the car aftermarket in europe - wolk after sales experts€¦ · aftermarket in europe 2009 report...
TRANSCRIPT
Market Information Database
Report
The Car Aftermarket
in Europe
IMPRINT
RESPONSIBLE: HELMUT WOLK, ZORAN NIKOLIC, KRISJANIS ABOLTINS
COPYRIGHT: WOLK AFTER SALES EXPERTS GMBH
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Most notably the headquarters of trade and buying groups are NOT allowed to forward the
report to their national member associations or to associated companies.
This project was created by wolk after sales experts gmbh to the best of our knowledge and
belief and with all due diligence, but without guarantee.
51429 Bergisch Gladbach
Phone: 02204/842531
Fax: 02204/842539
e-mail: [email protected]
Internet: http://www.wolk-aftersales.de
Bergisch Gladbach, in February 2013
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INDEX
1. Introduction ............................................................................................................................................... 6
2. Summary ................................................................................................................................................ 11
2.1 General situation ............................................................................................................................................ 11
2.2 The car data .................................................................................................................................................... 11
2.3 The aftermarket situation ............................................................................................................................. 13
2.4 Expand of some abroad companies in … – Consolidation and internationalisation ............................ 14
2.5 The aftermarket volume ............................................................................................................................... 15
2.6 Comparison the country 2007 vs. 2011 ...................................................................................................... 16
2.7 Comparision the country with Germany and Europe ............................................................................... 16
3. General Information about the country ............................................................................................. 17
3.1 General Data ................................................................................................................................................... 17
3.2 Economic data ................................................................................................................................................ 17
3.3 Vehicle data ..................................................................................................................................................... 18
3.3.1 Passenger cars data ................................................................................................................................. 18
3.3.2 Passenger car park by brand .................................................................................................................. 20
3.3.3 Truck Fleet ................................................................................................................................................. 21
3.3.4 Bus fleet ...................................................................................................................................................... 22
4. Aftermarket Structure .......................................................................................................................... 24
4.1 OES Structure ................................................................................................................................................. 27
4.1.1 OES car trade and buying groups ........................................................................................................... 27
4.1.2 OES garage marketing systems ............................................................................................................. 27
4.1.3 Important car dealers / car dealer groups ........................................................................................... 28
4.2 Structure of IAM distribution ........................................................................................................................ 28
4.2.1 Traditional IAM distribution ..................................................................................................................... 28
4.2.1.1 Trade and buying groups ............................................................................................................... 29
4.2.1.2 Specialised trade and buying groups .......................................................................................... 29
4.2.1.3 Distributors ...................................................................................................................................... 30
4.2.1.4 Specialised distributors ................................................................................................................. 31
4.2.1.5 Auto centres ..................................................................................................................................... 32
4.2.1.6 Trade marketing systems ............................................................................................................. 33
4.2.1.7 Retail chains .................................................................................................................................... 33
4.2.1.8 Direct marketers ............................................................................................................................. 34
4.2.1.9 E-Commerce companies................................................................................................................ 34
4.2.2 Alternative IAM distribution ..................................................................................................................... 35
4.2.2.1 Rack Jobbers ................................................................................................................................... 35
4.2.2.2 Mass merchandisers ...................................................................................................................... 35
4.2.2.3 DIY stores ......................................................................................................................................... 36
4.2.2.4 Gas stations ..................................................................................................................................... 36
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4.3 IAM repairers .................................................................................................................................................. 36
4.3.1 Multi brand mechanic garages ............................................................................................................... 37
4.3.2 IAM specialised garages .......................................................................................................................... 37
4.3.3 Fast fits ....................................................................................................................................................... 37
4.3.4 Garage marketing systems ..................................................................................................................... 38
4.3.4.1 Garage marketing systems for mechanical repairs ................................................................. 38
4.3.4.2 Garage marketing systems for specialized repairers .............................................................. 39
4.3.4.3 Distance retailing brands .............................................................................................................. 39
5. Aftermarket volume by 10 product groups....................................................................................... 40
6. Annex – Company profiles ................................................................................................................... 43
6.1 OES companies - profiles ............................................................................................................................. 43
6.1.1 OES car trade and buying groups ........................................................................................................... 43
6.1.2 OES garage marketing systems ............................................................................................................. 43
6.1.3 Important car dealers / groups .............................................................................................................. 44
6.2 IAM distributors - profiles............................................................................................................................. 44
6.2.1 Trade and buying groups ......................................................................................................................... 44
6.2.2 Specialised trade and buying groups .................................................................................................... 45
6.2.3 IAM large distributors............................................................................................................................... 45
6.2.4 Medium distributors ................................................................................................................................. 46
6.2.5 IAM specialised distributors .................................................................................................................... 47
6.2.6 IAM direct distributors ............................................................................................................................. 47
6.2.7 IAM autocentres......................................................................................................................................... 48
6.2.8 E-Commerce companies .......................................................................................................................... 48
6.2.9 Rack jobbers .............................................................................................................................................. 49
6.2.10 Mass merchandisers ........................................................................................................................... 49
6.2.11 DIY stores .............................................................................................................................................. 50
6.2.12 Gas stations .......................................................................................................................................... 50
6.3 IAM garages - profiles ................................................................................................................................... 51
6.3.1 IAM fast fit chains ...................................................................................................................................... 51
6.3.2 IAM garage marketing systems for mechanical repairs .................................................................... 51
6.3.3 IAM garage marketing systems for specialized repairs .................................................................... 52
6.3.4 Distance retailing brands......................................................................................................................... 52
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INDEX OF TABLES
Table 1: Comparision …. 2007 vs. 2011 .......................................................................................................................... 16
Table 2: Relation Figures the country vs. Germany and Europe ................................................................................ 16
Table 3: General data ......................................................................................................................................................... 17
Table 4: Economical data .................................................................................................................................................. 17
Table 5: Passenger cars data at the 31.12. .................................................................................................................... 18
Table 6: Passenger car park by brand at 31.12. ........................................................................................................... 20
