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Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
Future of Car Retailing Frost Sullivan
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Future of Car Retailing Frost Sullivan

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In a futuristic scenario automotive retail will be influenced by social media, fashion, apparel and the consumer electronics industry. While new cars today are sold via traditional bricks & mortar …

In a futuristic scenario automotive retail will be influenced by social media, fashion, apparel and the consumer electronics industry. While new cars today are sold via traditional bricks & mortar dealerships, a revolutionary, omni-channel approach will evolve, operating one unified integrated channel of ‘bricks and clicks’, with the entire new car buying process being carried out online as well as mobile and/or non-mobile. This will include finance and insurance deals, with minimal to possibly no need for brick & mortar dealerships. In the future, car retailers are therefore expected to operate both: brick & mortar as well as online or mobile showrooms in independent silos. In this presentation Frost & Sullivan Partner and Global Practice Director Automotive & Transportation, Mr. Sarwant Singh, and Growth Consulting Director, Mrs. Julia Saini, give a comprehensive analysis of a new omni-channel retail strategy in the automotive industry and discuss opportunities for an every growing value chain. In a recent study, they found that about 4 per cent of all future new cars could be sold completely on-line by 2020, amounting to about 4.5 million cars.

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  • 1. New Mega TrendsNew Mega TrendsNew Mega TrendsNew Mega TrendsImpact of Mega Trends on Future of Car RetailingImpact of Mega Trends on Future of Car RetailingImpact of Mega Trends on Future of Car RetailingImpact of Mega Trends on Future of Car RetailingAnalyst BriefingAnalyst BriefingAnalyst BriefingAnalyst Briefing –––– 8888thththth of May 2013of May 2013of May 2013of May 2013Sarwant Singh and Julia SainiSarwant Singh and Julia SainiSarwant Singh and Julia SainiSarwant Singh and Julia Saini1
  • 2. Today’s PresentersToday’s PresentersToday’s PresentersToday’s PresentersSarwantSarwantSarwantSarwant SinghSinghSinghSinghSenior PartnerFrost & Sullivan2Julia SainiJulia SainiJulia SainiJulia SainiDirector Growth ConsultingFrost & Sullivan
  • 3. 1. Conventional dealership2. eBay, Amazon or other on-line hyper market3. City centre digital flagship store1. Conventional dealership2. eBay, Amazon or other on-line hyper market3. City centre digital flagship store4. OEMs web-site (ordered and financed on-line)3
  • 4. Mega Trends Driving The Future of RetailingMega Trends Driving The Future of RetailingMega Trends Driving The Future of RetailingMega Trends Driving The Future of RetailingUrbanisationUrbanisationUrbanisationUrbanisationConnectivity andConnectivity andConnectivity andConnectivity andConvergenceConvergenceConvergenceConvergence Bricks & ClicksBricks & ClicksBricks & ClicksBricks & Clicks Social TrendsSocial TrendsSocial TrendsSocial Trends1111 2222 3333 44444There Will be 35 MegaCities Globally By 2025Demanding For UniqueSpace SolutionsBy 2025, each personwill have a minimum offive connected devicesBy 2025, 20% of retailwill happen throughonline channelsDemographiccomposition