CAVALIER

MANAGEMENT TEAM KAREN CARLTON MARKETING ROBERT CARLTON PLANNING HEATH CLAY FINANCE JEREMY NUTTER OPERATIONS

Decision 1 Cont $281.9 Production increased slightly 72.5 Sales 91.1 Interest reduced to 7.5, No Rebate Incentive $ Advertising decreased to 32.4 million Target Location Emphasis Suburban Message: Benefit 15%,Image 25%,Promo 15%,Remind 45% Change in Share.04^

Decision 2 Cont $289.6 Production decreased slightly 69 Sales 91.4 Interest reduced to 6, No Rebate or Incentive Advertising increased to 40 million Target Location Emphasis Suburban Message: Benefit 40%,Image 25%,Promo 35%, Change in Share 0.7 down We used psycho graphic targeting to target the base to free spirits and the LS to the traditionals.

Decision 3 Cont $213.2 Production decreased slightly 70 Sales 80.7 Interest reduced to 2.9,Rebate $100 Advertising increased to 30 million Target Location Emphasis Suburban Message: Benefit 25%,Image 15%,Promo 60%, Change in Share 0.6 up We used psychographic targeting to target the base to free spirits and the LS to the traditionals.

Decision 4 Cont Production increased 96 Sales 83.3 Interest reduced to 2.9,Rebate $750 Incentive none Advertising 26 million Target Location Emphasis Suburban HH 3-4 Message: Benefit 20%,Image 20%,Promo 60%, Change in Share 0.3 up

Decision 5 Cont We increased 5% in advertising in rural areas and over 4 person households. Production decreased 64, Sales 66.6 Interest increased to 4.9, $100 rebate on the base and LS and $400 on the convertible. Advertising 40 million Target Location, Emphasis Suburban HH 3-4 Message: Benefit 45%,Image 32.5%,Promo 22.5%, Change in Share 2.3 down

INVENTORY

ADVERTISING

ADV AND PROMO

PROMO BREAKDOWN

NET CONTRIBUTION

Cumulative Cont Cavalier

ADVERTISING ALL MAKES

COMPARISON CAVALIER - CONTOUR

CAVALIER / CONTOUR PROMOTION

CAVALIER / CONTOUR ADVERTISING

CAVALIER / CONTOUR PRODUCTION

CUMULATIVE CONTRIBUTION