Homogeneous IT Infrastructure

Resistance preprogrammed 

An important prerequisite is the establishment of a homogeneous IT infrastructure between manufacturers, sales companies and dealerships, which ultimately ensures a consistent database and reliable data stock (SSOT). It is therefore not only imperative that the dealer management systems in the individual markets be standardized, but also that all systems associated with the sales process, i.e., from customer acquisition to vehicle handover, be appropriately standardized and connected to the manufacturers' central systems.

At first glance, this may seem simple, but it will almost certainly meet with resistance from sales companies and car dealers. On the one hand, the decision on which systems are ultimately introduced lies not with the manufacturers but with the respective markets.

On the other hand, these systems have already proven themselves in the markets, so the sales companies and car dealerships will have little interest in not only breaking up their established systems, but also changing the way they work, which goes hand in hand with the introduction of new systems. 

Convincing sales companies 

However, to ultimately reduce complexity and drive standardization, manufacturers must approach distributors and dealerships with standardized solutions along the sales process. The key to success then lies in convincing the sales companies to use these systems and ensuring their implementation at the dealerships.   

In this context, it will not only be sufficient to demonstrate the advantages of these systems and their standardization, but financial incentives will also have to be considered, as the implementation of a homogeneous IT infrastructure requires considerable investment. The costs can either be borne centrally by the manufacturers or in coordination with the sales companies in the respective markets.