willchange: 2.4 Billion GenY Population, around52% from Asia aloneWhat does this mean for Car Retailing?What does this mean for Car Retailing?What does this mean for Car Retailing?What does this mean for Car Retailing?There will be emphasison developing flagshipretail stores in heart ofcity centresConnectivity will revolutionizecar retailing as buyers becomemulti-channel shoppers, andOEMs /Franchises use anOmni channel strategyOEMs will experimentwith new businessstrategies amalgamating‘Bricks’ and ‘Clicks’The next generationyoung car buyers willprefer collaborativeconsumption andtargeted digitalmarketing
  • 5. Mega Trend :Mega Trend :Mega Trend :Mega Trend :Bricks and ClicksBricks and ClicksBricks and ClicksBricks and Clicks ––––Global Outlook onGlobal Outlook onGlobal Outlook onGlobal Outlook onRetailingRetailingRetailingRetailing(Automotive and Non(Automotive and Non(Automotive and Non(Automotive and Non----Bricks and ClicksBricks and ClicksBricks and ClicksBricks and Clicks ––––Global Outlook onGlobal Outlook onGlobal Outlook onGlobal Outlook onRetailingRetailingRetailingRetailing(Automotive and Non(Automotive and Non(Automotive and Non(Automotive and Non----automotive)automotive)automotive)automotive)5
  • 6. $11.8$11.8$11.8$11.8TrillionTrillionTrillionTrillion$23$23$23$23TrillionTrillionTrillionTrillion$18.7$18.7$18.7$18.7TrillionTrillionTrillionTrillion81%81%81%81%24%18%China$1.30TrillionUnited Kingdom$0.21Trillion25%15%10%Bricks and Clicks:Bricks and Clicks:Bricks and Clicks:Bricks and Clicks: Global Online Retail Sales To Account for 16.6% of TotalGlobal Online Retail Sales To Account for 16.6% of TotalGlobal Online Retail Sales To Account for 16.6% of TotalGlobal Online Retail Sales To Account for 16.6% of TotalRetail Sales byRetail Sales byRetail Sales byRetail Sales by 2020 and up to 25% in countries like US2020 and up to 25% in countries like US2020 and up to 25% in countries like US2020 and up to 25% in countries like US$18.7$18.7$18.7$18.7TrillionTrillionTrillionTrillion$11.25$11.25$11.25$11.25TrillionTrillionTrillionTrillion$4.3$4.3$4.3$4.3TrillionTrillionTrillionTrillion$0.55$0.55$0.55$0.55TrillionTrillionTrillionTrillionOnline SalesOnline SalesOnline SalesOnline Sales NonNonNonNon----Online SalesOnline SalesOnline SalesOnline Sales5%5%5%5%95%95%95%95%19%19%19%19%62011201120112011 2025202520252025United States$1.32Trillion24%Germany$0.09TrillionJapan$0.17Trillion10%Source: Frost & Sullivan analysis.
  • 7. Global: Media and EntertainmentGlobal: Media and EntertainmentGlobal: Media and EntertainmentGlobal: Media and Entertainment Products to Experience the HighestProducts to Experience the HighestProducts to Experience the HighestProducts to Experience the HighestOnline Sales Penetration at 82% by 2025Online Sales Penetration at 82% by 2025Online Sales Penetration at 82% by 2025Online Sales Penetration at 82% by 2025ElectronicsElectronicsElectronicsElectronics salessalessalessalesApparelsApparelsApparelsApparels & Accessories sales& Accessories sales& Accessories sales& Accessories salesMedia and EntertainmentMedia and EntertainmentMedia and EntertainmentMedia and Entertainment11112011201120112011 202520252025202524%24%24%24% 60%60%60%60%15%15%15%15% 38%38%38%38%Top ProductTop ProductTop ProductTop Product CategoriesCategoriesCategoriesCategories54%54%54%54% 82%82%82%82%76%76%76%76%85%85%85%85%46%46%46%46%40%40%40%40%62%62%62%62%18%18%18%18%OnlineOnlineOnlineOnline