Market Information Database. Report. The Car Aftermarket in Europe

Transcription

1 Market Information Database Report The Car Aftermarket in Europe

2 IMPRINT RESPONSIBLE: HELMUT WOLK, ZORAN NIKOLIC, KRISJANIS ABOLTINS COPYRIGHT: WOLK AFTER SALES EXPERTS GMBH All rights reserved under International Copyright Law. No part of this study may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system, without the written permission of the publisher. This study is for internal use only. Copying of this study is strictly forbidden. Also this study is not intended for distribution outside of the ordering company. An exception to these rules may be granted for large companies. In such a case the single country business units are allowed to share the information of the report. Most notably the headquarters of trade and buying groups are NOT allowed to forward the report to their national member associations or to associated companies. This project was created by wolk after sales experts gmbh to the best of our knowledge and belief and with all due diligence, but without guarantee Bergisch Gladbach Phone: 02204/ Fax: 02204/ info@wolk-aftersales.de Internet: Bergisch Gladbach, in February 2013

3 INDEX 1. Introduction Summary General situation The car data The aftermarket situation Expand of some abroad companies in Consolidation and internationalisation The aftermarket volume Comparison the country 2007 vs Comparision the country with Germany and Europe General Information about the country General Data Economic data Vehicle data Passenger cars data Passenger car park by brand Truck Fleet Bus fleet Aftermarket Structure OES Structure OES car trade and buying groups OES garage marketing systems Important car dealers / car dealer groups Structure of IAM distribution Traditional IAM distribution Trade and buying groups Specialised trade and buying groups Distributors Specialised distributors Auto centres Trade marketing systems Retail chains Direct marketers E-Commerce companies Alternative IAM distribution Rack Jobbers Mass merchandisers DIY stores Gas stations wolk after sales experts SAMPLE REPORT Page 1

4 4.3 IAM repairers Multi brand mechanic garages IAM specialised garages Fast fits Garage marketing systems Garage marketing systems for mechanical repairs Garage marketing systems for specialized repairers Distance retailing brands Aftermarket volume by 10 product groups Annex Company profiles OES companies - profiles OES car trade and buying groups OES garage marketing systems Important car dealers / groups IAM distributors - profiles Trade and buying groups Specialised trade and buying groups IAM large distributors Medium distributors IAM specialised distributors IAM direct distributors IAM autocentres E-Commerce companies Rack jobbers Mass merchandisers DIY stores Gas stations IAM garages - profiles IAM fast fit chains IAM garage marketing systems for mechanical repairs IAM garage marketing systems for specialized repairs Distance retailing brands wolk after sales experts Page 2

5 INDEX OF TABLES Table 1: Comparision vs Table 2: Relation Figures the country vs. Germany and Europe Table 3: General data Table 4: Economical data Table 5: Passenger cars data at the Table 6: Passenger car park by brand at Table 7: Truck data at the Table 8: Bus data at the Table 9: OES outlets and employees Table 10: OES Trade and buying groups Table 11: OES garage marketing systems Table 12: Largest car dealers/car dealer groups Table 13: Trade and buying groups Table 14: Specialised trade and buying groups Table 15: The wholesale companies segmentation Table 16: The wholesale companies Table 17: Large distributors Table 18: Middle-sized distributors Table 19: Selection of large specialised distributors Table 20: Auto centres Table 21: Trade marketing Systems Table 22: Direct distributors Table 23: e-commerce companies Table 24: Rack jobber Table 25: Mass merchandisers Table 26: DIY stores Table 27: Gas stations Table 28: Overview about the independent repairers Table 29: Specialised IAM repairers Table 30: Fast fitters Table 31: Full service garage marketing systems for mechanical repairs Table 32: garage marketing systems for specialised repairers Table 33: Distance retailing brands Table 34: Aftermarket volume in wolk after sales experts Page 3

6 INDEX OF PICTURES Picture 1: Methodology... 7 Picture 2: Abbreviations... 9 Picture 3: GDP Dynamics Picture 4: New registrations Picture 5: Car density in the European countries Picture 6: Aftermarket overview Picture 7: Consolidation and internationalisation Picture 8: The car aftermarket potential Picture 9: Dynamic of passenger cars registrations Picture 10: Dynamic of passenger cars new registrations Picture 11: Most important passenger cars brands Picture 12: Dynamic of trucks registrations Picture 13: Dynamic of trucks new registrations Picture 14: Dynamic of bus registrations Picture 15: Dynamic of bus new registrations Picture 16: aftermarket distribution flow Picture 17: Aftermarket volume split by product groups Picture 18: Product groups shares by OES and IAM wolk after sales experts Page 4

