Introductory course to the automotive distribution aftermarket

BW Aftermarket Course 

What does this course offer?
An overview of structural trends in the European aftermarket, and the underlying reasons including an analysis of the manufacturer franchised and independent sectors, markets, customers, products and services.  Through a mixture of classroom teaching, discussion and exercises, the course aims to increase awareness, understanding and the ability to identify commercial opportunities and address potential channel conflicts and threats.

Who should attend?
This course is ideal for anyone involved in selling and supporting products and services across the European aftermarket, including people new to the detail of the structure of automotive distribution or moving into roles that involve aftersales performance improvement. In particular this two day course would help raise awareness and understanding of opportunities within aftersales teams, especially new joiners, within manufacturers and market subsidiaries, or in independent aftermarket suppliers, insurance providers, systems providers and other digital service suppliers

Summary of the key learning objectives
Attendees will gain a broad understanding and appreciation of the following topics from the ICDP research backed modules:

  • The structures and trends across the European automotive aftermarket, including the differing requirements of customers within both fleet and private segments.
  • The commercial priorities of manufacturers and their franchised networks, and how they compete with the commercial strengths of the independent aftermarket sector.
  • How the service, repair and maintenance business, and the parts supply chain, operates in the franchised and independent aftermarket channels.
  • How digital platforms, telematics and new business models are changing the sector.
  • The franchised business model at the dealership level, and leading initiatives to raise customer retention and workshop efficiency in both franchised and independent workshops.

Summary of course content
Day 1

  • Franchised and independent aftermarket sectors
  • Parts distribution in the ‘two worlds’
  • The customer and the 'two worlds‘
  • Dealer economics
  • Evolution and trends including ICDP forecasts
  • The range of requirements of the fleet sector
  • Channel conflicts and OEM retention

Day 2

  • Incentive schemes and OEM strategy
  • Parts ordering and stock management
  • Block Exemption Regulation and the framework for technical information
  • New parts business models in the franchised and independent sectors
  • The implications of telematics and customer choice
  • Future channels, manufacturer and independent channel strategies
  • Your business strategy and the issues presented 

How is the course delivered?
A two day classroom based course, which can be trimmed if necessary but is designed to run for two long sessions. We run this course on the basis of a block booking only by the client. This means that we can accommodate from five to twenty people per course, but the costs for delivery remain the same. Our preference is delivery at your venue, but we can of course discuss alternative arrangements.

What is the cost?
Please contact us for a quote. ICDP programme members automatically receive a discount. For more information and to discuss arranging in-house delivery of this short course, please contact either Ben Waller or Jane Trace at our UK office:   +44 (0)7850 466590  +44 (0)1564 711224

A downloadable version of this outline is available here





Additional Insight

Aftermarket Man

Aftermarket developments: Further projections and strategies for success

This briefing builds on the last report published in February 2014, where we provided our updated view on the aftermarket volumes and values to 2020 in the EU7.

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Ir Repairers

Players and platforms in the independent aftermarket

On 10th May we held this webinar as a follow up to the workshop at the Spring Meeting 2016, the presentation and speaking notes are available for members to download.

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