ICDP What ICDP is Finding ways forward in automotive distribution ICDP Ltd. Multi-client programmes Private client projects CVInsight programme ICDP car programme EuropeAustralia

ICDP Multi-client programmes F Collaborative research since 1994 u Industry funded, not-for-profit u Investigating systematic improvements in customer value F Giving programme members insights and tools u The results of shared investigations and analysis on issues driving the development of the sector u Debate on the issues and results in closed conferences and workshops u Practical ideas, advice and assistance from the ICDP specialists Multi-client programmes ICDP Ltd. ICDP car programme Private client projects CVInsight programme

ICDP ICDP car programme Members F Manufacturers and associations –ACEA, BMW, DaimlerChrysler-Smart, Fiat, Ford-PAG-Volvo, GM-Chevrolet-Opel-Saab-Vauxhall, Honda, Renault-Nissan, Suzuki, Toyota, VW-Audi-Bentley-Seat-Skoda F Distributors and associations –BOVAG/RAI, Dutton Forshaw, Faconauto, Fenabrave, Garage Frei, Grupo Sala, Inchcape, NFDA/RMI, Nissan Ireland, Quadis, RIGOR F Suppliers and service providers –ADP, Autologic, Automanager, BP-Castrol, DTI, ExxonMobil, SAP, Tecar, Temot, TRW, Unipart, Urban Science

ICDP ICDP in Europe ICDP UK ICDP Germany Chairman: Prof. Dr. Hans-Gerhard Seeba Prof. Dr. Susanne Royer Uwe Stratmann Martin Schwarz ICDP Italy Senior Advisor: Prof. Giuseppe Volpato ICDP France Senior Advisor: Jean-Pierre Reynier ICDP Spain Senior Advisor: Juan Antonio Moral Central team Managing Director: John Whiteman A team of 23 researchers and advisors across 5 markets

ICDP Changing the model? Building effective distribution in a multi-channel world Understanding customers’ requirements from the system Evaluating standards and measures Aftermarket evolution and channelsTechnology and the customer Updating the dealer model Dealer network effectiveness and profitability; distributor and repairer formats and structures Leading-edge supply chains Evolving distribution channels Capabilities and trainingModels of cooperationFuture channel scenarios Lessons from other sectors and geographies Living with the cycle of regulation Block Exemption Observatory: implementation and monitoring Monitoring and analysis of other relevant regulation DG-Competition assessment and build-up to 2010

ICDP Outputs so far in ICDP … ReportsManagement BriefingsExecutive BriefingsDiscussion Papers How to improve the capability of sales personnel International dealer groups: a new model? Stock push works (but slot push makes more profit) China: El Dorado or Trojan Horse? Authorised repairer standards Where are the scale benefits in retailing cars? Defending the franchise or enhancing customer value? Cooperation versus conflict in dealer I.T. systems The Block Exemption half-way to 2010 Economies of scale for dealer groups: fact or fiction? Optimising parts distribution in a converging market Producing cars in China for sale in Europe: how realistic is it? ICDP’s assessment of the London Economics report for DG- Competition Proposing attractive and sustainable franchise packages Benchmarking after-sales standards – how complex, how brand specific? The franchise dealer model: what is the point? Performing beyond the average: a portrait of franchise dealers’ results Sustaining representation in metropolitan areas Is dealer protection good for consumers? What is happening to dealer economics? A ‘third way’ between stock push and customer pull? Providing technical information to the independent sector

ICDP Changing structures to match customers’ needs The independent aftermarket The dealer group and wholesale role The consumer experience