F A D A Journal - May 2018

Global News

Employment at US Commercial
Truck Dealerships Up 12%

The nation’s franchised new medium- and heavy-duty truck
dealerships employed more than 145,300 people in 2017, up
12.3 per cent from 2016, according to new report released by
the American Truck Dealers (ATD).

“Overall employment at US truck dealerships is the highest it
has been in the last five years,” said ATD Senior Economist
Patrick Manzi. “Truck dealers continue to contribute to their
communities with jobs that pay well and offer the ability for
advancement. Last year, the majority of truck dealership
employees saw their incomes rise.”

Manzi added that having an adequate number of staff to
meet customer demand helps truck dealerships minimize
downtime for their clients, but demand remains high for
technical positions in the service department.

ATD Data 2017, an annual financial profile of America’s
franchised new-truck dealerships, includes a departmental
sales analysis of new and used trucks, service and parts and
body shop as well as employment figures and more.

Highlights from ATD Data 2017:

Franchised truck dealers sold 415,042 medium- and heavy-
duty trucks, up 3.7 per cent;

Total new-truck dealership sales topped $97 billion, up 13.9
per cent;

Truck dealerships wrote more than 11 million repair orders
and totaled more than $31 billion in service and parts sales,
up 13.7% and 13.2% respectively; and

There were 2,265 new-truck dealerships in 2017, up from
2,261 in 2016.

Looking to the future, Manzi added that real-time
communication between the dealership’s service center and
the driver will reduce downtime and get drivers back on the
road faster than ever before.

“With new and advanced communication technologies,
commercial vehicle drivers can receive up-to-date
information about which dealerships in the area have the
parts and availability to service their vehicles the fastest,”
he said. “Truck drivers will no longer have to stop and wait
while they find out if a dealer has a part they need.”

fada.in | May 2018 F A D A Journal 51



Best Practice

3 Ways to Empower Dealership Workers

Improve your dealership's customer experience by hiring the right talent, equipping them for success, and
empowering them to make decisions.

The automotive industry is as much about the people you 2. Equip Your Employees With the Right Tools.
serve as it is about the cars and technology you sell. Whether
you are a dealer or a technology provider, your end goal is If you begin and end with hiring the right people, you
the same: Deliver the best customer experience possible to won’t see much turnover. It is also crucial that you arm
build a loyal client base. You will know you’ve become a your employees with the tools they need to do their jobs
client-centric business when you see increased profitability, effectively, efficiently, and confidently.
lower customer churn, and higher customer satisfaction With the ever-evolving environment of the automotive
scores. industry, it is important that you pick the right technology
solutions for your business and invest in long-term
support and ongoing training to maximize the tools.

Your technology solutions should also be easy to
understand, teach, and use. They should not have to
dictate your hiring and retention practices, but rather
enable you to make the right decisions that are best for
your business. Find the right partners tied to your
technology solutions that will invest in your success
and ensure that you and your team are getting the most
out of the system.

But how do you improve these metrics and become a Investing in your technology is also an investment in
customer-experience powerhouse? You start by empowering your employees. With the right tools and partners in
your people. place, you set your employees up to offer a more
According to Blake Morgan, author of “More is More” efficient and customized experience that they can
(Amazon, 2017), “Studies show that empowered employees confidently deliver without constant monitoring from
are more satisfied with their jobs, and it’s one of the biggest managers.
factors in creating a great customer experience.” When you
hire talented people that you trust, arm them with the tools 3. Give Your Employees the Autonomy to Make
they need to succeed, and give them the autonomy to make Decisions.
decisions on their own, customers will be met with a more
efficient and streamlined experience. Empower your people to go and make decisions without
To empower employees and, as a result, successfully meet always having to ask first.
the needs of your customers, follow these three steps: Don’t let internal processes slow down the customer
experience. They should empower it and propel it
1. Hire the Right People. forward. Enable your employees to reinvent the process
and challenge the status quo. Trust that they will make
It all starts with hiring the right talent. When your decisions that benefit the customer. Efficiency is at the
workforce is made up of individuals whom you can trust core of this business, and ensuring that your internal
and that you know have the necessary skills to fix processes fit with this model is key to profitability.
customer problems and concerns, you will be more apt It’s time to stop reading from the script and foster a staff
to hand them the reins cum decisionmaking time. force that is empowered to make the right decisions for
However, to foster a culture of success, it is also integral the customer and your business without getting caught
that you evaluate your talent pool with your up in long, internal approval processes. Whether a
organization’s mission, vision, and values in mind. When dealership or technology provider, identifying the right
your employees are aligned with your company’s talent, equipping your staff with the tools they need, and
principles, they will be better equipped do their jobs in a giving them the autonomy to make their own decisions
way that fits in with your dealership’s larger mission. will enable a more human-centric experience that all
parties will benefit from