NonNonNonNon----OnlineOnlineOnlineOnline OnlineOnlineOnlineOnline NonNonNonNon----OnlineOnlineOnlineOnlineSource: Frost & Sullivan AnalysisApparelsApparelsApparelsApparels & Accessories sales& Accessories sales& Accessories sales& Accessories salesFoodFoodFoodFood & Beverages sales& Beverages sales& Beverages sales& Beverages sales15%15%15%15% 38%38%38%38%5555%%%% 25%25%25%25%$0.55 Trillion $4.3 TrillionTotal Online Retail SalesTotal Online Retail SalesTotal Online Retail SalesTotal Online Retail SalesHealth/Wellness/BeautyHealth/Wellness/BeautyHealth/Wellness/BeautyHealth/Wellness/Beauty salessalessalessalesHomeHomeHomeHome & Garden sales& Garden sales& Garden sales& Garden sales 7%7%7%7% 15%15%15%15%4444%%%% 22%22%22%22%Total retailTotal retailTotal retailTotal retail 5555%%%% 19%19%19%19%85%85%85%85%95%95%95%95%93%93%93%93%96%96%96%96%95%95%95%95%62%62%62%62%75%75%75%75%85%85%85%85%78%78%78%78%81%81%81%81%$11.8 Trillion $23 TrillionTotalTotalTotalTotal RetailRetailRetailRetail SalesSalesSalesSales1Books, Music and Videos
  • 8. Retailers to Shrink Store Size by 15Retailers to Shrink Store Size by 15Retailers to Shrink Store Size by 15Retailers to Shrink Store Size by 15----20% by 202020% by 202020% by 202020% by 202015%15%15%15%----20202020%%%%smallersmallersmallersmallerBigBigBigBig----BoxBoxBoxBoxSmallSmallSmallSmall----BoxBoxBoxBox88Examples of Small Format Stores in United StatesExamples of Small Format Stores in United StatesExamples of Small Format Stores in United StatesExamples of Small Format Stores in United StatesWalWalWalWal----MartMartMartMart ExpressExpressExpressExpress City TargetCity TargetCity TargetCity Target Tesco Fresh ‘n’ EasyTesco Fresh ‘n’ EasyTesco Fresh ‘n’ EasyTesco Fresh ‘n’ EasyBestBestBestBest----Buy MobileBuy MobileBuy MobileBuy MobileSource: Frost & Sullivan analysis.
  • 9. Era ofEra ofEra ofEra of ContractionContractionContractionContractionBricks and Clicks: Impact of Bricks and Clicks on Store FormatsBricks and Clicks: Impact of Bricks and Clicks on Store FormatsBricks and Clicks: Impact of Bricks and Clicks on Store FormatsBricks and Clicks: Impact of Bricks and Clicks on Store FormatsRetail Formats Are Becoming Smaller and Unique With More Emphasis Being Placed on theConcept and Urban Location of the Store100000120000140000AverageStoreSize(Sqft)ClubWarehousesHypermarketsStore Format AverageSizeGrocery Store: Small market forbasic groceries8,000Convenience Store: A smallstore selling basic items andover-the-counter medicines10,000Supermarket: Large-size groceryand basic items80,000Era of ExpansionEra of ExpansionEra of ExpansionEra of ExpansionEvolution of Retail Formats, Global, 1970Evolution of Retail Formats, Global, 1970Evolution of Retail Formats, Global, 1970Evolution of Retail Formats, Global, 1970––––20122012201220129020000400006000080000100000Pre-1970s 1970s 1980s 1990s 2000 2010 2011 2012AverageStoreSize(Sqft)GroceryStoresConvenienceStoresSupermarketsClubWarehousesConcept StoresExpress StoresClub Warehouse: Large storeselling only bulk quantities (e.g.Sam’s Club)100,000Hypermarket: Large storescombining a supermarket and adepartment store (e.g., Carrefourin UK; Wal-Mart Supercenter inUnited States)120,000Concept Stores: Small- tomedium-sized manufacturerstores (e.g., Apple)50,000Express Store: Smallconvenience stores (e.g., Wal-Mart Express)12,000Source: RetailNet and Frost & Sullivan Analysis.
