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Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
Call For Workshop Nada 2011   Italian Dealers Consortium
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Call For Workshop Nada 2011 Italian Dealers Consortium

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A still unique and profitable experience in the Parts and Accessories sales and distribution. With implications for dealers and Manufacturers everywhere in the world!

A still unique and profitable experience in the Parts and Accessories sales and distribution. With implications for dealers and Manufacturers everywhere in the world!

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  • 1. Maurizio Sala The Italian Dealers Consortium1 PRESENTATIONDEVELOPEDBYMAURIZIOSALA.NOREPRODUTIONISALLOWED WITHOUTPRIORWRITTENAPPROVALBYMAURIZIOSALA.CONTACTMAURIZIOSALA:+39- 0422.26.29.97/+39-348.37.05.066ORSALA@QUINTEGIA.IT–MSALACMSDEALER:COM Maurizio Sala Italian NADA Member since 1998
  • 2. Maurizio Sala The Italian Dealers Consortium2 In the past decades, market conditions in Italy have led franchised dealers to focus only partially on the importance of after-sales and parts. This has created room for independent repairers and a strong network of independent parts dealers. With the new more and more competitive car market, and the need to compensate for the resulting decline in profits, franchised dealers need to regain portions of the parts business from parts dealers. At the end of the 1990s a group of dealers representing various franchises in the Rimini area developed a consortium aimed at taking care of outbound parts logistics and marketing. With the support of a specialized company and through a process of continuous refinement this proved to be a successful model.
  • 3. Maurizio Sala The Italian Dealers Consortium3 Thanks to the positive results of the experience, the consortium formula has been replicated in other areas, reaching a relevant degree of diffusion, and featuring very interesting areas of potential developments. The experience of the consortium shows the importance of managing a mix of cooperation and competition, plus the importance of outsourcing some segments of activities where the synergies among dealers and the degree of specialization call for joint initiatives. This workshop provides an insight into the background, the creation, development and diffusion of such experience, discussing its advantages and its critical areas, and sketching some directions of future evolution.
  • 4. Maurizio Sala The Italian Dealers Consortium4 Indifference of the Manufacturers for spare parts in the years of the automotive development Multiplication of small, indipendents car repairers and body shops Indipendent Spare Parts dealers development to exploit free business areas
  • 5. Maurizio Sala The Italian Dealers Consortium5 1960 1975 1965 1985 1996 2002 2011
  • 6. Maurizio Sala The Italian Dealers Consortium6 What can Dealers do within a so competitive and fragmented market? Give up external Parts sales to the indipendent Spare Parts dealers Try to set a direct relationship with workshops and body shops
  • 7. Maurizio Sala The Italian Dealers Consortium7
  • 8. Maurizio Sala The Italian Dealers Consortium positive aspects of direct sale • Risk sharing • Customer loyalty • Complete supplying • LARGER PROFIT 8
  • 9. Maurizio Sala The Italian Dealers Consortium what Customer wants Expect on home delivery independently from the value of the product Competence and technical assistance Clear and default prices, discounts and payment conditions Opportunity to comply with campaigns proposed by automakers Complete supplying of all brands products 9
  • 10. Maurizio Sala The Italian Dealers Consortium what Customer wants Availability of original spare parts Direct relationship with warehouseman expert of the brand without intermediaries Direct business relationship with the dealership Products warranty 10
  • 11. Maurizio Sala The Italian Dealers Consortium11 Logistics (External) Payments Management Sales Promotion
  • 12. Maurizio Sala The Italian Dealers Consortium12
  • 13. Maurizio Sala The Italian Dealers Consortium 15 Consortia with more under development 700 Franchised Dealers 10,000 + customers 61 different brands franchises covered 60 provinces 13
