（ （ （ （ FY2019 to FY2021 ） ） ） ） Three Years Management Plan May 8, 2019 Toyota Tsusho Corporation 0
Contents 1. Priority Areas P. 3 (1) African Growth Strategy P. 4 P. 12 (2) Next Mobility Strategy (3) Renewable Energy Strategy P. 15 2. Globalization and Digitalization P. 18 3. Financial Policies & Quantitative Targets of FY2021 P. 23 4. Supplemental Materials P. 27
1. Priority Areas (1) African Growth Strategy (2) Next Mobility Strategy (3) Renewable Energy Strategy
(1) African Growth Strategy ~Strengthening TOYOTA Business through Six Pillars~ Strengthen TOYOTA business in Africa based on six pillars ① ② ③ Strengthen Product Build KD (Knock-Down) Optimize Supply Network Lineup Business ④ ⑤ ⑥ Strengthen Total Fleet Strengthen TOYOTA Expand Value Chain Management (B2B) Operations (B2C) Image of targets of handling units （ Unit ︓ thousand units ） 200 FY2018 FY2019 FY2020 FY2021 Targeting sales volume growth of at least twice Africa’s combined GDP growth rate 4
(1) African Growth Strategy ~Six Pillars~ ① Strengthen Product Lineup Vastly strengthen compact car lineup, capitalizing on alliances with TOYOTA and SUZUKI ・ SUZUKI models supplied in India on OEM basis - Baleno - Vitara Brezza Make in - Ciaz × India - Ertiga Strengthen Pickup/SUV ・ Hilux, Land Cruiser, etc. Introduce special-edition models for Africa ・ Strengthen model life management TOYOTA Hilux GR-S limited-edition model 5
(1) African Growth Strategy ~Six Pillars~ ② Build KD (Knock-Down) Business Expand small-scale assembly operations across Africa Flexibly determine assembly format, scale of production, and investment criteria in market size and government support in each country Assembly plant in Kenya 6
③ Optimize Supply Network ③ ③ ③ (1) African Growth Strategy ~Six Pillars~ Europe Base APF Increase vehicle supply efficiency PPF ・ Concentrate inventories in three locations (Europe, Dubai, South Africa) ・ Shorten delivery times, strengthen body Dubai Base mounting and conversion APF Increase parts/components supply Supply Network efficiency “Covered ・ Concentrate inventories in two locations throughout Africa” (Europe, South Africa) ・ Conduct activities to increase supply efficiency and shorten delivery times Expand and increase efficiency of sales network ・ Increase 3S new-vehicle dealerships and certified 2S/1S ※ ※ 3S: Sales, Service, Spare parts management ※ ※ dealerships South Africa Base PPF APF APF Auto Plat Form PPF Parts Plat Form 7
(1) African Growth Strategy ~Six Pillars~ ④ Strengthen Total Fleet Management (B2B) Roll out detailed services for fleet customers based on customer to maximize retention and capture new fleets TOYOTA fleet event (South Africa) Customized pickup for fleet customers Maintenance package for fleet customers 8
(1) African Growth Strategy ~Six Pillars~ ⑤ Strengthen TOYOTA Operations (B2C) Provide suitable quality service to customers at every stage of vehicle ownership cycle ・ ・ ・ ・ Improve showrooms and Purchase facilities ・ ・ ・ ・ Improve websites ・ Shorten vehicle delivery ・ ・ ・ ・ New car ・ Used car lead times, etc. Operation Improvement Activities in “Best in Town” Replacement Ownership/Use ・ CRM activities ※ ・ ・ ・ ・ Trade-ins, re-leasing ・ ・ ・ ・ Trade-ins ・ Maintenance ・ Service improvement ・ ・ ・ ・ ・ ・ ・ Maintain and utilize ※ ※ ※ ・ Repairs, etc. used vehicle activities customer database sales ・ ・ ・ Maintain digital tools, etc. ・ ※ ※ ※ ※ CRM activities ︓ Customer Relationship Management activities 9
(1) African Growth Strategy ~Six Pillars~ ⑥ Expand Value Chain Conduct branding activities to capture future new vehicle buyers through value chain expansion AUTOMARK dealership General-purpose parts/consumables stocked （ Certified Toyota used vehicle sales ） (Mainly manufactured by TOYOTA Group) AutoFast service station Leasing business with LOXEA （ Automotive maintenance JV with TOTAL ） 10
Reference: TICAD7 < Summary of discussion （ （ Plan ） （ （ ） > ） ） TICAD7 (The Seventh Tokyo International Conference on African Development) ・ ・ ・ ・ Economic transformation and improvements in business environment and ・ ・ Promotion of resilient and sustainable society for human security ・ ・ ・ ・ ・ ・ Peace and stability (support for Africa’s own proactive efforts) institution through private investment and innovation ・ Chair of Committee on Sub-Saharan Africa at Japan Federation of ・ ・ ・ Our positon and role ・ ・ ・ ・ Chairman of Africa-Japan Relations Committee at Japan Association of Economic Organizations Corporate Executives With Spirits of “With Africa, For Africa”, continue active involvement in TICAD7 11