7 INDEX OF PROFILES Profile 1: profile 2: Profile 3: Profile 4: Profile 5: Profile 6: Profile 7: Profile 8: Profile 9: Profile 10: Profile 11: Profile 12: Profile 13: Profile 14: Profile 15: Profile 16: Profile 17: Profile 18: Profile 19: wolk after sales experts Page 5

8 INTRODUCTION 1. INTRODUCTION This report is about the automotive aftermarket in the country. It is part of a Europeanwide study about the automotive after sales market for 35 countries. The data is based on various sources such as official statistical databases, interviews with market experts and publications. The whole report is mainly about passenger cars. All data is mainly from the year 2010/2011, unless otherwise explicitly stated. METHODOLOGY The experience in the European after sales business we gained by the creation of the Car Aftermarket in Europe 2009 report was a basis for creating this update report. In order to capture the structural changes in recent years caused by the financial and economic crisis, we carry out permanently the extensive monitoring in whole European Aftermarket. In addition we traveled in the countries for F2F meetings with automotive after sales experts. We visited e.g. the representatives of the parts industry, the parts distributors, the national automotive associations, the buying groups, the garage concepts and other opinion leaders in the national markets. Our goal was to discuss the current aftermarket situation, make a comparison with the data from the previous report, analyze data already monitored, and estimate the tendency in the aftermarket. Subsequently, the data thus collected was compacted, evaluated and compared with the wolk after sales experts database to determine the market size per country. The market volumes for 10 product groups and for the whole market cumulative were calculated by means of the internal tools using the well-researched data from Belgium and provided them with a country-specific coefficient. We calculated this coefficient for each country. For the calculation we took into account the following national influence factors: mileage per year, GDP per capita, road conditions, age of vehicle fleet and the habits of the car drivers as well as the parts price index. Depending on the size of the influence factors we weighted them accordingly. Finally, to eliminate the calculation error, we checked and validated by several methods the data thus obtained with data we collected by research and expert interviews. wolk after sales experts Page 6

9 INTRODUCTION As a first step, we checked the after sales turnover data of the authorised car dealers and repairers adjusted by the labour costs (only sold material) by the OES market share of the total volume. In the second step we compared the calculated IAM share of total market volume with the sales data of repairers, retailers and IAM wholesale distributors adjusted by the gross margin. In the next step, we checked the turnover data of the IAM specialists on the repair level (e.g. tires, body and paint etc.) adjusted by the labour costs and compared these with the market volume of the specific product group (market volume for tires, body parts, auto glass etc.). The result should correspond to the market share of the specific distribution channel (e.g. share of tires sold by tire specialists). Finally, based on the proportion of labour costs, we calculated the average number of productive employees and compared these with the market data obtained by the F2F interviews. PICTURE 1: METHODOLOGY wolk after sales experts Page 7

10 INTRODUCTION DEFINITIONS The automotive aftermarket is divided in two fields. On the one hand are the companies which belong to the car manufacturers (OES) networks, on the other hand the companies which are independent from the car manufacturers (IAM). The data presented in this report concerns mainly passenger cars. However many companies are operating in the entire motor vehicles sector. In all cases where the number of employees is given, the active company owner or the managing director also counts among the employees. Also the persons for bookkeeping and organisational tasks and the part-time workers are counted among the employees. For international companies we separated only turnover, outlets and employees for the mentioned country. The turnover figures relate to the sales made by surveyed companies to third parties. The number of outlets always includes the headquarters and the subsidiaries of a company. Marketing systems also including the partners/franchised outlets. For all figures: points are just to help reading the large numbers. For example is one thousand. Commas are to mark the decimal place. For example 1,000 is one. All values are in Euro. ATTENTION Target groups such as wholesalers, retailers, garages, etc. A lot of companies are active in different business fields such as wholesale or retail business. In the study companies are grouped in the target group where the company makes more than 50% of the turnover. wolk after sales experts Page 8

