The future of diesel engines

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Automotive, Strategy & Organization July 2016

The future of diesel engines

Diesel market share will stay above 50% in medium-upper car segments

Limits on emissions in the automotive sector are expected to become even more stringent in the future, with the US and EU leading the regulation pattern. [...]

How to unlock the hidden value of the customer?

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Automotive, Strategy & Organization July 2016

How to unlock the hidden value of the customer?

Capturing maximum customer spending through dynamic pricing and bundling

In the last two decades all OEMs have found new space for growth by leveraging additional revenue streams thataddressed downstream business and ancillary products and services. They realized that even though they were massivelyinvesting in marketing and sales activities that attempted to influence consumer perceptions in order to generate salesopportunities, they were achieving only 40% of customer spending. [...]

The China light van segment

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Automotive March 2015

The China light van segment

A dynamic market with increasing volume and shifting needs

The light van market in China seems to be a long-forgotten segment for foreign OEMs. The market is mostly in low-tier cities and rural areas where customers have limited budgets. As a result, most foreign OEMs have not paid too much attention to it, despite the size of the market (around 3 million units in 2014). Yet upcoming regulation and a shift in customer usage may modify the current market landscape and open a new door for foreign players. [...]

Automotive, Manufacturing July 2014

Fit for Customer Interaction

How do automotive manufacturers with multi-level sales structures align their interaction center organizations with increasingly demanding customer and product requirements?

The customer is moving more and more toward the focus of interaction, leading to more frequent and intensive customer dialogues in different channels. For companies selling their products in multi-level sales structures, this will require enormous alignment and coordination efforts in the future. Due to its complexity, customer dialogue in companies will need to take place on several levels. Reasonable and clear allocation of the dialogue functions to the sales levels is crucial to achieving efficiency. [...]

The Automotive CO2 Emissions Challenge

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Automotive, GCAS July 2014

The Automotive CO2 Emissions Challenge

2020 Regulatory Scenario for Passenger Cars

Oil dependency and climate change are topics highly debated by governments and communities, and as a consequence, original equipment manufacturers (OEMs) must define investments, control manufacturing costs and review their car portfolios constantly to cope with worldwide future challenges. To predict the future development of automotive CO2 regulations up to 2020, Arthur D. Little defined key trends and regulation stability in different countries. [...]

Automotive, Manufacturing June 2014

After Sales: Customer Orientation Unsatisfying

Automotive OEMs and their dealer organizations neglect the process stability in after sales. Performance transparency and motivation need to be increased.

The competitive situation in automotive after sales has continuously changed in the recent past. Independent workshops and repair shop chains have gained significant market share. Within this set-up, the neglected process stability and unsatisfying customer orientation of OEMs and their service locations are alarming. Apparently there is still work to be done to avoid losing customers to competition. [...]

The Future of Active Safety

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Automotive, Risk May 2014

The Future of Active Safety

The next steps towards autonomous driving

Active safety and driver assistance systems are taking big steps towards greater autonomy, as systems are becoming increasingly “connected” and algorithms to process the data are becoming more and more advanced. Nissan has announced plans to develop a fully autonomous car by 2020, Volvo aspires to have autonomous cars on roads by 2017, Mercedes demonstrated its self-driving S-class in 2013, and Google has been testing its self-driving car on Californian roads since 2012 for a planned product launch by 2018. [...]

The Struggle for Survival

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Automotive March 2014

The Struggle for Survival

Helping automotive dealers in enhancing business profitability through effective operational practices

The last years the European automotive industry has faced an unprecedented downturn dramatically impacting sales volumes and profit margins both at OEMs (Original Equipment Manufacturers) and automotive retailers' level. [...]

Future-proof & lean DMS integration

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Automotive February 2014

Future-proof & lean DMS integration

How to overcome costly and complex DMS integration and support new business opportunities such as online sales, better customer experience and analytics, as well as connected cars

Efficient processes and systems in automotive retail are gaining importance for OEMs. They actually are a critical success factor to reach sales targets by enabling efficient customer facing processes and lean processing of large sales quantities. Dealer management systems (DMS) play a major role in this field. Therefore in-depth knowledge and capabilities need to be developed how to overcome costly and complex DMS integration and support new business opportunities like online sales, better customer experience and analytics as well as connected cars. [...]

Spinning the Wheel Online

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Automotive January 2014

Spinning the Wheel Online

Online Transformation in the Automobile Industry

The internet has a massive impact on the customer behavior. Automotive clients research more than ever online before purchasing a car or arranging a repair. Manufacturers as well as retail are replying to these needs with increased multi-channel marketing and online customer care. [...]

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