Dealer executives give automakers low marks for support

Wiesbaden, Germany. Executives at large auto dealers in German are unhappy with the support they receive from automakers' regional managers, according to a study by ACON business consultants.

The sales managers of automakers and managing directors of auto dealers covering 22 brands were questioned.

The survey showed that executives at dealerships with an average unit sales of 7,000 new cars a year are currently very dissatisfied with the support they receive from regional managers.

The average mark given was 3.2 (with one being the best and six the worst mark).

Many dealers complained that often their contact did not have sufficient decision-making powers. "I do not need to talk to someone who then cannot make any decisions," one stated.

Large dealers therefore increasingly discuss the most important points directly with headquarters. More than 40 percent negotiate margins and terms and conditions that way.

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