RE-FORMATTING AND RIGHT-SIZING THE AUTOMOTIVE DISTRIBUTION BUSINESS October 9th-10th, 2012 Verona / Italy
www.topdealerforum.com
JOIN THE EXCLUSIVE EVENT TO: UNDERSTAND THE PRESENT
BRAINSTORM THE NEW FUTURE
RE-FORMAT THE BUSINESS
› RE-FORMATTING
› RE-FORMATTING
› RE-FORMATTING
› RE-FORMATTING
› RE-FORMATTING
› RE-FORMATTING
premium sponsor
sponsor
THE SYSTEM
THE BRAND MIX
forum partner
THE DEALERSHIP BUSINESS MIX THE ROLE OF HUMAN RESOURCES
THE ONLINE CHANNEL THE INDUSTRY
The increased international slant, the experiences directly shared by the dealers and the multiple networking opportunities make the Forum a specific business event and a unique chance for: Italian and international dealers, managers of automakers, other players in the supply chain as well as industry specialist press representatives. The International Top Dealer Forum 2012 aims at giving information and practical tools to the most important Italian and international actors of the automotive distribution industry, focusing on:
› Strategies and state of the art of car makers industry in Italy and Europe
› Networking opportunities with Top Dealers and other 250+ international top players
› Decisions,
strategies and other operational issues affecting Top Dealers including digital solutions and the role of human resources
Research Partner The forum is built on the basis of previous research experiences that have been developed within ICDP (International Car Distribution Programme), the leading European research network on automotive distribution and servicing. Such researches have implied the profiling of the largest dealer groups operating in Italy and Europe.
INTERNATIONAL TOP DEALER FORUM CHAIRMAN
Luca Montagner Quintegia ICDP He has been involved since 2000 in the research activities carried out by Atlantic Consulting Srl in the automotive industry and member since 2001 of the research network ICDP. He has been involved since
2004 in the research and training activities carried out by Quintegia srl in the automotive industry.
International Dinner sponsored by OCTOBER 9TH
On October 9th, in the wonderful Palazzo della Ragione, will take place the exclusive dinner sponsored by AutoScout24. The dinner is reserved for all the participants of International Top Dealer Forum. During the dinner, all participants will be able to attend the special presentation
WHAT CONSUMERS WANT FROM THE CARS OF TOMORROW Overview of results from the recent European survey “The cars of Tomorrow� Vincenzo Bozzo, AutoScout24
detailed program OCTOBER 10TH
RE-FORMATTING THE SYSTEM The European economic context has radically changed and automotive distribution cannot but endure massive change. The business rules change, along with strategic choices of automakers and dealers. Leonardo Buzzavo (Quintegia – Università Ca’ Foscari Venezia) outlines these changes on the basis of data and information that the ICDP research network (International Car Distribution Programme) constantly gathers in European markets. Steve Young (ICDP) then replies to some questions over the critical actions to be undertaken to re-format the automotive distribution system.
Leonardo Buzzavo
Steve Young
Quintegia Università Ca’ Foscari Venezia
ICDP
Leonardo Buzzavo is Aggregate Professor of Enterprise Strategy and International Marketing by the Faculty of Economics of Università Ca’ Foscari Venezia. With a Doctorate Degree in Economics, he has been selected for a one-year scholarship by the UCLA (University of California Los Angeles). Since 1994 he is involved in research activities with the international network ICDP (International Car Distribution Programme) and has collected several teaching experiences in different colleges and firms, also participating as speaker to more than 200 convention in 15 Countries. He is President of Quintegia.
Steve joined ICDP as Managing Director in March 2010, but has links to the program going back to its formation in 1994. He has worked extensively on the new vehicle supply system area with cars, commercial vehicles and agricultural products. Prior to joining ICDP, Steve was Chief Executive of LDV Group and Chief Operating Officer of GAZ International until December 2007, when he left due to his wife’s illness. During his tenure there, he led a turnaround of LDV, recruiting new dealers in the UK and launching export markets in Belgium, France, Netherlands and Spain. He also introduced new channels for remarketing of used vehicles and a branded daily rental business From 1985-2004, he was one of the leaders of the A.T. Kearney global automotive practice, working with manufacturers, suppliers and distributors in Europe, America and Asia. He led the development of the IndeGo “next generation car company” concept which incorporated a number of fundamental changes to the distribution model on both new car supply and aftermarket customer relationships. He started his industry career with British Leyland and Ford Motor Company, having originally graduated in Production Engineering, and has a postgraduate Diploma in Management Studies.
