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The future of automotive sales in China

February 18, 2021

RESEARCH REPORT

In brief

1/2

of all cars sold globally are sold in China (Q2/2020).

20%

of all cars sold in China will be NEVs by 2025.

2-3

new vehicles are being launched in China every day.

Chinese consumers are demanding an entirely new way of buying cars

71%

of Chinese consumers start their automotive buying journey online.

77%

want to be able to touch and feel a car before closing the deal.

2 in 3

consumers collect competing offers from dealers of the same brand to get the best price.

81%

of consumers say that they would prefer fixed and transparent prices without the need for negotiations.

The role of Chinese dealers is changing drastically

63%

of dealers do not think fixed prices make selling cars more difficult.

83%

of dealers expect positive effects from selling cars for a fixed commission.

The road towards future sales in China

Adopt a retailer’s mindset that puts the customer at the forefront.

Thoroughly analyze the organizational, technological and financial feasibility of new sales strategies.

Engage with the dealer network to secure investor support and generate strong buy-in.

Setup a dedicated project team to draft and steer the transformation roadmap.

It’s time to act. Now.

Senior Managing Director – Global Industry Sector Lead Automotive

Axel is the global automotive industry lead and helps clients with all aspects of strategic business transformation and management.


Johannes Trenka

Managing Director – Accenture Strategy, CEO & Enterprise Strategy

Johannes is an expert in functional growth and automotive sales and digitization strategies.


Dr. Maximilian Holtgrave

ACCENTURE STRATEGY, CEO & ENTERPRISE STRATEGY

Maximilian is an expert in future sales and growth strategies

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