The automotive market is now experiencing a period of stability. Demand is moderate. There is no boom, no decline in sales. For businessmen who decide to open a car dealership, this situation is quite favorable.

How profitable is this business?

On the one hand, with a competent formulation of the case, a car dealership can bring significant profit. True, this applies only to wide-format outlets with equipped parking, a car wash, a service center, and a spare parts repair shop. The main income (about 70%) comes from after-sales service.

On the other hand, according to experts, the average profitability of a business is about 10%, so its payback period is quite long - 4 years or more. In addition, it requires significant costs. The opening of the most modest car dealership (500 m 2) for the sale of cheap cars involves significant investments (from 15 million rubles). It is possible to speak about the profitability of a car dealership with a high degree of unambiguity only with a detailed business plan in hand. Its compilation is mandatory.

Where do I need to register a car dealership?

1 In the tax. Choose legal form. For a car dealership, this will be an LLC - the most suitable form for working with car manufacturers. We will have to apply the main taxation system for trade (since the entire plant-dealer chain works with VAT) and a single tax on imputed income for the service.

2 In the tax it is necessary specify codes OKVED. We recommend that you mark all the subsections included in the sections:

• 50.10 Trade in motor vehicles;
• 50.20 Tech. maintenance and repair vehicles;
• 50.3 Trade in automotive parts, assemblies and accessories.

• 65.23.2 Dealer activities

3 Registration in the Pension Fund and in all other off-budget funds

4 In Rospotrebnadzor and Gospozhnadzor

6 In the tax register cash machine

7 At the local Consumer Market Authority get a certificate in entering the dealer company in the trade register.

8 In Rostest (www.rostest.ru) get certificates for certain types works (in case of parallel opening of a car service).

Which car supplier do you prefer?

This is the main question. The entire car dealership business will be based on working with a specific supplier. It should be borne in mind that when selling machines little-known and inexpensive brands you don’t have to hope for a high profitability of the business (manufacturers set a low margin), however, the initial investment when creating a business will be minimal (about 15 million rubles).

When implementing cars of world brands you will have to lay at least 150 million rubles for the start, and also be prepared for the fact that the manufacturer will dictate his terms for organizing the business at all its stages.

In conditions of strong competition, it is worth thinking about selling brands that are not yet represented on the market in your region. In a large city, quite promising Renault, Man, Volvo trucks can become them.

It is also worth focusing on the solvency of the population of the region. In small settlements, inexpensive cars (within $10-25 tons) will be more in demand. In million-plus cities, where all wealthy people in the country mainly buy cars, it makes sense to organize dealerships for the sale of elite brands. You can also enter the auto business from the cheap segment of cars, and then, after gaining experience, move on to the dealership of higher-class vehicles.

It is imperative to develop a concept for the salon in order to know exactly what it will be like: multi-brand, representing one company, selling new or used cars, etc.

How to start working with a car manufacturer and as a car dealer?

1. In order to become a car dealer, the first thing you need to do is send a request to the official representative office of the automaker in Russia. On the website of each representative office there is an address intended for correspondence with potential business partners. It is to him that you should send a letter of your intention to become a car dealer of this brand.
2. Then you have to fill out formalized questionnaires that come in response. Usually, they contain detailed information about the company and its current activities, about the size of investments and the market of the given region, a plan of the location of the proposed salon on the ground with photographs. At this stage, you should have ready business plan, with the content of which you need to familiarize the supplier.
3. Then to be telephone conversation with the manager for the development of the dealer network of representative offices. If you can convince him of the expediency of cooperation between your companies, he will come to meet with you personally.
4. Based on the results of the manager's visit to a potential dealer, a decision will be made on further cooperation with him.
5. With a positive decision of the representative office or the importing company, endowed with the appropriate authority, the dealer will be offered sign a protocol of intent. It will indicate the order of construction, purchase of equipment, purchase of a batch of cars, opening, sales plan for 1 year, advertising company with specific deadlines.
6. Then between the manufacturer and the car dealer signing a dealer contract, which is the legal basis for cooperation between companies. It, like the manufacturer's certificate, you will have to provide to car buyers upon request.

