Looking back just two years ago, very few OEMs had publicly stated they were considering a move to a direct sales or agency model. Today, it is very different. Most have broken cover and announced...

Consolidations, mergers, acquisitions and divestments have been a permanent feature of the sector while I have been working in it. For example, Ford acquired brands like Jaguar, and support businesses...

In June last year, I wrote about whether the agency model was friend or foe for retailers. Since then, agency has become a hot topic. A few OEMs have announced plans and others are rumoured to follow....

There is industry-wide acceptance that a combination of e-commerce, changing customer behaviour and new technologies such as VR will have a profound effect on the retail landscape going forward. The...

We have moved from possible to inevitable for OEM omni-channel direct sales if you have read the latest contributions from McKinsey and Cap Gemini. Let us look in detail at some of the changes this...

There has been much written in the automotive media about online car sales, with lots of views and some conflicting opinions. But let’s examine a hypothetical case study where cars are sold through...

There was a flurry of excitement following the announcement by Volkswagen AG, in May, of their sales plans for the new ID3 electric car. In Germany, they intend to use the agency model from launch....