Moment of truth: the delivery

NEW copertina ENG consegna
In one of the most “rusty” sectors of the economy, since a long time carmakers are trying to convince their partners that the sale of a vehicle does not ends with the signature of the contract, but rather – from that moment – begins a long journey made of many steps that should be likeable for customers and profitable for dealers. A study delivered by JD Power – the Company...

Alfa Romeo vs BMW?

COPERTINA alfa vs bmw_eng
Auto Motor und Sport – over half a million copies, an amazing website – is the most authoritative German automotive magazine, and one of the most acknowledged in World. Its tests stand out for their professionalism and objectivity, the competences of the journalists and the thoroughness of the trials are the best guarantees for the reliability of the results. The “safety section” of...

The last illiteracy: internet in automotive!

ENG INTERNET copertina
In China – despite the censorship that slows or blocks access to the Web (Facebook and YouTube do not exist) - the dealers that I visited during the CADA convention collect more than 50% of their prospects through the Web! It’s possible to make money with cars and Internet? YES! Facts-and-figures show that this business is suitable for all, even if – in the automotive –...

China: so close yet so far

CINA ENG copertina
During the CADA convention in Chengdu – the panda’s city with the largest mall in the world – I’ve met the extraordinary opportunities of the Chinese market, that astonished also the NADA delegation. Used Cars? We visited a consortium of 400 independent dealers selling 600 used cars per day (200,000 per year), including Sundays. In a unique location, they display 6,000 used cars...

Alfa Romeo and Art: a good combination!

COPERTINA ENG
The Alfa Romeo that we love has been an industry pilot, in step with the times, always at the forefront, always in advance. Not only when his cars had preceded from several years the public’s tastes and the demands of the market, or when Alfa was building in Arese a plant  modern in structure and architectural line or when it opened in Balocco – in the middle of the rice fields –...

103, 169? The car that Alfa should have built

Alfa
Authoritative automobiles magazines and journalists – but also many fans – are waiting since a long time for the new Alfa Romeo 169, which is still in the Marchionne’s drawer. The history of Alfa Romeo is full of revolutionary projects which could have changed its story. Let’s speak about one of the many Alfa ever born, of which there is a rare example at the Historical Museum...

Il Quadrifoglio: the greatest CRM of Alfa Romeo

Il Quadrifoglio
Today everyone well knows the importance of Customer Relationship Management (CRM) for any company in the market: a regular follow-up with all types of customers is crucial to target, acquire, retain, and understand prospective and sold Customers. But in the 60’s this was not the model nor the standard, and CRM was pratically unknown for carmakers and dealers (… but even today…). The...

CRM: the “Waterloo” of the dealers

Waterloo
  2012 has been succesfull for carmakers: they all made money selling cars! GM is back # 1 in the world, followed by Toyota and Ford. Ferrari had the best result of 66 years of history. Martin Winkertorn celebrated the records in sales and profits at VW Group with a personal superbonus of 14,000,000. Fiat-Chrysler sold 4.209 million cars, with a net profit of 1.4 billion. In January 2013 has...

Mercedes-Benz and the ‘OM651 case’

MB
Some carmakers invest millions in order to measure and increase Customer Satisfaction. Today the manufacturers must be able to measure themselves “1-2-1″ with their Customers, with transparency: thanks to the web any single Client could become a powerful promoter or a devastating detractor. This is one of the reasons why carmakers should be ready to confront themselves with the Social...

Car is… Feminine

Femmine
  This year in Italy – in the middle of the worst car market since the 70’s – nearly 600,000 new cars will be personally purchased by Women; and Women will also influence the decision to purchase an additional 250,000 cars, used by Italian families. Every day on the streets of the “Bel Paese”, millions of women are driving and dealing with the maintenance of their...

What Dealers can learn from JFK?

JFK
As well as fishing in Italy is miserably in bankruptcy due to a wrong management of the sea – which allowed exploitation of resources beyond the limit – so now someone would like to follow the same exploitation of the “vast automotive’s sea” by continuing to preserve entire species of fishermen thanks to artifices such as bonus, contributions and Government incentives. The...

