The Struggle for Survival
by Fabrizio Arena, Niklas Brundin, Thomas Becker, Francesco Papi
March 2014
Helping automotive dealers in enhancing business profitability through effective operational practices

Despite analysts forecasting a rebound in 2014, sales volumes are not expected to be back at the pre-crisis level in the years to come. Until now OEMs and their NSCs (National Sales Companies) have reacted to the crisis by undertaking short-term tactical actions. Instead they should invest in more structural measures such as the rethinking of the distribution model and the restructuring of their retail network. Arthur D. Little can support OEMs and NSCs in driving the change by both implementing Operational Excellence Programs to enhance dealer profitability in the short-term and reshaping the car distribution model for the years to come.