Indicata e.n.g. automotive retail & distribution joerg hoehner 24032015 final

E.N.G. Automotive Retail & DistributionAmsterdam

March 24, 2015

E.N.G. Automotive Retail & DistributionAmsterdam - March 24, 2015

The future is here:Experience the benefit of real-

time data and monitoring of theused car market, used car pricesand performance of your dealer

network

Jörg HöhnerGlobal Managing Director – INDICATAAUTOROLA GROUP HOLDING

AUTOROLA GROUPGlobal leader in online remarketing and automotive IT solutions

NO TRIVIAL CHANGETransformational impacts throughdiscruptive technologies

NO TRIVIAL CHANGEMajor trends changing consumer buying patterns

The internet empowersconsumers

Smartphones and tabletsare game changers

Consumers take theirhomework seriously

Targeted researchresults influence buying

decisions

WWW

77% 58% 37% 34%

CLASSIFIEDAD/LISTINGSITES

SOCIAL MEDIA CONSUMERREVIEW SITES

OEM/DEALERSITES

NO TRIVIAL CHANGETop online research sources for used vehicles

“The real voyageof discoveryconsists not inseeking newlands, but inseeing with neweyes.”

-- Marcel Proust

Classified Sites

Dealer Sites

OEM Sites

REAL-TIME INSIGHTSReal-time data to monitor market dynamics

REAL-TIME INSIGHTSTrack price changes for a single vehicle and competition

OEM• Monitor and Optimize

Dealer NetworkPerformance

• Protect and IncreaseResidual Values

DEALER• Optimize used car

operations• Increase stock turn

FLEET• Live Portfolio Value

Analysis

REAL-TIME INSIGHTSWho can benefit from real time insights

MARKET DAYSSUPPLY

PRICE TOMARKET

INVENTORYAGE

PRICINGSTRATEGY

STOCKTURN

MARKETSHARE

REAL-TIME INSIGHTSKPIs to guide used vehicle operations success

Ratio showsthe strengthsof therelationshipbetweensupply anddemand.

It is NOTaverage

stock days.

MarketDays

Supply

MAIN KPI: MARKET DAYS SUPPLYMeasures the relationship between supply and demand today

NEW KPI: MARKET DAYS SUPPLYHow can Market Days Supply help protect residual values?

Avoid adding morevolumes in a marketalready saturated

Know when and howto price according tomarket changes

VolumeDistribution

PricingStrategy

Pric

e / M

arke

t %

Time

RATIONAL PRICING STRATEGYWhat it should look like...

1 0 0 %

1 0 0 , 5 %

1 0 1 %

1 0 3 %

6 . 8 0 0

E U R 8 8 M

GERMAN PREMIUMMANUFACTURER

JAPANESE VOLUMEMANUFACTURER

EUROPEAN VOLUMEMANUFACTURER

1 0 3 %

1 0 3 %

1 0 4 %

1 0 5 %

3 . 3 0 0

E U R 1 2 0 M

9 8 %

9 9 , 5 %

1 0 1 %

1 0 3 %

1 . 7 0 0

E U R 2 2 M

1 - 3 0 d a y s

3 1 - 6 0 d a y s

6 1 - 9 0 d a y s

9 1 + d a y s

v e h i c l e s

1 0 0 % v a l u e

ACTUAL PRICING STRATEGYWhat it actually looks like...

Attractive carspriced too low

Identify network dealers whoconsistently price below the

market

Identify network dealerswithout “rational” pricing

strategy

Know when Market DaysSupply is in your favour

„Discount“ dealers Fresh inventorypriced lower than old

Attractive cars pricedtoo low

ACTUAL PRICING STRATEGYTop 3 dealer pricing strategies undermining your RV

„DISCOUNT“ DEALERSIdentify network dealers who consistenly price below the market

FRESH INVENTORY PRICED LOWER THAN OLDIdentify network dealers without a ”rational” pricing strategy

ATTRACTIVE CARS PRICED TOO LOWKnow when Market Days Supply is in your favour

60 daysM A R K E T D AY S S U P P LY

GERMAN PREMIUMMANUFACTURER

JAPANESE VOLUMEMANUFACTURER

EUROPEAN VOLUMEMANUFACTURER

1 - 3 0 d a y s

3 1 - 6 0 d a y s

6 1 - 9 0 d a y s

9 1 + d a y s

INVENTORY AGEMinimize the profit harming effects of increased market volatility

24%

13%

13%

50%

28%

15%

12%

45%

29%

18%

13%

40%

USED CAR MARKET SHAREImprove the profitability of your used car operations

Benefit:Dealer network profitabilityIncreased service, financing,spare parts, etc.

Risk:Low market shareYour pricing is beingdetermined by thecompetition

OEM/NSC DASHBOARDTrack and monitor the performance of your dealer network

BEST PRACTICESImprove the performance in your used vehicle operations

Monitor yourdealer networksused carperformance

Make dealernetwork pricingstrategy aprimary focus.

Identify andtrain dealers notaligned withyour RV strategy

Keep the dealerinventory fresh

Monitorcompliance withcertified usedcar program

ARE YOU READY TO GET YOURDEALER NETWORK TO PROTECTYOUR RESIDUAL VALUES?

Then visit us at our booth andget a demo and a free trial ofINDICATA.

CONTACT