AD_MAGAZINE_346

29 AutoData | July 2018 So, would you say that they are satisfied with the decision of becoming local manufacturers? Yes, they are satisfied, but it is good to remember that the estimated business expectation when the factories were under construction was about twice the volume that happens today. There was an increase in the dealers and everyone had to restructure. The expectation is that this situation will reverse and the presence of the factories will be justified. The premium segment customer is naturally more demanding in terms of technological sophistication in all the ways. As a distribution specialist for this segment, how do you see the future of the business? Can we believe in evolutions in the dealers network, like sales and Internet services, changes in the experience of purchase etc. getting to the premium segment first? Premium brands work globally in a strong technological evolution of their products, such as 100% electric, autonomous vehicles etc. Howwill Brazil fit in this context in your opinion, particularly in commercial terms and practical use? The change in the vehicle sales model is inevitable and will happen faster than others from the past. We have to prepare ourselves. There will be a moment of transition in which the two models will live together. The online sale is a reality and it is already happening from the first contact with the dealership, through websites or social media. We will need to understand the customer even better and deal with the digital issue efficiently and quickly because it has become fundamental in the process. We must also pay attention to the mobility issue and the use of the car as a service tool. It is a world trend and it will happen in Brazil as well. The process of change is for all brands. The experience of the customer inside the dealership will be more and more important. In our Audi store in São Paulo, capital, for example, there is a cafeteria to give to the customers more comfort and freedom in case they need to wait for a while. In the case of super sports vehicles, the relationship with the customer is different: they are more handcrafted cars and their buyers highly value exclusivity and technology. Whatever the brand or the dealership profile, we have to provide a unique experience to the customer. This represents the need of changes in dealerships. The premium brands are already demanding alterations for 2019 here in Brazil, like express charging stations for the electric vehicles. The technical training is more complex too. Theoretically the electric engine will require less maintenance, but special care will be needed to manipulate it. A special attention to digital transformation and the connectivity will also be needed. 6 7 5 4