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To get involved or not to get involved in the trade business, that appears to be one of the questions aftersales managers are struggling with. Some OEMs believe that trade business (e.g. sales of parts from dealers to independent workshops) is a great way to sell more spare parts. Other OEMs believe that the trade business is a bad idea because it cannibalizes the dealer business and gives away the exclusive market position that dealers have of offering genuine parts.
Aurelis believes that with proper execution the trade business can be a resounding success for OEMs. In this document Aurelis will examine some commonly held myths about the trade business and help to dispel them. Some reasons to support the trade business are straight-foward, but others are surprisingly counter-intuitive.
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Reports from Aurelis consulting may not be re-sold, shared with outside third parties or published into the public domain. Media, government, academic, and financial institutions that wish to publish excerpts should please contact Aurelis Consulting.