64 THE RANGE FOCUS ON MOTRIO MECHANICS STRATEGY Two main strategies can be adopted for the Motrio mechanics activity: A DEFENSIVE STRATEGY Faced with the ageing Renault fleet, it is important to provide an alternative offer to Genuine Parts. This offer must account for the drop in residual value of the vehicle. Therefore, it must offer mechanical parts with the same services but with a sale price in line with the residual value of Renault vehicles more than five years old. In keeping with this alternative mindset, a triple offer should be proscribed. Therefore, the countries eligible for Standard Exchange must ensure that a Motrio offer is not added to the Standard Exchange offer for their product families. However, for countries that cannot sell Standard Exchange, the Motrio mechanics offer should be marketed. A CONQUEST STRATEGY To counteract the effects of the decrease in workshop entries in Europe, Renault is seeking new markets. To do so, we are developing an additional offer for the same products but targeting other manufacturers' vehicles. In both cases, this disengagement is possible while reducing costs. To do so: • In Europe, parts are purchased in bulk for the entire region. They are centralised and allocated by the After-Sales Department based on the targeted car park. • Internationally, we recommend local sourcing: this helps maximise the commercial contribution through an exemption from pre-shipment charges while offering a product with quality in line with the specific expectations of the market.