RE-FORMATTING THE BRAND MIX Many large dealer groups, both in Italy and abroad, are restructuring their brand portfolios. Claudia Wegerer (J.D. Power and Associates) presents an analysis of the major automotive brands aiming at providing a useful tool for dealer entrepreneurs to evaluate the current situation, future investment and possible cooperations with new automakers.
Claudia Wegerer J.D. Power and Associates Claudia Wegerer works as Senior Manager in the Automotive Solutions Group for J.D. Power and Associates in Munich responsible for Retail Consulting in Europe. In her position at J.D. Power and Associates Claudia Wegerer has lead and contributed to projects in the area of product development focusing on requirements definition and quality improvement activities from VoC perspective in early and late product stages. Her key involvements with various Premium and Non-Premium OEMs include prototype testing from customer perspective, requirement definition reports and fast launch quality activities. In the last three years Claudia has taken over the responsibility for Sales and After Sales network improvement
activities in the European market as well as supported international CARE activities. She has managed improvement projects in the area of PDI process optimization, sales and service standard and process development, performance tracking initiatives and the development and implementation of training programs. Previous to her position at J.D. Power and Associates Claudia Wegerer has gained experience in product development and quality management at an European premium vehicle manufacturer as well as electronic component quality testing at an international operating supplier. Claudia Wegerer has a degree (Dipl.-Ing. FH) in Industrial Engineering and Management from the University of Applied Sciences Munich.
RE-FORMATTING THE DEALERSHIP BUSINESS MIX The dealership business model is no longer sustainable with the current sales volumes: the market downturn has challenged many dealers, who now must adopt new strategies. Dale Butcher (Emil Frey Group) presents the experience of a large group who has worked intensely on internal processes to gain efficiency and effectiveness. Then follows another dealer experience.
Dale Butcher Emil Frey Group Dale Butcher has over 15 years senior executive experience within the Automotive Industry where he specialises in Distribution and Retail with particular emphasis on Business Development, Strategy, Mergers, Acquisitions and Disposals and Emerging Markets. From 1996 until June 2012 he was Group Development Director of Inchcape PLC and from 1986 until 1996 held a number of roles within Inchcape in Group Finance, Strategy and Inchcape Testing. Dale is
currently a Senior Business Development Advisor to the Frey Group in Switzerland, a non-executive Director of the Delta Motors Group, an advisor to Strategic Initiatives of Moscow, an Advisory Board Member for Beyond the Deal of London and Chairman Trustee of the Inchcape Pension Fund. Dale has an MBA from Imperial College London and a BSc in Economics and Statistics from the University of Surrey. Dale lives in London and Amersham.
RE-FORMATTING THE ROLE OF HUMAN RESOURCES Managing human resources in a depressed market is crucial to maintain a high level of motivation in the company. The experience of Stefano Volpato (Banca Mediolanum) shows how the role of the customer manager (the salesperson) has been redesigned, by promoting a proactive behavior aiming at developing the customer relationship. This has led the bank to mark record performances in terms of fund acquisition. Also, tools and incentive mechanisms that have been introduced and that can be replicated are presented.
Stefano Volpato Banca Mediolanum In 1986 he joins Programma Italia and in 2003 he becomes Area Manager for the North East of Italy, coordinating a group of 400+ workers and more
than 1500 Family Bankers. Since January 2011 he is Commercial Director at Banca Mediolanum S.p.A..
RE-FORMATTING THE ONLINE CHANNEL The scale of diffusion and use of the internet among consumers requires a deep change in the daily activities in dealerships. Nicola Mauri (The Vortex) shows the wealth of information that the web can offer on what customers are looking for, their preferences and habits. The role of SEO (Search Engine Optimization) is aimed at valorizing these data that, once co-ordinated, help the dealer entrepreneur and his/her managers to take decisions with greater awareness and knowledge over what customers actually need.