11 INTRODUCTION ABBREVIATIONS Short overview about the most abbreviations in this report: IAM Independent Aftermarket OES Original Equipment Service OE Original Equipment LCV Light commercial vehicle HCV Heavy commercial vehicle B2C Business to consumer B2B Business to business Euro M. million (1.000 x 1.000) bn. billion (1.000 x ) n.a. not available est. estimation car density cars per 1000 inhabitants car park segments: Segment I (0-4 years), segment II (5-8 years), segment III (9-12 years) and segment IV (>12 years) SOM share of market ( ) figures from previous year DIY do it yourself UIO units in operation PICTURE 2: ABBREVIATIONS TURNOVER FIGURES (IF NOT ESPECIALLY DECLARED OTHER) All figures exclude value added tax (VAT), the figures are reflecting the total turnover of the company, B2B as well as B2C; OES/Car dealers: the figures are reflecting the total turnover of the companies including car sales, financial services and export; Buying groups: the figures are reflecting the external sales. The total turnover of the group members including industry business/trucks/buses/agriculture, equipment tools, and the export business. The business is primarily based on B2B. The turnover of the buying groups is a part of the total turnover of the distributors; IAM distributors: the figures are reflecting the total turnover of the companies including industry business/trucks/buses/agriculture, equipment tools, and the export business. The business is primarily based on B2B. If the company is engaged also in the B2C or the repair business - this turnover is also included; Auto centres: the turnover is based primarily on B2C business including service business. In some cases it also includes tools and business outside the passenger car segment; wolk after sales experts Page 9

12 INTRODUCTION Garages: the turnover is based primarily on B2C business. DATABASE If you are interested in more detailed information, please ask for the database of wolk after sales experts, e.g. for: car park data; market volume for single products; regional market volume calculation/potential analysis incl. geo-marketing; profiles of distributors/garage chains/garage marketing systems; garage marketing system; address database; aftersales online wolk after sales experts Page 10

13 SUMMARY 2. SUMMARY 2.1 GENERAL SITUATION GDP in bn GDP in bn PICTURE 3: GDP DYNAMICS 2.2 THE CAR DATA Dynamic of PC new registrations 0,70 0,60 0,50 0,40 0,30 0,20 0,10 0, PICTURE 4: NEW REGISTRATIONS wolk after sales experts Page 11

14 SUMMARY Car density per 1000 inhabitants MD TR AL MK UA RO BiH RS BY RUS LV SK MN HU LT HR BG DK EE PT IRE PL CZ SE GR NL NO ES FR BE CY DE FI UK AT SLO CH ICE MT IT LUX PICTURE 5: CAR DENSITY IN THE EUROPEAN COUNTRIES wolk after sales experts Page 12

15 SUMMARY 2.3 THE AFTERMARKET SITUATION OES car manufacturers IAM parts manufacturers trade and buying groups associated companies outlets authorized car dealers and OES - service partners large distributors (turnover > 20 M.EUR) companies outlets auto centres and fast fits medium distributors (turnover 3-20 M.EUR) companies... companies companies outlets outlets outlets small distributors (turnover < 3 M.EUR) companies outlets repairers outlets importance of the OES/IAM repairers (where the components have been fitted) OES IAM total aftermarket volume (excl. labor at end consumer prices, excluding VAT) Mio. Euro passenger car park in operation population in Mio. PICTURE 6: AFTERMARKET OVERVIEW wolk after sales experts Page 13

16 SUMMARY 2.4 EXPAND OF SOME ABROAD COMPANIES IN CONSOLIDATION AND INTERNATIONALISATION Country Name PICTURE 7: CONSOLIDATION AND INTERNATIONALISATION wolk after sales experts Page 14

17 SUMMARY 2.5 THE AFTERMARKET VOLUME The car aftermarket potential est. share OES share IAM additional aftermarket potential PICTURE 8: THE CAR AFTERMARKET POTENTIAL wolk after sales experts Page 15

18 SUMMARY 2.6 COMPARISON THE COUNTRY 2007 VS passenger car park aftermarket volume (OES+IAM) - M OES - outlets IAM garages outlets (incl. Specialists) IAM distributors (excl. specialists) there from small in % there from medium in % there from large in % cars density (cars per inhabitants) vs TABLE 1: COMPARISION VS More information is available in the database of wolk after sales experts. 2.7 COMPARISION THE COUNTRY WITH GERMANY AND EUROPE. Germany vs. Germany Europe. vs. Europe passenger car park aftermarket (OES+IAM) - M volume OES - outlets IAM garages outlets (incl. Specialists) IAM distributors (excl. specialists) there from small in % there from medium in % there from large in % cars density (cars per inhabitants) TABLE 2: RELATION FIGURES THE COUNTRY VS. GERMANY AND EUROPE wolk after sales experts Page 16

19 GENERAL INFORMATION ABOUT THE COUNTRY 3. GENERAL INFORMATION ABOUT THE COUNTRY 3.1 GENERAL DATA General data Official Name in country language Land borders with Capital city EU - member Area in km² Population in Mio. Currency Time zone Internet TLD Calling code Government President Prime Minister TABLE 3: GENERAL DATA 3.2 ECONOMIC DATA Economic data GDP in bn. GDP real growth rate GDP per capita in inflation rate unemployment rate TABLE 4: ECONOMICAL DATA wolk after sales experts Page 17

