Higher profit margins in GCC s automotive market

Transcription

1 7 9 May 2017 Dubai World Trade Centre Higher profit margins in GCC s automotive market

2 Positive growth and results The Gulf Cooperation Council (GCC) represents a promising market for the global automotive market, with sales of light vehicles on a faster growth trajectory than the global average. This also points to positive growth trends in the region s parts and services segment. Furthermore, profit margins in the GCC automotive market are significantly higher than when compared with global figures, attributed to varying factors ranging from high mark-ups to import costs and purchase location. The team at Automechanika Dubai, drawing from expert insights provided by research partner Frost & Sullivan, takes a look at the factors contributing to these high profit margins in the GCC automotive market.

3 GCC versus global profits: A comparative analysis The GCC automotive market seems to be a particularly lucrative one when compared to other geographical areas. According to Frost & Sullivan, profit on vehicle sales in the US and EU comes in at less than four per cent and in Asia Pacific and India it is less than five per cent. However, in the GCC, profit margins can come in at anything between 10 and 20 per cent, significantly higher than the global average, indicating an exciting market indeed. Similarly, the profit margins in the GCC s parts and services segment appear to perform better than in the US, Europe, Asia Pacific and India. For example, in the US and Europe, profits in the parts and services segment range from between 20 and 30 per cent and in Asia Pacific and India from 20 to 40 per cent, but in the GCC the profits can often reach 40 per cent levels and higher. The experts at Frost & Sullivan predict an 8.5 per cent compound annual growth rate (CAGR) for vehicle sales in the GCC between 2015 and 2020 and a 5.5 per cent CAGR for vehicles in operation (VIO), again higher than the global average on both counts. This is sure to directly impact spare parts demand which is expected to grow at a CAGR of 6.5 per cent during the same period to be worth USD 16.8 billion by These higher than average growth rates and large profit margins comparative to other geographical footprints mean that prospects for the GCC s automotive market remain very positive indeed.

4 A question of pricing Firstly, these high profit margins do not benefit the end consumer, with auto parts and services on average 15 to 20 per cent costlier in the GCC than when compared to global markets. The average part per vehicle (PPV) for private vehicles is higher in the GCC than in Europe and the US, with batteries and tyres being the exception. Therefore, it is often the end consumer that is shouldering the cost of these higher profit margins in the GCC automotive market. There are many factors affecting this high price point scenario. The majority of spare parts in the region are imported and the country of origin is one of the key factors to affect the price point. Other factors include the location of purchase of the spare part, the age of the vehicle and the type of part required. Depending on location and channel of purchase, the price points can vary dramatically and more so than in other geographical markets. In general, where genuine parts are sold by authorised dealers in the sale, spare parts and service (3S) channel, they are 15 to 30 per cent costlier than when compared with global markets. Counterfeit spare parts are about 10 per cent more expensive in the region than globally, although strict measures are being taken internationally in an effort to eradicate fake parts from the market.

5 Realignment of price points Price discrepancies also exist within the GCC automotive market itself, with spare parts and services in Oman and Qatar often considerably costlier than the same spare parts in neighbouring GCC countries. In Qatar, the higher price point can be partly attributed to a monopolised spare parts market. The experts at Frost & Sullivan maintain that the original equipment manufacturers (OEMs) predominantly offer the same products and price points across the GCC as part of their sales strategy suggesting that any higher price point is a result of channel partners working towards higher mark-ups. Elsewhere in the region, with as many as 2,700 spare parts operators in the UAE, for example, the competitive landscape keeps prices uniform. However, since the introduction of the unified GCC standards and specifications across a wide range of products including automotive spare parts, prices are becoming more aligned across the region and these higher price points reported in Oman and Qatar are gradually realigning with those in neighbouring GCC countries.