Ealey, Lance A.
Bibliographic record and links to related information available from the Library of Congress catalog
v List of tables
v List of figures
vii The authors
1 Chapter 1: Introduction
2 Common themes
2 Regional differences
4 New players
6 Chapter 2: Germany
6 Market history
7 Unique features of the German market
10 The market for new and used vehicles
13 Forces for change
15 Channel strategies
18 Typical dealership profile
19 Future issues and expected developments
21 Chapter 3: France
21 Market history
22 Unique features of the French market
23 The market for new and used vehicles
25 Forces for change in the French retail market
27 Channel strategies
29 Typical dealership profile
30 Future issues and expected developments
31 Chapter 4: The UK
31 Market history
32 Unique features of the UK market
35 The market for new and used vehicles
38 Forces for change in the current retail marketplace
38 Channel strategies
41 Typical dealership profile
44 Future issues and expected developments
45 Chapter 5: Italy
45 Market history
46 Unique features of the Italian market
47 The market for new and used vehicles
51 Forces for change in the Italian retail market
52 Channel strategies
54 Typical dealership profile
58 Chapter 6: Central Europe and Russia
58 Introduction
59 Czech Republic, Poland and Hungary
59 Market history
60 Unique features of the markets
62 The market for new and used light vehicles
66 Forces for change in the current retail market
67 Channel strategies
70 Typical dealership profile
71 Future issues and expected developments
71 Russia
71 Market history
72 Unique features of the Russian market
74 The market for new and used light vehicles
76 Forces for change in the current retail market
76 Channel strategies
77 Importers use local distributors
78 Typical dealership profile
79 Future issues and expected developments
80 Chapter 7: The US
80 Market history
83 Unique features of the US market
85 The market for new and used light vehicles
85 Forces for change in the current retail market
89 New channel strategies
93 The traditional dealership channel
96 Future issues and expected developments
97 Chapter 8: Brazil
97 Market history
98 Unique features of the Brazilian market
100 The market for new and used light vehicles
101 Forces for change in the current retail market
103 Channel strategies
103 Typical dealership profile
105 Future issues and expected developments
106 Chapter 9: Japan
106 Market history
107 Unique features of the Japanese market
108 The market for new and used light vehicles
110 Forces for change in the current retail market
114 Channel strategies
116 Typical dealership profile
120 Future issues and expected developments
122 Chapter 10: China
122 Market history
123 Unique features of the Chinese market
125 The market for new and used light vehicles
128 Forces for change in the current retail market
128 Channel strategies
130 Typical dealership profile
132 Future issues and expected developments
133 Chapter 11: India
133 Market history
134 Unique features of the Indian market
135 The market for new and used light vehicles
135 Forces for change in the current retail market
138 Channel strategies
140 Typical dealership profile
141 Future issues and expected developments
143 Chapter 12: Car advertising
143 Introduction
145 What drives the spending increases?
147 Mixed results from advertising spending
149 What should auto marketers do?
152 Conclusion
153 Chapter 13: Car brands
153 Introduction
153 The brand development framework
155 Creating a new brand
159 Defending and expanding an established brand
161 Renewing an established brand
163 Some problem areas
164 Conclusion
165 Chapter 14: The customer
165 Introduction
167 Established markets
171 The era of the "value shopper"
173 Potential responses to the rise of "value shoppers"
174 The UK: seeking reliability and price
175 Germany: loyal, involved customers
176 Italy: rational buyers
177 Japan: changing values
178 Emerging markets
180 Conclusion
181 Chapter 15: Information technology
181 Introduction
182 The traditional dealer IT model
182 The next step: creating value through IT-enabled marketing
184 The ultimate step: providing direct connection to the customer
185 Realising the potential of the "extended enterprise"
186 Managing large, multi-location business entities
187 Supporting the traditional needs of stand-alone stores
187 Moving to open, industry-standard architectures
188 Summary
190 Chapter 16: The Internet
190 Introduction
191 Web participants
197 How the Internet is changing the game
203 Conclusion
204 Chapter 17: Car financing
204 Introduction
207 How to determine market attractiveness
211 Implications for financial institutions
211 Segment I: large, mature markets
213 Segment II: high potential growth markets
215 Segment III: highly regulated markets
216 Conclusion
217 Chapter 18: Leasing-the US experience
217 Leasing "holiday" to end?
218 Leasing equals 34% of the US market
218 Consumer leases bring higher profits to industry
220 The holiday may soon be over
223 Protecting margins
225 Conclusion
227 Chapter 19: Channel options
227 Introduction
227 Channel roles
231 Channel options
235 Strategic issues in channel strategy
238 Conclusion
239 Chapter 20: Retailing best practices beyond automotive
239 Introduction
241 Retailing concepts from other industries
248 Conclusion
249 Chapter 21: The automotive retailing revolution: new dawn or end game?
249 Introduction
250 The importance of car retailing
263 Response options
265 The future
267 Conclusions
268 Appendix 1: Issues surrounding the European Union
268 End of the block exemption?
271 Japan import agreement
272 Standardised regulations
272 Conclusion