fada.in | May 2018 F A D A Journal 53

PASSENGER VEHICLE SALES - APRIL 2018

Domestic Sales Apr-18 Apr-17 Growth Y-o-Y (%) Exports Apr-18 Apr-17 Growth Y-o-Y (%)
789
OEM 1,908 - - OEM 1 15 5,160.00
65 292 -77.74 FCA India
FCA India 119 Force Motors 7,853 --
Fiat India 127 7618 6.72 Ford India 7,294
Force Motors 7,428 883 -2.49 General Motors 17,531 -55.21
Ford India 70 Honda Cars 452
General Motors - 14,480 - Hyundai Motor 13,009 7,667 -4.87
HM Finance Corp 25 44,758 -64.29 Mahindra 1,079
Honda Cars 9,143 154 -36.86 Maruti Suzuki 7,736 438 3.20
Hyundai Motor 46,735 19,325 Nissan Motor 1,265
Isuzu Motors 61 66 4.42 Renault India 11,610 12.05
Mahindra 21,826 144,081 -60.39 Tata Motors 798
Mahindra Electric 101 4,217 12.94 Toyota Kirloskar 103 505 113.66
Maruti Suzuki 163,434 9,545 53.03 Volkswagen 834
Nissan Motor 3,526 1,372 13.43 9,708 6,687 15.69
Renault India 7,422 14,066 -16.39 Total
Skoda Auto 1,400 12,964 -22.24 50,921 6,299 -79.92
Tata Motors 19,157 3,673
Toyota Kirloskar 13,037 2.04 1,066 -25.14
Volkswagen 3,109 36.19
97 6.19
Total 298,504 0.56
-15.36 1,121 -25.60

7,502 29.41

277,683 7.50 60,538 -15.89

Domestic Sales + Exports

OEM Apr-18 Apr-17 Growth Y-o-Y (%)

FCA India 3,359 13 25,783.46 Segment wise (Domestic Sales + Exports)
FCA India 2,697 15 17,880.00
Fiat India 292
Force Motors 65 119 -77.74
Ford India 128 25,149 7.56
General Motors 15,281 8,550
HM Finance Corp 7,294 70 -39.24
Honda Cars 14,918 -14.69
Hyundai Motor 25 56,368 -64.29
Isuzu Motors 9,595 154 -35.68
Mahindra 59,744 19,830
Mahindra Electric 66 5.99
Maruti Suzuki 61 150,768 -60.39
Nissan Motor 22,905 10,516 15.51
Renault India 10,611 53.03
Skoda Auto 101 1,372 13.53
Tata Motors 171,170 14,163 -54.44
Toyota Kirloskar 14,085 -22.53
Volkswagen 4,791 11,175
8,220 2.04
1,400 338,221 35.99
19,260 -1.52
13,871 14.69
12,817
3.31
Total 349,425

54 F A D A Journal May 2018 | fada.in

TWO-WHEELER SALES - APRIL 2018

Domestic Sales Exports

OEM Apr-18 Apr-17 Growth Y-o-Y (%) OEM Apr-18 Apr-17 Growth Y-o-Y (%)
Bajaj Auto 200,742
H-D Motor 161,930 23.97 Bajaj Auto 148,875 132,002 12.78
Hero MotoCorp 163
HMSI 677,792 355 -54.08 H-D Motor 553 600 -7.83
India Kawasaki 635,824 585,655 15.73 Hero MotoCorp 16,230
India Yamaha 551,732 15.24 HMSI 46,077 9,963 62.90
Mahindra 2W 120 140.00 India Yamaha 21,865
Piaggio 67,668 50 -1.68 27,045 70.37
Royal Enfield 68,827
Suzuki 495 15,244 43.43
Triumph 6,859
TVS Motor 74,627 856 -42.17 Mahindra 2W 55 1,640 -96.65
Total 52,237
4,811 42.57 Piaggio 488 560 -12.86
110 58,564 27.43 Royal Enfield 1,560
241,604 36,306 43.88 Suzuki 6,340 1,578 -1.14
1,958,241 -38.55
179 7,535 -15.86

205,522 17.56 TVS Motor 51,814 35,485 46.02

1,674,787 16.92 Total 293,857 231,652 26.85

Domestic Sales + Exports Apr-17 Growth Y-o-Y (%)

OEM Apr-18

Bajaj Auto 349,617 293,932 18.94

H-D Motor 716 955 -25.03

Hero MotoCorp 694,022 595,618 16.52 Segment wise (Domestic Sales + Exports)