Vehicle Delivery Technologies

Photo of cars arriving at sea ​​port

For each batch of cars, the dealer concludes an agreement in which the price and terms of delivery are specified in detail. Buying cars can be carried out at different points:

1) Buying a car in the manufacturer's country

In this case, the dealer himself solves all the problems associated with the delivery of cars from the factory to his showroom:

1. purchases cars directly from the automaker's factory;
2. he insures transport, delivers it to the salon and does customs clearance (for official dealers, this procedure takes place in a simplified form in 1 or 2 days). The calculation of the customs payment can be done on the resource: www.tks.ru/auto/calc
3. cars undergo pre-sale preparation in the car dealership.

If according to this principle it is planned to deliver cars from abroad, then you need to create either your own delivery service, or a full-fledged transport company, or rent a car transporter from others transport companies or car dealers (from $2,000 per flight).

The carrier must have:

• international license for the carriage of goods;
• certificate of compliance with Euro-2, Euro-3;
• all-Russian license customs carrier.

2) Purchase of cars from an official Russian importer.

In this case, issues related to the transportation of cars to Russia, their customs clearance, fall on the shoulders of the importer. This option is the most attractive for novice dealers, especially in terms of money it is equivalent to the first delivery option.

As for the settlements for cars, the options may be different, but most often manufacturers require Russian dealers 100% payment for shipped cars(Honda, Volkswagen, Audi, Toyota,).

If the manufacturer has an official importer on the Russian market, who has a warehouse common to all dealers, then the latter will receive the goods on the terms of a commodity loan(Opel, BMW, Volvo, etc.). The dealer is obliged to distribute the cars taken from the general warehouse within a month. If, after this period, unsold vehicles remain, then the importer accrues daily penalties on their value. Anyway, after 3 months, unsold goods must be redeemed by the dealer.

Therefore, it is especially important to fulfill the monthly sales plan. For a novice dealer selling premium cars, one should proceed from the number of 250-450 vehicles per year. When selling cheap cars - at least 1000 units per year.

About warehouses, plans and prices

One of the questions of interest to many concerns how many machines should be in stock. It depends on the trademark manufacturer. If the lineup is vast, you will have to keep quite a lot of machines in stock. It is desirable that there be twice as many of them as it is predicted to sell in 1 month.

Now for the prices. Each manufacturer sets its own prices. Margin size is also dictated, which the dealer can receive (usually from 8 to 20%). To attract customers, a car dealer can reduce prices, but only at the expense of a margin.

Usually, with the strict implementation of sales plans, the manufacturer provides the dealer with bonuses. Moreover, it is more important for the supplier to fulfill the model plan. Along with running models, a car manufacturer often obliges dealers to sell slow-moving goods.

Where is the car dealership located?

It is important that the place meets the following requirements:

• it was close to the highway; it should be easily accessible by any means of transport;
• the shop window overlooked the roadway;
• The plot must be at least 0.5 ha.

Which room to choose?

Usually, the manufacturing company strictly regulates both the design of the salon and its design: color schemes, furniture, symbols, etc. However, there are various accommodation options to consider:

• In the buildings of old car parks. In Moscow they can be rented for $200-500/sq. m.
• Reconstruction of objects. Moscow rent - from $150/sq. m.
• Construction of single independent auto centers (if we are talking about the salons of the middle class, the construction in Moscow will cost about $ 2.4 million). The construction and equipment of a new building takes about 1.5 years.

Equipment

A typical car center includes:

• exhibition hall (show-room);
• staff offices;
• area for visitors;
• warehouse for cars;
• warehouse of spare parts;
• those. center.

The cost of equipment is determined depending on the size of those. center. For example, the average Audi station, designed for 25 workers. seats cost about 450-500 tons. In any case, the cost of the equipment is strictly regulated by the manufacturer's project, so its selection for the dealer is usually unproblematic.