Table 7: Truck data at the 31.12....................................................................................................................................... 21
Table 8: Bus data at the 31.12. ......................................................................................................................................... 22
Table 9: OES outlets and employees ............................................................................................................................... 27
Table 10: OES Trade and buying groups ......................................................................................................................... 27
Table 11: OES garage marketing systems ..................................................................................................................... 27
Table 12: Largest car dealers/car dealer groups ......................................................................................................... 28
Table 13: Trade and buying groups ................................................................................................................................. 29
Table 14: Specialised trade and buying groups ............................................................................................................ 29
Table 15: The wholesale companies segmentation ...................................................................................................... 30
Table 16: The wholesale companies ............................................................................................................................... 30
Table 17: Large distributors ............................................................................................................................................. 31
Table 18: Middle-sized distributors ................................................................................................................................. 31
Table 19: Selection of large specialised distributors ................................................................................................... 32
Table 20: Auto centres ....................................................................................................................................................... 32
Table 21: Trade marketing Systems ............................................................................................................................... 33
Table 22: Direct distributors ............................................................................................................................................. 34
Table 23: e-Commerce companies .................................................................................................................................. 34
Table 24: Rack jobber ........................................................................................................................................................ 35
Table 25: Mass merchandisers ........................................................................................................................................ 35
Table 26: DIY stores ........................................................................................................................................................... 36
Table 27: Gas stations ........................................................................................................................................................ 36
Table 28: Overview about the independent repairers .................................................................................................. 36
Table 29: Specialised IAM repairers ............................................................................................................................... 37
Table 30: Fast fitters .......................................................................................................................................................... 37
Table 31: Full service garage marketing systems for mechanical repairs .............................................................. 38
Table 32: garage marketing systems for specialised repairers ................................................................................ 39
Table 33: Distance retailing brands ................................................................................................................................ 39
Table 34: Aftermarket volume in € .................................................................................................................................. 41
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INDEX OF PICTURES
Picture 1: Methodology ........................................................................................................................................................ 7
Picture 2: Abbreviations ...................................................................................................................................................... 9
Picture 3: GDP Dynamics ................................................................................................................................................... 11
Picture 4: New registrations ............................................................................................................................................. 11
Picture 5: Car density in the European countries .......................................................................................................... 12
Picture 6: Aftermarket overview ...................................................................................................................................... 13
Picture 7: Consolidation and internationalisation ......................................................................................................... 14
Picture 8: The car aftermarket potential ........................................................................................................................ 15
Picture 9: Dynamic of passenger cars registrations .................................................................................................... 18
Picture 10: Dynamic of passenger cars new registrations ......................................................................................... 19
Picture 11: Most important passenger cars brands ..................................................................................................... 21
Picture 12: Dynamic of trucks registrations .................................................................................................................. 22
Picture 13: Dynamic of trucks new registrations .......................................................................................................... 22
Picture 14: Dynamic of bus registrations ....................................................................................................................... 22
Picture 15: Dynamic of bus new registrations ............................................................................................................... 23
Picture 16: aftermarket distribution flow ....................................................................................................................... 24
Picture 17: Aftermarket volume split by product groups ............................................................................................ 42
Picture 18: Product groups shares by OES and IAM ..................................................................................................... 42
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INDEX OF PROFILES
Profile 1: … ........................................................................................................................................................................... 43
profile 2: … ........................................................................................................................................................................... 43
Profile 3: … ........................................................................................................................................................................... 44
Profile 4: … ........................................................................................................................................................................... 44
Profile 5: … ........................................................................................................................................................................... 45
Profile 6: … ........................................................................................................................................................................... 45
Profile 7: … ........................................................................................................................................................................... 46
Profile 8: …. .......................................................................................................................................................................... 47
Profile 9: … ........................................................................................................................................................................... 47
Profile 10: … ......................................................................................................................................................................... 48
Profile 11: … ......................................................................................................................................................................... 48
Profile 12: … ......................................................................................................................................................................... 49
Profile 13: … ......................................................................................................................................................................... 49
Profile 14: … ......................................................................................................................................................................... 50
Profile 15: … ......................................................................................................................................................................... 50
Profile 16: … ......................................................................................................................................................................... 51
Profile 17: … ......................................................................................................................................................................... 51
Profile 18: … ......................................................................................................................................................................... 52
Profile 19: … ......................................................................................................................................................................... 52
INTRODUCTION
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1. INTRODUCTION
This report is about the automotive aftermarket in the country. It is part of a European-
wide study about the automotive after sales market for 35 countries. The data is based on
various sources such as official statistical databases, interviews with market experts and
publications. The whole report is mainly about passenger cars. All data is mainly from the
year 2010/2011, unless otherwise explicitly stated.
METHODOLOGY
The experience in the European after sales business we gained by the creation of the Car
Aftermarket in Europe 2009 report was a basis for creating this update report.
In order to capture the structural changes in recent years caused by the financial and
economic crisis, we carry out permanently the extensive monitoring in whole European
Aftermarket.
In addition we traveled in the countries for F2F meetings with automotive after sales
experts. We visited e.g. the representatives of the parts industry, the parts distributors,
the national automotive associations, the buying groups, the garage concepts and other
opinion leaders in the national markets. Our goal was to discuss the current aftermarket
situation, make a comparison with the data from the previous report, analyze data
already monitored, and estimate the tendency in the aftermarket.