HMSI 681,901 578,777 17.82

India Kawasaki 120 50 140.00

India Yamaha 89,533 84,071 6.50

Mahindra 2W 550 2,496 -77.96

Piaggio 7,347 5,371 36.79

Royal Enfield 76,187 60,142 26.68

Suzuki 58,577 43,841 33.61

Triumph 110 179 -38.55

TVS Motor 293,418 241,007 21.75

Total 2,252,098 1,906,439 18.13

fada.in | May 2018 F A D A Journal 55

COMMERCIAL VEHICLE SALES - APRIL 2018

Domestic Sales Exports

OEM Apr-18 Apr-17 Growth Y-o-Y (%) OEM Apr-18 Apr-17 Growth Y-o-Y (%)
Ashok Leyland 11,951
Force Motors 1,402 6,408 86.50 Ashok Leyland 726 682 6.45
Isuzu Motors Force Motors 19 13 46.15
Mahindra 154 1,326 5.73 Isuzu Motors 48
Maruti Suzuki 18,963 Mahindra 1,611 - -
Piaggio Vehicles 164 -6.10 Maruti Suzuki 272 767 110.04
1,544 Piaggio Vehicles 36 655.56
109 15,060 25.92 SML Isuzu -
Tata Motors 41 1 -
411 275.67 VECVs - Eicher 2,907 33 24.24
550 2,031 43.13
12 808.33 Total 499 10.22
6,174
4,062 51.99

SML Isuzu 1,107 735 50.61 M&HCVs (Domestic Sales + Exports)
Tata Motors 34,354 14,778 132.47
VECVs - Eicher 3,389 Category Apr-18 Apr-17 Growth Y-o-Y (%)
VECVs - Volvo 2,578 31.46 Passenger Carriers 3,178
Total 20 12 66.67 Goods Carriers 28,176 3,198 -0.63
72,993 75.95
41,484 9,644 192.16

Total M&HCVs 31,354 12,842 144.15

Domestic Sales + Exports LCVs (Domestic Sales + Exports)

OEM Apr-18 Category Apr-18 Apr-17 Growth Y-o-Y (%)
28.93
Apr-17 Growth Y-o-Y (%) Passenger Carriers 4,564 3,540 48.30

Ashok Leyland 12,677 7,090 78.80 Goods Carriers 43,249 29,164

Force Motors 1,421 1,339 6.12 Total LCVs 47,813 32,704 46.20

Isuzu Motors 202 164 23.17 Segment wise (Domestic Sales + Exports)
Mahindra 20,574 15,827 29.99

Maruti Suzuki 1,816 447 306.26

Piaggio Vehicles 109 13 738.46

SML Isuzu 1,148 768 49.48

Tata Motors 37,261 16,809 121.67

VECVs - Eicher 3,939 3,077 28.01

VECVs - Volvo 20 12 66.67

Total 79,167 45,546 73.82

56 F A D A Journal May 2018 | fada.in

THREE-WHEELER SALES - APRIL 2018

Domestic Sales Apr-18 Apr-17 Growth Y-o-Y (%) Exports Apr-18 Apr-17 Growth Y-o-Y (%)
2,406 332
OEM 28,722 2,202 9.26 OEM 300 10.67
Atul Auto 4,327 Atul Auto 36,643 19,867 84.44
Bajaj Auto 12,939 15,957 80.00 Bajaj Auto -
Mahindra 193 Force Motors 140 -
Piaggio 1,393 3,438 25.86 Mahindra 190 256 -25.78
Scooters India Piaggio 2,568 1,124 128.47
TVS Motor 49,980 10,255 26.17 TVS Motor 9,984 4,736 110.81

Total -- Total 49,717

567 145.68

32,419 54.17 26,423 88.16

Domestic Sales + Exports Segment wise (Domestic Sales + Exports)

OEM Apr-18 Apr-17 Growth Y-o-Y (%)

Atul Auto 2,738 2,502 9.43

Bajaj Auto 65,365 35,824 82.46

Force Motors - 140 -

Mahindra 4,517 3,694 22.28

Piaggio 15,507 11,379 36.28

Scooters India 193 --

TVS Motor 11,377 5,303 114.54

Total 99,697 58,842 69.43

TOTAL VEHICLE SALES SUMMARY (DOMESTIC SALES + EXPORTS) - APRIL 2018

CATEGORY Apr-18 Apr-17 Growth Y-o-Y (%)

PASSENGER VEHICLES 349,425 338,221 3.31
TWO-WHEELERS 2,252,098 1,906,439 18.13
COMMERCIAL VEHICLES 73.82
THREE-WHEELERS 79,167 45,546 69.43
QUADRICYCLES 99,697 58,842 322.73

186 44

TOTAL 2,780,573 2,349,092 18.37

Source: SIAM

TRACTOR SALES - APRIL 2018

SALES Apr-18 Apr-17 Growth Y-o-Y (%)

Domestic Sales 66,105 54,917 20.37
Exports 7,163 5,216 37.33
Total (Domestic + Exports)
73,268 60,133 21.84
Source: TMA

fada.in | May 2018 F A D A Journal 57





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