Many businessmen are concerned about the question of how to become a distributor and bring their company to high level profitability in the conditions of the modern Russian market. To answer it, it will be necessary to analyze a number of important aspects of working in this industry.

The market demands innovation

The growth rate of car sales has been declining in recent years, due to the gradual saturation of this market. At the same time, in Russia, models of new or few famous brands. Therefore, it makes sense for entrepreneurs planning to open dealerships to arrange supplies of cars that are rare or have no sales history in our country. The lowest frequency of the presence of machines of this type is in the regions east of the Urals.

There are not many dealers as such: in Novosibirsk, for example, only a few brands have more than one dealer. In neighboring Siberian cities - Tomsk, Irkutsk, as well as in Barnaul and Kemerovo - many well-known car brands are not sold at all. Distributors tend to pay attention to settlements with a higher population.

Competition first, business later

Choosing a promising market geography is only the first step for an entrepreneur on the way to opening a dealership. How to become a distributor? It is necessary to pass the selection according to the criteria of the car manufacturer. The latter, as a rule, is interested in such information as authorized capital dealer, characteristics of the sales center, information about the profile of the enterprise, the business plan of the distributor.

In general, there are about 30 provisions. They are divided into four main groups: legal, financial, material and human resources. But this is only the first round of selection: then a complex negotiation process will follow, following which the automaker will choose a specific dealer.

It happens that none of the proposals of the contestants suits the factory, therefore, the procedure starts again. Often, entrepreneurs themselves do not understand how to become a car dealer in accordance with all the intricacies of the process.

This is exactly what happened in Omsk, when the competition for the opening of an official representative office was organized by Skoda. Some manufacturers set up a kind of trial period (like Volvo does), negotiated in the contract with the winning dealer. It should be noted that the highest chance of winning is with the distributor who will show that his image is fully consistent with the brand code of the machine supplier factory.

Entry threshold is high

Since selling cars is a serious business, the criteria for allowing entrepreneurs to enter the market are much higher than in most other industries. You can't just fall into this segment. A businessman with high financial possibilities: the amount of initial investment in a dealership can be millions of dollars, or even tens of millions (as was the case with Novosibirsk showrooms selling Nissan and Toyota brands). Apart from "seed" investments, in order to be competitive, a business will have to invest in advertising, which, according to experts, is about another 200 thousand euros every year.

The payback period for the dealer center is also long - 5 years or more. This indicator tends to increase over the years: the rate of profit, as the market is saturated, falls all the time. In Europe, for example, dealers earn about 2% from sales of finished cars. The indicator for auto parts can be much higher - about 30%, and entrepreneurs should pay attention to this fact. Special attention. At the same time, there are not so many businessmen who are ready to work on all these conditions, especially in provincial cities.

The subtleties of arrangement

If the competition is passed and the money is found, then the next step for the entrepreneur is to organize the infrastructure. An efficient dealership includes a number of components. Firstly, it should be a parking lot equipped with all the necessary accessories. This object is the face of the dealer company and an important factor in successful sales.

Secondly, all cars exhibited in the showroom must be brought to a shine: you will need a high-quality car wash. Thirdly, cars need constant care in terms of technical control: the dealer will need his own car service.

Fourthly, since we have determined that the sale of spare parts gives the greatest profitability in this business, a separate store of this profile will have to be included in the infrastructure of the company. Qualified personnel will have to be hired for each of the marked divisions of the dealership.

We are located optimally

The geography of the location of the car dealership should be clearly thought out. How to open a distribution company with this factor in mind? The most important condition is the location of the company near an actively used highway. This is a general law for any market: the higher the customer traffic, the better the sales.

Potential customers need to create conditions for a convenient visit to the salon: that is, if there is no equipped exit from the highway, then the entrepreneur will have to build it on his own.

The showcase of a car dealership must be directed towards the road where future buyers come from. That same busy highway may not be in the city center: it is necessary to study the transport infrastructure of the streets and find a place where the traffic intensity and the costs of building (renting) a car dealership and adjacent facilities will be optimally combined.