  • 10. in China Plans 1000 Augmented Reality Stores.Car Retailers Can use this Technology for building Pop Up Stores inAirports, Events or other places to market new models“Unlimited Yihaodian” stores (1,200square meters) use unused city spacesand stock around 1,000 items.10
  • 11. Future ofFuture ofFuture ofFuture ofRetailing in theRetailing in theRetailing in theRetailing in theAutomotive IndustryAutomotive IndustryAutomotive IndustryAutomotive IndustryFuture ofFuture ofFuture ofFuture ofRetailing in theRetailing in theRetailing in theRetailing in theAutomotive IndustryAutomotive IndustryAutomotive IndustryAutomotive Industry11
  • 12. Evolution of Bricks and Clicks Model in New Car RetailingEvolution of Bricks and Clicks Model in New Car RetailingEvolution of Bricks and Clicks Model in New Car RetailingEvolution of Bricks and Clicks Model in New Car RetailingRetailRetailRetailRetail Model Will Evolve From a Single/Multiple Channel to an Integrated CrossModel Will Evolve From a Single/Multiple Channel to an Integrated CrossModel Will Evolve From a Single/Multiple Channel to an Integrated CrossModel Will Evolve From a Single/Multiple Channel to an Integrated CrossChannelChannelChannelChannel ModelModelModelModelConventional dealership modelConventional dealership modelConventional dealership modelConventional dealership model Online carOnline carOnline carOnline carconfiguratorconfiguratorconfiguratorconfiguratorGoogle searchGoogle searchGoogle searchGoogle search Mobile AppsMobile AppsMobile AppsMobile AppsBricks (preBricks (preBricks (preBricks (pre----2000)2000)2000)2000) +Advent of Clicks (+Advent of Clicks (+Advent of Clicks (+Advent of Clicks (postpostpostpost----2010201020102010))))Source: Frost & Sullivan analysis.Interactive StoresInteractive StoresInteractive StoresInteractive Stores(motion sensor displays)(motion sensor displays)(motion sensor displays)(motion sensor displays)Mobile StoresMobile StoresMobile StoresMobile Stores((((Ambient mobile retail)Ambient mobile retail)Ambient mobile retail)Ambient mobile retail)Flagship storesFlagship storesFlagship storesFlagship stores(modern retail)(modern retail)(modern retail)(modern retail)The FutureThe FutureThe FutureThe Future ---- Bricks and Clicks (2015 andBricks and Clicks (2015 andBricks and Clicks (2015 andBricks and Clicks (2015 andBeyond)Beyond)Beyond)Beyond)12
  • 13. OEMs to invest in flagship storesin major cities to boost brandimageIn-store, online and mobile tointegrate creating a ‘Omnichannel’ shopping experience for2011201120112011BeforeBeforeBeforeBefore ClicksClicksClicksClicks2015201520152015AfterAfterAfterAfter ClicksClicksClicksClicksMacroMacroMacroMacro to Micro Implicationto Micro Implicationto Micro Implicationto Micro ImplicationFlagship storesSingle-Channel Auto Retail Omnichannel (click based retail)Big-box FormatCar ShowroomsAs automotive retailers adopt the bricks and clicksAs automotive retailers adopt the bricks and clicksAs automotive retailers adopt the bricks and clicksAs automotive retailers adopt the bricks and clicksapproach, showroomsapproach, showroomsapproach, showroomsapproach, showrooms will reduce in size, retailing will becomewill reduce in size, retailing will becomewill reduce in size, retailing will becomewill reduce in size, retailing will becomeomnichannel, and marketing increasingly digitalomnichannel, and marketing increasingly digitalomnichannel, and marketing increasingly digitalomnichannel, and marketing increasingly digitalIn-store, online and mobile tointegrate creating a ‘Omnichannel’ shopping experience fornew car buyersM-Payment Users to increase by16 percent exceeding the 1billion mark by 2025Single-Channel Auto Retail Omnichannel (click based retail)Car loan financing at dealerships Online Leasing /FinanceNew Marketing Solutions throughnew ‘social’ and interactiveplatforms at public places usingkiosksTV ads and Campaigns Social Media and Digital CampaignsSource: Frost & Sullivan analysis.13
  • 14. Evolutionary Vs. Revolutionary Approach to eRetailingEvolutionary Vs. Revolutionary Approach to eRetailingEvolutionary Vs. Revolutionary Approach to eRetailingEvolutionary Vs. Revolutionary Approach to eRetailingEvolutionary Approach(Bricks and Click Hybrid Approach)Revolutionary Approach(New Omni Channel Model )DefinitionApproach followed by established brands in themarket who already have a “bricks” networkStrategy followed by new market entrants withoutestablished network - leverage the online model toattract customersConsumers Mostly positioned to existing customer baseAttracts internet savvy customers - early adoptersof eRetailing industry, Gen Y or even baby boomergenerationSource: Frost & Sullivan analysis.Attracts internet savvy customers - early adoptersof eRetailing industry, Gen Y or even baby boomergenerationVolume salesLow volume sales through eRetailing andwebstore concepts e.g. Audi City by Audi, Smartcar sales via Taobao mall in ChinaLimited volume sales through eRetailing andflagship store strategy to create product awarenessand enhance sales e.g. Tesla stores, BMWi carsexclusively to be sold onlineFuturisticViewTraditional OEMs to promote eRetailing for mostof product line (following success of present dayonline car sales of niche variants)Entire process associated with the lifecycle of theproduct will be online, both sales (Buying process,Financing, Insurance) and after sales (Servicechecks, booking etc.)