  • 14. Maurizio Sala The Italian Dealers Consortium GC Gestione Consorzi • Gestione operativa manageriale dei Consorzi e di AsConAuto Logistica, segreteria generale AsConAuto Associazione – 39 dipendenti Caleidos Pdir Punto di Riferimento Partner Tecnici Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio AsConAuto Logistica • 159 Furgoni • 63 Promoter AsConAuto S.r.l. • Società che gestisce l’operatività Asconauto AsConAuto Associazione • 30 Province • 700 Concessionari • 10.000 Clienti Csoft 14
  • 15. Maurizio Sala The Italian Dealers Consortium15 START FILM
  • 16. Maurizio Sala The Italian Dealers Consortium LOGISTICS (1): ORDERS Dealer Dealer Dealer Dealer Body shop Workshops Workshops Workshops Body shop 16
  • 17. Maurizio Sala The Italian Dealers Consortium LOGISTICS (2): COLLECTION Dealer Dealer Dealer Dealer Dealer Dealer Dealer 17
  • 18. Maurizio Sala The Italian Dealers Consortium18 START FILM
  • 19. Maurizio Sala The Italian Dealers Consortium LOGISTICS (3): SWAP From 30 to 45 mins 19
  • 20. Maurizio Sala The Italian Dealers Consortium LOGISTICS (4): DELIVERY Dealer Dealer Dealer Dealer In the main consortia, all this happens at least twice or more a day Body shop Workshops Workshops Workshops Body shop 20
  • 21. Maurizio Sala The Italian Dealers Consortium for the Dealerhips Constant monitoring of accounts / relations with workshops and body shops  Unique interface Streamlining of insolvency procedures Sharing of financial information Access to statistic and detailed data Efficacy and simplification of treasury management, accounting and reporting Costs reduction and operative efficiency increase Opportunity to consider new agreements 21
  • 22. Maurizio Sala The Italian Dealers Consortium for the Customers (Garages & Body Shops) Prompt delivery with clearly defined delivery time Constant monitoring of accounts / relations with workshops and body shops  Unique interface Opportunity to comply with promoting campaigns Better access to technical information Savings on payments  Bank charges reduction Public image improvement 22
  • 23. Maurizio Sala The Italian Dealers Consortium payment management: the banking circuit BANK DEALERSHIPS WORKSHOPS BODY SHOPS STATEMENT OF ACCOUNT DATA LOADING Back Office CONSORTIA RI.BA MONEY TRANSFER VPN STATEMENT OF ACCOUNT 23
  • 24. Maurizio Sala The Italian Dealers Consortium24 0 200 400 600 800 1000 1200 1400 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 1994-2010 growth of operating branches /offices
  • 25. Maurizio Sala The Italian Dealers Consortium25 Consortia 15 Franchised Dealers P&A stores 700 1,130 Garages and electrical services 7,552 Body Shops 3,787 Vans 169 Promoters 63 Staff 40 Turnover 2010 (only parts distribution) 400 mln $
  • 26. Maurizio Sala The Italian Dealers Consortium26 Synergies among the 13 Consortia: to optimize existing resources. Intra-regional logistic, night transport. Business: commecial agreements with leader companies in automotive market. Findomestic Credit to consumer & Dealers, Exxon Mobil, Eni, TIM, Duferco Swiss Energy, Used cars warranties, renting & cleaning of overalls, CMS Customer Management Systems, etc. New projects: a real line of Research & Development AsConAuto development guidelines
  • 27. Maurizio Sala The Italian Dealers Consortium STAR – INTEGRA • Following the tracks of the STAR PROJECT (Standards for Technology in Automotive Retail) AsConAuto is managing to develop INTEGRA: an Integrated Project which aims to standardize the transmission of information between different systems (GSM / DMS) and then to transmit and receive between repairers and dealers: P&A Orders, Invoices, etc... AsConAuto Researche and development 27
  • 28. Maurizio Sala The Italian Dealers Consortium28
  • 29. Maurizio Sala The Italian Dealers Consortium29 Globalturnoverofconsortia (onlyexternalsales)
  • 30. Maurizio Sala The Italian Dealers Consortium30 Indipendent Garages Indipendent Body Shops Authorised Garages Authorised Body Shops
  • 31. Maurizio Sala The Italian Dealers Consortium31 PRESENTATIONDEVELOPEDBYMAURIZIOSALA.NOREPRODUTIONISALLOWED WITHOUTPRIORWRITTENAPPROVALBYMAURIZIOSALA.CONTACTMAURIZIOSALA:+39- 0422.26.29.97/+39-348.37.05.066ORSALA@QUINTEGIA.IT–MSALACMSDEALER:COM
  • 32. Maurizio Sala The Italian Dealers Consortium32 PRESENTATIONDEVELOPEDBYMAURIZIOSALA.NOREPRODUTIONISALLOWED WITHOUTPRIORWRITTENAPPROVALBYMAURIZIOSALA.CONTACTMAURIZIOSALA:+39- 0422.26.29.97/+39-348.37.05.066ORSALA@QUINTEGIA.IT–MSALACMSDEALER:COM Maurizio Sala Italian NADA Member since 1998

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