20 GENERAL INFORMATION ABOUT THE COUNTRY 3.3 VEHICLE DATA All data is based on the figures given by the official statistic of.. The figures are from 31st December of each mentioned year PASSENGER CARS DATA registered passenger cars average age in years first registrations first registrations new first registrations used production of passenger cars TABLE 5: PASSENGER CARS DATA AT THE est. Dynamic of passenger cars registrations PICTURE 9: DYNAMIC OF PASSENGER CARS REGISTRATIONS wolk after sales experts Page 18

21 GENERAL INFORMATION ABOUT THE COUNTRY Dynamic of PC new registrations PICTURE 10: DYNAMIC OF PASSENGER CARS NEW REGISTRATIONS wolk after sales experts Page 19

22 GENERAL INFORMATION ABOUT THE COUNTRY PASSENGER CAR PARK BY BRAND brand Volkswagen Opel Peugeot Citroën Ford Renault Mercedes Toyota BMW Audi Nissan Volvo Fiat Seat Hyundai Mazda Skoda Suzuki Honda Mitsubishi Alfa Romeo Kia Saab Mini Chevrolet Land Rover Daewoo Porsche Lancia Rover Jaguar Chrysler Smart Daihatsu Dacia Subaru MG Other Total TABLE 6: PASSENGER CAR PARK BY BRAND AT wolk after sales experts Page 20

23 GENERAL INFORMATION ABOUT THE COUNTRY 2009 Volkswagen Opel Peugeot Citroën Ford Renault Mercedes Toyota BMW Audi PICTURE 11: MOST IMPORTANT PASSENGER CARS BRANDS For the interested reader: More detailed car park data is available in the database of wolk after sales experts TRUCK FLEET registered trucks first registrations of trucks production of trucks TABLE 7: TRUCK DATA AT THE wolk after sales experts Page 21

24 GENERAL INFORMATION ABOUT THE COUNTRY Dynamic of trucks registrations PICTURE 12: DYNAMIC OF TRUCKS REGISTRATIONS Dynamic of trucks new registrations PICTURE 13: DYNAMIC OF TRUCKS NEW REGISTRATIONS BUS FLEET registered buses first registrations of buses production of buses TABLE 8: BUS DATA AT THE Dynamic of buses registrations PICTURE 14: DYNAMIC OF BUS REGISTRATIONS wolk after sales experts Page 22

25 GENERAL INFORMATION ABOUT THE COUNTRY Dynamic of buses new registrations PICTURE 15: DYNAMIC OF BUS NEW REGISTRATIONS wolk after sales experts Page 23

26 AFTERMARKET STRUCTURE 4. AFTERMARKET STRUCTURE PICTURE 16: AFTERMARKET DISTRIBUTION FLOW The picture above shows very simply the aftermarket chain structure from parts manufacturers up to car drivers. Besides of the common differentiation in IAM and OES market there is also significant the differentiation in traditional and alternative distribution channels (such as hypermarkets, DIY stores and gas stations). The sales channels for passenger vehicle components are divided into the following sales levels: Local repair level: Car dealers/contract shops (OES) refer to the contract and service partners of the automobile industry and vehicle importers. These are subdivided into partner with retail and service contracts for one, several or all corporate brands and partners with only service contracts. Independent mechanic garages (IAM) such as Bosch Car Service, AUTOFIT, etc., and automotive electrical shops. Tire retail (IAM) includes conventional tire dealers with and without auto maintenance and repair service as well as tire discounters, who generally provide no automotive services. Body and paint shops (only IAM). wolk after sales experts Page 24

27 AFTERMARKET STRUCTURE Auto centres (IAM) Automotive glass workshops (IAM), Engine rebuilders Fast fitters (IAM) Others such as smart repair shops, air conditioning service operations, mobile fitters, etc. The do-it-yourself market (IAM) is subdivided into private persons doing repair and installation work on their own vehicles and professional/semiprofessional under-the-table work by automotive mechanics. The distribution levels: Distribution levels indicate the procurement sources of the repair shops as well as trade among distributors. We differentiate between local, regional, supraregional distribution levels on one hand and the national distribution level on the other. Local, regional and supraregional distribution levels include: Sales channels for the OES market in these levels consist of supraregional sales centers, regional auto dealers with wholesaler status and local auto dealers who cover demand from local repair shops through over-the-counter sales. Parts distributors (IAM) are subdivided into supraregional wholesale parts business, regional wholesale parts business, local parts dealers, as well as parts retail shops/chains Specialised distributors (IAM). Mass merchandisers (IAM) is a designation used as a synonym for large-scale retail operations, such as department stores, cash- and carry markets, supermarkets, etc. Mass merchandisers are significant as a procurement sources for do-it-yourselfers. The national distribution level: In the OES market, the central delivery warehouses for the automobile industry and vehicle importers are classified in this category. At this level in the independent aftermarket will be found: wolk after sales experts Page 25

