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the unique successful experience of the italian car dealers consortia for the spare parts distribution

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Maurizio Sala Dealers Consortium: a sustainable solution to face the future

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Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

… will not

effect!

I've alreadytried ...

… too trivial and simple to be useful!

… you can

not do.

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

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

1960

19751965

198519962002

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

indifference of the Manufacturers and

Dealers for Spare Parts in the years of the automotive

development

multiplication of small, indipendents car repairers

and body shops

indipendent Spare Parts dealers hasdeveloped to exploit free business areas

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

What can Dealers do withina so competitive

and fragmented market?

1 - Give up external genuine parts sales tothe indipendent spare parts dealers

2 - Try to set a direct relationship withworkshops and body shops served by the indipendent parts dealers

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

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 genuine parts business.

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

New carsales

Parts

F&I

Other

LaborTotal After Sales Business

Of total profit28.9%

Source: Quintegia – Automotive Dealer Day , only volume brands (sample represented by over 100 dealers)

Used carsales

2010

25% 3 years ago % on total profit

% on total turnover

( %)

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

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

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Italian total Aftermarket value

is lower ifcompared with the

other leadingEuropeanCountries.

Source ICDP

31,0 bil €

45,1 bil €

26,7 bil €

29,7 bil €

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Moreover, abouthalf of its value is

absorbed byIndependent

Repairers

Source ICDP

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

What can Dealers do withina so competitive

and fragmented market?

1 - Give up external genuine parts sales tothe indipendent spare parts dealers

2 - Try to set a direct relationshipwith workshops and body shops

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

complete supplying

risksharing

customerloyalty

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

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

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

availability of genuine/original spare parts

direct relationship with warehouseman expert of the brand without intermediaries

direct business relationship with the dealership

products official warranty

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Logistics (External)

Payments Management

Sales Promotion

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

GC

Gestione Consorzi

• Management

• Logistics

• HR

• Vans

• Secretary

• Payments

• Coordination

Technical Partners

Csoft

Dealer Dealer Dealer Dealer Dealer Dealer Dealer Dealer dealer

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

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

workshopbodyshop

dealer warehouse

dealer

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

1) order spareparts to the

dealer

2) Genuine spareparts ready for

the delivery

3) pick-up of the Genuine spare partswith the van of the

Consortium

4) swap

5) Delivery of the Genuine spare parts

at the workshop/body shop (1 or 2 times

per day)

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Dealer Dealer

Dealer

Dealer

Body shop

Workshops

Workshops

Workshops

Body shop

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Dealer

Dealer

Dealer

DealerDealer

Dealer

Dealer

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

From 30 to 45 mins

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

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

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

A mechanism which allows supplying a bank statement per Customer, with a summary of all 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 month

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

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

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

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

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

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.

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

18 Consortia with

more under development

701 Franchised Dealers with 999 pick-up points/locations

11,700 + customers

71 different brands

franchises covered

169 vans + 72 promoter

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

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

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

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 &Development

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

proximity warehouses

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

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

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

in 10 years AsConAuto has distributed nearly 2 Billions of Euro in Genuine Parts

Glo

bal tu

rnover

of

conso

rtia

(only

exte

rnal sa

les)

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Indipendent Garages

Indipendent Body Shops

Authorised Garages

Authorised Body Shops

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

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 valuetransported/year

per van€ 1.717.785(118.267.999 Rs)

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

• 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!

The Consortium…

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

Maurizio Sala Dealers Consortium: a sustainable solution to face the future

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