ISBN 1-85765-755-1

Table of Contents

Executive Summary

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TABLE OF CONTENTS

Executive Summary

Market Definition

MARKET SECTORS

MARKET POSITION

Table 1: Number of Franchised Car Dealers by Manufacturer, 1997

Table 2: Analysis of Sales of Retail Motor Trade Distributors by Value ( percent), 1994

Table 3: Pattern of Dealers' Profitability, 1997

Table 4: Dealers Rating of Franchises, 1997

Market Size

THE TOTAL MARKET

MARKET SECTORS

Table 5: The Total UK Market for New and Used Cars by Value (£bn), 1991-1996

Table 6: Total New Car Sales in the UK (000 and percent), 1989-1996

Table 7: Used Car Sales by Source by Volume (million), 1993, 1995 and 1996

Table 8: Sector Volume Shares by Age of Car ( percent), 1995

Table 9: Value of Used Car Sales by Source by Value (£bn), 1993, 1995 and 1996

Table 10: Share of Market for Servicing and Repairs (number of sites and percent), 1995

Table 11: Service Location by Cars Bought New or Used ( percent of cars serviced), 1995

Industry Background

RECENT HISTORY

INDUSTRY CONCENTRATION

EMPLOYMENT

TRADE ASSOCIATIONS

Competitor Analysis

THE MARKETPLACE

MARKET LEADERS

ADVERTISING AND PROMOTION

Table 12: Sales and Pre-Tax Profits of Selected Leading Car Dealers (£m), 1995/1996/1997

Table 13: Turnover and Operating Profits of Inchcape PLC's Motors Divisions (£m), 1995 and 1996

Table 14: Divisions of Reg Vardy PLC (number of sites), 1997

Table 15: Turnover and Profits of Quicks Group PLC ( percent), 1996

Table 16: Main Media Advertising Expenditure by Motor Dealers (£000), 1996 and 1997

Table 17: Dealer and Dealer Support Advertising Expenditure, 1996

Table 18: Car Manufacturers' Dealer Support Main Media Advertising Expenditure (£000), 1996

Table 19: Main Media Advertising Expenditure by Selected Dealers (£000), 1996

Strengths, Weaknesses, Opportunities and Threats (SWOT)

STRENGTHS

WEAKNESSES

OPPORTUNITIES

THREATS

Buying Behaviour

RETAIL SALES

FLEET SALES

Outside Suppliers to the Industry

GOODS AND SERVICES

AUCTIONS

Current Issues

INTRODUCTION

THE INTERNET

CAR SUPERMARKETS

YEARLY AUGUST REGISTRATION PLATE

Forecasts

FUTURE PROSPECTS

FORECASTS 1997 TO 1999

Table 20: Forecast Sales of New and Used Cars and Expenditure on Car Repairs and Servicing at Current Prices (£bn), 1997-1999

Company Profiles

INTRODUCTION

DEFINITIONS

FURTHER INFORMATION

Further Sources

ASSOCIATIONS

PERIODICALS

DIRECTORIES

GENERAL SOURCES

HBI UK INFORMATION SOURCES

GOVERNMENT PUBLICATIONS

OTHER SOURCES

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EXECUTIVE SUMMARY

Car dealers sell new and used cars, and other vehicles, finance and insurance packages, servicing, repairs, body work and parts. New cars typically account for a third of their sales by value, but for a much lower share of their profits.

UK sales of new and used cars were valued at £46.8bn in 1996, up from £44.4bn in 1995. Of this total, 55.3 percent were sales of used cars, up from 52.5 percent in 1995.

Only dealers that have been awarded a franchise by manufacturers or importers can retail new cars. At the end of 1996, there were 6,754 franchised outlets in the UK, down from over 8,000 in 1987.

The number of franchised outlets is falling for two reasons: car makers now seek to enlarge local market areas on account of the prolonged fall in new car sales of volume makes to retail customers; and car dealers' profits on new car sales have been unacceptably thin.

Large dealer groups are improving by acquisision and by fostering profit aftersales and the sale of finance products.

`Block exemption' by which car manufacturers and dealers can effectively limit local competition, is safe for 4 more years at least.

Longer term, the Internet should have a significant effect on new and used car sales through dealers, while car supermarkets attract a growing share of used car sales.

Text © 1997 Key Note

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Last updated by Duncan Nottage 5th March 1999