28 AFTERMARKET STRUCTURE o Trade and buying groups of the parts wholesalers and specialist stores, such as ATR I, ad I, TEMOT I, GAU I. o Auto centres headquarters. o Direct distributors o Mass merchandiser headquarters o Rack jobbers headquarters The manufacturer level: In the OES market, internal production (in-house parts) for vehicle manufacturers falls in this category. In the IAM market, this level is composed of parts manufacturers. The following chapters show the Aftermarket structure by each distribution channel including the profiles of most important players in each aftermarket segment. wolk after sales experts Page 26

29 AFTERMARKET STRUCTURE 4.1 OES STRUCTURE kind of outlet no. of outlets turnover in M. employees car manufacturer or importer owned outlets offering sales and service offering only service offering only sales total OES outlets TABLE 9: OES OUTLETS AND EMPLOYEES In there are outlets owned by car manufacturers/importers. Furthermore there are authorized car dealers offering sales and service, outlets offering only car sales and authorized repairers, which are not selling cars OES CAR TRADE AND BUYING GROUPS mother association TABLE 10: OES TRADE AND BUYING GROUPS OES GARAGE MARKETING SYSTEMS mother association associates outlets turnover in M. turnover employees associates outlets in M. * turnover estimated ** employees estimated employees * turnover estimated ** employees estimated TABLE 11: OES GARAGE MARKETING SYSTEMS wolk after sales experts Page 27

30 AFTERMARKET STRUCTURE IMPORTANT CAR DEALERS / CAR DEALER GROUPS mother association turnover employees associates outlets in M. * turnover estimated ** employees estimated TABLE 12: LARGEST CAR DEALERS/CAR DEALER GROUPS The figures are given for total sales and aftersales business (passenger cars and commercial vehicles) including B2B business, exports and garage equipment sales. 4.2 STRUCTURE OF IAM DISTRIBUTION This chapter describes the distribution flow from the automotive parts wholesalers / distributors to the repairers and end consumers. As mentioned above the distribution channels are divided into traditional and alternative distribution TRADITIONAL IAM DISTRIBUTION The traditional IAM distribution includes the common value chain in the automotive aftermarket from parts manufacturers via parts distributors up to the B2B end consumers (garages and parts retailers). The important players in this segment are: trade and buying groups (wide range and specialised), distributors (wide range and specialised), auto centres retail chains direct distributors E-Comerce companies wolk after sales experts Page 28

31 AFTERMARKET STRUCTURE TRADE AND BUYING GROUPS Trade and buying groups are associations of independent parts distributors associated with the aim to optimize purchasing terms and conditions, to organize more efficiently sales and marketing activities (e.g. using garage and trade marketing systems) to observe the market and give mid-term strategy orientation. There are existing nationaland international acting trade and buying groups. The four large Europe-wide acting trade and buying groups are: ad International ATR International GAU International Temot International In Belgium the following international and national trade and buying groups are operating: mother association associates outlets turnover in M. employees * turnover estimated ** employees estimated TABLE 13: TRADE AND BUYING GROUPS SPECIALISED TRADE AND BUYING GROUPS Specialised trade and buying groups are similar to normal trade and buying groups, but with the difference that they are specialised mainly in one product group, such as tires, glass, paint etc. belongs to outlets turnover in M. employees * turnover estimated ** employees estimated TABLE 14: SPECIALISED TRADE AND BUYING GROUPS wolk after sales experts Page 29

32 AFTERMARKET STRUCTURE DISTRIBUTORS Car parts distributors buy parts from the parts manufacturers or other distributors and sell these parts to smaller wholesalers or directly to garages. The listed distributors are parts distributors and have NO specialisation in any of the following product groups: glass, tires, paint and oil, which means they usually have a wide assortment of products. We have divided the wholesalers into three groups: small distributors turnover below 3 M. middle-sized distributors turnover between 3 and 20 M. large distributors turnover above 20 M. TABLE 15: THE WHOLESALE COMPANIES SEGMENTATION size of company number of companies outlets total turnover in M. employees small medium large total distributors TABLE 16: THE WHOLESALE COMPANIES In there are small sized local acting parts dealers. Furthermore there are regional acting medium distributors and large distributors. In 2010 they made approx. M turnover. wolk after sales experts Page 30

