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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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Leonardo Buzzavo - Moscow - 27.8.2008 1
Business Scenarios for Automotive Dealers in
Europe
Leonardo Buzzavo, University of Venice - Quintegia /
ItalyROAD Conference - Moscow, 27.8.2008
Leonardo Buzzavo - Moscow - 27.8.2008 2
Studying the automotive industry
Research team at the University of Venice
International research network
Since 1994
Leonardo Buzzavo - Moscow - 27.8.2008 3
Projects developed
Leonardo Buzzavo - Moscow - 27.8.2008 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
Leonardo Buzzavo - Moscow - 27.8.2008 5
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
Dealer networksworldwide
Leonardo Buzzavo - Moscow - 27.8.2008 66
Trend in dealers and sales Trend in dealers and sales outletsoutlets
0
20000
40000
60000
80000
100000
120000
Dealers Sales outlets Dealers Sales outlets
1997 2002 2007
-29%
-6%
-30%
-10%
= Change 1997-2007
Source: European Car Distribution Handbook / NADA
Leonardo Buzzavo - Moscow - 27.8.2008 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
Leonardo Buzzavo - Moscow - 27.8.2008 8
2004 2005 2006 2007 2008
Dealers participating (questionnaires): now
>30%
20052004 2006 2007
Manufacturers purchasing report
(Italy)
Leonardo Buzzavo - Moscow - 27.8.2008 9
Overall ranking2008 - Top10
Italy
Leonardo Buzzavo - Moscow - 27.8.2008 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
Leonardo Buzzavo - Moscow - 27.8.2008 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
Leonardo Buzzavo - Moscow - 27.8.2008 12
Market share of Top25 DealersMarket share of Top25 Dealers
Source: ICDP (2007), Quintegia
0
5
10
15
20
25
30
35
USA UK FRA GER SPA ITA NED
Mark
et
share
(%
)
2001 2003 2006
Leonardo Buzzavo - Moscow - 27.8.2008 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
Leonardo Buzzavo - Moscow - 27.8.2008 14
Automotive Dealers
Which main trends areinfluencing dealer evolution?
Leonardo Buzzavo - Moscow - 27.8.2008 15
Structural standards Operational standards Business Management
Variablemargins
- Conflicts between dealers and manufacturers- Development of businesses outside new cars
Dealer response / focus:
1. More manufacturer control
Leonardo Buzzavo - Moscow - 27.8.2008 16
Extended services Used cars Finance and insurance (F&I)
2. Broader business mix
- Find the right providers and establish business relationships- Develop competences and processes
Dealer response / focus:
Leonardo Buzzavo - Moscow - 27.8.2008 17
3. Multi-branding
To complete the portfolio of offering– Model mix
To reduce the overall risk of the company
- Exploit synergies across different brands
Dealer response / focus:
Leonardo Buzzavo - Moscow - 27.8.2008 18
4. Business management
Managing by numbers– Fast– Accurate– Relevant for decisions
- Develop adequate decision-support systems- Develop competences
Dealer response / focus:
Leonardo Buzzavo - Moscow - 27.8.2008 19
5. Customer focus
More attention to customer needs and segments
Greater focus on customer satisfaction and loyalty
- Develop appropriate databases- Develop customer research and information technology
Dealer response / focus:
Leonardo Buzzavo - Moscow - 27.8.2008 20
6. Organization / human resources
Managing larger and more complex organizations– multi-brand– multi-business– multi-site
- Human resource focus (selection / training / incentives)- Focus on lean processes (reducing waste)
Dealer response / focus:
Leonardo Buzzavo - Moscow - 27.8.2008 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
Leonardo Buzzavo - Moscow - 27.8.2008 22
Change over time
Leonardo Buzzavo - Moscow - 27.8.2008 23
Leonardo Buzzavo, University of Venice - Quintegia /
ItalyROAD Conference - Moscow, 27.8.2008
Business Scenarios for Automotive Dealers in
Europe