  • 15. The Dealership of the FutureThe Dealership of the FutureThe Dealership of the FutureThe Dealership of the Future –––– The Unlimited Urban DigitalThe Unlimited Urban DigitalThe Unlimited Urban DigitalThe Unlimited Urban DigitalStoreStoreStoreStore“UNLIMITED”STORESocial mediaintegration –Sharing ofInformation onBlogs, Twitter, FacebookUrban meetingPointVirtuallyUnlimitedRetail SpaceUnlimited ModelDisplayInfiniteConfigurationsSOCIALLYCONNECTEDReal-timeCustomerFeedback ForumImages and logos are only for representation Source: Frost & Sullivan analysis.PERSONALISEDCUSTOMIZEDTablets/GestureRecognition, Holographic ProjectionGlobal LiveBrand ShowsRetail SpaceConfigurationPreferenceStoring &Sharing acrossDevicesVirtual Vehicle on BoardExperienceUrbanCyber Store CustomerRelationshipManagersPersonalized andUniqueConfigurationsDIGITALLYINTEGRATEDDigital VehicleLaunches‘Customer 360’
  • 16. Fully Digital,Retail-Style CyberstoreOne-stop Experiencefor Entire Model RangeCase Study : Audi City Digital Car ShowroomCase Study : Audi City Digital Car ShowroomCase Study : Audi City Digital Car ShowroomCase Study : Audi City Digital Car ShowroomAudi to open 20 digital stores bringing further innovations like simulators , holographicAudi to open 20 digital stores bringing further innovations like simulators , holographicAudi to open 20 digital stores bringing further innovations like simulators , holographicAudi to open 20 digital stores bringing further innovations like simulators , holographictechnology and connecting stores globallytechnology and connecting stores globallytechnology and connecting stores globallytechnology and connecting stores globallyGamification, AugmentedReality Offers Tailor-madeservicesSpecially Trained DealerPersonnel InteractivityFlagship StoreHighly personalizedcustomer dialogueImages and logos are only for representation Source: Frost & Sullivan analysis.
  • 17. 1. YES2. NO1. YES2. NO3. MAYBE17
  • 18. Case Study : Audi City Digital Car Showroom:Case Study : Audi City Digital Car Showroom:Case Study : Audi City Digital Car Showroom:Case Study : Audi City Digital Car Showroom:Audi sees a huge change in both hard and soft KPIsAudi sees a huge change in both hard and soft KPIsAudi sees a huge change in both hard and soft KPIsAudi sees a huge change in both hard and soft KPIs70% of customers bought an Audi without a test drive70% of customers bought an Audi without a test drive70% of customers bought an Audi without a test drive70% of customers bought an Audi without a test drive• 70% increase in new car sales• Increase in optional equipment sales - 15 to 20% of vehicle price• Average transaction price higher than in average dealership• High acquisition of first time Audi buyers• Decline in average age of customerHard KPIs• Decline in average age of customer• Sales consistent across all models and full line up• 70% of buyers buying cars without test drive• Traffic into dealerships very very high (expected)• Average time spend by customer at Audi store much higher than conventionaldealership• Better quality leads and easier follow ups through integrated social media strategySoft KPIs18
  • 19. Structure of a Future Channel Network in A Mega CityStructure of a Future Channel Network in A Mega CityStructure of a Future Channel Network in A Mega CityStructure of a Future Channel Network in A Mega CityThe Flagship City Store to have a ‘halo effect’ creating a future hub andThe Flagship City Store to have a ‘halo effect’ creating a future hub andThe Flagship City Store to have a ‘halo effect’ creating a future hub andThe Flagship City Store to have a ‘halo effect’ creating a future hub andspoke model, becoming the centre of the universespoke model, becoming the centre of the universespoke model, becoming the centre of the universespoke model, becoming the centre of the universeCurrent Structure Typical Premium OEM(2013)Future Structure With The Flagship Store(2020)19X
