In just ten years’ time, 67% of the vehicles sold in Spain will be used for subscription mobility services, according to Ganvam’s report “The MADE impact on sales and after-sales”, which describes how the four main macro trends (Mobility, Automation, Digitisation and Electrification) will transform the current vehicle sale and repair model, with the aim of accelerating the conversion of a strategic industry for the economy.
Ganvam explained that we are witnessing a paradigm shift in which, as has already happened in other industries such as audiovisual content, the discontent with digital consumer ownership and its growing interest in pay-per-use are transforming the role of distribution networks. In this sense, in less than a decade, the private buyer channel, which currently contributes the highest profit margin to dealers, will barely account for 25% of registrations, further weakening the position of the distributor, which has already been crippled by the unbalanced relationship with the brand in the absence of a regulatory framework to protect it.
In this context where the ever-growing importance of the online channel and the trend towards direct sales from manufacturers have already led the main automotive groups to reformulate the relationship with their networks, Ganvam is promoting a sectoral reconversion that compensates for disintermediation, focusing on the additional services associated with mobility. Bearing in mind that mobility platforms have a completely digital base that allows them to operate from anywhere, Ganvam warned of the risk of this trend leading to a distribution model that fails to provide wealth or value in our market, thereby compromising the continuity of SMEs in the sale and repair of vehicles. As a result, its strategy advocates the development of a plan aimed at allowing distributors to become providers of subscription mobility services associated with connectivity as a way to compensate for the loss of business connected to disintermediation.