The implications of the rollout of Agency. An Auto Retail Live conference
26th January 2023. Hilton Hotel Northampton. 08.30 – 14.30.
Clarity is emerging as manufacturers state plans and ambitions for the future direction of their automotive retail representation in the UK. Many are moving their new retail distribution to a form of Agency sales
Auto Retail Network will be holding this conference to explore the latest developments in agency agreements. Key topics and issues will be explored, analysed and discussed from the viewpoint of the retailer and manufacturer. The industry’s leading experts and commentators will provide all content.
Detailed presentations and discussions will cover published documents, including the specific items contained within them, together with the future and wider implications of agency agreements for franchised retailers in the UK.
We will explore the financial impact on franchised retailers of the switch to agency, together with the longer-term prospects for the UK automotive retail landscape. A session will also be devoted to understanding how agency agreements have been implemented overseas, and the issues that have arisen.
This event is held in partnership with Automotive Transformation Group and CitNOW Group
Conference agenda
09.00 – 09.05: Conference Introduction. Al Clarke, Auto Retail Network
09.05 – 10.00: Session 1. The latest legal framework
The ‘hard points’ that differentiate agency and franchised agreements. What is a ‘non-genuine’ agency agreement and how does it differ from a ‘Genuine’ agreement? A review of what has been published for each manufacturer and what are the differences between them? Potential timescales for implementation. Latest update on Block Exemption Regulation changes. Review of agency in fleet sales and how can agency and franchised agreements co-exist within a single brand.
Session Lead: Iain Larkins, Founder, Radius Law
Panel: Miles Trower, Partner, TLT Solicitors. Stephen Latham, NFDA. Jonathan Butler, Geldards LLP
10.00 – 10.55: Session 2. The financial model for agency – how should retailers react
What are the general implications for the business plan, now and into the future? Does this mean a further reduction in retailer numbers? What do retailers need to focus on in a post-agency world to protect profitability? What additional income streams can retailers maximise? What are the implications for retailer goodwill numbers? How will agency work within a multi-franchise environment? And how will an oversupply market work in this new agency world? Also, what are the implications of the agency transition on aftersales business, and how is it further impacted by the shift to EVs? With likely more resources available for the aftersales business, what can be improved further and what should be a retailer’s priorities?
Session Leads: Chris Bond, Partner, BDO
Panel: Stephen Hill, CFO, Inchcape. Jayesh Jagasia, Global Director, MSXI. Ian McMahon, UHY Hacker Young.
10.55 – 11.10: refreshment break
11.10 – 12.05: Session 3. The implementation of agency – practical considerations
How are roles and responsibilities being split in an agency world? Who does what and when, and how are retailers paid? How can the interaction be made seamless from a customer perspective? Is agency the route to true omnichannel retailing? What are the regulatory issues (FCA/GDPR) and the operational system/supplier challenges?
Session Lead: Mike Jones, Fresh Tracks
Panel: Graham Filmer, Rocket Marketing. Matt Simkins, Salesforce. Alistair Horsburgh, CitNOW Group. Tim Smith, Automotive Transformation Group
12.05 – 12.50: Session 4. Challenges and opportunities – making agency work
In this session we conclude with a round table discussion where we are joined by both UK retail executives and those from overseas who have developed the agency business model and worked directly on the restructuring of their networks. We will discuss the challenges and opportunities they anticipate or have already experienced in the switch to agency.
Presentations and session panellists from the UK and overseas:
Session Lead: Al Clarke
Panel: Mark Raban, CEO, Lookers PLC. James Voortman, CEO, Australian Automotive Dealer Association. Simon Oldfield, Director, Pimento. Antoinette Meehan, Director, PwC.
12.50 – 13.00: Conference summary and close.
Al Clarke, Auto Retail Network
13.00 – 14.30 Networking lunch with the conference speakers and panellists
Speaker Biographies
Iain Larkins, Director, Radius Law
Iain is the founder of Radius Law, an automotive specialist law firm. Prior to establishing Radius Law, Iain was the Chief Legal Officer at Mercedes-Benz UK Group.
