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Novas Tendências na Distribuição de Veículos
 

Novas Tendências na Distribuição de Veículos

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Palestra sobre Novas Tendências na Distribuição de Veículos.

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    Novas Tendências na Distribuição de Veículos Novas Tendências na Distribuição de Veículos Presentation Transcript

    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • World  Wide  Strategic  Partners   World Wide Strategic Partners© Copyright Megadealer Network Development
    • John  Humphrey    Senior  Vice  President  of  Global   Automo8ve  Opera8ons    © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • JONIKA  HOOMES   Head  of  Automo8ve   &  Emerging   Business,  Channel   Sales  Partnerships   NA  at  Google  © Copyright Megadealer Network Development
    • Earl  Hesterberg,     President  and  Chief  Execu<ve   Officer  Group  1  Automo<ve,  Inc.    © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • 2012 Global Light Vehicle Forecast: 79.2M Global: 79.2M 5% West & Central N. America: 16.4M S. America: 5.2M Europe: 18.1M Asia: 33.7M 8% 1% 10% -4% Russia: 2.7M 3% Japan: 4.8M 16% China: 19.7M 9% India: 3.2M 11% Brazil: 3.5M 1% Source: LMC Automotive January 2012 11© Copyright Megadealer Network Development
    • Near/Mid-Term Growth and a Healthier Industry U.S. Light Vehicle Sales History and Forecast 16.7 16.9 17.0 16.5 16.1 16.2 16.5 15.4 Total Sales 13.8 13.2 12.7 14.0 13.8 11.6 13.6 Retail Sales 13.2 13.0 12.8 10.4 13.3 12.9 11.5 10.6 10.3 9.2 8.6 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 Sources: J.D. Power and Associates and LMC Automotive January 2012 12© Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
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    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
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    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • 64  The  Automo<ve  Consumer  Challenges  and  Opportuni<es    
    • Customer Dynamics: Auto Retail 3.0 Retail Evolution is Accelerating Retail 1.0 Retail 2.0 Retail 3.0 The first 110 years 1995 to 2007 2008 to… •  Relative retail process §  Internet  comes  to  retail;   §  iPhones,  Smartphones  and   stasis; Customers widely  adopted  by  shoppers   Apps  create  fast,  mobile   tended to shop closest knowledge  creates  greater   dealer §  ShiM  in  power  from  the   transparency   •  Experience dominated dealership  to  customers     by the dealer §  Social  media  furthers   customer  power  in   shopping   65  © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • Changes  Required  in  How  We  Interact  with   Consumers   Example:  Buyer’s  preferred  method  to  learn  more  about  features  and  controls  post-­‐sale  by   age  group   38% Online  video   43% 51% 49% or  text   31% Phone  Call     28% from  Salesman   25% 25% Return  to  Dealer   for  “Live”   62% 43% Explana<on   30% 33% Gen Y Gen X Baby Boomers Pre-Boomers (33  &  under)   (34-­‐45)   (46-­‐64)   (65  &  older)   Source: J.D. Power and Associates 2011 US Sales Satisfaction Index (SSI) StudySM 69© Copyright Megadealer Network Development
    • From Showroom to Digital Shopping… Automotive Internet Usage 90% 80% 82% 81% 79% Percent AIUs 70% 75% 70% 67% 68% 60% 64% 64% 60% 60% 2011 Mobile Use: 24% 50% 54% 2011 Tablet Use: 19% 40% 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 17% 24% 19% Sources: J.D. Power and Associates 2011 Sales Satisfaction Index (SSI) and Automotive Mobile StudiesSM 70© Copyright Megadealer Network Development
    • Buyers Visiting an Auto Site Number of Brands and (≤ 6 months before purchase) Dealers Shopped # of Dealers Shopped 100% # of Brands Considered 5 79% 4.2 Percent Visiting 75% 3.7 63% 4 50% 39% 3 2.7 2.4 2.5 2 1.8 25% 0% 1 Dealer OEM Third Non-AIUs AIUs Submitters Sites Sites Party Sites Sources: J.D. Power and Associates/Compete Inc.’s, 2011 Website Performance ToolSM and J.D. Power and Associates 2011 Manufacturer Website Evaluation StudySM (MWES) 71© Copyright Megadealer Network Development
