Performance and future role of the National Importer Organisation


Publication Number: Executve Briefing 12/18

Author: Steve Young and Pascal Haubenreisser

Date: October 29, 2018

Tags: Dealers

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Tracking the evolution of the National Importer Organisation (NIO) is a regular research theme for ICDP.  Over recent months, we have been looking at the current performance of National Sales Companies (NSCs), Independent Importers and Joint Ventures (JVs) across the European markets, and asking whether increasing market convergence, dealer network decline, sales channel evolution and changing customer behaviour will lead to a transformation in their role over the next 5-10 years.  Can we expect to see further centralisation of activities at OEM HQ level in search for greater efficiency, or will some functions always be based on a by-market basis?  Is there a case for reviewing the choice between an NSC and an Independent Importer?  This work has involved approximately 20 senior-level discussions at OEM HQs, NSCs, Independent Importers and Trade Associations.

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