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Future of Car Retailing in Europe and Benchmarking of OEM Strategies

  • ID: 3981306
  • Report
  • November 2016
  • Region: Europe
  • 55 Pages
  • Frost & Sullivan
In-store Digitalization and Online Integration to Improve Sales for Dealerships


  • CarGiant
  • CarWow
  • Ford Motor
  • Groupe PSA
  • Pendragon
  • Sytner (Penske)
Car manufacturers have been struggling to survive not only due to their competence gaps in envisioning the retailing future, but also because of their weaknesses in identifying the recovery actions needed to bounce back to profitability when it comes to retailing.

This study discusses in detail about the different retail store mix strategies that European original equipment manufacturers (OEMs) are using to pioneer the digitization of automotive retailing. Strategies include launching digital showroom concepts, which are accessible on technology platforms including computers, tablets, and cell phones and revamping existing showrooms for retail and aftersales segments.

Key Questions this Study will Answer:
  • What are the different retail methodologies adopted by key global OEMs, distributor groups, and aggregators to increase vehicle sales?
  • How does the retail channel (in-store or online) impact the type of customer?
  • How does offering additional services (e.g., financial leasing, maintenance contracts, mobility services) at the point of sale impact automotive retail?
  • What are the challenges in digitalizing the automotive retail network?
Note: Product cover images may vary from those shown


  • CarGiant
  • CarWow
  • Ford Motor
  • Groupe PSA
  • Pendragon
  • Sytner (Penske)
1. Executive Summary
  • Executive Summary-Snapshot of Automotive Retailing
  • Executive Summary-Customer Experience Across Touch Points
  • Executive Summary-Automotive Dealership Segmentation
  • Executive Summary-Automotive Digital Retail Formats
  • Beyond Digital Marketing to Digital Retailing
  • Digitization Transforming Car Retailing KPIs
  • Rockar Hyundai
  • Executive Summary-Components of Digital Showrooms
  • Key Findings and Future Outlook
2. Research Scope, Objectives, and Methodology
  • Research Scope
  • Research Aims and Objectives
  • Key Questions this Study will Answer
  • Research Methodology
3. Definitions and Segmentation
  • Automotive Dealership Segmentation
  • Automotive Dealership Segmentation and Technology Terminology
4. Retailing Strategies by Manufacturer
  • Toyota Motor Europe
  • Toyota Europe Retail Initiatives-Highlights
  • Hyundai Motor Europe
  • Hyundai Motor Europe-Highlights
  • Volkswagen Group Europe
  • Volkswagen Group Europe Retail Initiatives-Highlights
  • Ford Motor Europe
  • Ford Retail Initiatives-Highlights
  • General Motors Europe
  • General Motors Europe-Highlights
  • Groupe PSA’s Europe Retail Push to Pass
  • Groupe PSA Europe-Highlights
  • Benchmarking Digital Retail Strategies of OEMs
  • Digital Footprint
  • Key Takeaway OEM Retail Strategies
5. Dealer Group Retailing Strategies
  • Pendragon
  • Emil Frey
  • Sytner (Penske)
  • Key Takeaway Dealer Retail Strategies
6. Online Aggregator Retailing Strategies
  • CarSpring-The 100% Online Used Car Marketplace
  • Cargiant-The Online and Offline Connect
  • carwow-Aggregator Beyond Compare
  • Key Takeaway Online Aggregators Retail Strategies
7. Conclusion & Key Takeaway
  • Key Conclusions
  • Key Findings and Future Outlook
  • The Last Word-3 Big Predictions
  • Top 5 Growth Opportunities
  • Legal Disclaimer
8. Appendix
  • Methodology
  • Abbreviations and Acronyms Used
Note: Product cover images may vary from those shown

A selection of companies mentioned in this report includes:

- CarGiant
- CarSpring
- CarWow
- Emil Frey
- Ford Motor
- General Motors
- Groupe PSA
- Hyundai Motor
- Pendragon
- Rockar Hyundai
- Sytner (Penske)
- Toyota
Note: Product cover images may vary from those shown