February 2022 ICDP Webinar: Approaches and tools to better match supply with customer demand

The sector is currently struggling with well understood supply shortages, a result of first the pandemic, followed by chip shortages, and then issues related to other materials such as aluminium and magnesium. However, silver linings have included full sold order banks, minimal stocking costs due to record low inventories of finished vehicles, positive cash flows on supplier payment terms, low levels of discounting, and as a consequence of all these factors, high margins and profitability for carmakers and dealers alike. Looking ahead, omnichannel, agency and other innovative sales models present a number of challenges that need to be addressed as supply shortages eventually ease, if the industry is to avoid a return to poor inventory management and oversupply. 

 This webinar examined what can be learnt from the current situation, and more broadly, the range of approaches and tools that can be applied to better match supply with customer demand; these approaches go beyond best practices in order, stock, and pipeline management, and includes rethinking the customer offer in a number of fundamental ways – what is offered, how it is presented, and how it is priced for sale, lease or subscription.  

The presentation shown is available below as a handout (includes speaking notes) plus a video of the live recording.