Automotive distribution and retailing research, insight, implementation
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Executive Briefings 2017

Executive Briefings - insights from ICDP

Executive Briefings 2017

ICDP’s Executive Briefings - high-level summaries of our insights on the full range of programme topics - are available for all to read and download. If you make use of them in your own material, please remember to attribute ICDP as the source.

Executive Briefings prior to 2017 are available on request from the Project Office.


Is selling from factory supply sustainable in the German market today?

Ben Waller EB 08/17

In 2016, we updated our new vehicle supply benchmarking, and asked the question as to where the industry has got to on its journey from push to pull, and more fundamentally, whether the concept of ‘pull-supply’ still remains a valid target today. Germany has long been the European market with most sales from the order pipeline, due to customers in the past being more willing to wait for factory orders when compared with other markets.


Disruptive trends raise questions for new car margin and bonus schemes

Ben Waller EB 07/17

Senior management at both manufacturers and dealer groups alike expect the future role of the dealers to be markedly different to that of today, as a result of increased use of online channels, personal leasing and new forms of shared vehicle use. How might sales channel incentives and revenues change as a result of disruptive trends?


Dealer groups in Europe: what changes are needed in people management?

Pascal Haubenreisser EB 06/17

This Executive Briefing, drawn from CEO-level interviews we conducted with over 27 major dealer groups (covering 6 of the 20 largest European groups, and 18% of the national new car market for the UK respondents) is focused on the current approaches to people management and changes that are required for a successful future.


Physical or digital?  Where will European dealer group CEOs be making their investments?

Pascal Haubenreisser EB 05/17

ICDP’s research has tracked the evolution, performance, and strategies of the largest independent dealer groups across the major European markets for several years.  In this Executive Briefing, drawn from CEO-level interviews, we focus on the physical and digital investments that dealer groups in the EU 5 markets have made recently, or are planning to make in the future.


Dealer groups in Europe: towards a new model?

Steve Young and Pascal Haubenreisser EB 04/17

In this Executive Briefing, we provide an update on market developments and our view on the main European dealer group players with regards to their economics, roles, responsibilities and omnichannel retailing.


Chinese used car markets: a fixture, or ripe for change?

Steve Young EB 03/17

Any visitor to China with an interest in the auto industry is likely to have seen the huge used car markets that are found in the major cities. Here, everything from a new Lamborghini to a very tired Chery QQ is on offer in an environment that contradicts almost every principal of good used car retailing from Europe or the US. With a very immature used car market in China, it is easy to assume that this approach to selling used cars will be swept aside in the next few years, but for a variety of reasons this may not be true.


Chinese independent repairers: in the game, ready for battle

Steve Young and René Herrmann EB 02/17

Rapid growth in the Chinese new car market has encouraged 4S dealers to focus on new car sales and the ‘easy’ aftersales business related to young, in-warranty, cars. However, their customers have also been using a growing number of organised independent repairers for some service operations. Now, with the Chinese Government introducing a wave of new regulations to improve competition for parts and repairs in the aftermarket, the stage is set for a battle for the Chinese car owner.


The Chinese 4S dealer business model: status and outlook

Steve Young and Pascal Haubenreisser EB 01/17

The development of dealer networks in China has reflected the way in which the new car market has developed, and then overheated, with networks that are too dense in the major Tier 1 cities, but with growth opportunities remaining in smaller cities (which still have populations measured in millions).