THE EUROPEAN MARKETS AND STRATEGIES TO WATCH FOR MAXIMUM OPPORTUNITY BRIAN MADSEN ONLINE AUCTIONS IT SOLUTIONS SMART DATA 1
THE SPEED OF CHANGE IS FASTER THAN EVER 2
THE NEW NORMAL 3
CHANGE OF OWMERSHIP INCREASE IN PRIVATE LEASING CHALLENGES INCREASES YOUNG USED CAR INVENTORY DEMAND AND SUPPLY 4
WE FIGHT WITH CHANGES AND AGAINST OTHER NEEDS 5
PRODUCT MIX ONLINE OEM SALES NEW PLAYERS 6
CHANGE OF OWMERSHIP INCREASE IN PRIVATE LEASING INCREASES YOUNG USED CAR INVENTORY HOW TO CREATE OPPORTUNITIES OUT OF CHALLENGES DEMAND AND SUPPLY 7
USED CAR LEASING USE DIGITAL SOLUTIONS TO MATCH CARS WITH BUYERS MOBILE SOLUTIONS ADAPT COMMUNICATION TO CUSTOMER NEEDS 8
WE ALL NEED TO BE BETTER ONLINE 9
216 MILLION PASSENGERS CARS ON THE ROAD 16 MILLION NEW CARS SOLD PER YEAR 45 MILLION USED CARS SOLD PER YEAR 6 MILLION CARS FOR SALE ONLINE EVERY DAY 10
43% 47% 33% 4% PUBLISHED ONLINE FOR MORE THAN 90 DAYS WITHOUT PRICE CHANGE FOR MORE THAN 30 DAYS 2 MIO CARS ARE MISSING INFORMATION WITHOUT PHOTO FOR MORE THAN 30 DAYS 11
TIME IS IMPORTANT FOR THE RETAIL SELLER 12
TIME STARTS BEFORE AND IS PART OF REMARKETING 13
PRIVATE LEASE INVENTORY TCO MONTHLY COST DEMAND USED CARS UC PRICE RV SALES 14
REMARKETING WORKFLOW MANAGEMENT 15
38 % 6 % 49 % 24% FOUND A BUYER OUTSIDE THE COUNTRY HIGHER PRICES PAID BY NON FRANCHISE DEALERS USED CARS SOLD BY NON FRANCHISE DEALERS CARS OFFERED AND SOLD UPSTREAM AUTOROLA CASE STUDY 16
RETAIL DRIVEN REMARKETING 17
HOW DO WE FIND THE RIGHT BUYER FOR EACH VEHICLE? 18
STOCK TURN VALUE RV TCO SALES VOLUME MORE DATA VALUE CHAIN SALES PROCESS EXPERIENCE GEO PRICING REMARKETING RV TCO CHALLENGES SMART DATA VELOCITY FACTS BIG DATA BETTER SUPPORT DISCUSS ANALYTICS RETAIL DRIVEN WHOLESALE 19
USED CAR SALES BY MARKET USED CAR SALE BY MODEL WHO SELL WHAT STOCK TURN MODEL MIX AND AGE PER COUNTRY PRICES PER SALES CHANNEL INVENTORY LEVEL MARKET DAYS SUPPLY AVERAGE SALES DAYS 20
MARKET DAYS SUPPLY Legend Over Market Average Market Average Under Market Average Toyota Toyota Peugeot Mercedes-Benz Renault Mercedes-Benz Renault Skoda Renault Toyota Renault Skoda Skoda Renault BMW Toyota Renault Skoda Peugeot VW BMW Opel BMW VW Peugeot Peugeot Audi BMW Over or above market average Toyota Toyota Ford Toyota Opel Mercedes-Benz Toyota Toyota Ford VW VW Audi Opel BMW Mercedes-Benz Peugeot Audi Ford Toyota Mercedes-Benz Ford BMW Skoda Opel VW Ford VW Audi Renault Skoda BMW Mercedes-Benz Opel Renault Toyota Toyota Peugeot Peugeot Mercedes-Benz Renault VW Opel Ford Peugeot Ford Skoda Peugeot Opel Ford Renault Skoda Market Average Market Average Market Average Market Average Market Average Market Average Market Average Market Average Market Average Market Average Market Average Market Average Market Average Under or below market average Peugeot Peugeot Skoda Ford VW Renault VW Audi Audi Renault Opel Skoda Mercedes-Benz VW Opel Opel Mercedes-Benz Mercedes-Benz VW Renault Peugeot BMW VW Mercedes-Benz Ford Ford Skoda Audi BMW Audi Audi Opel VW Opel Mercedes-Benz BMW Toyota Opel BMW Ford BMW Skoda Skoda Ford Mercedes-Benz Audi Audi Audi Peugeot Audi BMW Austria Belgium Denmark France Germany Italy The Netherlands Poland Portugal Spain Sweden Turkey United Kingdom 21
GEO PRICING COUNTRY PRICE MDS VOL Finland NO 15 000 90 70 PL 14 600 30 20 NL 14 300 60 150 FR 14 200 25 100 PT 14 100 45 30 SE 13 900 130 30 ES 13 600 110 40 HIGH MID LOW Portugal Ireland Spain Great Britain France The Netherlands Belgium Norway Denmark Germany Luxembourg Switzerland Sweden Czech Rep. Russia Poland Estonia Latvia Lithuania Slovakia Albania Belarus Moldova Austria Hungary Romania Slovenia Croatia Serbia Bosnia and Herzegovina Montenegro Bulgaria Italy Macedonia Greece Ukraine Russia Turkey Malta Cyprus 22
Finland Norway Sweden Russia Estonia Latvia USED CAR LEASING TIME Ireland Denmark SMART DATA Russia Lithuania Belarus FIND THE RIGHT BUYER Great Britain Netherlands Belgium Germany Poland Ukraine Luxembourg Czech Rep. Slovakia Moldova Portugal Spain France Andorra Switzerland Austria Hungary Romania Slovenia Croatia Serbia Bosnia and Herzegovina Montenegro Bulgaria Italy Macedonia Albania Greece Turkey Malta Cyprus 23
THE EUROPEAN MARKETS AND STRATEGIES TO WATCH FOR MAXIMUM OPPORTUNITY BRIAN MADSEN AUTOROLA +46 705 59 54 44 BMA@AUTOROLA.SE 24