AD MAGAZINE 342

40 March 2018 | AutoData MARKET » CONCESSIONAIRES first two months, which closed at a high of 19,5% in sales – 18.,% in lightweight and 58% in heavy, according to Fenabrave -, the president of the entity also points ano- ther promising index: in the last semester of 2017 segment of the distribution hired four thousand people. “We are still very far from recovering what was lost, but it is a very positive fact for those who until the previous period was firing.” Regarding the size of the network As- sumpção Jr. understands that the number of homes today is sufficient to cover what is expected this year. “It will take us a few years to seek the basis we have lost. We need more consistency, which we still do not have. There is no way to recover everything we have lost in a semester or a year: it is very little time.” In other words: no new houses in the short term. “The current network is in the size of the volume projected for 2018. New concessions only with a larger volume, which should occur around 2021 or 2022.” SAME SIZE IN DIFFERENT HANDS This does not necessarily mean that the network profile should remain without moving. For the president of Fenabrave the process of buying and selling conces- sions must continue, although the times for sales seem to be much better. “There have been some movements in the market in recent years, there was a group that bought another group, exchan- ge of ownership etc., but this is natural of the activity, they were not initiatives directly linked to the crisis.” For him, inclusively, the issue of size is not automatically correlated to financial is- sues of the business of selling cars, trucks and the like: “There is no standardization: it is not because the dealer is small or big that he is going well or not so well in terms of capitalization”. According to the entity 90% of the Bra- zilian network of dealers is still formed by companies with national capital, origina- ted from family businesses, although part is already professionalized. The changes like that must continue: “There is room for large groups to grow more. Those interested in selling will have people interested in buying, regardless of the reason: it may be financial difficulty, lack of a successor... but this process is natural”, insists the leader. “For example, if you have five dealers who sell twenty units a month, then one or two groups tend to do it. It is the process, not a con- sequence of the crisis.” The leader even makes a point of applauding the heavy goods segment, about trucks, buses and agricultural ma- chinery. “Without disregarding the work done in the field of light the evolution in the distribution of heavy goods is envia- ble. The work on staff qualification was very strong, there was a new look at this point and a strong professionalization. Talent makes the difference, and at this point a lot of things have been done and realized.” Regardless of the hands that control the houses, what seems not to be shaken is the old maxim that a good relationship with the network is the first and funda- “What sells cars is low interests and what sells trucks is GDB” Alarico Assumpção Júnior, president of Fenabrave “The fact when a factory that has a good relationship with the network obtains expressive selling numbers is not a mere coincidence “ Daniel Kelemen, president of Abrahy