the car aftermarket in europe - wolk after sales experts€¦ · aftermarket in europe 2009 report...

Market Information Database

Report

The Car Aftermarket

in Europe

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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


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


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


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


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


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


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


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


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


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


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


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


2.4 EXPAND OF SOME ABROAD COMPANIES IN … – CONSOLIDATION AND

INTERNATIONALISATION

PICTURE 7: CONSOLIDATION AND INTERNATIONALISATION

Country Name

SUMMARY


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


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


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



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



PICTURE 10: DYNAMIC OF PASSENGER CARS NEW REGISTRATIONS

2008 2009 2010 2011

Dynamic of PC new registrations



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.



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



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



PICTURE 15: DYNAMIC OF BUS NEW REGISTRATIONS

2007 2008 2009 2010

Dynamic of buses new registrations

AFTERMARKET STRUCTURE


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).



• 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:



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.



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



emplo-yees


TABLE 11: OES GARAGE MARKETING SYSTEMS



4.1.3 IMPORTANT CAR DEALERS / CAR DEALER GROUPS



emplo-yees


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



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:



emplo-yees


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



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.



Most important large car distributors in Belgium are:

name belongs to outlets turnover in

M. € employees


TABLE 17: LARGE DISTRIBUTORS

Most important middle-sized car distributors in Belgium are:

name belongs to outlets turnover in M.

€ employees


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.



The important specialised distributors in Belgium are:

name mother

association specialised in outlets turnover in M. €

emplo-yees


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.


€ employees


TABLE 20: AUTO CENTRES



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”.


€ employees


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 …..



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:


€ employees


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


TABLE 23: E-COMMERCE COMPANIES



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.


TABLE 24: RACK JOBBER

The figures are given ONLY for automotive business.

4.2.2.2 MASS MERCHANDISERS


TABLE 25: MASS MERCHANDISERS

The figures are given for total sales of mentioned companies.



4.2.2.3 DIY STORES


€ employees


TABLE 26: DIY STORES


4.2.2.4 GAS STATIONS


€ employees


TABLE 27: GAS STATIONS


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.



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.


TABLE 30: FAST FITTERS



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


TABLE 31: FULL SERVICE GARAGE MARKETING SYSTEMS FOR MECHANICAL REPAIRS



4.3.4.2 GARAGE MARKETING SYSTEMS FOR SPECIALIZED REPAIRERS

name mother

association specialised in outlets

turnover in M. €

emplo-yees


TABLE 32: GARAGE MARKETING SYSTEMS FOR SPECIALISED REPAIRERS

4.3.4.3 DISTANCE RETAILING BRANDS 1

name belongs to outlets turnover in M. € employees


TABLE 33: DISTANCE RETAILING BRANDS

1 Most important

AFTERMARKET VOLUME BY 10 PRODUCT GROUPS


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.



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!



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


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


PROFILE 2: …



6.1.3 IMPORTANT CAR DEALERS / GROUPS


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: …



6.2.2 SPECIALISED TRADE AND BUYING GROUPS


PROFILE 5: …

6.2.3 IAM LARGE DISTRIBUTORS


PROFILE 6: …



6.2.4 MEDIUM DISTRIBUTORS


PROFILE 7: …



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: …



6.2.7 IAM AUTOCENTRES


PROFILE 10: …

6.2.8 E-COMMERCE COMPANIES


PROFILE 11: …



6.2.9 RACK JOBBERS


PROFILE 12: …

6.2.10 MASS MERCHANDISERS


PROFILE 13: …



6.2.11 DIY STORES


PROFILE 14: …

6.2.12 GAS STATIONS


PROFILE 15: …



6.3 IAM GARAGES - PROFILES

6.3.1 IAM FAST FIT CHAINS


PROFILE 16: …

6.3.2 IAM GARAGE MARKETING SYSTEMS FOR MECHANICAL REPAIRS


PROFILE 17: …



6.3.3 IAM GARAGE MARKETING SYSTEMS FOR SPECIALIZED REPAIRS


PROFILE 18: …

6.3.4 DISTANCE RETAILING BRANDS


PROFILE 19: …

the car aftermarket in europe - wolk after sales experts€¦ · aftermarket in europe 2009 report...

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