Mark Raban, Chief Executive Officer, Lookers PLC
Mark joined Lookers plc in July 2019 from Marshall Motor Holdings where he played a significant role in the company’s IPO and subsequent growth.
Becoming Chief Executive Officer in February 2020, Mark has nearly 30 years of multi-channel experience in the retail sector and his previous positions include Finance & Acquisitions Director of Inchcape Retail Limited and he has held senior finance roles with the Borders Group, Selfridges Retail Limited, Safeway and Burton.
Mark has significant finance experience including financial planning and analysis; business development initiatives and project management; working capital improvement, cash management and debt financing; turnaround and performance improvement.
James Voortman, Chief Executive Officer, Australian Automotive Dealer Association.
James has been AADA’s CEO since July 2019. He has extensive policy and automotive advocacy experience and has worked as an advisor to a Federal Minister as well as several senior policy roles within a range of industry associations.
Simon Oldfield, Director, Pimento
Simon Oldfield has worked for over 30 years in the UK automotive industry, but is so old he can also add experience in hotels and construction to his long resume. He has held Board-level roles at Mercedes-Benz and Vauxhall and senior positions at BMW, Hilton Hotels and at a leading civil engineering and building company. Bringing leadership and innovation in sales, marketing and operational roles with all the OEMs he has worked with, Simon now advises a number of companies on business growth strategies, is an industry observer and has written extensively about the future of the automotive retail industry.
Stephen Hill, Finance Director, Inchcape UK
Stephen joined Inchcape UK in 2019 as UK Finance Director bringing extensive experience from senior executive roles at Domino’s, Serco, DS Smith Packaging and Black & Decker. He specialises in business transformation, strategy, finance and performance management with a strong background in international business.
Stephen has a passion for automotive, particularly classic cars, and a keen interest in EV infrastructure strategy.
Miles Trower, Partner, TLT Solicitors
Miles is a partner and Head of Competition at leading national law firm, TLT LLP. He specialises in all areas of competition law, including behavioural advice, merger control, investigations and compliance programmes.He also leads the firm’s automotive team and has extensive experience of advising on commercial and regulatory matters in the motor vehicle sector. He has managed several major investigations for household names and been involved in a number of cases at the cutting edge of competition law. He consolidates his competition focus with extensive commercial experience including on distribution, franchising, outsourcing, manufacturing and stocking finance arrangements.
Miles is a previous recipient of the NFDA’s Business Partner of the Year award for his work in the automotive sector.
Matthew Simpkins, Regional VP UK &EMEA, Salesforce
Matthew provides a customer focused, industry centric, disruptive and transformational point of view. He combines out of Industry experience in strategy, delivery and operational excellence and provides council and context to customers commercial objectives, ensuring outcome driven delivery, and measurable success.
Prior to Salesforce: he worked at a luxury UK automotive, with multiple overseas postings including China, North America and Asia Pacific, delivering global transformation and change management programmes across a complex franchise network.
Mike Jones, Fresh Tracks
Mike is a highly experienced motor retail expert who has spent over 20 years working within the global automotive industry. Until the sale of the business, Mike was Chairman of ASE plc, During his time at ASE Mike helped automotive dealers and manufacturers around the world to drive profitability and achieve operational excellence. An expert on the global automotive industry and its changing market forces, Mike is one of the industry’s leading experts on dealer profitability and now has a portfolio of non-executive and consultative positions with motor retailers and the technology and consulting businesses that support them. He is working extensively on the impending agency changes and the impact they will have on retailer profitability.
Jayesh Jagasia, Global Executive Director, MSXI
Deeply passionate about the automotive industry, Jayesh helps leading automotive brands improve their retail performance and customer experience. His previous venture was an innovative business that aimed to radically transform the used-car purchase experience in emerging markets. Jayesh has an interest in artificial intelligence, and mobility of the future. He hosts the AI in Automotive Podcast, and is based in London.
Alistair Horsburgh, Group Chief Revenue Officer, CitNOW Group
Alistair joined CitNOW in 2011 as sales director, to introduce the platform to both sales and aftersales departments of franchised dealerships globally. In 2013 he became CEO and led the business to a successful MBO in 2018 and more recently took on the role of CitNOW Group chief revenue officer.