Nicola Mauri The Vortex Nicola Mauri deals with Internet since the end of the 90s, first contributing to the opening of Lycos Italian branch and of Group Bertelsmann portal, then as manager of one of the first Italian advertisement agencies specialized in digital media. He is cowriter of the book “Portare clienti nel nostro negozio con Internet” (“Bringing customers to our shop thanks
Special workshop cross-industry topics
to internet”) published in 2012 by Franco Angeli. In 2011 he is among the founders of The Vortex (www.thevortex.it), a professional training company specialized in digital marketing, born to support Italian companies to face the new and complex market context, also by making good use of digital media.
RE-FORMATTING THE INDUSTRY The automotive industry is not what it used to be and it is acquiring a different profile, from design to manufacturing plants. Luca Ciferri (Automotive News Europe), with a profound knowledge of the industry in Italy and abroad, examines some changes in some automakers’ policies. Then follows an interaction among participants to “Understanding the present and brainstorming the new future”.
Luca Ciferri Automotive News Europe Born in Saskatoon, Canada, grown in Pavia, North of Italy, living near Turin, began working as a journalist in Milan in February 1980 at Rizzoli-Corriere della Sera, Italy’s largest publishing group. In September 1983 he moved to Turin as VP communications of Italdesign Giugiaro, because he wanted “to understand more of the business he was writing on”. In June 1988 left Italdesign to go back to journalism, this time covering only the auto business, beginning with product. His first client was Auto Motor und Sport (Germany), where he covered Italy. Many other publications followed more or less from everywhere
(Autocar in the UK, AutoWeek in USA, L’Equipe in France, Navi in Japan, Car & Driver in Hong Kong, the Motorpress Group in Spain and Portugal, Revue Automobile in Switzerland, Carro in Brazil and Wheels in Australia). In Italy, we wrote for La Repubblica and other financial dailies such as Italia Oggi, MFMilano Finanza and Finanza & Mercati, In September 1988 he also began covering Italy for the American trade paper Automotive News. In March 2010, he returned covering the auto industry in Europe for Automotive News Europe, still covering Fiat-Chrysler for Automotive News.
event agenda
UPDATED TO SEPTEMBER 7TH, 2012
OCTOBER 9TH, 2012 · VERONA (7.30pm - 10.30pm) 7.30pm-8.30pm
Opening Cocktail
8.30pm-10.30pm International Dinner with special presentation WHAT CONSUMERS WANT FROM THE CARS OF TOMORROW
Vincenzo Bozzo, AutoScout24 Language: in Italian with translation over earphones in English
OCTOBER 10TH, 2012 · VERONA (9.00am - 5.00pm) 9.00am-10.00am RE-FORMATTING THE SYSTEM
Leonardo Buzzavo, Quintegia – Università Ca’ Foscari Venezia Steve Young, ICDP Language: in English with translation over earphones in Italian
10.00am-11.00am RE-FORMATTING THE BRAND MIX
Claudia Wegerer, J.D. Power and Associates Language: in English with translation over earphones in Italian
11.00am-11.30am Networking Break 11.30am-12.45pm RE-FORMATTING THE DEALERSHIP BUSINESS MIX
Dale Butcher, Emil Frey Group Language: in English with translation over earphones in Italian Dealer experience Language: in Italian with translation over earphones in English
1.00pm-2.30pm
Networking Lunch
2.30pm-3.10pm
RE-FORMATTING THE ROLE OF HUMAN RESOURCES
Stefano Volpato, Banca Mediolanum Language: in Italian with translation over earphones in English
3.10pm-3.40pm
RE-FORMATTING THE ONLINE CHANNEL
Nicola Mauri, The Vortex Language: in Italian with translation over earphones in English
3.40pm-4.30pm
RE-FORMATTING THE INDUSTRY
Luca Ciferri, Automotive News Europe Language: in Italian with translation over earphones in English
4.30pm-5.00pm
Networking Coffee
sponsored by
where it will take place
International Top Dealer Forum will take place in Verona, on October 9th-10th, 2012 at:
Palazzo della Ragione Piazza dei Signori - 37121 Verona (VR) - Italy
how to register To register please visit How to participate webpage on International Top Dealer Forum official website (www.topdealerforum.com). Registrations close on October 5th 2012.
