Munich, January 2016 Online Sales of New Cars Study 2 Roland Berger_Car Online Sales_final_220116 (2).pptx How the world is today The way cars are sold is changing, putting market models under pressure. Customer expectations are shaped by retail experiences in other industries, while advanced technology opens up new opportunities within traditional retail approaches About 10%1) of new cars are sold online today – High growth rates expected by market experts, at least doubling today's volume by 2020 Within the German market, there are several dominant players – Four archetypes to be distinguished, each one with its own 'raison d'être' Marketplaces for comparing prices of different dealers – High degree of transparency Brokers as mediators between authorized dealers and end customer in selling process – High degree of convenience Special concepts being a one-stop-shop solution for car leasing – High degree of convenience OEMs/dealers where the online shop presents a further customer touchpoint within the multi-channel approach – High degree of trust Two types of customers within the online market for cars: the informed saver and the multi-channel customer. Whereas the informed saver has long been a priority for existing archetypes, the focus is increasingly shifting to multi-channel customers; not least because they account for almost half of the market. Hence, online portals focusing on one-stop shops are currently receiving a strong push Nevertheless, all of the big players in the German market display some gaps in fully capturing the convenience-seeking customer – Reason: customer journey not entirely integrated seamlessly (discontinuity within ordering process, missing link between online and offline world) Result Increasing number of start-ups are surging onto markets, especially from the US. Whereas some business models aim at taking the customer journey to the next level, others focus on enhancing specific steps. Both price and convenience seekers are targeted Suggestion Current dominant players will increasingly be challenged by new entrants – It's time to enhance existing business models! Future success depends on thinking outside the box to find the optimum solution for the future customer requirements. Start-ups from around the world are already demonstrating what is possible within the market for online sales of new cars Management summary 1) Definition of online sales: car purchase substantially initiated online, incl. forwarding customer to dealer, online request for consultation 3 Roland Berger_Car Online Sales_final_220116 (2).pptx Contents Page A. The case for change: New customer requirements 4 B. Where we are today: Snapshot of the German market and its players 10 C. What the future brings: New entrants and implications 21 。。。。。。以上简介无排版格式，详细内容请下载查看