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)

1. Business Scenarios for
Automotive Dealers in Europe
Leonardo Buzzavo,
University of Venice - Quintegia / Italy
ROAD Conference - Moscow, 27.8.2008
Leonardo Buzzavo - Moscow - 27.8.2008 1

2. Studying the automotive industry
Research team at the University of Venice
International research network
Since 1994
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3. Projects developed
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4. 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 participants
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5. 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 China
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6. Trend in dealers and sales outlets
120000
100000 -30%
80000
-29%
-10%
60000
-6%
40000
20000
0
Dealers Sales outlets Dealers Sales outlets
Source: European Car
Distribution Handbook / 1997 2002 2007
NADA
= Change 1997-2007
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7. 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
2004
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8. (Italy)
Dealers participating Manufacturers
(questionnaires): now >30% purchasing report
2004 2005 2006 2007 2008 2004 2005 2006 2007
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9. Overall ranking
2008 - Top10 Italy
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10. 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 2010
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11. 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 manufacturers
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12. 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), Quintegia
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13. 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 benchmarks
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14. Automotive Dealers
Which main trends are
influencing dealer evolution?
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15. 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 cars
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16. 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 processes
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17. 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 brands
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18. 4. Business management
Managing by numbers
– Fast
– Accurate
– Relevant for decisions
Dealer response / focus:
- Develop adequate decision-support systems
- Develop competences
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19. 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 technology
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20. 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)
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21. 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 processes
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22. Change over time
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23. Business Scenarios for
Automotive Dealers in Europe
Leonardo Buzzavo,
University of Venice - Quintegia / Italy
ROAD Conference - Moscow, 27.8.2008
Leonardo Buzzavo - Moscow - 27.8.2008 23