As mentioned above, the most important component of the profitability of a business for the sale of cars is after-sales service maintenance. It is fundamentally important to create conditions for comfortable access to the center for two groups of customers at once - those who go to buy a car and those who visit the salon to buy spare parts.

formalities

How to become a distributor and work legally? The entrepreneur will need to register as entity. The best option is a limited liability company. The specifics of work in this status, however, is such that it will be necessary to deal with VAT, as well as with imputed income tax - this must be taken into account.

When applying for state registration it is best to use the following OKVED codes: 50.10, 50.20, and also 50.3. These values ​​allow the company to trade in motor vehicles, carry out maintenance of machines, repair them, and also sell spare parts, assemblies and parts.

Be sure to note the most important code in OKVED - 65.23.2. It means that the firm will operate as a dealer. It is important for an entrepreneur not to forget to register a company in a pension fund, as well as in extra-budgetary Russian funds.

The practice of the dealer business is such that paperwork will be required at the State Fire Supervision and Rospotrebnadzor. The next steps are opening a cash account in a bank, purchasing cash registers and other equipment of this profile.

And, finally, you will need to go to the Consumer Market Department to enter information about the company in the commercial register, and then get a certificate there. You may need certificates for work in the car service mode - they are issued by Rostest. How to become a car dealer and successfully go through all these complex procedures are issues that are very relevant for entrepreneurs.

Choosing suppliers

The business plan of the distribution company should, first of all, include provisions regarding the price segment in which sales will be conducted. Actually, the more expensive the brand is, the higher the degree of its promotion, the more significant will be the amounts that the entrepreneur will have to invest in the business. From time to time, the dealership will have to bear the costs associated with certain requirements of the brand regarding the business strategy.

It is perfectly acceptable to start selling cars with low-budget brands, then, as demand is identified, move on to more expensive ones. The option of combining several brands in one salon is not ruled out. It must be borne in mind that some manufacturers are very picky about marketing policy dealers love to advise what and how to do.

Methods of foreign brands may differ from those that are typical for Russian firms, but our entrepreneurs are thinking more and more often about how to become a dealer of a foreign company. The demand for cars from abroad among the citizens of the Russian Federation is growing at an impressive pace.

Why Honda?

Cars of this Japanese brand fit perfectly into Russian market. Firstly, Honda cars have an increased wear resistance of parts - much higher than, say, most Chinese foreign cars that are gradually flooding car dealerships in our country. The quality of the metal from the "Japanese" is consistently high. Honda is one of the world's largest car engine manufacturers. This brand is a leader in technology and the level of development of various mechanical components.

Many Honda cars have reduced gas mileage and engine oil. The engines of this manufacturer are very easy to start, meet the most modern requirements environmental friendliness. Honda's extensive network of branded services is one of the largest in the world, and the car dealer will have no problem supplying its showrooms with original spare parts. But before deciding how to become a Honda dealer and adapt the business to selling cars of this brand, the entrepreneur needs to find out if the Japanese are suitable for the market in a particular region.

Where to buy cars?

The easiest option is to find suppliers in the country where the cars are made. However, within the framework of this scenario, the dealer will have to work on logistics himself, exercise control over the transport delivery channels from the factory to the showroom.

Among the mandatory procedures that an entrepreneur must go through are the purchase of insurance policies for cars, the registration of cars at customs, and the payment of all necessary fees. To optimize work in this direction, the dealer can create a special structure within the company that delivers the vehicles being sold from the factory.

For many businessmen, it is not entirely clear how to become a distributor under this scheme, and they prefer another option - outsourcing, that is, they find a company that is ready to do the same with payment for specific types of services. When choosing such a company, you need to make sure that it has a license to carry out transportation, has certificates of compliance with Euro-2 and, as a rule, Euro-3. You will also need a document confirming the status of the company as a licensed customs carrier. Another procurement format is from an official importer. This greatly simplifies the work of the dealer. The only question is to find a competent company of this profile.

Availability in Russia a large number car enthusiasts once again proves the huge potential of the market for new and used cars. The consistently high demand for cars gives rise to the idea of ​​​​opening your own car dealership in the minds of some businessmen.

