Looking for our US website?
  • Alumni  
  • FacebookTwitterLinkedInXingRSS
  • Country websites
 
 
 

Automotive marketing & sales

The automotive industry is under unprecedented pressure to increase customer satisfaction and make sales and service structures and processes more efficient. In light of a stagnating market and increasing competition, incentive spending has risen substantially, thus massively eroding profits. Top management decisions are clouded by a multitude of conflicting interests such as volume targets, market share objectives and production requests. We support clients in facing these challenges by developing the relevant actions to increase efficiency in marketing & sales and after-sales. Together, we can achieve real sales and service excellence.

In brief

While efficiency potential is tapped systematically in engineering, production and purchasing, there is still significant room for improvement in the area of sales and after-sales.

On average, today´s market players consider their own sales and after-sales performance to be satisfactory, but not good. Emerging brands in particular see significant opportunities to improve their own sales and after-sales operations.

 
Performance of sales and service operations
 

Our goal: Support our clients in improving efficiency to achieve real sales and service excellence

In close cooperation with our clients, we work on a wide range of strategic issues, develop concepts and help to solve operational problems. With our 300 experienced automotive experts located in 43 offices worldwide, our team's industry and consulting experience guarantees that we can generate tangible value for our clients. By working on a variety of projects with OEMs and dealers, we have acquired broad and in-depth experience in automobile marketing, sales and after-sales.

We have also gained special expertise in the area of retail performance improvement through numerous projects for major clients. In the case of a major European OEM, we were able to realize significant sales (+28%) and profitability (+150%) improvements within a two-year period. We achieved this by thoroughly assessing dealer performance and benchmarking it against best practices, defining the necessary targets and measuring results.

Over the past few years, the expertise Roland Berger has developed in the area of brand strategy and brand image development has substantiated our ability to deal with the increasing challenges of successfully managing brands in a highly competitive market environment. We helped a leading European car manufacturer align its branding strategy with future growth targets by evaluating its product name strategy and comparing it with those of competitors. As a result, a consistent strategy has been developed that will help our client adjust its product portfolio in the medium- to long-term. In the future, it will also help develop an even stronger brand in the market for passenger vehicles.

An increasing number of dealer network restructuring and wholesale alignment projects has helped build the reputation of Roland Berger's Automotive Competence Center. This Competence Center is considered a reliable and efficient partner in mastering the future challenges of wholesale and dealer network organizations. By analyzing the current market structure and defining what the future network should look like, investors were identified to cover gaps. At the same time the fitness of the wholesale organization is a key element to support the retail strategy. What's more, it was possible to develop a consolidated business plan to significantly improve future overall performance.

Together with our clients, we strive to improve efficiency and support them in achieving outstanding results. This means streamlining operations, exceeding customer and dealer expectations and turning sales and service excellence into market share gains.

Our experts

Austria

Rupert Petry

Managing Partner

Vienna, Austria
Phone: +43 1 53602-101
E-mail: e-mail

 

France

Daniel Feldmann

Principal

Paris, France
Phone: +33 1 53 67 03 34
E-mail: e-mail

 
Gabriel Raymondjean

Principal

Paris, France
Phone: +33 1 53670-979
E-mail: e-mail

 

Germany

Philipp Grosse Kleimann

Partner

Munich, Germany
Phone: +49 89 9230-8718
E-mail: e-mail

 
Ralf Landmann

Partner

Frankfurt, Germany
Phone: +49 69 29924-6300
E-mail: e-mail

 
Sebastian Gundermann

Principal

Munich, Germany
Phone: +49 89 9230-8142
E-mail: e-mail

 
Marcus Hoffmann

Partner

Munich, Germany
Phone: +49 89 9230-8060
E-mail: e-mail

 
Ralf Kalmbach

Partner and Member of the Executive Committee

Munich, Germany
Phone: +49 89 9230-8669
E-mail: e-mail

 

Partner

Berlin, Germany
Phone: +49 160 7443420 OR +44 79 67674871
E-mail: e-mail

 

Greater China

Jun Shen

Partner

Shanghai, Greater China
Phone: +86 21 52986677-874
E-mail: e-mail

 

Japan

Satoshi Nagashima

Partner

Tokyo, Japan
Phone: +81 3 35876-660
E-mail: e-mail

 
Keisuke Yamabe

Partner

Tokyo, Japan
Phone: +81 3 358 76-660
E-mail: e-mail

 

USA

Antonio Benecchi

Partner

Chicago, USA
Phone: +1 312 662 - 5500
E-mail: e-mail

 
Thomas Wendt

Partner

Detroit, USA
Phone: +1 248 729-5000
E-mail: e-mail

 

Further reading

Werkstattportale in Deutschland

Study (in German only), 2013

The auto service business is getting tougher by the day. In Germany, the market for spare parts and auto services generates revenues of around EUR 26 billion a year …  >>

 
21st Century Car Distribution in Europe

Joint study with AUTOMANAGER and the IESE Business School, 2013

In collaboration with Roland Berger Strategy Consultants and AUTOMANAGER, the IESE Business School in Barcelona conducted a project to develop modern, sustainable distribution models for the European car industry …  >>

 
Automotive Retail Business

Study, 2012

The experts at Roland Berger expect to see Europe's car sales decrease by about 6% in 2012 …  >>

 
How OEM importers will win the growth battle

Study, 2012

As the eurozone hits a mild recession this year, the passenger car market is expected to shrink slightly compared to 2011 …  >>

 
Young Mobility Survey 2011

Survey (in German), 2011

The status of the car and what the younger generation think about this …  >>

 
Automotive inSIGHTS 2/2011

Customer magazine, 2011

In this issue of Automotive inSIGHTS, we focus at the supplier industry and the growing Asia region. It's also worth taking a look at the commercial vehicles industry …  >>

 
Automotive inSIGHTS 1/2011

Customer magazine, 2011

The automotive industry has recovered quickly, so now is a good time to look a little further down the road …  >>

 
Automotive landscape 2025

Study, 2011

Five megatrends, geopolitical change, changing demographics, sustainability, the evolution of mobility as well as changing technology, will cause a huge leap forward in the development of the automotive industry within the next 15 years …  >>

 
Automotive inSIGHTS 2/2010

Customer magazine, 2010

In the latest issue of Automotive inSIGHTS, we take a close look at the topic of mobility. We analyzed a wide variety of approaches to developing mobility concepts and share the results with you …  >>

 
Automotive inSIGHTS 1/2010

Customer magazine, 2010

The emerging markets have become the saviors of the global automotive industry. BRIC markets will account for more than 70% of the anticipated growth in 2010 …  >>