33 AFTERMARKET STRUCTURE Most important large car distributors in Belgium are: belongs to outlets turnover in M. employees * turnover estimated ** employees estimated TABLE 17: LARGE DISTRIBUTORS Most important middle-sized car distributors in Belgium are: turnover in M. belongs to outlets employees * turnover estimated ** employees estimated TABLE 18: MIDDLE-SIZED DISTRIBUTORS SPECIALISED DISTRIBUTORS Specialised distributors are companies, which buy parts directly from the parts manufacturers or from other distributors. These wholesalers are specialised in one product group such as e.g.: auto glass tires truck parts electric/electronic parts body parts / paint oil etc. wolk after sales experts Page 31

34 AFTERMARKET STRUCTURE The important specialised distributors in Belgium are: mother association employees specialised in outlets turnover in M. * turnover estimated ** employees estimated TABLE 19: SELECTION OF LARGE SPECIALISED DISTRIBUTORS Turnover and number of employees are given only by wholesale business. In this table are presented ONLY the relevant data for wholesale business AUTO CENTRES Auto centres are retailers (B2C) with integrated car service, selling to end consumers. Please note that auto centres are not to be confused with Fast Fits and are also not specialised car services (such as in tires, glass, climate service, etc.). Please also note that in some cases the companies have as well retail outlets under the same corporate identity. In the following table you will find ONLY the relevant data concerning the largest auto centres. turnover in M. belongs to outlets employees * turnover estimated ** employees estimated TABLE 20: AUTO CENTRES wolk after sales experts Page 32

35 AFTERMARKET STRUCTURE TRADE MARKETING SYSTEMS Trade marketing systems are networks of small distributors driven by large/medium distributors. The network will be contracted as franchisee or partnership system. The aim of such networks is for large/medium distributors to increase the purchasing loyalty and for small distributor to get sales and marketing support acting under one system flag. turnover in M. belongs to outlets employees * turnover estimated ** employees estimated TABLE 21: TRADE MARKETING SYSTEMS RETAIL CHAINS National retail chains sell automotive parts and accessories primarily to end consumers (B2C). They do not offer any repair and maintenance service. The majority of smaller dealers have more than 50% B2B business and belong to the smaller distributors (turnover <3 M. Euro). There are no major retail chains in.. wolk after sales experts Page 33

36 AFTERMARKET STRUCTURE DIRECT MARKETERS The direct marketers sell their products, without involving parts wholesalers directly, to the repair level (OES/independent aftermarkets) through their own field organizations or online shops. Thanks to their streamlined organizational structures, the direct marketers have faster and more direct access to the market. They are focusing on the business with small parts and automotive chemicals. The largest direct marketers in. are: turnover in M. belongs to outlets employees * turnover estimated ** employees estimated TABLE 22: DIRECT DISTRIBUTORS The figures are given ONLY for automotive business. The figures relate the worldwide activities of mentioned companies E-COMMERCE COMPANIES E-Commerce companies offer automotive parts or automotive repair services via internet to the end consumer (B2C). Here are mentioned companies who s main activity consist in offering automotive parts or automotive repair services via B2C shops in the internet. belongs to specialised in outlets turnover in M. employees * turnover estimated ** employees estimated TABLE 23: E-COMMERCE COMPANIES wolk after sales experts Page 34

37 AFTERMARKET STRUCTURE ALTERNATIVE IAM DISTRIBUTION The traditional B2B channels at the repairer level will be covered by parts distributors/wholesalers. Mass merchandisers, DIY stores and gas stations are working in the alternative distribution channels. The target group of these channels is primarily end users/car drivers. The alternative distribution channels use so called rack jobbers for the delivering. These alternative channels were mostly used in DIY segment RACK JOBBERS Rack jobbers are companies which supply the gas stations, mass merchandisres and / or DIY stores. They rent racks in these distribution channels or/and fill them themselves. None has a business mainly consisting of the delivery of automotive parts. belongs to outlets turnover in M. employees * turnover estimated ** employees estimated TABLE 24: RACK JOBBER The figures are given ONLY for automotive business MASS MERCHANDISERS belongs to outlets turnover in M. employees * turnover estimated ** employees estimated TABLE 25: MASS MERCHANDISERS The figures are given for total sales of mentioned companies. wolk after sales experts Page 35