In most cases, the idea hangs in the air due to lack of funds, perseverance and the necessary knowledge. Only a few pass thorny path and create a profitable business.

For a business to be successful

• start your work with trade in cars of famous brands. You can save on advertising. Toyota - it is also Toyota in Africa;
• choose the first cars from the budget segment. It's easier to find customers and grow working capital. When you are firmly on your feet, you can move on to mid-range or premium cars;
• provide a wide range of models so that the buyer has a choice;
• it is important to provide the client with as many additional services as possible in one place so that he turns to your salon again and again. Many successful car dealers claim that aftersales revenue often exceeds car sales. Repair shops, a service station, an experienced car tuning specialist, an auto parts store, car loan services from bank employees, and having an agent of a reputable insurance company in one place will greatly expand your profit opportunities. A positive reputation for your car dealership will be ensured;
• learn a simple rule that is often violated by short-sighted businessmen - do not skimp on staff. The interest of an employee in improving their skills and decent wages depending on personal contribution will allow you to form a strong team of competent specialists on whom you can rely. Car sales are enough complex project. And amateurism will not work here;
• Only the best specialists should work in your car service. A competent auto electrician Vasya, who is known throughout the city, will line up those who want to get advice from him. We'll have to sweat, looking for such specialists. Offer a decent salary and do not violate your financial obligations, which businessmen often sin. Then the pro will work for you, and a constant flow of customers will be provided.

First steps to open a car dealership

Be patient, because the path from construction to stable operation of the enterprise will be long enough.

Step #1. Decide which cars will be sold in your showroom. There are several directions:

• purchase of a franchise and further arrangement of the premises in accordance with the requirements that are negotiated upon purchase. Great option if you own ready premises or a land plot suitable for a car center. It is important that the car brand is "promoted";
• if you have a prepared premises, you can immediately engage in the sale of both new and used cars;
• you can build and open a car dealership from scratch. First you have to buy land plot or finished premises.

Step #2. Calculate the profitability of your business. You will need a sound business plan.

Serious business means serious expenses. To create and “promote” a car dealership with an area of ​​about 500 sq.m, you will need at least 15 million rubles. A high-class specialist will not only develop a business plan for a car dealership, taking into account a specific city, district, and the level of purchasing power of the population, but also calculate how quickly your project will pay off.

It is important to understand that with a sufficient level of sales and a level of profitability for dealerships at the level of 2-3%, your investment will return no earlier than 5 years. If you expect to make a profit earlier, invest in other areas of activity. Experts believe that the fastest way to pay off the costs is when selling used foreign cars that are accessible to the general population.

Step #3. Analyze the level of sales of various brands of cars in the selected region. Statistics will show whether it is profitable to open another center for the sale of cars of your chosen brand, or the market is already saturated with similar offers.

Step number 4. Learn all the intricacies of doing this business, visit trainings and business seminars, take special courses. If you are not ready to learn, do something easier.

Where to locate a car dealership

Choosing the right dealership location is important. In large cities, it is better to locate an object in the center, where a wealthy contingent of buyers gathers, offices and various institutions are located. In the province, a car dealership may be located on the outskirts. The main thing is convenient access roads to it and the availability of qualified personnel, in particular, maintenance station masters.

The car dealership can be located in:

• former car park. Get ready to pay for rent every month from $200 to 500 per sq.m;
• a building of suitable size that can be reconstructed. The cost of rebuilding will be about $1 million;
• it is possible to build a center for the sale of cars from scratch, your own. The cost of creating a complex that meets international standards will be at least $3 million.

If you are planning to become a dealer of famous car brands, give preference to the latter option.

car dealership area

To create a full-fledged complex, which will include, in addition to the exhibition hall (300 sq. m.), service center(200 sq. m), auto parts store (100 sq. m) and office space (100 sq. m) you will need a room with an area of ​​at least 700 sq. m. m.

What you need to open a car dealership

Register your business. LLC () is an acceptable option when opening a car dealership.