(2) Next Mobility Strategy ~ Action Plan ~ Respond to 1 Replacement accelerated migration of materials to EVs Development Reuse /Production Vehicle lifecycle Next-generation services Use/Service Create new business 2 opportunities Energy management Build new business models that enable sustained growth in next-generation mobility domain 12
(2) Next Mobility Strategy ① Respond to Accelerated Migration to EVs ~Replacement of Materials~ Replacement Growing demand for electric vehicles of materials In-house production of new technologies World’s biggest market In-house production of new technologies CY2019 demand: 28 million vehicles (flat YoY) e.g.) motor processing technologies Chinese Favorable prospects of major growth Auto in new energy vehicles (PHV, EV, FCV) Market ＣＹ 2018 ： 1.25 million → ＣＹ 2019 ： 1.60 million vehicles sales Make die/molds in- Use motor cores house and in various models manufacture motor of motor Source: MarkLines cores Step up initiatives in China, an advanced country in terms of electro-mobility, in addition to Japan 13
(2) Next Mobility Strategy ② Create New Business Opportunities ~Next-Generation Services & Energy Management ~ Next-generation Expand mobility services domain services Over The Air Build out infrastructure that will form foundation of future mobility services e.g.) wireless delivery of software updates Need for used-battery reuse in conjunction with growth in Energy new energy vehicles management Growth in demand for clean energy Supply-demand Storage batteries balancing market (reuse) 3R Combine 3Rs (Rebuild, Reuse, Recycle) VPP aggregation of batteries with renewable energy Rebuild, V 2 G reuse, （ Nuvve ） recycle Leverage strengths to create new markets instead of only accessing markets with promising growth prospects 14
(3) Renewable Energy Strategy Accelerate Global Expansion, Challenge into New Business Domains （ Region ） ① Accelerate global Expansion of expansion O New marketss scale in the future v ・ Accelerate initiatives in e countries where use of renewable energy is r undeveloped s Existing markets e ・ Accumulate projects a as an earnings s foundation J ・ ・ Lay groundwork for new growth, ・ ・ ② a ・ Accumulate FIT Challenge new earnings sources p projects as TTC ・ Prepare for post-FIT, ・ ・ ・ into new earnings foundation a business build know-how domains n Micro hydro, Biomass, Terrestrial wind power, (Business domains) Offshore wind power, solar power VPP business 15
(3) Renewable Energy Strategy ① Accelerate Global Expansion Wind Power Solar Power Under construction, Generating Promoting Development North and South America Asia ・ Promoting ・ Promoting Development Development ・ Search for ・ Search for opportunities opportunities Africa Accumulating knowledge on renewable power generation in the East to expand to the West As of the end of March ,2019 Expanding stable renewable energy in Africa and other new regions 16
(3) Renewable Energy Strategy ② Challenge into New Business Domains Establishment of new offshore Securing "stable and wind power law and ・ Create inexpensive" power sources environmental improvement (power generation) Micro hydro power Offshore wind power generation business business Create new businesses that complement renewable ・ Store energy and add more value ・ Regulate (supply- demand Battery-storage power VPP business balancing) transmission business Creating new businesses in “Store“ and “Regulate” not just in “create” 17
2. Globalization and Digitalization
＜ Globalization ＞ Promoting the Three Globalization Businesses Incorporate region-based market needs in business creation Especially strengthen activities in Africa, China, and India People, Organizations, Capability Systems Promotion of global Diversity & Inclusion Promotion of delegation of authority and cultivation of human resources Foster a cultural climate that respects diverse values Establish bases of governance within Cultivate and appoint human resources who can put subsidiaries and establish autonomy and their skills to use globally self-reliance Accelerate delegation of authority Aiming to create "Business" in overseas regions through "Human Resource Development" and “Creation of Framework" 19
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