38 AFTERMARKET STRUCTURE DIY STORES belongs to outlets turnover in M. employees * turnover estimated ** employees estimated TABLE 26: DIY STORES The figures are given for total sales of mentioned companies GAS STATIONS belongs to outlets turnover in M. employees * turnover estimated ** employees estimated TABLE 27: GAS STATIONS The figures are given for total sales of mentioned companies. 4.3 IAM REPAIRERS This chapter is about IAM repairers. Only independent stand-alone garages / workshops are counted. The number of outlets is given by experts / garage associations, the number of employees and the turnover is in most cases extrapolated with average figures given by experts of the country. The total number of automotive repairers (IAM) in is: kind of garage outlets turnover in M. employees IAM multi brand garages garages owned by fleets, large companies or communes IAM specialized garages IAM fast fitter total IAM garages TABLE 28: OVERVIEW ABOUT THE INDEPENDENT REPAIRERS Detailed data are available in the database of wolk after sales experts. wolk after sales experts Page 36

39 AFTERMARKET STRUCTURE MULTI BRAND MECHANIC GARAGES There are. independent multi brand mechanic garages in. These garages made a total turnover of. million in IAM SPECIALISED GARAGES In are approximately. specialised car repair garages. These companies made a turnover of million in specialisation outlets turnover in M. employees engine remanufactures/reconditioner body and paint shops , tyre specialists with and without addit. car service auto glass specialists ,5 700 other specialists not listed above (electronics/electronics/diesel, climate service, mobile fitters, car care etc.) total ,9 450 TABLE 29: SPECIALISED IAM REPAIRERS FAST FITS Fast Fit chains offer a lean service (lower half services) for passenger cars. They mostly offer tires also including service. They may also provide brakes, exhausts, oil, shock absorber and air conditioning. belongs to outlets turnover in M. employees * turnover estimated ** employees estimated TABLE 30: FAST FITTERS wolk after sales experts Page 37

40 AFTERMARKET STRUCTURE GARAGE MARKETING SYSTEMS The garage marketing systems are partner systems driven by buying groups, wholesalers, parts manufacturers or others. The number of garage marketing system partners is already included in the number of IAM repairers above mentioned. They are divided into three groups. The full service systems for mechanical repairs which offer the complete service for all brands, the full service garage marketing system for specialised repairers (product orientated systems) which are specialised in single product groups such as tires, auto glass and air conditioning and the garage distance retail brands of the parts industry such as OSS/ZF Trading, Bosch Diesel Center etc.. Most garage marketing systems are based on partnership-contracts and are only in few cases based on real franchising GARAGE MARKETING SYSTEMS FOR MECHANICAL REPAIRS turnover belongs to outlets employees in M. * turnover estimated ** employees estimated TABLE 31: FULL SERVICE GARAGE MARKETING SYSTEMS FOR MECHANICAL REPAIRS wolk after sales experts Page 38

41 AFTERMARKET STRUCTURE GARAGE MARKETING SYSTEMS FOR SPECIALIZED REPAIRERS mother association turnover employees specialised in outlets in M. * turnover estimated ** employees estimated TABLE 32: GARAGE MARKETING SYSTEMS FOR SPECIALISED REPAIRERS DISTANCE RETAILING BRANDS 1 belongs to outlets turnover in M. employees * turnover estimated ** employees estimated TABLE 33: DISTANCE RETAILING BRANDS 1 Most important wolk after sales experts Page 39

42 AFTERMARKET VOLUME BY 10 PRODUCT GROUPS 5. AFTERMARKET VOLUME BY 10 PRODUCT GROUPS The Aftermarket volume includes the entire turnovers of new or rebuilt components (but not used components) after the purchase of a new passenger car. The value is shown in at end consumer prices without VAT for private as well as company passenger cars (fleets). The aftermarket volume includes material which is built in during a repair or maintenance job as well as the material which is bought at a garage, a wholesaler, warehouses, petrol stations, retail-shops and other distribution channels by an end consumer. DIY or moonlights workers, OES and IAM distribution are included. The share between OES and IAM is based on where the parts have been fitted and not where the parts have been sourced and neither where the order for the repair has been placed. Also included are parts used during warranty work. All figures refer to the year MECHANICAL REPLACEMENT PARTS Mechanical replacement parts include wearing parts such as brake pads, clutches, shock absorbers. 2. ELECTRICS/ELECTRONICS Electrics and electronics include parts such as the engine control unit, the ABS control unit, any other control units, the relays, cables, bulbs, starters, electric generator. 3. BODY PARTS INCL. LIGHTING Body parts include parts such as the mudguards, engine bonnets, the car body, bumpers, head- and rear lamps etc. 4. ASSEMBLIES Assemblies include parts such as engine, gear boxes, axles, etc. 5. TIRES Only new tires are taken in account, used and retreaded tires are excluded. 6. OIL / LUBRICANTS This includes all oils and lubricants (for engines, gearboxes, axles, etc) which have been sold during maintenance and repair jobs as well as in petrol stations, warehouses, etc. directly to end consumers. wolk after sales experts Page 40