  • 20. Key Takeaways on Future of Car RetailingKey Takeaways on Future of Car RetailingKey Takeaways on Future of Car RetailingKey Takeaways on Future of Car RetailingEverything from the product to the inEverything from the product to the inEverything from the product to the inEverything from the product to the in----store experience can be customised and personalisedstore experience can be customised and personalisedstore experience can be customised and personalisedstore experience can be customised and personalisedby the OEMs to offerby the OEMs to offerby the OEMs to offerby the OEMs to offer realrealrealreal----time customisation toolstime customisation toolstime customisation toolstime customisation tools to their customersto their customersto their customersto their customers20 percent of the dealership space will give way to digital technology likeAbout 100 Flagship stores to be opened by OEMs globally by 2015/16About four million new cars globally expected to be sold online by 2020.Online vehicle parts purchasing is expected to grow multifold.Vehicle servicing is expected to benefit from audio-video report format.20 percent of the dealership space will give way to digital technology likeGamification, Augmented Reality and 3D technology.
  • 21. 1. Conventional dealership2. eBay, Amazon or other on-line hyper market3. City centre digital flagship store4. OEMs web-site (ordered and financed on-line)21
  • 22. Learn More AboutLearn More AboutLearn More AboutLearn More About “New Mega Trends”“New Mega Trends”“New Mega Trends”“New Mega Trends”Upcoming Book:Upcoming Book:Upcoming Book:Upcoming Book:New Mega TrendsNew Mega TrendsNew Mega TrendsNew Mega TrendsImplications for our Future LivesBy Sarwant SinghPublisher: Palgrave Macmillanhttp://www.palgrave.com/products/title.aspx?pid=577423Publisher: Palgrave Macmillanhttp://www.palgrave.com/products/title.aspx?pid=577423Join Our Mega Trend GroupJoin Our Mega Trend GroupJoin Our Mega Trend GroupJoin Our Mega Trend Group and Our Future of Mobilityand Our Future of Mobilityand Our Future of Mobilityand Our Future of MobilityGroup OnGroup OnGroup OnGroup On• MegaMegaMegaMega Trends: Strategic Planning and Innovation BasedTrends: Strategic Planning and Innovation BasedTrends: Strategic Planning and Innovation BasedTrends: Strategic Planning and Innovation Basedon Frost & Sullivanon Frost & Sullivanon Frost & Sullivanon Frost & Sullivan ResearchResearchResearchResearch• The Future of MobilityThe Future of MobilityThe Future of MobilityThe Future of Mobility22
  • 23. Future of Urban Mobility 3.0 Event – 19 and 20 June 20132 Day Event with First Day hosted in House of Parliament as a Parliamentary Debatehttp://www.urbanmobility.gilcommunity.com/
  • 24. 24
  • 25. ContactContactContactContact InformationInformationInformationInformationSarwant SinghPartner & Practice Director, Visionary InnovationResearch Group and Automotive & Transportation(+44) 2079157843sarwant.singh@frost.comSarwant SinghPartner & Practice Director, Visionary InnovationResearch Group and Automotive & Transportation(+44) 2079157843sarwant.singh@frost.comJulia SainiDirector Growth Consulting, Automotive &Transportation(+44) 2079157850julia.saini@frost.comJulia SainiDirector Growth Consulting, Automotive &Transportation(+44) 2079157850julia.saini@frost.com25Katja FeickCorporate Communications, Automotive &Transportation(+49) (0) 69 7703343katja.feick@frost.comKatja FeickCorporate Communications, Automotive &Transportation(+49) (0) 69 7703343katja.feick@frost.com

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