<br />
Trip to Miami<br />
& Orlando
Etman Club<br />
On May 2011 Etman Club publishes the second Prize catalogue
ETMAN CLUB Launch<br />
February 2013
Main features of the new launch:<br />
New image<br />
New web site, with new sections and videos<br />
New associate categories-Black, Gold, Silver – LAUNCH JUNE 2013<br />
Nationwide benefits<br />
We continue with our goal:<br />
ETMAN CLUB relaunch<br />
Build lasting relationships with our customers<br />
Provide customized benefits according to the customers preferences<br />
Develop a dynamic and exclusive Club, the regularly adds new services and benefits<br />
for the associates
Etman Club – Press Campaign<br />
Strong press<br />
campaign in<br />
different<br />
regional and<br />
national media<br />
Aftermarket Aftermarket<br />
Taller Actual<br />
Destacados<br />
Aftermarket<br />
Campeones
Aditional Actions
Etman Staff at 2012 year<br />
closure<br />
Etman closed 2012 at all the sale points
Sponsor Day: Etman - Renault<br />
• ETMAN SUPER TC 2000 RENAULT TEAM SPONSOR<br />
• RENAULT TEAMS AND BRANDS CHAMPION 2012<br />
A special day dedicated to suppliers. A unique experience with Renault Team.
Sponsor Day: Etman - Renault<br />
Broadcasted by<br />
“Taller Actual TV”<br />
Published by<br />
“Taller Actual”
Sponsor Day: Etman - Renault
Thank you for your time
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