BBE FIGIEFA Automotive Conference 2015

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Trends in the IAM Truck Business
2nd Independent Aftermarket Conference for SEE
BBE Automotive
Belgrade, March 26, 2015

Agenda
2
The Balkans – A Rug Carpet
On Different Development Paths in South East EuropeA
Aftermarket Development
Growing P...

3
TheBalkans–ARugCarpet
A

White Spots in the Market Landscape
4
“Our knowledge of
the Balkan markets is
generally too low”
“At the headquarter,
ther...

5
Turkey
20,0
11,1 9,9
8,5 7,3 7,2
Romania Greece Hungary Austria Bulgaria Serbia
Middle Range
4,3 3,8 3,2 2,8 2,1 2,1 1,8...

9.501 – 11.500$
Different Development Paths
6
Albania
Bosnia & Herzegovina
Kosovo
Moldova
Austria
Greece
Hungary
Slovenia
...

Greece – Between Anger and Gloom
7
„Each scenario is
possible“
Parts Manufacturer
„We look with
skepticism on Greece“
„Cur...

Hopes and Fears
8
"In the long term, we will include the
Balkan countries into the EU“
"The EU accession gives them a pers...

Commercial Vehicle Parc – From Relevant to Nearly Nonexistent
9
3.546,3
Turkey
1.318,9
719,9
451,6 416,5 367,0
Greece Roma...

Commercial Vehicle Parc – From Relevant to Nearly Nonexistent
10
632,1
Registered Vehicles in 1.000 (2012)
Turkey
42,0
27,...

11
New Registrations – From Relevant to Nearly Nonexistent
Newly Registered Vehicles in 1.000 (2012)
7,8 4,0 3,1
Slovenia ...

12
New Registrations – From Relevant to Nearly Nonexistent
Newly Registered Vehicles in 1.000 (2012)
0,1 0,1 0,1
Greece Sl...

Who are the Balkan Stars?
13
Vehicle Parc
GDP per Head
(percentage change to previous year)
Macedonia
Montenegro
Serbia
Cr...

AftermarketDevelopment
B

Growing Parc in the Goods Vehicle Markets
15
Goods Vehicles*
Stock of Registered Vehicles - Change ‘11/’12
Basis: European...

Old Vehicle Parc = High Demand of Replacement Parts
16
The Balkans is Europe’s
used car heap
 Old vehicle parc
 „Used ca...

Old Vehicle Parc = High Demand of Replacement Parts
17
2,3% 0,8% 0,3%
Romania Bulgaria Greece
10,5% 9,2% 7,2%
4,2%
Austria...

Old Vehicle Parc = High Demand of Replacement Parts
18
0,9% 0,6% 0,4%
Turkey** Hungary Greece
Buses and Coaches
Basis: ACE...

Balkan = Forwarder of Europe
19
*The Balkans = Bulgaria, Romania, Croatia, Greece, Hungary, SloveniaBasis: Toll statistics...

The Positive Message: The Aftermarket is Growing
20
Growing vehicle parc
Old vehicles with repair requirement
Increase of ...

OE is Catching Up
21
“20 years ago,
everything
was IAM”
“The OE
influence is
increasing”
Basis: BBE Expert Talks with Manu...

FutureChallenges
C

The Customer Structure is Dominated by Small and Micro Customers
23
1
vehicle
2-10
vehicles
11-20
vehicles
21-50
vehicles
...

High Price Sensitivity in Vehicle Purchase
24Basis: Oliver Wyman
 Reliability
 Quality of service
 Consumption efficien...

25
High Price Sensitivity Also in Repair And Service
Basis: BBE Expert Talks with Manufacturers and Parts Wholesalers
with...

26
The Spectrum of Customer Expectations
Basis: BBE Expert Talks with Manufacturers and Parts Wholesalers
with South-East ...

27
Zones of Quality-Orientation
Basis: BBE Expert Talks with Manufacturers and Parts Wholesalers
with South-East European ...

Workshops are Lagging Behind
28
 Many small and micro workshops
with poor facilities
 Small number of truck specialists
...

Selection of Trading Partners and Locations
29
Strategy Options of Parts Manufacturers
 Partly restraint of direct engage...

Selection of Trading Partners and Locations
30
ATR
AD
International
Groupauto Temot
Austria Austria Austria
Bosnia and
Her...

Parts Wholesaler Outlets
Rapidex 8
Simplex 7
MetalRad 4
Total 19
Parts Wholesaler Outlets
Autonet 47
ATP Exodus 32
EVW Hol...

32
KeyTakeaways
D

Key Takeaways
33
Balkan truck markets with potential
 The truck aftermarket in South East Europe is partly unknown and co...

34
Markus Frömgen
Director Strategic Consulting
BBE Automotive
MFroemgen@bbe-automotive.de

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