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1. Dealers Consortium: a sustainable solution to face the future Maurizio SalaPRESENTATION DEVELOPED BY MAURIZIO SALA & STEFANO MOR. NO REPRODUTION IS ALLOWED WITHOUT…
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  • 1. Dealers Consortium: a sustainable solution to face the future Maurizio SalaPRESENTATION DEVELOPED BY MAURIZIO SALA & STEFANO MOR. NO REPRODUTION IS ALLOWED WITHOUT PRIOR WRITTEN APPROVAL BY THE AUTHORS. CONTACTS MAURIZIO.SALA@QUINTEGIA.IT +39-348.37.05.066 – SMOR@SAGAM.IT +39-393.332.9432
  • 2. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 3. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 4. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 5. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 6. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 7. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 8. Ive already … you can tried ... not do. … too trivial … will not and simple to effect! be useful!Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 9. In the past decades, market conditions in Italy have led franchised dealers to focus only partially on the importance of after-sales and genuine parts. This has created room for independent repairers and a strong network of independent parts dealers.Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 10. 1960 1965 1975 1985 1996 2002Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 11. indifference of the Manufacturers and Dealers for Spare Parts inthe years of the automotive development multiplication of small,indipendents car repairers and body shops indipendent Spare Parts dealers has developed to exploit free business areasMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 12. What can Dealers do within a so competitive and fragmented market? 1 - Give up external genuine parts sales to the indipendent spare parts dealers 2 - Try to set a direct relationship with workshops and body shops served by the indipendent parts dealersMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 13. With the new more and more competitive car market,and the need to compensate for the resulting declinein profits, franchised dealers need to regain portions of the genuine parts business.Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 14. 2010 ( %) New car sales Used car sales Labor Total After Sales Business Parts 28.9% Of total profit F&I 25% % on total turnover Other 3 years ago % on total profitSource: Quintegia – Automotive Dealer Day , only volume brands (sample represented by over 100 dealers) Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 15. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 16. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 17. At the end of the 1990s a group of dealers representing various franchises developed a consortium aimed at taking care of outbound parts logistics, wholesale and marketing. With the support of a specialized company and through a process of continuous refinement this proved to be a successful model.Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 18. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 19. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 20. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 21. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 22. 45,1 bil € Italian total 31,0 bil € Aftermarket value is lower if 29,7 bil € 26,7 bil € compared with the other leading European Countries. Source ICDPMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 23. Moreover, about half of its value is absorbed by Independent Repairers Source ICDPMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 24. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 25. What can Dealers do within a so competitive and fragmented market? 1 - Give up external genuine parts sales to the indipendent spare parts dealers 2 - Try to set a direct relationship with workshops and body shopsMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 26. risk customer sharing loyalty complete supplyingMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 27. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 28. complete supplying of all brands products 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 automakersMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 29. availability of genuine/original spare parts products official warranty direct relationship with warehouseman expert of the brand without intermediaries direct business relationship with the dealershipMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 30. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 31. Logistics (External) Payments Management Sales PromotionMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 32. Dealer Dealer Dealer Dealer Dealer Dealer Dealer Dealer dealer GC Gestione Consorzi • Management • Logistics Technical Partners • HR • Vans • Secretary • Payments • Coordination CsoftMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 33. 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.Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 34. workshop dealer warehousebodyshop dealerMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 35. 1) order spare 2) Genuine spare 3) pick-up of the Genuine spare parts parts to the parts ready for with the van of the dealer the delivery Consortium 5) Delivery of the Genuine spare parts at the workshop/body shop (1 or 2 times 4) swap per day)Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 36. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 37. Dealer Body shop Workshops Workshops Dealer Dealer Workshops Body shop DealerMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 38. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 39. Dealer Dealer Dealer Dealer Dealer Dealer DealerMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 40. From 30 to 45 minsMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 41. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 42. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 43. Dealer Workshops Body shop Workshops Dealer Dealer In the main consortia, all this happens at least twice or more a day Workshops Body shop DealerMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 44. A mechanism which allows supplying a bankstatement per Customer, with a summary ofall invoices issued by each dealer Monthly, each Client receives a single bank statement summarizing all invoices issued by single Dealers and manages a single payment The Dealer receives the payments all together once per monthMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 45.  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 agreementsMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 46.  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 improvementMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 47. Thanks to the positive results of the experience, theconsortium formula has been replicated in other areas, reaching a relevant degree of diffusion, and featuring very interesting areas of potential developments.Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 48. 18 Consortia withmore underdevelopment169 vans + 72 promoter701 Franchised Dealerswith 999 pick-up points/locations71 different brandsfranchises covered11,700 + customersMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 49. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 50. Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio GC Gestione Consorzi • Gestione operativa manageriale dei Consorzi e di AsConAuto AsConAuto AsConAuto AsConAuto Logistica, Associazione S.r.l. Logistica segreteria generale AsConAuto Associazione – 39 dipendenti • 30 Province • Società che • 159 Furgoni • 700 Concessionari gestisce • 63 Promoter Csoft l’operatività • 10.000 Clienti Asconauto Caleidos Pdir Punto di Riferimento Partner Tecnici Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 51. Synergies among the 18 Consortia: to optimize existing resources. Intra-regional logistic, night transport shuttle. Business: commecial agreements with leader companies in automotive market. Findomestic Credit to consumer & Dealers, Motor Oil Exxon Mobil, Eni, TIM, Duferco Swiss Energy, Used cars warranties, renting & cleaning of overalls, CRM, Consultancy, etc… New projects: a real line of Research & DevelopmentMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 52. proximity warehousesMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 53. 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...Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 54. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 55. in 10 years AsConAuto has distributed nearly 2 Billions of Euro in Genuine PartsGlobal turnover of consortia (only external sales) Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 56. Indipendent Garages Indipendent Body Shops Authorised Garages Authorised Body ShopsMaurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 57. vans 169 promoters 71 average n of deliveries/year per van (Customers served) 10.032 Average n of total deliveries/year (Customers served) 1.474.704 average value transported/year € 1.717.785 per van (118.267.999 Rs)Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 58. The Consortium… • gathers the clients presented by the dealers • does not manage a warehouse • manages logistics service • does not invoice but collects income • does not interferes on the commercial terms offered by the dealer • is a non-profit organization • cost incidence on turnover is approximately 5% • It’s a sustainable solution to face the future!Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 59. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 60. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 61. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 62. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 63. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 64. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 65. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 66. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 67. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 68. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 69. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
  • 70. Maurizio Sala Dealers Consortium: a sustainable solution to face the future
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