Subsequently, the data thus collected was compacted, evaluated and compared with the
wolk after sales experts database to determine the market size per country. The market
volumes for 10 product groups and for the whole market cumulative were calculated by
means of the internal tools using the well-researched data from Belgium and provided
them with a country-specific coefficient.
We calculated this coefficient for each country. For the calculation we took into account
the following national influence factors: mileage per year, GDP per capita, road
conditions, age of vehicle fleet and the habits of the car drivers as well as the parts price
index. Depending on the size of the influence factors we weighted them accordingly.
Finally, to eliminate the calculation error, we checked and validated by several methods
the data thus obtained with data we collected by research and expert interviews.
INTRODUCTION
wolk after sales experts P a g e | 7
As a first step, we checked the after sales turnover data of the authorised car dealers and
repairers adjusted by the labour costs (only sold material) by the OES market share of the
total volume.
In the second step we compared the calculated IAM share of total market volume with the
sales data of repairers, retailers and IAM wholesale distributors adjusted by the gross
margin.
In the next step, we checked the turnover data of the IAM specialists on the repair level
(e.g. tires, body and paint etc.) adjusted by the labour costs and compared these with the
market volume of the specific product group (market volume for tires, body parts, auto
glass etc.). The result should correspond to the market share of the specific distribution
channel (e.g. share of tires sold by tire specialists).
Finally, based on the proportion of labour costs, we calculated the average number of
productive employees and compared these with the market data obtained by the F2F
interviews.
PICTURE 1: METHODOLOGY
INTRODUCTION
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DEFINITIONS
The automotive aftermarket is divided in two fields. On the one hand are the companies
which belong to the car manufacturers’ (OES) networks, on the other hand the companies
which are independent from the car manufacturers (IAM). The data presented in this
report concerns mainly passenger cars. However many companies are operating in the
entire motor vehicles sector.
In all cases where the number of employees is given, the active company owner or the
managing director also counts among the employees. Also the persons for bookkeeping
and organisational tasks and the part-time workers are counted among the employees.
For international companies we separated only turnover, outlets and employees for the
mentioned country.
The turnover figures relate to the sales made by surveyed companies to third parties. The
number of outlets always includes the headquarters and the subsidiaries of a company.
Marketing systems also including the partners/franchised outlets.
For all figures: points are just to help reading the large numbers. For example 1.000 is
one thousand. Commas are to mark the decimal place. For example 1,000 is one.
All values are in Euro.
ATTENTION
Target groups such as wholesalers, retailers, garages, etc.
A lot of companies are active in different business fields such as wholesale or retail
business. In the study companies are grouped in the target group where the company
makes more than 50% of the turnover.
INTRODUCTION
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ABBREVIATIONS
Short overview about the most abbreviations in this report:
IAM Independent Aftermarket OES Original Equipment Service OE Original Equipment LCV Light commercial vehicle HCV Heavy commercial vehicle B2C Business to consumer B2B Business to business € Euro M. million (1.000 x 1.000) bn. billion (1.000 x 1.000.000) n.a. not available est. estimation car density cars per 1000 inhabitants car park segments: Segment I (0-4 years), segment II (5-8 years), segment III (9-12
years) and segment IV (>12 years) SOM share of market ( ) figures from previous year DIY do it yourself UIO units in operation
PICTURE 2: ABBREVIATIONS
TURNOVER FIGURES (IF NOT ESPECIALLY DECLARED OTHER)
All figures exclude value added tax (VAT), the figures are reflecting the total turnover of
the company, B2B as well as B2C;
OES/Car dealers: the figures are reflecting the total turnover of the companies including
car sales, financial services and export;
Buying groups: the figures are reflecting the external sales. The total turnover of the
group members including industry business/trucks/buses/agriculture, equipment tools,
and the export business. The business is primarily based on B2B. The turnover of the
buying groups is a part of the total turnover of the distributors;
IAM distributors: the figures are reflecting the total turnover of the companies including
industry business/trucks/buses/agriculture, equipment tools, and the export business.
The business is primarily based on B2B. If the company is engaged also in the B2C or the
repair business - this turnover is also included;
Auto centres: the turnover is based primarily on B2C business including service business.
In some cases it also includes tools and business outside the passenger car segment;
INTRODUCTION
wolk after sales experts P a g e | 10
Garages: the turnover is based primarily on B2C business.
DATABASE
If you are interested in more detailed information, please ask for the database of wolk
after sales experts, e.g. for:
• car park data;
• market volume for single products;
• regional market volume calculation/potential analysis incl. geo-marketing;
• profiles of distributors/garage chains/garage marketing systems;
• garage marketing system;
• address database;
• aftersales online
SUMMARY
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2. SUMMARY
2.1 GENERAL SITUATION
PICTURE 3: GDP DYNAMICS
2.2 THE CAR DATA
PICTURE 4: NEW REGISTRATIONS
2008 2009 2010 2011
GDP in bn. € 346 340 354 369
325
330
335
340
345
350
355
360
365
370
375
GDP in bn €
0,00
0,10
0,20
0,30
0,40
0,50
0,60
0,70
2008 2009 2010 2011
Dynamic of PC new registrations
SUMMARY
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PICTURE 5: CAR DENSITY IN THE EUROPEAN COUNTRIES
0
100
200
300
400
500
600
700 M
D
TR
AL
MK
UA
RO
Bi
H
RS
BY
RUS LV
SK
MN
H
U
LT
HR
BG
DK EE
PT
IR
E PL
CZ
SE
GR NL
NO
ES
FR
BE
CY
D
E FI
UK AT
SLO
CH
IC
E M
T IT
LUX
Car density per 1000 inhabitants
SUMMARY
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2.3 THE AFTERMARKET SITUATION
PICTURE 6: AFTERMARKET OVERVIEW
trade and buying groups
associated companies …
outlets …
large distributors (turnover > 20 M.EUR)
companies …
outlets …
medium distributors(turnover 3 - 20 M.EUR)
companies ... companies … companies …
outlets … outlets … outlets …
small distributors(turnover < 3 M.EUR)
companies …
outlets …
repairers
outlets …
…
…Mio. Euro
passenger car park in operation
…
population in Mio.
