Patient Restraints The View from the Ethical Window Eike-Henner W. Kluge University of Victoria.
Challenges of New cars Distribution Lars-Henner Santelmann Executive Vice President, Sales &...
-
Upload
julian-phelps -
Category
Documents
-
view
214 -
download
1
Transcript of Challenges of New cars Distribution Lars-Henner Santelmann Executive Vice President, Sales &...
![Page 1: Challenges of New cars Distribution Lars-Henner Santelmann Executive Vice President, Sales & Marketing SEAT S.A.](https://reader038.fdocuments.in/reader038/viewer/2022110210/56649e8f5503460f94b92baa/html5/thumbnails/1.jpg)
![Page 2: Challenges of New cars Distribution Lars-Henner Santelmann Executive Vice President, Sales & Marketing SEAT S.A.](https://reader038.fdocuments.in/reader038/viewer/2022110210/56649e8f5503460f94b92baa/html5/thumbnails/2.jpg)
Challenges of New cars Distribution
Lars-Henner SantelmannExecutive Vice President, Sales & Marketing SEAT S.A.
![Page 3: Challenges of New cars Distribution Lars-Henner Santelmann Executive Vice President, Sales & Marketing SEAT S.A.](https://reader038.fdocuments.in/reader038/viewer/2022110210/56649e8f5503460f94b92baa/html5/thumbnails/3.jpg)
•New competitors –More overcapacity
–Even more pressure in prices
•Overcapacity –Prices under pressure
Drivers of change
Challenges of New Cars Distribution
•New customer behaviour –Internet: smart shopping/ new channels
–Niches / subsegments–Fleet business
–Less Loyalty
•BER –Accelerator–Less network control
![Page 4: Challenges of New cars Distribution Lars-Henner Santelmann Executive Vice President, Sales & Marketing SEAT S.A.](https://reader038.fdocuments.in/reader038/viewer/2022110210/56649e8f5503460f94b92baa/html5/thumbnails/4.jpg)
•Price Pressure–Permanent productivity increase and cost reduction
–The new task: Distribution cost, logistics..
•Network Structure–Importer Wholesaler
–Fleet Direct sales
–Profitability in every individual business
–Exclusivity reserved to strong Brands
–Dealer Retailer
•More niches + Stable market + More competitors
–Pressure on investments : R+D, Production, Logistics
Consequences
Challenges of New Cars Distribution
–Shorter life cycle, less units per series
![Page 5: Challenges of New cars Distribution Lars-Henner Santelmann Executive Vice President, Sales & Marketing SEAT S.A.](https://reader038.fdocuments.in/reader038/viewer/2022110210/56649e8f5503460f94b92baa/html5/thumbnails/5.jpg)
Approach to Customer
Challenges of New Cars Distribution
Supplier
FranchisingDirect Sales
Wholesalers
Desirability
+
-
Multichannel
Internet
Exclusivity
Key in hand
Retailers
Profitability criteria•Distribution costs•Economies of scale
Exclusivity Multibrand
![Page 6: Challenges of New cars Distribution Lars-Henner Santelmann Executive Vice President, Sales & Marketing SEAT S.A.](https://reader038.fdocuments.in/reader038/viewer/2022110210/56649e8f5503460f94b92baa/html5/thumbnails/6.jpg)
Approach to Customer
Challenges of New Cars Distribution
Supplier
FranchisingDirect Sales
Exclusivity Multibrand
Wholesalers
Desirability
+
-
Multichannel
Internet
Exclusivity
Key in hand
Retailers
Profitability criteria•Distribution costs•Economies of scalei.e.Bang
& Olufsen
i.e.SONY
i.e.Medion
![Page 7: Challenges of New cars Distribution Lars-Henner Santelmann Executive Vice President, Sales & Marketing SEAT S.A.](https://reader038.fdocuments.in/reader038/viewer/2022110210/56649e8f5503460f94b92baa/html5/thumbnails/7.jpg)
•Efficiency –Avoid waste in every process–Distribution process key of success
•Network Management – Use the opportunities of multichannel approach
•Individualism –One size does not fit anymore all
•Branding –Define and live a Brand profile
Short Term Regular Brands
–Define your product attributes
Challenges of New Cars Distribution
![Page 8: Challenges of New cars Distribution Lars-Henner Santelmann Executive Vice President, Sales & Marketing SEAT S.A.](https://reader038.fdocuments.in/reader038/viewer/2022110210/56649e8f5503460f94b92baa/html5/thumbnails/8.jpg)
Traditional Structure Future
Brand
Importer
Retailer
Customer
Brand
Wholesaler
Retailer
Customer
Summary
Challenges of New Cars Distribution
![Page 9: Challenges of New cars Distribution Lars-Henner Santelmann Executive Vice President, Sales & Marketing SEAT S.A.](https://reader038.fdocuments.in/reader038/viewer/2022110210/56649e8f5503460f94b92baa/html5/thumbnails/9.jpg)
Future
Brand
Wholesaler
Retailer
Customer
Summary
Steer the network optimisation
process
Challenges of New Cars Distribution
![Page 10: Challenges of New cars Distribution Lars-Henner Santelmann Executive Vice President, Sales & Marketing SEAT S.A.](https://reader038.fdocuments.in/reader038/viewer/2022110210/56649e8f5503460f94b92baa/html5/thumbnails/10.jpg)
–From factory to retailer (one level Distribution System) (Wholesale+Retail)
Steering the Network optimisation process
•“SEAT Distribution System” (SDS)
R1000R2W2W1 R1... ...
Brand
Challenges of New Cars Distribution
![Page 11: Challenges of New cars Distribution Lars-Henner Santelmann Executive Vice President, Sales & Marketing SEAT S.A.](https://reader038.fdocuments.in/reader038/viewer/2022110210/56649e8f5503460f94b92baa/html5/thumbnails/11.jpg)
–Orders & Stock Management ( Allocate to order)
*Every car has a Dealer order.*All Dealers have access to all cars in stock
Steering the Network optimisation process
•“SEAT Distribution System” (SDS)
Challenges of New Cars Distribution
–Production Flexibility
*Manufacturer to real demand
![Page 12: Challenges of New cars Distribution Lars-Henner Santelmann Executive Vice President, Sales & Marketing SEAT S.A.](https://reader038.fdocuments.in/reader038/viewer/2022110210/56649e8f5503460f94b92baa/html5/thumbnails/12.jpg)
•Product “superiority” does not guarantee the future
Conclusion for a regular Brand
Challenges of New Cars Distribution
•Do not neglect the radicality of the challenges
•Lead the change