DEALER ADMISSION FEE
€+295 21% VAT
ADMISSION FEE
€+695 21% VAT
€+895 21% VAT
UNTIL 9/23/2012
UNTIL 10/5/2012
OTHER PEOPLE OF THE SAME COMPANY
€+495 21% VAT
Admission fee includes the participation at International Top Dealer Forum, Opening Cocktail and International Dinner. Admission fee does not include accommodation costs. Registrations may be transferred to another colleague at no additional charge. We do ask you to notify us so that we can appropriately amend the records.
special offer: discounted travel with Lufthansa Lufthansa German Airlines offers a comprehensive global route network linking major cities around the world. As an airline partner, Lufthansa offers special prices and conditions to participants, visitors, exhibitors and invited guests as well as employees of the Contracting Partner and their travel companions. To make a reservation, please click on www.lufthansa.com/event-booking_en and enter the access code ITZQMR in the “Access to Event Booking” area. This will open an online booking platform that will automatically calculate the discount offered or provide you with an even better offer if another promotional fare is available. NOTE: Pop-ups must be enabled otherwise the booking platform window will not open. For further information please visit www.topdealerforum.com
organization Founded in 2003, Quintegia is based in Treviso and promotes the research, networking, training and intelligence activity in connection with automotive distribution, both in Italy and globally. Research Center, Events and Academy are the company’s three core businesses, each with its own specialization of skills and roles; at the same time, the company is characterized by a
RESEARCH
degree of trasversality that assigns Quintegia a unique position in the automotive industry. While working with different partners operating at different levels of the supply chain, the company has always preserved a profile of independency and impartiality as key elements of its activities. This independency is corroborated by Quintegia’s academic roots, as the company boasts a strong link with the automotive industry research group born at Università Ca’ Foscari Venezia.
EVENTS TRAINING
For further information please visit Quintegia official website: www.quintegia.it
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forum partner Findomestic Banca SpA, a leading Italian consumer credit company, specializes both in lending and complementary financial products for the automotive sector. Established in 1984, the company focuses on providing flexible, transparent and fast financial services. Findomestic is known for the effectiveness of its resources throughout Italy, utilizing a network that features innovation and specialized expertise.
CONTACT
Via Jacopo da Diacceto, 48 - 50123 Firenze (FI) - Italy Tel. +39 055 27011 Fax +39 055 27011 info@findomestic.com www.findomestic.com
premium sponsor ADP Dealer Services, a global leader in information technology for the automotive sector, is part of Automatic Data Processing Inc. (NASDAQ: ADP), which boasts tens of thousands of customers in over 100 countries worldwide. For more than 40 years ADP Dealer Services in Italy has offered the broadest and most complete range of services, specialized management software certified by the most prestigious automobile manufacturers, focusing on its philosophy of partnering with its customers, providing them support with the challenges of their work.
AutoScout24 is Europe-wide the largest online car market, with over 1.9 million vehicles on offer on 5 different marketplaces. There are more than 37.000 dealers using AutoScout24 across Europe.
premium sponsor
CG Car-Garantie Versicherungs-Aktiengesellschaft, with its headquarters in Freiburg in Breisgau, is one of the leading and most experienced warranty providers in Europe. As a specialist warranty insurer operating at an international level CarGarantie is the cooperation partner of more than 30 manufacturing and import organisations the company offers transnational programs that simplify the international operations of its contract partners. CarGarantie is presently operating in 17 European countries as well as in China. This market position is backed up by 1.8 million existing warranty contracts and over 22,000 contract partners. In 1971, CarGarantie launched the used car warranty in Germany making it the first provider of such a service in Europe. CarGarantie is continuously expanding it product portfolio and offers qualified retail partners trade warranty and customer loyalty programs for new and used cars as well as motorcycles.