importance of the OES/IAM repairers (where the components have been fitted)OES IAM
… …
total aftermarket volume (excl. labor at end consumer prices, excluding VAT)
OES IAM
car manufacturers parts manufacturers
authorized car dealers and OES - service partners auto centres and
fast fits
SUMMARY
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2.4 EXPAND OF SOME ABROAD COMPANIES IN … – CONSOLIDATION AND
INTERNATIONALISATION
PICTURE 7: CONSOLIDATION AND INTERNATIONALISATION
Country Name
SUMMARY
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2.5 THE AFTERMARKET VOLUME
PICTURE 8: THE CAR AFTERMARKET POTENTIAL
2008 2009 2010 2011 2015 est.
The car aftermarket potential
share OES share IAM additional aftermarket potential
SUMMARY
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2.6 COMPARISON THE COUNTRY 2007 VS. 2011
… 2007 … 2011 2011 vs. 2007
passenger car park aftermarket volume (OES+IAM) - M €
OES - outlets IAM garages – outlets (incl. Specialists)
IAM distributors (excl. specialists)
there from small in %
there from medium in %
there from large in % cars density (cars per 1.000 inhabitants)
TABLE 1: COMPARISION …. 2007 VS. 2011
More information is available in the database of wolk after sales experts.
2.7 COMPARISION THE COUNTRY WITH GERMANY AND EUROPE
…. Germany … vs.
Germany Europe …. vs. Europe
passenger car park
aftermarket volume (OES+IAM) - M €
OES - outlets
IAM garages – outlets (incl. Specialists)
IAM distributors (excl. specialists)
there from small in %
there from medium in %
there from large in %
cars density (cars per 1.000 inhabitants)
TABLE 2: RELATION FIGURES THE COUNTRY VS. GERMANY AND EUROPE
GENERAL INFORMATION ABOUT THE COUNTRY
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3. GENERAL INFORMATION ABOUT THE COUNTRY
3.1 GENERAL DATA
General data Official name
Name in country language
Land borders with
Capital city
EU - member
Area in km²
Population in Mio.
Currency
Time zone
Internet TLD
Calling code
Government
President
Prime Minister
TABLE 3: GENERAL DATA
3.2 ECONOMIC DATA
Economic data 2008 2009 2010 2011
GDP in bn. €
GDP real growth rate
GDP per capita in €
inflation rate
unemployment rate
TABLE 4: ECONOMICAL DATA
GENERAL INFORMATION ABOUT THE COUNTRY
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3.3 VEHICLE DATA
All data is based on the figures given by the official statistic of ….. The figures are from
31st December of each mentioned year.
3.3.1 PASSENGER CARS DATA
2008 2009 2010 2011 2015 est.
registered passenger cars
average age in years
first registrations
first registrations
new
first registrations
used
production of passenger cars
TABLE 5: PASSENGER CARS DATA AT THE 31.12.
PICTURE 9: DYNAMIC OF PASSENGER CARS REGISTRATIONS
2008 2009 2010 2011
Dynamic of passenger cars registrations
GENERAL INFORMATION ABOUT THE COUNTRY
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PICTURE 10: DYNAMIC OF PASSENGER CARS NEW REGISTRATIONS
2008 2009 2010 2011
Dynamic of PC new registrations
GENERAL INFORMATION ABOUT THE COUNTRY
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3.3.2 PASSENGER CAR PARK BY BRAND
brand 2008 2009 Volkswagen Opel Peugeot Citroën Ford Renault Mercedes Toyota BMW Audi Nissan Volvo Fiat Seat Hyundai Mazda Skoda Suzuki Honda Mitsubishi Alfa Romeo Kia Saab Mini Chevrolet Land Rover Daewoo Porsche Lancia Rover Jaguar Chrysler Smart Daihatsu Dacia Subaru MG Other Total
TABLE 6: PASSENGER CAR PARK BY BRAND AT 31.12.
GENERAL INFORMATION ABOUT THE COUNTRY
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PICTURE 11: MOST IMPORTANT PASSENGER CARS BRANDS
For the interested reader: More detailed car park data is available in the database of wolk
after sales experts.
3.3.3 TRUCK FLEET
2007 2008 2009 2010
registered trucks
first registrations of trucks
production of trucks
TABLE 7: TRUCK DATA AT THE 31.12.
Audi
BMW
Toyota
Mercedes
Renault
Ford
Citroën
Peugeot
Opel
Volkswagen
2009
GENERAL INFORMATION ABOUT THE COUNTRY
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PICTURE 12: DYNAMIC OF TRUCKS REGISTRATIONS
PICTURE 13: DYNAMIC OF TRUCKS NEW REGISTRATIONS
3.3.4 BUS FLEET
2007 2008 2009 2010
registered buses first registrations of buses
production of buses
TABLE 8: BUS DATA AT THE 31.12.