    • A  New  Consumer  is  Entering  the  Market…   Proportion of New Vehicle Buyers Gen  X   Gen  Y   22% 24% 20% 18% 15% 18% 9% 2% 2000 2005 2010 2015 Source: J.D. Power and Associates 2011 US Sales Satisfaction Index (SSI) StudySM 72© Copyright Megadealer Network Development
    • Auto Shoppers are Online 24 hours/day When  are  users  on  Desktop  vs.  Mobile?   Mobile peaks on weekends, when people are on-the- go & away from their computers (and shopping!) • 35% of the time, consumers are searching for automotive answers on Google when a dealership is closed (7 pm – 7 am) 73© Copyright Megadealer Network Development Source: US Google Internal Data, 2010
    • Schedule  service   Communicate  in  Real  Time   Real  Time  Service  specials   View  New  and  Used  inventory   Trade  in  offer   GPS  direc<ons   And  much  more!  © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • © Copyright Megadealer Network Development
    • Today’s Auto Shopper Path to Purchaseast   “The  path  to  purchase  in  auto  is  extensive-­‐  the  v majority  of  shoppers  take  several  months  to  go  from   decision  to  ac8on.”   74% 5-­‐8  hours   of auto shoppers are in-market for 0%   One  day   Over 1 Month 2-­‐3  days   2%   4-­‐6  days   A  week   3%   3  weeks   2  weeks   6%   2%   5%   A  month   4%   17%   2-­‐3  months   4-­‐6  months   More  than     7-­‐12  months   17 %   23%   a  year   10 %   “24%  of  shoppers  switched  manufacturers   7%   based  on  their  research.”    © Copyright Megadealer Network Development
    • 78   Today’s  Auto  Shopper  Picks  their  Dealer  Online   54%   led   say  the  Internet   them  to  the  dealer  they   purchased  from  © Copyright Megadealer Network Development
    • Auto Purchasers Turn to Search for Everything Of the automotive purchasers who used search engines… Use search to find the 40% Use 10 or more Queries when searching 49% best deals Use search to find comparisons 47% 60% Use search to find a local dealership of similar vehicles 28% Use search to discover vehicles they are unfamiliar with 49% Use search to find independent reviews of vehicles 40% Use search to find the vehicle brand’s website 79Source: Google/Compete Buyer Flow Survey, fielded in April/May 2009Q18p: You mentioned earlier that you used a search engine to learn about or research cars before making your recent purchase. Please indicate whether a search engine helped you to do any of the following.Base: Asked Megadealer Network Development© Copyright of purchasers (people who purchased a vehicle in the past 6 months) who selected search in Q15, n = 336
    • © Copyright Megadealer Network Development
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    • © Copyright Megadealer Network Development
    • Change  is  Inevitable,  But  Fundamentals   S<ll  Maher   Sales  Sa<sfac<on  Benefits   Primary  Reasons   6,000 400 for  Rejec<on   800 16.1%   Most   3,600 important   25.8%   rejec<on   Brand   reason   One  of  several   rejec<on   29%   reasons   1200 Dealer     Treatment   Other   Loss  due  to   Other   12%   24%   dealership   rejec<on   rejec<on     reasons    (product,   Price   price,  brand)   23%   Inventory   12%   Units  sold1   Showroom   traffic1   1  Based  on  assumed  close  rate  of  20%     Source: J.D. Power and Associates 2011 US Sales Satisfaction Index (SSI) StudySM 91© Copyright Megadealer Network Development
    • Auto Retail 3.0: Challenges and Opportunities •  Challenges: –  Brand Management –  Performance / price transparency –  Increased cross shopping •  Opportunities –  Reduction in ad spend –  Precision in targeting –  Elimination of NVA –  Greater productivity –  Innovations in consumer engagement 92  © Copyright Megadealer Network Development
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    • © Copyright Megadealer Network Development
    • Perguntas?   Para  fazer  o  download  dessa  apresentação:    © Copyright Megadealer Network Development