With more than 34 years’ experience in the automotive industry, Alistair has played a key part in driving the growth of personalised digital communication in automotive franchised car dealerships and has built a diverse, ambitious, and highly-motivated team to deliver a portfolio of solutions.
Tim Smith, CEO, Automotive Transformation Group
As the CEO of Automotive Transformation Group, Tim Smith is responsible for leading the Group’s strategy to deliver leading omnichannel automotive solutions. Tim has acquired over 25 years of experience in the tech industry, working in the data management sector with some of the world’s largest financial institutions. In 2005, Tim began a career with GForces, building it into a leading ecommerce player within the automotive sector. He now uses his wealth of knowledge and passion for innovation to lead Automotive Transformation Group, as they help customers around the globe simplify the vehicle sales process.
Stephen Latham, National Franchised Dealer Association
Steve had worked in the retail motor industry since 1972 in both sales and service for franchised dealerships, mostly in the West country. In 1989 Steve set up his own Vauxhall Dealership with assistance of GM’s Motors Holdings at Torbay in Devon. Successfully selling the business in 2007, that is now owned by the Eden Group. This allowed Steve to utilize his practical automotive operational skills by joining the National Franchised Dealers Association (NFDA) in London in 2008 as Head of Operations. In 2020, he decided to stand-down to spend more time at his home in Devon and pursue his other business interests, but has remained with the NFDA as an Advisor.
Ian McMahon, UHY Hacker Young
Ian has over 20 years’ experience in the automotive sector and has worked with many brands in the UK, Europe and beyond.
He specialises in Financial and Operational Due Diligence, SME advisory, Statutory Audit together with OEM and Network studies. Using financial data to identify opportunities for dealers and networks to enhance profitability or to mitigate financial risk.
Over the last seven years Ian has been an appointed Responsible Individual for a portfolio of motor trade audit clients.
Chris Bond, Business Tax Partner, BDO LLP
Chris is a business tax partner based in the Midlands. He has specialised in the motor retail industry for the last 20 years. He is a regular contributor to articles and thought leadership pieces in the trade press as well as BDO’s annual Motor 150 and Salary Survey reports.
His understanding and knowledge of the UK taxation system allows him to bring to life how the changes in legislation can impact the industry for both retailers and manufacturers alike along with where the opportunities and risks lie.
He has a number of clients in the sector that range from large single site operations to large multi-site entities and OEMs and focuses on relationships and strategic advice for both owners and finance teams in order to deal with the many current changes not only in taxation but other areas that impact the industry.
Antoinette K Meehan, Automotive Director, PwC
AK is leading PwC’s Automotive Consulting team, where she is responsible for driving strategic programmes for global automotive and manufacturing brands in and out of UK and Europe. AK brings over 14 years of private sector, FS and automotive expertise. She is currently working with a number of OEMs on their D2C, Agency, Connected Car and AI-enabled service transformation programmes across EMEA. She is very passionate about helping her automotive clients drive growth through customer experience. She has a track record in route to market, direct sales and retail network strategy, service innovation, smart mobility, electrification and enabling customer eccentric technologies. She is a human centered designer by background, a dynamic and passionate leader who brings the best out of those around her.
Al Clarke, conference chair, Auto Retail Network
Al has held senior executive roles with Ferrari, Maserati and the SMMT. Al started his career as a journalist and presenter with a decade working for the BBC and in commercial radio. He has a particular interest in the application of digital technology and connected car services in the automotive industry and regularly speaks at, and chairs events on, these issues.
Jonathan Butler, Partner, Geldards LLP
Jonathan is a lawyer and Head of Geldards’ Automotive team, described in Legal 500 UK as a “powerhouse” in this sector. He has over 20 years’ experience representing manufacturers and some of the largest franchised vehicle retailers in the UK across the full range of commercial and regulatory disputes, through litigation, arbitration and mediation. He speaks regularly at conferences and seminars on topics of automotive interest and is also General Counsel to The Vehicle Re-marketing Association.
This event is held in partnership with Automotive Transformation Group and CitNOW Group
