call for workshop nada 2011 italian dealers consortium

Maurizio Sala The Italian Dealers Consortium1

: +39-

0422.2

.IT –

Maurizio Sala

Italian NADA Membersince 1998

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.

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.

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

19751965

198519962002

What can Dealers do withina 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

Maurizio Sala The Italian Dealers Consortium

positive aspects of direct sale

• Risk sharing

• Customer loyalty

• Complete supplying

• LARGER PROFIT

what Customer wants

Expect on home delivery independentlyfrom the value of the product

Competence and technical assistance

Clear and default prices, discounts and payment conditions

Opportunity to comply with campaignsproposed by automakers

Complete supplying of all brands products

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

Logistics (External)

Payments Management

Sales Promotion

15 Consortia with

more under development

700 Franchised Dealers

10,000 + customers

61 different brands

franchises covered

60 provinces

Gestione Consorzi

• Gestione operativa manageriale dei Consorzi e di AsConAuto Logistica, segreteria generale AsConAutoAssociazione – 39 dipendenti

Caleidos

PdirPunto di Riferimento

Partner Tecnici

Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio

AsConAutoLogistica

• 159 Furgoni

• 63 Promoter

AsConAutoS.r.l.

• Società che gestisce l’operatività Asconauto

AsConAutoAssociazione

• 30 Province

• 700 Concessionari

• 10.000 ClientiCsoft

START FILM

LOGISTICS (1): ORDERS

Dealer Dealer

Dealer

Body shop

Workshops

Body shop

LOGISTICS (2): COLLECTION

DealerDealer

Dealer

DealerDealer

Dealer

START FILM

LOGISTICS (3): SWAP

From 30 to 45 mins

LOGISTICS (4): DELIVERY

Dealer Dealer

Dealer

In the main consortia, all this happens at least

twice or more a day

Body shop

Workshops

Body shop

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

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

payment management: the banking circuit

DEALERSHIPS

WORKSHOPS BODY SHOPS

STATEMENT OF

ACCOUNT

LOADING

Back Office

CONSORTIA

TRANSFER

STATEMENT OF

ACCOUNT

1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010

1994-2010growth of operating branches /offices

Consortia 15

Franchised Dealers

P&A stores

Garages and electrical services 7,552

Body Shops 3,787

Vans 169

Promoters 63

Staff 40

Turnover 2010 (only parts distribution) 400 mln $

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

AsConAutodevelopment guidelines

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...

AsConAutoResearche and development

bal tu

rnover

rnal sa

Indipendent Garages

Indipendent Body Shops

Authorised Garages

Authorised Body Shops

: +39-

0422.2

.IT –

: +39-

0422.2

.IT –

Maurizio Sala

Italian NADA Membersince 1998

call for workshop nada 2011 italian dealers consortium

italian dealers consortium2

italian dealers consortium15

italian dealers consortium18

italian dealers consortium6

italian dealers consortium5

italian dealers consortium7

italian dealers consortium12

franchised dealers

Documents

nada: 2013 dealers’...

state regulation of motor vehicle warranty · pdf filestate...

no es nada de nada

the national automobile dealers association (“nada”)...

nada ppt.pptx

nada miletic_stećci

e–newsletter issue #5 –...

adp dealer services digital advertising solutions for car...

doble o nada

driven - national automobile dealers association · 2 |...

absolutamente nada

prolog programming....dr.yasser nada. chapter 7 control and...

information disclosure as a matching mechanism: theory and...

welcome to the 2016 national automotive dealers ......

national automobile dealers’ association … dsi 2010...

cytopathology dr. nada al-alwan (prof. of pathology) prof....

contribution of new car dealerships to the economies of ......

nada philippines in the cordillera mountains november...

nada used car guide and its logo are registered trademarks...

purchasing a carcheck for price information at national...