PICTURE 14: DYNAMIC OF BUS REGISTRATIONS
2007 2008 2009 2010
Dynamic of trucks registrations
2007 2008 2009 2010
Dynamic of trucks new registrations
2007 2008 2009 2010
Dynamic of buses registrations
GENERAL INFORMATION ABOUT THE COUNTRY
wolk after sales experts P a g e | 23
PICTURE 15: DYNAMIC OF BUS NEW REGISTRATIONS
2007 2008 2009 2010
Dynamic of buses new registrations
AFTERMARKET STRUCTURE
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4. AFTERMARKET STRUCTURE
PICTURE 16: AFTERMARKET DISTRIBUTION FLOW
The picture above shows very simply the aftermarket chain structure from parts
manufacturers up to car drivers. Besides of the common differentiation in IAM and OES
market there is also significant the differentiation in “traditional” and “alternative”
distribution channels (such as hypermarkets, DIY stores and gas stations).
The sales channels for passenger vehicle components are divided into the following sales
levels:
Local repair level:
• Car dealers/contract shops (OES) refer to the contract and service partners of the
automobile industry and vehicle importers. These are subdivided into partner with
retail and service contracts for one, several or all corporate brands and partners
with only service contracts.
• Independent mechanic garages (IAM) such as Bosch Car Service, AUTOFIT, etc.,
and automotive electrical shops.
• Tire retail (IAM) includes conventional tire dealers with and without auto
maintenance and repair service as well as tire discounters, who generally provide
no automotive services.
• Body and paint shops (only IAM).
AFTERMARKET STRUCTURE
wolk after sales experts P a g e | 25
• Auto centres (IAM)
• Automotive glass workshops (IAM),
• Engine rebuilders
• Fast fitters (IAM)
• Others such as smart repair shops, air conditioning service operations, mobile
fitters, etc.
• The do-it-yourself market (IAM) is subdivided into private persons doing repair
and installation work on their own vehicles and professional/semiprofessional
under-the-table work by automotive mechanics.
The distribution levels:
Distribution levels indicate the procurement sources of the repair shops as well as trade
among distributors. We differentiate between local, regional, supraregional distribution
levels on one hand and the national distribution level on the other.
Local, regional and supraregional distribution levels include:
• Sales channels for the OES market in these levels consist of supraregional sales
centers, regional auto dealers with wholesaler status and local auto dealers who
cover demand from local repair shops through over-the-counter sales.
• Parts distributors (IAM) are subdivided into supraregional wholesale parts
business, regional wholesale parts business, local parts dealers, as well as parts
retail shops/chains
• Specialised distributors (IAM).
• Mass merchandisers (IAM) is a designation used as a synonym for large-scale
retail operations, such as department stores, cash- and carry markets,
supermarkets, etc. Mass merchandisers are significant as a procurement sources
for do-it-yourselfers.
The national distribution level:
• In the OES market, the central delivery warehouses for the automobile industry
and vehicle importers are classified in this category.
• At this level in the independent aftermarket will be found:
AFTERMARKET STRUCTURE
wolk after sales experts P a g e | 26
o Trade and buying groups of the parts wholesalers and specialist stores,
such as ATR I, ad I, TEMOT I, GAU I.
o Auto centres headquarters.
o Direct distributors
o Mass merchandiser headquarters
o Rack jobbers headquarters
The manufacturer level:
• In the OES market, internal production (in-house parts) for vehicle manufacturers
falls in this category.
• In the IAM market, this level is composed of parts manufacturers.
The following chapters show the Aftermarket structure by each distribution channel
including the profiles of most important players in each aftermarket segment.
AFTERMARKET STRUCTURE
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4.1 OES STRUCTURE
kind of outlet no. of outlets turnover in M. € employees car manufacturer or importer owned outlets
offering sales and service
offering only service
offering only sales
total OES outlets
TABLE 9: OES OUTLETS AND EMPLOYEES
In … there are … outlets owned by car manufacturers/importers. Furthermore there are
… authorized car dealers offering sales and service, … outlets offering only car sales and
… authorized repairers, which are not selling cars.
4.1.1 OES CAR TRADE AND BUYING GROUPS
name mother association
associates outlets turnover in M. €
emplo-yees
* turnover estimated ** employees estimated
TABLE 10: OES TRADE AND BUYING GROUPS
4.1.2 OES GARAGE MARKETING SYSTEMS
name mother association
associates outlets turnover in M. €
emplo-yees
* turnover estimated ** employees estimated
TABLE 11: OES GARAGE MARKETING SYSTEMS
AFTERMARKET STRUCTURE
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4.1.3 IMPORTANT CAR DEALERS / CAR DEALER GROUPS
name mother association
associates outlets turnover in M. €
emplo-yees
* turnover estimated ** employees estimated
TABLE 12: LARGEST CAR DEALERS/CAR DEALER GROUPS
The figures are given for total sales and aftersales business (passenger cars and
commercial vehicles) including B2B business, exports and garage equipment sales.
4.2 STRUCTURE OF IAM DISTRIBUTION
This chapter describes the distribution flow from the automotive parts wholesalers /
distributors to the repairers and end consumers. As mentioned above the distribution
channels are divided into traditional and alternative distribution.
