The major trends shaking up the auto industry — electrification, connectivity, autonomous driving — are driving new thinking about the best way to sell cars.
The traditional dealer model is being challenged by the so-called “agency model,” in which sales are made directly to the end customer by the automaker.
Automakers gain more control over distribution and pricing, but they have to hold inventory and pay for promotions that once fell to dealerships. In turn, dealerships lose the ability to bargain, but they will earn a guaranteed fee for each car sold.
Renault Italy CEO Raffaele Fusilli, who has deep experience in sales, will appear on an expert panel debating the future of retail at this year’s Automotive News Europe Congress in Prague.