The next step is to register with tax office. To your enterprise will be applied for trading enterprises.

Please enter the following on your tax return:

• trade in motor vehicles;
• maintenance and repair of motor vehicles;
• trade in auto parts, assemblies and accessories;
• dealer activities.

Register in all mandatory funds:

• pension fund;
• Rospotrebnadzor;
• state fire control.

Next steps

1. Open an account with a reliable bank.
2. Buy a cash register and register it with the tax office.
3. To obtain a certificate, contact the Consumer Market Authority. Your dealer company will be entered in a special register.
4. If you plan to open a car service in a complex with a car dealership, you should contact Rostest and get certificates for additional types works. Some of them (body repair, for example) may require a certain distance from residential facilities.

Car Suppliers

Choose reliable suppliers and well-known car brands. Analyze which brands are missing in your region, and which ones it is fed up with.

Before opening a car dealership, find out the solvency of the population. If there are few wealthy clients in the region, work with cars that cost no more than 20-25 thousand dollars. Perhaps you should open a used car dealership.

Be sure to purchase several cars for a test drive in your showroom.

Find out the conditions for the delivery of cars. You can buy cars in the country of origin. In this case, all the problems associated with the delivery from the factory gate to the doors of the showroom fall on the shoulders of the dealer.

The second option is to buy cars from Russian official importers. Many foreign companies that produce high-quality products, give priority to centralized supplies. Customs clearance and transporting a car to Russia is a headache for an importer.

The costs in both cases are almost the same, but for beginners, the second option is more acceptable.

How to become a car dealer

Your steps:

• you have already decided on the brand of car. Send a request to the official representative of this company in Russian Federation. Representative websites can be found on the Internet;
• prepare a business plan for opening a car dealership;
• fill in the questionnaires sent by the representative, familiarize the supplier with your business plan;
• The next step is to talk to the manager. Your task is to convince him that it is you who can ensure a high level of car sales and mutually beneficial cooperation;
• if a personal meeting goes well, you will be offered cooperation;
• followed by the signing of an agreement of intent. It will spell out all the nuances: construction time, the procedure and terms for the purchase of equipment and vehicles, sales plans, types promotions.
• After approvals, a dealer contract is concluded, which is the basis for cooperation between companies.

Important: at the first request of the buyer, you are required to present certificates for the car and this contract.

Business promotion

An important detail is the name of the autocomplex. It should be catchy, memorable, be sure to contain the name of the brand (if it is not a multi-brand car dealership).

Car dealership survival threshold

In order for a car dealership to function normally and gradually become profitable, sales volumes of cars of the middle price category should be at least 60–70 units per year. A sufficient level of sales of premium cars is slightly lower.

How many cars do you need to keep in stock?

The brand you choose is paramount. If the model range is wide enough, then you will have to keep more machines in stock. The owners of car dealerships believe that at any time there should be a volume of cars in the warehouse that is 2 times higher than the planned implementation.

If you have sold one machine from the line, you should be able to immediately replace it with another so that this model is not missing from the showroom.

Auto prices and margins

Each manufacturer sets prices for its car dealers, which they must adhere to. In Russia, the size of the margin that contributes to the development of the enterprise ranges from 8 to 15%.

The dealer has the right to establish discounts, conduct promotions to reduce prices in order to attract new customers. Naturally, within its margin.

Return on investment

In Western countries, a profit of 2 to 3% of turnover is considered good. Return on investment ranges from 12 to 20%. In Russia, you can count on a larger percentage of profits. It is important to choose the right strategy and create all the conditions for effective sales. Competent management, Additional services in your car dealership and the presence of specialists "from God" in your car service will increase profits.

Remember that it is not enough to know how to open a car dealership. It is important to go through all the stages without losing enthusiasm and constantly improve the level of knowledge on the organization of auto business in the salon. It is important for the manager to understand all the intricacies of selling a car. Only then will his enterprise work successfully and eventually become profitable.