A company leader in the auto market with a catalog of over 40,000 items which is renewed at a rate of 30 new arrivals each month. Over the years we have never ceased to improve day after day to ensure the productivity, profitability and reliability to those who work with us and our products. An efficient service, quality product, the continuous technical updating, the sensitivity to changes and the careful selection of suppliers, are key to our success. For more information visit: gen-art.com
A leader in synthetic lubrication for over 40 years, Mobil 1 is a brand of the Exxon Mobil Corporation, the largest private operator in the energy sector in the world. Since 1891, Esso Italiana has been the largest ExxonMobil company in Italy.
DriveK is the European leader platform for car new configuration.
sponsor The Continental Group is a European market leader in the production of replacement and original tire equipment, and ranks among the top five automotive suppliers. As a manufacturer of tires, brake systems, systems and components for engines and the chassis, etc., the company contributes greatly towards increased driving safety and protection of the environment.
CENTRO RICERCHE QUINTEGIA AND TOP DEALER Since about a decade, Centro Ricerche Quintegia, in collaboration with ICDP (International Car Distribution Programme), the main research network in Europe for distribution in the automotive industry, analyses the evolution of the biggest Italian and European dealers. Especially for the Italian market, the study is particularly detailed and highlights several aspects related to size, performance, strategies and relevant management indicators, gathering data for all the companies part of the same group. Considering the main European countries over the last 10 years, it is noticeable a general steady strengthening of top 50 dealers (i.e. the 50 biggest groups of dealers, excepted all branches directly owned by the car manufacturer), whose market share in terms of new cars sales has risen in every market and has even more than doubled in Italy (from about 11% in 2001 to almost 20% in 2011). Looking at the single markets, United Kingdom turns out to be the most concentrated one, with the first 50 groups of the automotive distribution representing more than one third of new cars sales and where
acquisitions and mergers are still quite common. Top 50 dealers grinds on their ascent also in France, where their market share has grown from almost 20% in 2001 to about 28% in 2011, bearing in mind that direct branches have abundantly exceeded the 15% over the last years. In Germany the market share of the 50 biggest dealers increased nonstop until 2007 and then substantially leveled off around 16% (the lower value among the 4 main European markets), also because car manufacturers acquired some big operators in order to expand their own role in the distribution business. Lastly, referring to Italy, it is possible to detect a gradual growth that brought top 50 dealers’ weight close to 20% in 2011 with a great leap forward compared to 2010 (even if at the moment we are considering only a projection of partial data). Big Italian dealers look quite dynamic in a particularly ‘tired’ market that made many entrepreneurial groups consider new business opportunities, especially in terms of enlarged brand portfolio.
TOP 50 DEALERS’ MARKET SHARE TREND ON THE MAIN EUROPEAN MARKETS
30
20
10 NEW CARS MARKET SHARE (%)
ITALY GERMANY
0
FRANCE UK
2001
2003
2005
2007
2009
2011
Source: Centro Ricerche Quintegia & ICDP, 2012 - Market share in % on total registrations. Data for Italy and Germany are preliminary and processed on a sample of Top Dealers.
For further information centroricerche@quintegia.it
››› SAVE THE DATE SEE YOU NEXT YEAR AT THE 11TH AUTOMOTIVE DEALER DAY VERONA (ITALY)
MAY 14TH-15TH-16TH, 2013
Automotive Dealer Day is the most important event in Europe specifically designed for the automotive distribution industry. It is a unique meeting and discussion opportunity for all industry players, both directly and indirectly involved in automotive distribution: dealers, repairers, service and post-sales assistance providers, automaker executives and many other industry professionals.
For further information please visit Automotive Dealer Day official website:
www.dealerday.it
forum partner
premium sponsor
sponsor
research partner
international partner
Viale Luzzatti, 88 / 31100 Treviso Tel. +39 0422 262997 / Fax +39 0422 029903 info@quintegia.it / www.quintegia.it
InterCOM: Quintegia press agency Tel. +39 045 915899 / Fax +39 045 8345145 direzione@agenziaintercom.it