call for workshop nada 2011 italian dealers consortium

Maurizio Sala The Italian Dealers Consortium1

PR

ES

EN

TA

TIO

N D

EV

ELO

PE

D B

Y M

AU

RIZ

IO S

ALA

. NO

RE

PR

OD

UT

ION

IS A

LLO

WE

D

WIT

HO

UT

PR

IOR

WR

ITT

EN

AP

PR

OV

AL B

Y M

AU

RIZ

IO S

ALA

. CO

NT

AC

T M

AU

RIZ

IO S

ALA

: +39-

0422.2

6.2

9.9

7 / +

39-3

48.3

7.0

5.0

66 O

R S

ALA

@Q

UIN

TE

GIA

.IT –

MS

ALA

CM

SD

EA

LE

R:C

OM

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


1960

19751965

198519962002

2011


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

8


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

9


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

10


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

13


GC

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

14


START FILM


LOGISTICS (1): ORDERS

Dealer Dealer

Dealer

Dealer

Body shop

Workshops

Workshops

Workshops

Body shop

16


LOGISTICS (2): COLLECTION

DealerDealer

Dealer

DealerDealer

Dealer

Dealer

17


START FILM


LOGISTICS (3): SWAP

From 30 to 45 mins

19


LOGISTICS (4): DELIVERY

Dealer Dealer

Dealer

Dealer

In the main consortia, all this happens at least

twice or more a day

Body shop

Workshops

Workshops

Workshops

Body shop

20


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

21


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

22


payment management: the banking circuit

BANK

DEALERSHIPS

WORKSHOPS BODY SHOPS

STATEMENT OF

ACCOUNT

DATA

LOADING

Back Office

CONSORTIA

RI.BA

MONEY

TRANSFER

VPN

STATEMENT OF

ACCOUNT

23


0

200

400

600

800

1000

1200

1400

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

700

1,130

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

27

http://www.starstandard.org/


Glo

bal tu

rnover

of co

nso

rtia

(only

exte

rnal sa

les)


Indipendent Garages

Indipendent Body Shops

Authorised Garages

Authorised Body Shops


PR

ES

EN

TA

TIO

N D

EV

ELO

PE

D B

Y M

AU

RIZ

IO S

ALA

. NO

RE

PR

OD

UT

ION

IS A

LLO

WE

D

WIT

HO

UT

PR

IOR

WR

ITT

EN

AP

PR

OV

AL B

Y M

AU

RIZ

IO S

ALA

. CO

NT

AC

T M

AU

RIZ

IO S

ALA

: +39-

0422.2

6.2

9.9

7 / +

39-3

48.3

7.0

5.0

66 O

R S

ALA

@Q

UIN

TE

GIA

.IT –

MS

ALA

CM

SD

EA

LE

R:C

OM


PR

ES

EN

TA

TIO

N D

EV

ELO

PE

D B

Y M

AU

RIZ

IO S

ALA

. NO

RE

PR

OD

UT

ION

IS A

LLO

WE

D

WIT

HO

UT

PR

IOR

WR

ITT

EN

AP

PR

OV

AL B

Y M

AU

RIZ

IO S

ALA

. CO

NT

AC

T M

AU

RIZ

IO S

ALA

: +39-

0422.2

6.2

9.9

7 / +

39-3

48.3

7.0

5.0

66 O

R S

ALA

@Q

UIN

TE

GIA

.IT –

MS

ALA

CM

SD

EA

LE

R:C

OM

Maurizio Sala

Italian NADA Membersince 1998

call for workshop nada 2011 italian dealers consortium

Documents

italian dealers consortium2

italian dealers consortium15

italian dealers consortium18

italian dealers consortium6

italian dealers consortium5

italian dealers consortium7

italian dealers consortium12

franchised dealers