Dealer Group Workshop 7th February, 2017

Dealer Group Workshop 7th February 2017

The evolution of dealer networks in Europe over the years since the financial crisis has seen an overall reduction in the number of franchise points, but also a more rapid reduction in the number of investors. The most significant part of this investor consolidation has been where existing large dealer groups have acquired other groups and individual outlets. Our research shows that the share they have of the total market has grown in the main European markets, in parallel to which we have seen more inward investment into Europe by Asian and US investors, and rapid development of the organisational model and capabilities of the large groups.

This provides OEMs with financially stronger, more capable, potential partners, who are demonstrating their willingness to invest in both physical and online assets. They have their own internal management controls and processes focused on improving performance and delivering a superior customer experience. It could be argued that they represent the most evolved state of the traditional dealership model. However, as we move into an omni-channel environment, bringing new physical and digital formats into play, how does this affect the strategies of the large groups and their place in a brand network? Are the interests of the groups and the OEMs aligned? How does it influence smaller dealers?

Supported by face to face interviews with major dealer group CEOs from France, Germany, Italy, UK and Spain, we will explore these developments in an interactive format with ample opportunity for discussion and debate. The event will be of interest not only to dealers and their trade associations, but also to those responsible for network planning or sales to or through franchised dealer channels.

Subject to interest, we will also take advantage of the central London location of this workshop to offer a hosted visit to one or more of the new retail formats that have been introduced in recent years.

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Dealer Group Workshop 7th February 2017

Venue
We appreciate the hospitality offered by A.T. Kearney Management Consultants which allows us to hold this workshop in a central London location, whilst still maintaining the delegate fee at a sensible level. The location is Lansdowne House, Berkeley Square, London W1J 6ER. This is a short walk from Green Park tube station which offers a direct connection to London Heathrow and an easy connection to London Gatwick and Eurostar services into London St. Pancras International.

Workshop Format
The workshop format will consist of a limited number of slides based on our research to introduce each topic and then the opportunity for a roundtable discussion. Coffee will be available from 9.30 a.m. for a 10.00 a.m. start: we will finish at 4.00 p.m.

Optional visit to new retail outlets
The workshop location is convenient to the locations of a number of new retail outlet formats, including Audi City which is less than 5 minutes walk, and Tesla and Rockar Hyundai outlets in the Westfield shopping malls in west and east London. There are also a number of flagship dealerships in and around London operated by some of the large dealer groups. Subject to interest, we will seek to organise hosted visits to one or more of these outlets immediately after the workshop and/or the following morning. If you are interested in attending, please email janetrace@icdp.net with details of your specific interest and availability.

Book your place now via the link on the right
Places are limited to a maximum of 25 delegates, so we are initially restricting bookings to one per company. We will operate a “wait-list” for those companies who would like to send more than one delegate. If you have any problems with the online booking process, or want to register a second person for the wait-list, please contact Jane Trace in the Project Office janetrace@icdp.net

The cost of attending is €150 + VAT.

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Dealer Group Workshop 7th February 2017

9.30 a.m. Coffee on arrival for a 10.00 a.m. start

Welcome and introductions

Evolution of networks and dealer groups
- Historical and projected development of European networks in respect of sales and service point numbers
- Dealer group growth, market share and expectations
Business mix, performance and trends
- Revenue and profit mix
- Historical performance and expectations of future development
- Implications at network level - market share and impact on mid-size and smaller dealers
OEM relationships
- Hopes and expectations
- Reality and consequences
People, recruitment and reward systems
- Skills requirements, and recruitment implications
- Aligning goals, culture and rewards
Groups in the context of the current and future network model
- Brand portfolio, geographical footprint, shared versus dealership-based services
- Investment attitudes - physical and digital
- Group versus OEM brand approach to market
- Supporting the customer journey

Wrap-Up

4.00 p.m. Finish

Optional visit to new retail outlets
The workshop location is convenient to the locations of a number of new retail outlet formats, including Audi City which is less than 5 minutes walk, and Tesla and Rockar Hyundai outlets in the Westfield shopping malls in west and east London. There are also a number of flagship dealerships in and around London operated by some of the large dealer groups. Subject to interest, we will seek to organise hosted visits to one or more of these outlets immediately after the workshop and/or the following morning. If you are interested in attending, please email janetrace@icdp.net with details of your specific interest and availability.

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Dealer Group Workshop 7th February 2017

The timing of the agenda should allow you to travel to and from London within the day. The venue is in Berkeley Square, London W1 - there are many hotels to suit all budgets in the area, ICDP suggests that you use an online booking portal to find the best deal.

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