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Из архива 2008-го > Business Scenarios for Automotive Dealers in Europe, презентация сделана сеньором Leonardo Buzzavo, ...

Из архива 2008-го > Business Scenarios for Automotive Dealers in Europe, презентация сделана сеньором Leonardo Buzzavo,
University of Venice - Quintegia / Italy, ROAD Conference - Moscow, 27.8.2008.
Похожие сценарии звучали на недавнем Форуме "Авторитейл в России-2012", организованном Adam Smith Conferences + Ассоциация РОАД. Согласитесь, это звучало на мероприятии:
- Conflicts between dealers and manufacturers
- Development of businesses outside new cars
- Human resource focus (selection / training / incentives)
- Focus on lean processes (reducing waste)

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    Quintegia buzzavo eng Quintegia buzzavo eng Presentation Transcript

    • Business Scenarios for Automotive Dealers in Europe Leonardo Buzzavo, University of Venice - Quintegia / Italy ROAD Conference - Moscow, 27.8.2008Leonardo Buzzavo - Moscow - 27.8.2008 1
    • Studying the automotive industry Research team at the University of Venice International research network Since 1994Leonardo Buzzavo - Moscow - 27.8.2008 2
    • Projects developedLeonardo Buzzavo - Moscow - 27.8.2008 3
    • Automotive Dealer Day Verona, 6th year, in May Information, strategies and tools for players of automotive distribution 25 workshops (Italian + English) Area expo with 50 businesses 2,000 participantsLeonardo Buzzavo - Moscow - 27.8.2008 4
    • Dealer networks worldwide Now 100 years old in Europe and USA USA: homogeneity and relative strength Japan: ‘original’ approach Europe: high internal differentiation Other countries evolving – Brazil, and then Russia, India and ChinaLeonardo Buzzavo - Moscow - 27.8.2008 5
    • Trend in dealers and sales outlets 120000 100000 -30% 80000 -29% -10% 60000 -6% 40000 20000 0 Dealers Sales outlets Dealers Sales outletsSource: European CarDistribution Handbook / 1997 2002 2007NADA = Change 1997-2007Leonardo Buzzavo - Moscow - 27.8.2008 66
    • Growing importance of Dealer Satisfaction Total automotive performance is a combination of – Manufacturer performance – Dealer network performance Dealer satisfaction has become as important as customer satisfaction Manufacturers paying more attention Monitoring activity developed by Quintegia in Italy since 2004Leonardo Buzzavo - Moscow - 27.8.2008 7
    • (Italy) Dealers participating Manufacturers (questionnaires): now >30% purchasing report 2004 2005 2006 2007 2008 2004 2005 2006 2007Leonardo Buzzavo - Moscow - 27.8.2008 8
    • Overall ranking 2008 - Top10 ItalyLeonardo Buzzavo - Moscow - 27.8.2008 9
    • Regulation for Dealer- Manufacturer Franchise Contracts in EU Block Exemption Regulation (BER) created in 1985 – To discipline contracts and limit anti-competitive practices to stimulate free market competition Renewed in 1995 – Small changes, mainly to favour multi-branding and opening of parts markets Renewed in 2002 – Greater changes, to stimulate more competition  E.g. freedom of additional outlets anywhere in Europe Expiring in 2010Leonardo Buzzavo - Moscow - 27.8.2008 10
    • Prospects for 2010 Industry situation: – Intra-brand and inter-brand competition is high – Price differentials have reduced over time So, there is less need for Competition authority to adopt a “strong medicine” We are likely to see – General regulation (common for all industries) – More delegation to authorities of national states – More different choices by individual manufacturersLeonardo Buzzavo - Moscow - 27.8.2008 11
    • Market share of Top25 Dealers 35 30 Market share (%) 25 20 15 10 5 0 USA UK FRA GER SPA ITA NED 2001 2003 2006 Source: ICDP (2007), QuintegiaLeonardo Buzzavo - Moscow - 27.8.2008 12
    • Performance indicators: example of best practices Vehicles sold with finance 50% Gross profit from sources other than new+used cars 50% Ratio of used/new cars sold 1:1 Used car stock turn 10x Customer follow-up 100% Dealers becoming more concerned with KPI (Key Performance Indicators) and benchmarksLeonardo Buzzavo - Moscow - 27.8.2008 13
    • Automotive Dealers Which main trends are influencing dealer evolution?Leonardo Buzzavo - Moscow - 27.8.2008 14
    • 1. More manufacturer control Structural standards Variable Operational standards margins Business Management Dealer response / focus: - Conflicts between dealers and manufacturers - Development of businesses outside new carsLeonardo Buzzavo - Moscow - 27.8.2008 15
    • 2. Broader business mix Extended services Used cars Finance and insurance (F&I) Dealer response / focus: - Find the right providers and establish business relationships - Develop competences and processesLeonardo Buzzavo - Moscow - 27.8.2008 16
    • 3. Multi-branding To complete the portfolio of offering – Model mix To reduce the overall risk of the company Dealer response / focus: - Exploit synergies across different brandsLeonardo Buzzavo - Moscow - 27.8.2008 17
    • 4. Business management Managing by numbers – Fast – Accurate – Relevant for decisions Dealer response / focus: - Develop adequate decision-support systems - Develop competencesLeonardo Buzzavo - Moscow - 27.8.2008 18
    • 5. Customer focus More attention to customer needs and segments Greater focus on customer satisfaction and loyalty Dealer response / focus: - Develop appropriate databases - Develop customer research and information technologyLeonardo Buzzavo - Moscow - 27.8.2008 19
    • 6. Organization / human resources Managing larger and more complex organizations – multi-brand – multi-business – multi-site Dealer response / focus: - Human resource focus (selection / training / incentives) - Focus on lean processes (reducing waste)Leonardo Buzzavo - Moscow - 27.8.2008 20
    • Key points and perspectives When markets become saturated dealer- manufacturer conflicts become critical – Particularly when dealer density is high Dealer business highly entrepreneurial – Manufacturer-owned dealers not a solution Scale economies are lower than other industries – Limited advantages in buying power Distribution is a capital-intensive industry – Importance of lean processesLeonardo Buzzavo - Moscow - 27.8.2008 21
    • Change over timeLeonardo Buzzavo - Moscow - 27.8.2008 22
    • Business Scenarios for Automotive Dealers in Europe Leonardo Buzzavo, University of Venice - Quintegia / Italy ROAD Conference - Moscow, 27.8.2008Leonardo Buzzavo - Moscow - 27.8.2008 23