The car dealers are sick. What about those of Trucks?

Trucks
The world of HCV and Trucks changes much faster than the one of the automobile! The truck dealers – who are still snubbed as ‘truckers’ with spicy calendars by those who work in the chain of Passenger Vehicles - they are ahead of the “obedient car dealers”. A forced change: the cataclysm feared by the Italian dealers federation is already a reality from some years among the...

Household Appliances or… cars?

Household
Even if we do not know – at home – we ALL have a piece of the vehicle that has won numerous awards during the Rotterdam Shell-Eco Marathon, travelling along 5,000 kilometers with 1kWh of energy (the equivalent of a liter of gasoline). The engine of this 100% Italian vehicle – built by the school “ITIS Rossi” in Vicenza – is the motor of a… washing machine! Manufactured...

Dealers: welcome to interesting times!

Interessanti
The car market trend is positive in the World: in 2012 the enrollment grew by 5.7%. Not in Italy, where dealers falls in the middle ages and develop the numbers of 1979, when there were the Fiat 127, the Alfetta and the VW Golf’s first series, inflation was 24% and “Car and Driver” was at 1,25 US $! To comment this data, some authoritative representatives of the carmakers and three of the...

Carmakers’ sperimentations whilst thousands of dealers are drowning!

Speramentation
New scenarios for Italian dealers: the debarkation of Penske Automotive Group in Italy put in motion many brains and overheated … some phones. Carmakers and associations estimate that 1.000 dealers will go out of the business in Italy in 2012 . How to save these companies from the wreck? Federauto – the italian dealers association – has clear ideas: “it is necessary to ask...

In Russia Ghosn beats Marchionne 31 to 1. Nasdrovie Tovarish!

Russia
  While in Italy manufacturers, importers and dealers are losing dozens of employees and millions of euro every day – and Fiat develops his worst results in the last 30 years – in Russia the Carmakers seems to play war games. The Russian market is a great opportunity for manufacturers and dealers: last year, 2,652,000 cars were sold with a growth of 39.1% over 2010. As reported by Focus...

Italy: whilst Penske is arriving, Marchione is… departing?

Allen
With trumpets and drums Mr. Rob Kurnick announces the landing of the Penske Group into the land of Fiat: “In Italy the economy is recovering and there are opportunities to grab!” A few days ago the associations of Dealers and Manufacturers – Federauto and Unrae – had spoken a “bit differently” regarding the dramatic situation of all those spitting blood in the italian...

Appeal to all the ‘Alfista': save our heaven!

alfista
Regarding the Alfa Romeo Historic Museum, here’s a interesting story pointed out during an interview with Andrea Vecchi, the President of the Alfa Romeo Club of Milano.                                   “I worked for 10 years at Alfa Romeo in Arese. During 2009 the last Alfa Depts. in Arese were closed by Fiat: Design, Mechanics (where were ready 2 alloy...

The ‘revolution’ of Mercedes Benz

revolution
  The new Mercedes-Benz platform – CarTogether – which promotes car sharing to reduce emissions and traffic, promised to be a revolution. What we lacked was that the German firm – rather than promoting his products or the image of the brand – it is more precisely using the image of the revolutionary par excellence: ‘Che’ Guevara, with the M-B symbol on his...

FADA calls NADA for a worldwide car Dealers Association

FADA
  FADA – Federation of Indian Dealers Associations – in concomitance with the New Delhi Auto Expo, organized Auto Summit, the convention dedicated to the Indian dealers of cars, trucks, commercial vehicles, motorcycles, three wheelers, four wheelers, buses and bicycles. Yes, even bicycles. What’s so funny? I met a dealer who sells in Delhi – with great revenues –...

XXI Congresso Fenabrave. Fiat: novo Uno or nuova Panda?

