麦肯锡-突破未来：汽车零售业的颠覆( 英文 32页)

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A future beyond brick and mortar – disruptive change ahead in automotive retail

How to leverage the current crisis to leapfrog into the next normal

突破的未来：汽车零售业的颠覆

如何利用当前的危机跃升到下一个常态

Contents

Introduction and key messages 4

1 The traditional automotive retail model is under severe pressure 7

1.1 The current retail model does not satisfy customer expectations anymore–pain points across the car-buying journey persist 9

1.2 Customers’ online expectations are rising and acting as a catalyst for change across the industry 11

1.3 Customers’ are looking for an adapted dealer role in a new multichannel landscape 14

1.4 Globally, four major and distinctly different groups of car buyers can be identified 16

2 Cost pressure fueled by ACES trends and digitization is accelerating the retail model transformation 19

3 Five future retail-model archetypes and their implications for OEMs and dealers 22

3.1 OEM building on dealer as entrepreneur 23

3.2 Dealer as execution agent, OEM in control of new-car sales 25

3.3 OEM fostering competition, dealer as exchangeable execution provider 26

3.4 OEM owning retail 27

3.5 OEM handing over to importer 27

4 Outlook – getting started with the automotive retail transformation 28

Legal note 30

Authors and contacts 31

目录

简介和主要信息    4

1传统汽车零售模式面临巨大压力   7

1.1当前的零售模式不再满足客户的期望-整个购车过程中的痛点仍然存在    9

1.2客户对在线的期望正在上升，并成为整个行业变革的催化剂    11

1.3客户正在新的多渠道格局中寻找适应的经销商角色    14

1.4在全球范围内，可以确定四个主要且截然不同的购车者群体    16

2 ACES趋势和数字化推动的成本压力正在加速零售模式的转型    19

3未来的五种零售模式原型及其对OEM和经销商的影响    22

3.1以经销商作为企业家建立OEM     23

3.2经销商作为执行代理，OEM负责控制新车销售    25

3.3 OEM促进竞争，经销商可交换执行提供者    26

3.4 OEM拥有零售    27

3.5 OEM移交给进口商    27

4展望–汽车零售转型入门    28