2012 Half year financial report

The distribution network

EMEA  

In EMEA (Europe, the Middle East, Africa) the Piaggio Group operates directly in main European countries and through importers in other markets, with a network of 1,974 business partners as of June 2012. These partners have a total of 3,760 agreements to market the Group's brands and 35% of these are sole agency agreements, where the partner only sells the Group's brand(s), and no products of other competitors.

The Piaggio Group is present in 83 countries in EMEA and during the first 6 months of 2012, it began to market its products in Moldavia, Belarus, Georgia, Oman and Azerbaijan. Besides expanding its business operations in these new countries, the Group has consolidated its sales network in other nations where it directly operates, since the start of 2012, appointing 50 new dealers.

Its distribution-related choices are based on two strategies:

1. Consolidating local coverage, through a quality-based selection of the network, with the objective of increasing the weight and retention of exclusive Group dealers.

2. Consolidating the performance and quality of the distribution network through the following priority actions: improving contract standards, with particular reference to customer management, improving the sales and financial performance of dealers, improving the quality of customer-integrated services, and developing management tools and services.

AMERICAS

In America, the Piaggio Group is directly present in the United States and Canada, while in Latin America (LATAM) it operates through a network of importers. At the end of June 2012, 380 operators were working for the Group in the Americas, as follows:

  • 307 dealers on the US market;
  • 44 dealers on the Canadian market;
  • a network of 25 importers in Latin America.

In the United States, action was taken to streamline the distribution network, to improve its quality and further support the Group's sales operations. Thanks to a new distribution structure as well, sales performance improved in the first half of 2012, with approximately 6,400 units sold.

After the sales network in Canada was restructured to switch over to a direct presence based on the US model, Group sales in the first half of 2012 amounted to approximately 1,050 units.

In Latin America, the Group is present in 22 countries with a network of 25 importers, and in the first half of 2012 approximately 1500 units were sold.

Asia SEA

In the Asia SEA Area, the Piaggio Group has a direct commercial presence in Vietnam, Indonesia, and - for the Aprilia brand only - in Japan. On other markets in this area, it operates through importers.

In line with the Group's strategic objectives, which plan to expand operations in the region, the distribution network is being built up.

In Vietnam, the Group increased its importers from 4 in 2008 (when a different business model was adopted) to more than 40 sole dealers, with more than 80 sales outlets. The Group has aimed and is aiming to develop its network in quantitative terms, by stepping up its presence in smaller areas of the country, and in qualitative terms, with a particular focus on corporate identity.

In Japan, the Group directly manages the Aprilia network and operates through importers and dealers for other brands. In total, the distribution network in the country has 200 sales outlets.

The Group is also present in Malaysia, Taiwan, Thailand, Korea, Hong Kong, Singapore, the Philippines, China, Australia and New Zealand through importers.

India

The Vespa sales network in India currently comprises 50 sole dealers located in 35 main Indian cities.