N M D A DEALER ATTITUDE SURVEY AUTUMN 2014 RESULTS ANALYSIS OVERVIEW

N M D A DEALER ATTITUDE SURVEY AUTUMN 2014 RESULTS ANALYSIS OVERVIEW

Q7a: How would you rate the following aspects of sales: The fairness of your manufacturer s policy for the supply and stocking of motorcycles Q7 a) How would you rate the following aspects of sales: The fairness of your manufacturer s policy for the supply and stocking of motorcycles 3.4 4.3 2.8 2.9 Yamaha SUPPLY & STOCKING OF MOTORCYCLES With 70% of networks surveyed providing a score on or above the 3.4 average mark and 60% increasing their rating since the last survey, the results to this question would suggest an overall improvement in satisfaction from the majority of dealers in respect of manufacturer s policies for the supply and stocking of motorcycles. Despite the above, dealers are less satisfied having returned a decrease in rating of -0.4, yet are still ranked 2 nd in the ratings table. The offer an increase in rating of +0.4 and move away from last place in the rankings, which is now held by. The all dealer average has improved from to 3.4.

Q7b: How would you rate the following aspects of sales: Your new motorcycle target negotiating process Q7 b) How would you rate the following aspects of sales: Your new motorcycle target negotiating process 2.9 2.7 3.4 2.4 2.8 2.6 Yamaha TARGET NEGOTIATION PROCESS When dealers were asked about their new motorcycle target negotiating process, there has been an overall decrease in satisfaction with 50% of networks falling in rating since the last survey and a drop of -0.1 in the all dealer average from 3.0 to 2.9. was the most notable network to provide a decrease in score, by -0.9. However, this network still sit in 2 nd position in the ratings table. now fall to 6 th place in the rankings having given a drop in score of -0.6. Other networks to indicate less satisfaction include -0.3, -0.4 and -0.4. On a positive note, Yamaha, with an increase in score of +0.3, move to joint 2 nd place alongside and. take 1 st position in the ratings having increased their score by +0.3.

Q8c: How do you rate your manufacturer s performance in terms of the following: Retail sales incentives and promotions Q8c) How do you rate your manufacturer's performance in terms of the following: Retail sales incentives and promotions 3.6 2.8 2.9 3.6 1.8 3.8 Yamaha RETAIL SALES INCENTIVE PROMOTIONS Despite the fact that 70% of dealer networks surveyed gave a fall in rating when asked about their manufacturer s retail sales incentives and promotions, we see the same number scoring on or above the. average score, which remains unchanged since the last survey. Looking at the more negative responses given by dealers, is the most significant at -0.8 and drop to 3 rd position, whilst fall to 9 th place in the rankings after a drop in score of -0.7. Other negative responses were received from -0.4, -0.3 and -0.3. Only and Yamaha dealers make any improvement in rating, both +0.3, although Piaggio Group remains in last place in the table of ratings. Yamaha moves up to 4 th position.

Q13: How satisfied or dissatisfied are you with the profit return by representing your franchise Q13 How satisfied or dissatisfied are you with the profit return by representing your franchise 4.1 3.6 4.3 2.8 2.4 2.9 4.3 Yamaha 3.4 DEALER PROFIT RETURN When dealers were asked how satisfied they are with the profit return they receive by representing their franchise, it is encouraging to see a further improvement overall with the all dealer average rising from to, 60% of networks responding with an increase in rating and 70% of dealers scoring on or above the average point. More negative responses were given by -0.3, -0.3, -0.3 and Piaggio Group -0.1. remain last in the rankings table, with 4 th, 7 th and 8 th. Turning to the more confident responses received, the results to this question show a significant improvement by dealers at +1.0 rising to 1 st place. and Yamaha also gave notable increases in score of +0.8 and +0.6 respectively.

Q14a: How do you rate the following financial aspects: The future profitability of your business Q14a) How do you rate the following financial aspects: The future profitability of your business 4.0 3.0 3.6 3.4 2.9 4.1 Yamaha 3.8 FUTURE DEALER PROFITABILITY Much in line with the previous question, overall the majority of dealers appear satisfied with the future profitability of their business with an increase to the all dealer average of +0.1 from 3.4 to. However, 70% of networks surveyed recorded a decrease in rating. Only dealers gave any notable decrease in rating of -0.6 but still sit in joint 4 th place alongside. The most positive response received was from the Yamaha network with an increase in rating of +0.5 and move up the rankings to 3 rd position.

15b: How do you rate the following financial aspects: The dealer standards your manufacturer sets you Q15b) How do you rate the following financial aspects: The dealer standards your manufacturer sets you 3.0 2.5 3.2 3.2 2.7 3.4 Yamaha 3.6 DEALER STANDARDS The results to the question asking about manufacturer dealer standards appears extremely positive overall, with 50% of dealers returning an increase in score and 70% giving a rating on or above the average mark, which has risen from 3.0 since the last survey. Those networks to have indicated less satisfaction since the last survey include -0.5, -0.6, -0.3 and -0.5. However, still remain in 1 st place in the rankings table, whilst fall to 8 th position. dealers show an improvement of +0.5 and move up the chart to 3 rd place. Despite increasing their score by +0.3, remain in last place in the rankings.