Panda BR
Everything has changed! In 2011, 370,000 Portuguese has ‘landed’ in Brazil and thousands of Spaniards have ‘invaded’ Argentina. With so many hopes and their workforce. The eighteenth century’s scenarios in black and white of Ellis Island and the migration to South America after the IIWW are unexpectedly reproduced. Brazil, land of promise for the automotive (not only)....

Standards! A new absurd war for dealers: the ‘retaliation’ of the OEMs.

Standards
As reported by Automotive News, Jim Peruto, a dealer in Pennsylvania, is considering – reluctantly – the purchase of a new building for his dealership. This new facility will replace the existing store that cost $20 million to build just six years ago. “Mercedes-Benz told me it was their most beautiful dealership in the world before they told me that I didn’t conform”. Mr....

Build and sell cars is still a good business! Not for everyone.

Build
Noting the difficulties of Chrysler and GM, the dreaded sale of Opel, the drastic restructuring of many OEMs, but also the ‘extermination’ of thousands of dealers in Italy and around the world – people I meet ask me if it still worth to build and sell cars. The impressions and the… ‘stomach ache’ of those who are suffering ‘in the trenches of the automotive’...

Facts and figures unmask the 3 digit growth of the EVs theorem! Only Audi speaks clearly!

EVs
  Jato Dynamics presented the data of the EV’s registrations in Europe. Hooray: compared to 2010, the sales grew by 938%! Nine-hundred-thirty-eight percent!! A successful market, despite the controversies. I feel the bad smell of lies. Over 7 million registrations, 5,222 were electric cars, less than 0.001% of the total market. Last year were 507. In Germany 1,020, France 953, Norway...

Internet car sales: who know nothing, speaks. Who know things, silents…

Internetcar
  We are used to the bombastic communication with which OEM and NSC floods the media when launching new industrial plans, programs, products or processes. Remember Saturn? The Opel Difference? The ‘new deal’ of the electric car? The new sales processes at FGA? Even in these days with ‘blasts of trumpets and drum rolls’, the spokesmen of Renault Italy informs the European...

Automotive, August 2011: STOP spitting out such nonsense!

August2011
  Italian Market, August 2011: of the 70.307 total vehicles registered, more than 42% (29.929) have been matriculated during the last… 3 days of the month. From January 1st more than the 35% of the italian total registrations were developed in the last 72 hours of each month! Let us understand this strange phenomenon. Some manufacturers contacted to give an explanation for this strange...

Automotive communication: different roles between OEM and dealers.

OEM
Advertising and the art to manage the emotions of clients.  Advertising is considered the most powerful tool of marketing, has no limits or borders and has become an integral part of the economy in the world. Dorothy Miller the 2011 Nada Convention has analyzed this argument, noting that in the United States today, nearly 40% of car buyers do not trust most of the traditional media such as press,...

Cadillac Man: fantasy or reality? Some interesting data collected in Italy, useful… everywhere!

Cadillac man
What can happen when two very famous persons, known and loved by all becomes car salesmen? I know many car dealers and many salesmen who are ashamed to say the work they do, fearing of being compared to the ‘Cadillac man‘ of Robin Williams or to the‘Italian Car salesman’ of Robert de Niro. In Italy from a few weeks two famous character actors, Paolo Kessisoglu and Luca Bizzarri, are...

NADA Convention 2011 and XXI Congresso Fenabrave: the revolution of Social Media make obsolete the CSI

Nada
As the GDP can’t be the benchmark of the economy because it does not take into account all the variables of real life but only the consumption, so the CSI can’t be the index with which to judge dealers, because it measures the satisfaction of “just one moment” and nothing else. Few manufacturers – more attentive to the evolution of consumers – does not measure satisfaction an end...

Want to sell more new cars? Listen really what women want!

woman
photo credit: Domenico / Kiuz  Let us for a moment ‘in the shoes’ of a woman who works, manages house and children, goes to the bank, to the accountant, to a theater, in a library, and takes charge of organizing the weekend and holidays for the whole family. About this woman – in the world of automotive marketing in Italy – there is almost no trace. Yet in our country, the balance...
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