43 AFTERMARKET VOLUME BY 10 PRODUCT GROUPS 7. PAINT This includes paint and pre materials such as body filler. 8. OTHER CHEMICALS Other chemicals refer to chemicals such as antifreeze-liquids, polish, cleaning products, brake fluid etc. 9. ACCESSORIES Accessories include parts such as hi-fi / multimedia, navigation, connectivity, interior accessories, tuning parts (alloy rims, exhausts, chassis, aerodynamics), safety accessory, comfort accessory, transport accessory such as roof boxes, luggage racks, tow bars. 10. AUTO GLASS The product group auto glass includes windscreens, side and rear windows. The following table shows the total aftermarket volume split by the above mentioned ten groups. product group total turnover in M. share of total share OES share IAM mechanical replacement parts electrics / electronics body parts incl. lighting assemblies tyres oil / lubricants paint other chemicals accessories auto glass total TABLE 34: AFTERMARKET VOLUME IN The following table shows the total aftermarket volume split by the above mentioned ten groups. Attention: Labour costs are not included! wolk after sales experts Page 41

44 AFTERMARKET VOLUME BY 10 PRODUCT GROUPS PICTURE 17: AFTERMARKET VOLUME SPLIT BY PRODUCT GROUPS The following picture shows shares between OES and IAM for all product groups. Shares between OES and IAM are estimated by market experts and market participants. Shares show where the material has been built in, NOT where the material has been sourced. share OES share IAM 0% 20% 40% 60% 80% 100% PICTURE 18: PRODUCT GROUPS SHARES BY OES AND IAM wolk after sales experts Page 42

45 ANNEX COMPANY PROFILES 6. ANNEX COMPANY PROFILES 6.1 OES COMPANIES - PROFILES OES CAR TRADE AND BUYING GROUPS belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff brands PROFILE 1: OES GARAGE MARKETING SYSTEMS belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff brands PROFILE 2: wolk after sales experts Page 43

46 ANNEX COMPANY PROFILES IMPORTANT CAR DEALERS / GROUPS belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff brands PROFILE 3: 6.2 IAM DISTRIBUTORS - PROFILES TRADE AND BUYING GROUPS belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff PROFILE 4: wolk after sales experts Page 44

47 ANNEX COMPANY PROFILES SPECIALISED TRADE AND BUYING GROUPS belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff PROFILE 5: IAM LARGE DISTRIBUTORS belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff PROFILE 6: wolk after sales experts Page 45

48 ANNEX COMPANY PROFILES MEDIUM DISTRIBUTORS belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff PROFILE 7: wolk after sales experts Page 46

49 ANNEX COMPANY PROFILES IAM SPECIALISED DISTRIBUTORS belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff. PROFILE 8: IAM DIRECT DISTRIBUTORS belongs to street postal code town phone fax internet turnover in M. business fields outlets workshop systems staff PROFILE 9: wolk after sales experts Page 47

50 ANNEX COMPANY PROFILES IAM AUTOCENTRES belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff PROFILE 10: E-COMMERCE COMPANIES belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff PROFILE 11: wolk after sales experts Page 48

51 ANNEX COMPANY PROFILES RACK JOBBERS belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff PROFILE 12: MASS MERCHANDISERS belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff PROFILE 13: wolk after sales experts Page 49

52 ANNEX COMPANY PROFILES DIY STORES belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff PROFILE 14: GAS STATIONS belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff PROFILE 15: wolk after sales experts Page 50

53 ANNEX COMPANY PROFILES 6.3 IAM GARAGES - PROFILES IAM FAST FIT CHAINS belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff PROFILE 16: IAM GARAGE MARKETING SYSTEMS FOR MECHANICAL REPAIRS belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff PROFILE 17: wolk after sales experts Page 51

54 ANNEX COMPANY PROFILES IAM GARAGE MARKETING SYSTEMS FOR SPECIALIZED REPAIRS belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff PROFILE 18: DISTANCE RETAILING BRANDS belongs to street postal code town phone fax internet turnover in M. business fields outlets garage concept staff PROFILE 19: wolk after sales experts Page 52