Its good to talk
12 September 2016
Retailing is all about relationships. Whether its between you and a customer or you and a manufacturer, any disconnect between the two can cause problems. Two stories illustrate this well; Renaults move up the latest NFDA Dealer Attitude rankings and Volvos plans to roll out an online sales channel for digital-savvy consumers.
With the former, Renault appears to have made some ground since the previous survey at the beginning of the year. Sure, its got some good products, but theres also the possibility that a change at the top has had a positive influence on retailer relations. In contrast, Citroen has stumbled. Its taken a while for the firm to separate its new DS brand from the core line-up, and it wouldnt be surprising to learn if retailer relations suffered as a result.
Being open and honest is often the key to resolving issues before they mushroom or become public, which is never good. Volvos digital sales plan sounds great, but if I were a dealer principle Id want to know how such an initiative might impact my business. At least the new MD is talking and saying reassuring things. And thats the point; auto retailing is a complex business involving many stakeholders often with their own conflicting objectives, making it essential that an open dialogue is encouraged at all levels.
Auto Retail Network