Store openings and closings

How to become a car dealer

Situation

Selection process

Required Resources

Despite the general decline in new car sales, the opportunity to become a car dealer is still not without prospects. In the current conditions, interesting and potentially popular brands are appearing on the market, which are still poorly represented in the region. With at least $5 million of free financial resources, the company has the opportunity to become a car dealer on favorable terms.

Situation

The process of expanding dealer networks in Siberia is still ongoing and has objective grounds. To date, most automotive manufacturers are widely represented only to the west of the Urals. However, during the crisis, car sales continue to fall, while the European part of Russia is practically saturated with cars. In Siberia, saturation is much less, and when the crisis is over, this region will largely form effective demand for cars, analysts say. Since the foundation for future success must be laid now, automakers, despite the crisis, continue to develop the Siberian region. “Even in times of crisis, Siberia is a promising region, so Volvo plans to develop here in the future. Fortunately, we have not only existing dealers with great potential, but also excellent candidates,” says Svetlana Sokolova, Volvo PR manager in Russia.

It should be noted that over the past two years, Siberian cities with a population of one million (Novosibirsk, Krasnoyarsk, Omsk) have been densely covered by almost all players. automotive market, therefore, in these three cities of Siberia, starting from last year, it was about the second, third and fourth dealers, by analogy with other major cities Russia. However, now the situation has changed. So, in Novosibirsk, only TagAZ, Chevrolet, Hyundai have more than one dealer besides domestic brands, although Renault, Ford, Mitsubishi, Land Rover were or planned to be on this list earlier. Moreover, Citroen and Skoda, which were not represented by dealers, turned out to be in Novosibirsk at all. Finding worthy and financially prosperous partners in the current environment is becoming a very difficult task for distributors.

At the same time, in Tomsk, Barnaul, Irkutsk and Kemerovo, which are smaller in terms of population, the process of the emergence of single dealers for certain brands that are not yet represented in these cities continues. We are not talking about the appearance of second dealers in these cities, since the distributors' plans provide for this only for large cities.

Selection process

1. If a car manufacturer plans to expand its dealer network in a particular region, it announces a competition among market participants for the right to be official dealer for this brand in this region and begins to collect applications from applicants. In this case, the participating dealer must first of all fill out an electronic form on the manufacturer's website, in which it is required to reflect the points that are of most interest to a particular distributor. As a rule, this general information about the company, its profile of activity and financial position, as well as the characteristics of the dealer center project, which can be used for the temporary sale of cars of this brand. If the questionnaire suits the manufacturer, then the company is admitted to the competition.

2. At the next stage of the competition, the manufacturer presents his list of requirements to the applicants, including requirements for the dealer center project. The assessment consists of a detailed scoring of more than 30 criteria, which can be divided into four groups: material, legal, human and financial resources.

3. With the most likely candidates, the manufacturer will begin negotiations, based on the results of which the winner will be selected. However, it also happens that the manufacturer is dissatisfied with the contestants who have reached the final, and after a while launches new competition again collecting proposals from all interested participants. So, for example, it was with the appointment of an official Skoda dealer in Omsk.

4. The winning company will receive the official status of a dealer only after it fulfills all the conditions of the contract signed with it. Moreover, some manufacturers, such as Volvo, introduce an additional “trial period”, appointing the applicant not as an “official dealer”, but as an “official sub-dealer”. In this case, the deliveries of cars are carried out not by the distributor itself, but by another large federal or regional dealer. After finishing " probationary period”, the duration of which is specified in the contract, if all the requirements of the manufacturer are met, the sub-dealer receives the coveted status of a dealer.

Required Resources

If you would like to discuss the possibility of cooperation with our company, please fill out an application for a dealer agreement and send it to us at [email protected] using the form below.

The dealer network development team will carefully analyze your application. If BMW Group Russia is interested in implementing the project in your region, our specialist will contact you to clarify further actions.

The selection of potential partners is carried out on a competitive basis. To participate in the tender, it is necessary to prepare a presentation and a business plan according to the model developed by BMW. If necessary, candidates are invited to present their proposal at the office of BMW Group Russia.