4.2.1 TRADITIONAL IAM DISTRIBUTION
The traditional IAM distribution includes the common value chain in the automotive
aftermarket from parts manufacturers via parts distributors up to the B2B end
consumers (garages and parts retailers). The important players in this segment are:
• trade and buying groups (wide range and specialised),
• distributors (wide range and specialised),
• auto centres
• retail chains
• direct distributors
• E-Comerce companies
AFTERMARKET STRUCTURE
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4.2.1.1 TRADE AND BUYING GROUPS
Trade and buying groups are associations of independent parts distributors associated
with the aim to optimize purchasing terms and conditions, to organize more efficiently
sales and marketing activities (e.g. using garage and trade marketing systems) to
observe the market and give mid-term strategy orientation. There are existing national-
and international acting trade and buying groups. The four large Europe-wide acting
trade and buying groups are:
ad International ATR International GAU International Temot International
In Belgium the following international and national trade and buying groups are
operating:
name mother association
associates outlets turnover in M. €
emplo-yees
* turnover estimated ** employees estimated
TABLE 13: TRADE AND BUYING GROUPS
4.2.1.2 SPECIALISED TRADE AND BUYING GROUPS
Specialised trade and buying groups are similar to ‘normal’ trade and buying groups, but
with the difference that they are specialised mainly in one product group, such as tires,
glass, paint etc.
name belongs to outlets turnover in M. € employees * turnover estimated ** employees estimated
TABLE 14: SPECIALISED TRADE AND BUYING GROUPS
AFTERMARKET STRUCTURE
wolk after sales experts P a g e | 30
4.2.1.3 DISTRIBUTORS
Car parts distributors buy parts from the parts manufacturers or other distributors and
sell these parts to smaller wholesalers or directly to garages.
The listed distributors are parts distributors and have NO specialisation in any of the
following product groups: glass, tires, paint and oil, which means they usually have a
wide assortment of products.
We have divided the wholesalers into three groups:
small distributors turnover below 3 M. € middle-sized distributors turnover between 3 and 20 M. € large distributors turnover above 20 M. €
TABLE 15: THE WHOLESALE COMPANIES SEGMENTATION
size of company number of companies
outlets total turnover
in M. € employees
small
medium
large
total distributors
TABLE 16: THE WHOLESALE COMPANIES
In … there are … small sized local acting parts dealers. Furthermore there are … regional
acting medium distributors and … large distributors. In 2010 they made approx. … M €
turnover.
AFTERMARKET STRUCTURE
wolk after sales experts P a g e | 31
Most important large car distributors in Belgium are:
name belongs to outlets turnover in
M. € employees
* turnover estimated ** employees estimated
TABLE 17: LARGE DISTRIBUTORS
Most important middle-sized car distributors in Belgium are:
name belongs to outlets turnover in M.
€ employees
* turnover estimated ** employees estimated
TABLE 18: MIDDLE-SIZED DISTRIBUTORS
4.2.1.4 SPECIALISED DISTRIBUTORS
Specialised distributors are companies, which buy parts directly from the parts
manufacturers or from other distributors. These wholesalers are specialised in one
product group such as e.g.:
auto glass
tires
truck parts
electric/electronic parts
body parts / paint
oil
etc.
AFTERMARKET STRUCTURE
wolk after sales experts P a g e | 32
The important specialised distributors in Belgium are:
name mother
association specialised in outlets turnover in M. €
emplo-yees
* turnover estimated ** employees estimated
TABLE 19: SELECTION OF LARGE SPECIALISED DISTRIBUTORS
Turnover and number of employees are given only by wholesale business. In this table
are presented ONLY the relevant data for wholesale business.
4.2.1.5 AUTO CENTRES
Auto centres are retailers (B2C) with integrated car service, selling to end consumers.
Please note that auto centres are not to be confused with Fast Fits and are also not
specialised car services (such as in tires, glass, climate service, etc.). Please also note
that in some cases the companies have as well retail outlets under the same corporate
identity.
In the following table you will find ONLY the relevant data concerning the largest auto
centres.
name belongs to outlets turnover in M.
€ employees
* turnover estimated ** employees estimated
TABLE 20: AUTO CENTRES
AFTERMARKET STRUCTURE
wolk after sales experts P a g e | 33
4.2.1.6 TRADE MARKETING SYSTEMS
Trade marketing systems are networks of small distributors driven by large/medium
distributors. The network will be contracted as franchisee or partnership system. The
aim of such networks is for large/medium distributors to increase the purchasing loyalty
and for small distributor to get sales and marketing support acting under one “system
flag”.
name belongs to outlets turnover in M.
€ employees
* turnover estimated ** employees estimated
TABLE 21: TRADE MARKETING SYSTEMS
4.2.1.7 RETAIL CHAINS
National retail chains sell automotive parts and accessories primarily to end consumers
(B2C). They do not offer any repair and maintenance service. The majority of smaller
dealers have more than 50% B2B business and belong to the smaller distributors
(turnover <3 M. Euro).
There are no major retail chains in …..
AFTERMARKET STRUCTURE
wolk after sales experts P a g e | 34
4.2.1.8 DIRECT MARKETERS
The direct marketers sell their products, without involving parts wholesalers directly, to
the repair level (OES/independent aftermarkets) through their own field organizations or
online shops. Thanks to their streamlined organizational structures, the direct marketers
have faster and more direct access to the market.
They are focusing on the business with small parts and automotive chemicals.
The largest direct marketers in …. are:
name belongs to outlets turnover in M.
€ employees
* turnover estimated ** employees estimated
TABLE 22: DIRECT DISTRIBUTORS
The figures are given ONLY for automotive business. The figures relate the worldwide
activities of mentioned companies.
4.2.1.9 E-COMMERCE COMPANIES
E-Commerce companies offer automotive parts or automotive repair services via internet
to the end consumer (B2C). Here are mentioned companies who´s main activity consist in
offering automotive parts or automotive repair services via B2C shops in the internet.
name belongs to specialised in outlets turnover in M. €
emplo-yees
* turnover estimated ** employees estimated
TABLE 23: E-COMMERCE COMPANIES
AFTERMARKET STRUCTURE
wolk after sales experts P a g e | 35
4.2.2 ALTERNATIVE IAM DISTRIBUTION
The traditional B2B channels at the repairer level will be covered by parts
distributors/wholesalers. Mass merchandisers, DIY stores and gas stations are working
in the alternative distribution channels. The target group of these channels is primarily
end users/car drivers. The alternative distribution channels use so called rack jobbers
for the delivering. These alternative channels were mostly used in DIY segment.
