Call For Workshop Nada 2011 Italian Dealers Consortium

Maurizio Sala The Italian Dealers Consortium1
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Maurizio Sala
Italian NADA Member
since 1998

In the past decades, market conditions in Italy have led
franchised dealers to focus only partially on the importance of
after-sales and parts. This has created room for independent
repairers and a strong network of independent parts dealers.
With the new more and more competitive car market, and the
need to compensate for the resulting decline in profits,
franchised dealers need to regain portions of the parts business
from parts dealers.
At the end of the 1990s a group of dealers representing various
franchises in the Rimini area developed a consortium aimed at
taking care of outbound parts logistics and marketing. With the
support of a specialized company and through a process of
continuous refinement this proved to be a successful model.

Thanks to the positive results of the experience, the consortium
formula has been replicated in other areas, reaching a relevant
degree of diffusion, and featuring very interesting areas of
potential developments.
The experience of the consortium shows the importance of
managing a mix of cooperation and competition, plus the
importance of outsourcing some segments of activities where the
synergies among dealers and the degree of specialization call for
joint initiatives.
This workshop provides an insight into the background, the
creation, development and diffusion of such experience, discussing
its advantages and its critical areas, and sketching some directions
of future evolution.

Indifference of the Manufacturers for spare
parts in the years of the automotive
development
Multiplication of small,
indipendents car repairers
and body shops
Indipendent Spare Parts dealers
development to exploit free business areas

1960
1975
1965
1985
1996
2002
2011

What can Dealers do within
a so competitive
and fragmented market?
Give up external Parts sales to the
indipendent Spare Parts dealers
Try to set a direct relationship with
workshops and body shops

Maurizio Sala The Italian Dealers Consortium
positive aspects of direct sale
• Risk sharing
• Customer loyalty
• Complete supplying
• LARGER PROFIT
8

what Customer wants
Expect on home delivery independently
from the value of the product
Competence and technical assistance
Clear and default prices, discounts and
payment conditions
Opportunity to comply with campaigns
proposed by automakers
Complete supplying of all brands products
9

what Customer wants
Availability of original spare parts
Direct relationship with warehouseman
expert of the brand without intermediaries
Direct business relationship with the
dealership
Products warranty
10

Logistics (External)
Payments Management
Sales Promotion

15 Consortia with
more under
development
700 Franchised Dealers
10,000 + customers
61 different brands
franchises covered
60 provinces
13

GC
Gestione Consorzi
• Gestione operativa
manageriale dei
Consorzi e di
AsConAuto Logistica,
segreteria generale
AsConAuto
Associazione – 39
dipendenti
Caleidos
Pdir
Punto di Riferimento
Partner Tecnici
Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio
AsConAuto
Logistica
• 159 Furgoni
• 63 Promoter
AsConAuto
S.r.l.
• Società che
gestisce
l’operatività
Asconauto
AsConAuto
Associazione
• 30 Province
• 700 Concessionari
• 10.000 Clienti
Csoft
14

START
FILM

LOGISTICS (1): ORDERS
Dealer Dealer
Dealer
Dealer
Body shop
Workshops
Workshops
Workshops
Body shop
16

LOGISTICS (2): COLLECTION
Dealer
Dealer
Dealer
Dealer
Dealer
Dealer
Dealer
17

START
FILM

LOGISTICS (3): SWAP
From 30
to 45 mins
19

LOGISTICS (4): DELIVERY
Dealer Dealer
Dealer
Dealer
In the main consortia,
all this happens at least
twice or more a day
Body shop
Workshops
Workshops
Workshops
Body shop
20

for the Dealerhips
Constant monitoring of accounts / relations with
 Unique interface
Streamlining of insolvency procedures
Sharing of financial information
Access to statistic and detailed data
Efficacy and simplification of treasury
management, accounting and reporting
Costs reduction and operative efficiency increase
Opportunity to consider new agreements
21

for the Customers
(Garages & Body Shops)
Prompt delivery with clearly defined delivery time
Constant monitoring of accounts / relations with
 Unique interface
Opportunity to comply with promoting campaigns
Better access to technical information
Savings on payments
 Bank charges reduction
Public image improvement
22

payment management:
the banking circuit
BANK
DEALERSHIPS
WORKSHOPS
BODY SHOPS
STATEMENT OF
ACCOUNT
DATA
LOADING
Back Office
CONSORTIA
RI.BA
MONEY
TRANSFER
VPN
STATEMENT OF
ACCOUNT
23

0
200
400
600
800
1000
1200
1400
1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010
1994-2010
growth of operating branches /offices

Consortia 15
Franchised Dealers
P&A stores
700
1,130
Garages and electrical services 7,552
Body Shops 3,787
Vans 169
Promoters 63
Staff 40
Turnover 2010 (only parts distribution) 400 mln $

Synergies among the 13 Consortia: to
optimize existing resources. Intra-regional
logistic, night transport.
Business: commecial agreements with leader
companies in automotive market.
Findomestic Credit to consumer & Dealers, Exxon
Mobil, Eni, TIM, Duferco Swiss Energy, Used cars
warranties, renting & cleaning of overalls, CMS Customer
Management Systems, etc.
New projects: a real line of Research &
Development
AsConAuto
development guidelines

STAR – INTEGRA
• Following the tracks of the STAR PROJECT
(Standards for Technology in Automotive Retail)
AsConAuto is managing to develop INTEGRA: an
Integrated Project which aims to standardize the
transmission of information between different
systems (GSM / DMS) and then to transmit and
receive between repairers and dealers: P&A
Orders, Invoices, etc...
AsConAuto
Researche and development
27

Globalturnoverofconsortia
(onlyexternalsales)

Indipendent Garages
Indipendent Body Shops
Authorised Garages
Authorised Body Shops

Maurizio Sala
Italian NADA Member
since 1998

Call For Workshop Nada 2011 Italian Dealers Consortium

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