Global automotive retailing : a new perspective / by L. Ealey, G. Mercer and research associates.

Ealey, Lance A.

Bibliographic record and links to related information available from the Library of Congress catalog
Counter
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