4.2.2.1 RACK JOBBERS
Rack jobbers are companies which supply the gas stations, mass merchandisres and / or
DIY stores. They rent racks in these distribution channels or/and fill them themselves.
None has a business mainly consisting of the delivery of automotive parts.
name belongs to outlets turnover in M. € employees * turnover estimated ** employees estimated
TABLE 24: RACK JOBBER
The figures are given ONLY for automotive business.
4.2.2.2 MASS MERCHANDISERS
name belongs to outlets turnover in M. € employees * turnover estimated ** employees estimated
TABLE 25: MASS MERCHANDISERS
The figures are given for total sales of mentioned companies.
AFTERMARKET STRUCTURE
wolk after sales experts P a g e | 36
4.2.2.3 DIY STORES
name belongs to outlets turnover in M.
€ employees
* turnover estimated ** employees estimated
TABLE 26: DIY STORES
The figures are given for total sales of mentioned companies.
4.2.2.4 GAS STATIONS
name belongs to outlets turnover in M.
€ employees
* turnover estimated ** employees estimated
TABLE 27: GAS STATIONS
The figures are given for total sales of mentioned companies.
4.3 IAM REPAIRERS
This chapter is about IAM repairers. Only independent stand-alone garages / workshops
are counted. The number of outlets is given by experts / garage associations, the number
of employees and the turnover is in most cases extrapolated with average figures given
by experts of the country.
The total number of automotive repairers (IAM) in … is:
kind of garage outlets turnover in M. € employees
IAM multi brand garages garages owned by fleets, large companies or communes
IAM specialized garages
IAM fast fitter total IAM garages
TABLE 28: OVERVIEW ABOUT THE INDEPENDENT REPAIRERS
Detailed data are available in the database of wolk after sales experts.
AFTERMARKET STRUCTURE
wolk after sales experts P a g e | 37
4.3.1 MULTI BRAND MECHANIC GARAGES
There are …. independent multi brand mechanic garages in …. These garages made a
total turnover of …. million € in 2010.
4.3.2 IAM SPECIALISED GARAGES
In … are approximately …. specialised car repair garages. These companies made a
turnover of … million € in 2010.
specialisation outlets turnover in M. € employees
engine remanufactures/reconditioner . 32 216
body and paint shops 900 468,0 3.600
tyre specialists with and without addit. car service
450 203 1.350
auto glass specialists 150 58,5 700
other specialists not listed above (electronics/electronics/diesel, climate service, mobile fitters, car care etc.)
900 314 600
total 2.454 1074,9 450
TABLE 29: SPECIALISED IAM REPAIRERS
4.3.3 FAST FITS
Fast Fit chains offer a lean service (lower half services) for passenger cars. They mostly
offer tires also including service. They may also provide brakes, exhausts, oil, shock
absorber and air conditioning.
name belongs to outlets turnover in M. € employees * turnover estimated ** employees estimated
TABLE 30: FAST FITTERS
AFTERMARKET STRUCTURE
wolk after sales experts P a g e | 38
4.3.4 GARAGE MARKETING SYSTEMS
The garage marketing systems are partner systems driven by buying groups,
wholesalers, parts manufacturers or others. The number of garage marketing system
partners is already included in the number of IAM repairers above mentioned.
They are divided into three groups. The full service systems for mechanical repairs which
offer the complete service for all brands, the full service garage marketing system for
specialised repairers (product orientated systems) which are specialised in single
product groups such as tires, auto glass and air conditioning and the garage distance
retail brands of the parts industry such as OSS/ZF Trading, Bosch Diesel Center etc..
Most garage marketing systems are based on partnership-contracts and are only in few
cases based on “real franchising”.
4.3.4.1 GARAGE MARKETING SYSTEMS FOR MECHANICAL REPAIRS
name belongs to outlets turnover in M. €
employees
* turnover estimated ** employees estimated
TABLE 31: FULL SERVICE GARAGE MARKETING SYSTEMS FOR MECHANICAL REPAIRS
AFTERMARKET STRUCTURE
wolk after sales experts P a g e | 39
4.3.4.2 GARAGE MARKETING SYSTEMS FOR SPECIALIZED REPAIRERS
name mother
association specialised in outlets
turnover in M. €
emplo-yees
* turnover estimated ** employees estimated
TABLE 32: GARAGE MARKETING SYSTEMS FOR SPECIALISED REPAIRERS
4.3.4.3 DISTANCE RETAILING BRANDS 1
name belongs to outlets turnover in M. € employees
* turnover estimated ** employees estimated
TABLE 33: DISTANCE RETAILING BRANDS
1 Most important
AFTERMARKET VOLUME BY 10 PRODUCT GROUPS
wolk after sales experts P a g e | 40
5. AFTERMARKET VOLUME BY 10 PRODUCT GROUPS
The Aftermarket volume includes the entire turnovers of new or rebuilt components (but
not used components) after the purchase of a new passenger car. The value is shown in €
at end consumer prices without VAT for private as well as company passenger cars
(fleets). The aftermarket volume includes material which is built in during a repair or
maintenance job as well as the material which is bought at a garage, a wholesaler,
warehouses, petrol stations, retail-shops and other distribution channels by an end
consumer. DIY or moonlights workers, OES and IAM distribution are included. The share
between OES and IAM is based on where the parts have been fitted and not where the
parts have been sourced and neither where the order for the repair has been placed. Also
included are parts used during warranty work. All figures refer to the year 2011.