Q17b: How satisfied are you with your manufacturer s support teams: That the management of your manufacturer actually takes dealers views and opinions into account Q17b) How satisfied are you with your manufacturer's support teams:that the management of your manufacturer actually takes dealers views and opinions into account 2.6 3.8 3.0 3.2 2.0 3.2 3.6 Yamaha MANUFACTURERS LISTEN Little has changed since the last survey when dealers were asked whether their manufacturer takes dealer views and opinions into account. The all dealer average remained static at, 70% of networks scored on or above the average score, 60% decreased their rating and 30% improved their score. dealers illustrated their dissatisfaction by decreasing their rating by -0.8 and fall to 9 th position in the ratings chart. Despite a drop in score of -0.6, only fall by one place and are now in 2 nd position. Other networks to show a degree of dissatisfaction include -0.4 and -0.3. Only Yamaha dealers show any noteworthy increase in score of +0.3 and move up the rankings to 4 th position having previously been 7 th.

Q18a How satisfied are you with your manufacturer s support teams: Your manufacturer s procedures and controls on your business and are they fair and equitable Q18a) How do you rate the following aspects of relationship you have with your manufacturer: Your manufacturer's procedures and controls on your business and are they fair and equitable? 3.8 2.7 3.6 3.4 2.6 Yamaha 3.6 MANUFACTURER CONTROL Despite the fact that 30% of networks decreased their score when asked if their manufacturer s procedures and controls are fair and reasonable, there was an increase to the all dealer average of +0.1 from 3.2 to and 80% of dealers recorded a score on or above this point. This would suggest that the majority of networks are fairly satisfied. Taking the more negative responses into account, remain in last position in the rankings, despite a slight increase in rating and the same can be said for who sit in 9 th spot. hold 1 st place in the rankings even though they decreased their score by -0.5 since the last survey. and are in joint 2 nd position in the ratings chart despite falling in score by -0.5 and -0.6 respectively.

Q18c: How do you rate the following aspects of the relationship you have with your manufacturer: The partnership you have with your manufacturer Q18c) How do you rate the following aspects of relationship you have with your manufacturer: The partnership you have with your manufacturer 4.2 4.3 4.0 4.1 2.6 4.1 Yamaha 4.1 DEALER/MANUFACTURER PARTNERSHIP The partnership dealers have with their manufacturer has improved since the last survey with an increase to the all dealer average of +0.1 from 3.6 to. In addition, 50% of dealers surveyed increased their score and 70% recorded a rating on or above the average mark. From a negative perspective it would appear that dealers are dissatisfied with the partnership they have with their manufacturer having reported a score of -0.9 since the last survey and fall to 9 th position in the ratings chart. drop to 7 th place with a decrease in score of -0.5. Looking at those networks to indicate a degree of increased satisfaction, rise in rating by +0.4 but still only sit 8 th in the rankings, whilst move up to 3 rd position having increased their score by +0.3.

Q18d: How do you rate the following aspects of the relationship you have with your manufacturer: Your ability to do business with your manufacturer on a day-to-day basis Q18d) How do you rate the following aspects of relationship you have with your manufacturer: Your ability to do business with your manufacturer on a day-to-day basis 4.0 4.0 4.3 2.5 4.1 Yamaha 4.1 GENERAL BUSINESS RELATIONSHIP In line with the previous question it seems dealers ability to do business with their manufacturer on a day-to-day basis has improved generally with 70% of dealers giving a rating on or above the average mark, which has increased by +0.1 since the last survey. Having been in the top half of the ratings table in the previous survey it is disappointing to see fall to 9 th position after returning a significant drop in score of -1.1. Only the network improved its rating by any notable margin at +0.4 but they still only manage to get to 8 th position in the rankings. Yamaha move up to joint 2 nd place alongside having given a slight improvement in rating of +0.1.

Q19: Overall, how do you rate the value of holding your motorcycle franchise on a scale of 1 (low) to 10 (high) Q19) Overall, how do you rate the value of holding your motorcycle franchise on a scale of 1 (low) to 10 (high)? 7.0 8.6 7.1 8.3 6.3 7.8 7.7 4.7 6.0 8.8 Yamaha 7.5 6 7 8 9 10 OVERALL VALUE OF THE FRANCHISE ALL DEALER AVERAGE RISES FROM 6.4 to 6.6 RANKINGS AUTUMN 2014 RANKINGS SPRING 2014 8.8 9.4 8.6 9.2 8.3 8.0 7.8 8.0 7.7 7.8 Yamaha 7.5 7.2 7.1 Yamaha 6.8 6.3 6.4 6.0 5.7 4.7 4.3