Retail distribution

Automotive retailing is undergoing a global transformation. Both the distribution networks and the Vehicle Manufacturers (VMs) are evolving into more of a partnership with a closer alignment of goals and objectives. Yet, VMs are asking dealers to invest in new technologies and facilities and to bear the risk and reward of realising a return on those investments.

With vehicle manufacturers’ renewed emphasis upon brand image and customer loyalty, dealer networks are now more than ever recognised as strategic assets. Dealers are being called upon to manage larger organizations with broader capabilities. For example, dealerships operating multi-franchise locations must acquire “distributor capabilities” that will enable rapid identification and monitoring of performance issues. The expectation is that dealership field staff will become capable of providing an increased level of service and advice in combination with other third-party providers of specialised technology, financing, legal services.

How PwC can help you

PwC’s automotive dealership advisors can assist both successful and challenged dealers with business management planning and development. Proprietary tools such as our Business Analysis Framework (BAF) capture critical metrics in understanding performance in the retail channel and optimising operations.