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【分析レポート:アプリケーション】自動車のデジタル化時代におけるディーラー(販売店)の今後

The Future of Dealerships in the Digital Automotive Era

1Q 2017 | Application Analysis Report | AN-2370 | 25 pages | 2 tables | 4 charts | 7 figures |

 

出版社 出版年月価格 ページ数図表数
ABI Research
ABIリサーチ
2017年2月お問い合わせください 25 13

サマリー

自動車販売代理店(ディーラー)が、販売プロセスを合理化し、ミレニアル世代や技術に精通した購入層を惹きつけるために、オンラインオプションなどの "オムニチャンネル"販売プロセスを追求する取組みが増えている。多くの消費者は車両を購入すると決心する前に、ディーラーを訪問し、試乗し、車両の製造元やモデルの選択肢、オンラインでの価格を調べる。また、EVの無線技術、予測検知、サービスとしてのモビリティなどの成長傾向が、従来の販売モデルを破壊している。

There is a growing effort for automotive dealerships to pursue an “omnichannel” sales process, including online options in order to streamline the sales process and attract both Millennials and other tech-savvy buyers. Many consumers research vehicle make and model options, as well as pricing online, prior to deciding to visit a dealership, test-drive, and potentially finance a vehicle. Additionally, growing trends, including growth in EV's over-the-air technology, prognostics, and Mobility as a Service, are disrupting the traditional model.



目次

  • 1. OVERVIEW
    • 1.1. Research Direction
    • 1.2. Historical Review
    • 1.3. Franchise Laws
    • 1.4. Legal Strategy
    • 1.5. Automotive Digitization Goes Global
  • 2. DISRUPTION AHEAD
    • 2.1. Supply Chain Impact
    • 2.2. Industry Associations
    • 2.3. Buyer UX
    • 2.4. Social Media and Online Information Impact
  • 3. SALES AND SERVICE
    • 3.1. Touchpoint Opportunities
    • 3.2. New Opportunities for Dealerships
    • 3.3. New Car Sales
    • 3.4. Used Car Sales
  • 4. DISRUPTION LEVERS
    • 4.1. AR/VR
    • 4.2. Electric Vehicles
    • 4.3. Over-the-Air
    • 4.4. Prognostics
    • 4.5. Wholesalers Elimination
  • 5. DISRUPTIVE VEHICLE BUSINESS MODELS
    • 5.1. Drivers
    • 5.2. Inhibitors
  • 6. THE DIGITAL DEALERSHIP ECOSYSTEM
    • 6.1. Automotive OEMs
    • 6.2. Dealership Changes
  • 7. THE IMPACT OF DIGITAL DISRUPTORS TO DEALERSHIPS
    • 7.1. Revenue Model: Financing, Services, and Contracts
    • 7.2. Competition
    • 7.3. Securing the Interactions and Downloads
    • 7.4. Conclusions

 

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プレスリリース

[サマリー訳]

自動車販売代理店(ディーラー)が、販売プロセスを合理化し、ミレニアル世代や技術に精通した購入層を惹きつけるために、オンラインオプションなどの "オムニチャンネル"販売プロセスを追求する取組みが増えている。多くの消費者は車両を購入すると決心する前に、ディーラーを訪問し、試乗し、車両の製造元やモデルの選択肢、オンラインでの価格を調べる。また、EVの無線技術、予測検知、サービスとしてのモビリティなどの成長傾向が、従来の販売モデルを破壊している。

[サマリー原文]

There is a growing effort for automotive dealerships to pursue an “omnichannel” sales process, including online options in order to streamline the sales process and attract both Millennials and other tech-savvy buyers. Many consumers research vehicle make and model options, as well as pricing online, prior to deciding to visit a dealership, test-drive, and potentially finance a vehicle. Additionally, growing trends, including growth in EV's over-the-air technology, prognostics, and Mobility as a Service, are disrupting the traditional model.

 


 

[プレスリリース原文]

Driving Value in the Digital Era: Smart Mobility Disrupts the Traditional Dealer Model

Automation, Electrification, and Mobility as a Service Trends Will Challenge Future Dealerships

 

Scottsdale, Arizona - 23 Feb 2017

As consumers demand greater transparency, influence, and efficiency from the auto purchasing process, most also wish to minimize time spent at a dealership. In its new smart mobility report, ABI Research finds recent, rapid gains in vehicle technology will soon infiltrate the mainstream automotive market and disrupt traditional business models and consumer experiences.

“Automotive is one of the few major U.S. industries still ripe for disruption,” says Susan Beardslee, Senior Analyst at ABI Research. “The rise of electric vehicles, Over the Air updates, and prognostics are reducing the need for service visits to dealerships, as well as challenging the dealers’ margins, time to close sales, and required training. Emerging smart mobility trends, such as autonomy and ride sharing, will create opportunities for new market players to drastically shake up the current landscape in the near future.”

While disruptive business models have succeeded in other industries, like online giants Amazon and Netflix, state-by-state franchise laws now complicate matters as they continue to impact innovation in sales of new car brands like Tesla.

In the last three years, evolving used car sales models in the U.S. grew rapidly and received increased attention and funding, accruing more than $2 billion for Beepi (merged into Fair), Carvana (backed by DriveTime), and Vroom. U.S. online new car sales are expected to cross over to at least 10% of yearly sales by as early as late 2019. 

Additional online car sale disruptors include Carlypso, Car Saver (with an upcoming pilot in select Walmart stores), MakeMyDeal (a Cox Automotive company), Roadster, and TRUECar. Well-known market players include AutoNation (America’s largest auto retailer), Costco, and Edmunds.

“Emerging digital business models, some that have yet to be designed or deployed, will disrupt the entire auto industry,” concludes Beardslee. “Profits, personnel, and control within and outside the traditional automotive industry will permanently change. However, significant data that dealerships already possess could be mined for additional profit pools, as well as the generation of new preferences and experiences, such as virtual showroom experiences.” 

These findings are from ABI Research’s The Future of Dealerships in the Digital Automotive Era report.

 

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