1. MECHANICAL REPLACEMENT PARTS
Mechanical replacement parts include wearing parts such as brake pads, clutches,
shock absorbers.
2. ELECTRICS/ELECTRONICS
Electrics and electronics include parts such as the engine control unit, the ABS
control unit, any other control units, the relays, cables, bulbs, starters, electric
generator.
3. BODY PARTS INCL. LIGHTING
Body parts include parts such as the mudguards, engine bonnets, the car body,
bumpers, head- and rear lamps etc.
4. ASSEMBLIES
Assemblies include parts such as engine, gear boxes, axles, etc.
5. TIRES
Only new tires are taken in account, used and retreaded tires are excluded.
6. OIL / LUBRICANTS
This includes all oils and lubricants (for engines, gearboxes, axles, etc) which have
been sold during maintenance and repair jobs as well as in petrol stations,
warehouses, etc. directly to end consumers.
AFTERMARKET VOLUME BY 10 PRODUCT GROUPS
wolk after sales experts P a g e | 41
7. PAINT
This includes paint and pre materials such as body filler.
8. OTHER CHEMICALS
Other chemicals refer to chemicals such as antifreeze-liquids, polish, cleaning
products, brake fluid etc.
9. ACCESSORIES
Accessories include parts such as hi-fi / multimedia, navigation, connectivity, interior
accessories, tuning parts (alloy rims, exhausts, chassis, aerodynamics), safety
accessory, comfort accessory, transport accessory such as roof boxes, luggage racks,
tow bars.
10. AUTO GLASS
The product group auto glass includes windscreens, side and rear windows.
The following table shows the total aftermarket volume split by the above mentioned ten
groups.
product group total turnover in M. € share of total share OES share IAM
mechanical replacement parts
electrics / electronics
body parts incl. lighting
assemblies
tyres
oil / lubricants
paint
other chemicals
accessories
auto glass total
TABLE 34: AFTERMARKET VOLUME IN €
The following table shows the total aftermarket volume split by the above mentioned ten
groups. Attention: Labour costs are not included!
AFTERMARKET VOLUME BY 10 PRODUCT GROUPS
wolk after sales experts P a g e | 42
PICTURE 17: AFTERMARKET VOLUME SPLIT BY PRODUCT GROUPS
The following picture shows shares between OES and IAM for all product groups.
Shares between OES and IAM are estimated by market experts and market participants.
Shares show where the material has been built in, NOT where the material has been
sourced.
PICTURE 18: PRODUCT GROUPS SHARES BY OES AND IAM
0% 20% 40% 60% 80% 100%
share OES
share IAM
ANNEX – COMPANY PROFILES
wolk after sales experts P a g e | 43
6. ANNEX – COMPANY PROFILES
6.1 OES COMPANIES - PROFILES
6.1.1 OES CAR TRADE AND BUYING GROUPS
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff brands
PROFILE 1: …
6.1.2 OES GARAGE MARKETING SYSTEMS
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff brands
PROFILE 2: …
ANNEX – COMPANY PROFILES
wolk after sales experts P a g e | 44
6.1.3 IMPORTANT CAR DEALERS / GROUPS
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff brands
PROFILE 3: …
6.2 IAM DISTRIBUTORS - PROFILES
6.2.1 TRADE AND BUYING GROUPS
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff
PROFILE 4: …
ANNEX – COMPANY PROFILES
wolk after sales experts P a g e | 45
6.2.2 SPECIALISED TRADE AND BUYING GROUPS
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff
PROFILE 5: …
6.2.3 IAM LARGE DISTRIBUTORS
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff
PROFILE 6: …
ANNEX – COMPANY PROFILES
wolk after sales experts P a g e | 46
6.2.4 MEDIUM DISTRIBUTORS
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff
PROFILE 7: …
ANNEX – COMPANY PROFILES
wolk after sales experts P a g e | 47
6.2.5 IAM SPECIALISED DISTRIBUTORS
name …. belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff
PROFILE 8: ….
6.2.6 IAM DIRECT DISTRIBUTORS
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets workshop systems staff
PROFILE 9: …
ANNEX – COMPANY PROFILES
wolk after sales experts P a g e | 48
6.2.7 IAM AUTOCENTRES
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff
PROFILE 10: …
6.2.8 E-COMMERCE COMPANIES
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff
PROFILE 11: …
ANNEX – COMPANY PROFILES
wolk after sales experts P a g e | 49
6.2.9 RACK JOBBERS
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff
PROFILE 12: …
6.2.10 MASS MERCHANDISERS
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff
PROFILE 13: …
ANNEX – COMPANY PROFILES
wolk after sales experts P a g e | 50
6.2.11 DIY STORES
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff
PROFILE 14: …
6.2.12 GAS STATIONS
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff
PROFILE 15: …
ANNEX – COMPANY PROFILES
wolk after sales experts P a g e | 51
6.3 IAM GARAGES - PROFILES
6.3.1 IAM FAST FIT CHAINS
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff
PROFILE 16: …
6.3.2 IAM GARAGE MARKETING SYSTEMS FOR MECHANICAL REPAIRS
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff
PROFILE 17: …
ANNEX – COMPANY PROFILES
wolk after sales experts P a g e | 52
6.3.3 IAM GARAGE MARKETING SYSTEMS FOR SPECIALIZED REPAIRS
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff
PROFILE 18: …
6.3.4 DISTANCE RETAILING BRANDS
name … belongs to street postal code town phone fax name e-mail internet turnover in M. € business fields outlets garage concept staff
PROFILE 19: …