E.N.G. Automotive Retail & DistributionAmsterdam
March 24, 2015
E.N.G. Automotive Retail & DistributionAmsterdam - March 24, 2015
The future is here:Experience the benefit of real-
time data and monitoring of theused car market, used car pricesand performance of your dealer
network
Jörg HöhnerGlobal Managing Director – INDICATAAUTOROLA GROUP HOLDING
AUTOROLA GROUPGlobal leader in online remarketing and automotive IT solutions
NO TRIVIAL CHANGETransformational impacts throughdiscruptive technologies
NO TRIVIAL CHANGEMajor trends changing consumer buying patterns
The internet empowersconsumers
Smartphones and tabletsare game changers
Consumers take theirhomework seriously
Targeted researchresults influence buying
decisions
WWW
77% 58% 37% 34%
CLASSIFIEDAD/LISTINGSITES
SOCIAL MEDIA CONSUMERREVIEW SITES
OEM/DEALERSITES
NO TRIVIAL CHANGETop online research sources for used vehicles
“The real voyageof discoveryconsists not inseeking newlands, but inseeing with neweyes.”
-- Marcel Proust
Classified Sites
Dealer Sites
OEM Sites
REAL-TIME INSIGHTSReal-time data to monitor market dynamics
REAL-TIME INSIGHTSTrack price changes for a single vehicle and competition
OEM• Monitor and Optimize
Dealer NetworkPerformance
• Protect and IncreaseResidual Values
DEALER• Optimize used car
operations• Increase stock turn
FLEET• Live Portfolio Value
Analysis
REAL-TIME INSIGHTSWho can benefit from real time insights
MARKET DAYSSUPPLY
PRICE TOMARKET
INVENTORYAGE
PRICINGSTRATEGY
STOCKTURN
MARKETSHARE
REAL-TIME INSIGHTSKPIs to guide used vehicle operations success
Ratio showsthe strengthsof therelationshipbetweensupply anddemand.
It is NOTaverage
stock days.
MarketDays
Supply
MAIN KPI: MARKET DAYS SUPPLYMeasures the relationship between supply and demand today
NEW KPI: MARKET DAYS SUPPLYHow can Market Days Supply help protect residual values?
Avoid adding morevolumes in a marketalready saturated
Know when and howto price according tomarket changes
VolumeDistribution
PricingStrategy
Pric
e / M
arke
t %
Time
RATIONAL PRICING STRATEGYWhat it should look like...
1 0 0 %
1 0 0 , 5 %
1 0 1 %
1 0 3 %
6 . 8 0 0
E U R 8 8 M
GERMAN PREMIUMMANUFACTURER
JAPANESE VOLUMEMANUFACTURER
EUROPEAN VOLUMEMANUFACTURER
1 0 3 %
1 0 3 %
1 0 4 %
1 0 5 %
3 . 3 0 0
E U R 1 2 0 M
9 8 %
9 9 , 5 %
1 0 1 %
1 0 3 %
1 . 7 0 0
E U R 2 2 M
1 - 3 0 d a y s
3 1 - 6 0 d a y s
6 1 - 9 0 d a y s
9 1 + d a y s
v e h i c l e s
1 0 0 % v a l u e
ACTUAL PRICING STRATEGYWhat it actually looks like...
Attractive carspriced too low
Identify network dealers whoconsistently price below the
market
Identify network dealerswithout “rational” pricing
strategy
Know when Market DaysSupply is in your favour
„Discount“ dealers Fresh inventorypriced lower than old
Attractive cars pricedtoo low
ACTUAL PRICING STRATEGYTop 3 dealer pricing strategies undermining your RV
„DISCOUNT“ DEALERSIdentify network dealers who consistenly price below the market
FRESH INVENTORY PRICED LOWER THAN OLDIdentify network dealers without a ”rational” pricing strategy
ATTRACTIVE CARS PRICED TOO LOWKnow when Market Days Supply is in your favour
60 daysM A R K E T D AY S S U P P LY
GERMAN PREMIUMMANUFACTURER
JAPANESE VOLUMEMANUFACTURER
EUROPEAN VOLUMEMANUFACTURER
1 - 3 0 d a y s
3 1 - 6 0 d a y s
6 1 - 9 0 d a y s
9 1 + d a y s
INVENTORY AGEMinimize the profit harming effects of increased market volatility
24%
13%
13%
50%
28%
15%
12%
45%
29%
18%
13%
40%
USED CAR MARKET SHAREImprove the profitability of your used car operations
Benefit:Dealer network profitabilityIncreased service, financing,spare parts, etc.
Risk:Low market shareYour pricing is beingdetermined by thecompetition
OEM/NSC DASHBOARDTrack and monitor the performance of your dealer network
BEST PRACTICESImprove the performance in your used vehicle operations
Monitor yourdealer networksused carperformance
Make dealernetwork pricingstrategy aprimary focus.
Identify andtrain dealers notaligned withyour RV strategy
Keep the dealerinventory fresh
Monitorcompliance withcertified usedcar program
ARE YOU READY TO GET YOURDEALER NETWORK TO PROTECTYOUR RESIDUAL VALUES?
Then visit us at our booth andget a demo and a free trial ofINDICATA.
CONTACT