ENTHUSIASTIC DEALER PARTICIPATION AT NADA PERFORMANCE ROAD SHOWS - AutoLive
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www.autolive.co.za Issue No. 121 | 30 May 2019
The first group of panellists at the Dealer Performance Programme in Pretoria consisted of Mark Dommisse, North Motor Group;
Stefaan Delport, McCarthy Volkswagen Arcadia; Garth McGee, Ford Lydenburg and facilitator Claudio Camera, a business coach.
ENTHUSIASTIC DEALER PARTICIPATION
AT NADA PERFORMANCE ROAD SHOWS
By Roger Houghton I attended the Pretoria meeting and was body, which may affect income such as Dealer
impressed by the enthusiasm and openness of Introduction Commission.
the presenters. Well-known business coach, Claudio Camera,
The recent National Automobile Dealers’ McCraw set the scene by talking about the who was the facilitator for the meeting, said the
Association’s (NADA) series of four countrywide series of current developments which could trading environment was tough as there had been
Performance Programme meeting provided the have major impacts on motor dealers in South a big drop in business confidence in the past 12
enthusiastic dealer participants with a host of good Africa. These include: the start of industry wage months, with the indicator going down from 44 to
information for now and the future. Interestingly, negotiations seeking another three-year deal, 28, “but there are some green shoots showing.”
RMI director Gary McCraw, who is responsible ongoing tough negotiations with the Competition Camera added that the dealership of today will
for NADA, said that there were different outcomes Commission regarding the content of the be far removed from the dealership of 2025. Major
at each of the four meetings held in Pretoria, proposed Code of Conduct, and some big changes
continued on page 2
Johannesburg, Cape Town, and Durban. coming from the national financial regulatory
Page 12 Page 15 Page 21
Examining gender equality How Isuzu finds innovative Celebrating 35 successful
in the auto industry manufacturing solutions years in the market
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Editor and Advertising Manager continued from previous page
improvements to the dealerships’ ■■ We can only support the current
Liana Reiners rating by customers on Google; 33 brands if there is huge growth
liana@autolive.co.za factors for success will be a well- ■■ Upsell to service customers; in sales volume;
083 407 4600 educated and -trained staff and self- ■■ Be aware that 46% of online ■■ Changes will be gradual and one
development of all team members. shoppers are Black women; will be able to adapt;
Contributors
One major challenge was how to deal ■■ Benchmark your business against ■■ Digital car-buying and -selling
Roger Houghton with the drop being experienced in the best, not necessarily against platforms are part of a dealer’s
houghtonr@mwebbiz.co.za workshop throughput. same-sized dealers; life these days and are a challenge
082 371 9097 The programme consisted ■■ Customer retention is critical so that must be managed;
of two discussion panels of three look at ways of keeping customers ■■ Be aware that 32% of buyers are
Advertising Sales
dealers each and with Camera as coming back to your dealership, prepared to buy online;
Liana Reiners the facilitator. by doing things like offering free ■■ Make sure you keep your best
liana@autolive.co.za The first group consisted of car washes; trade-ins to attract quality
083 407 4600 NADA National Chairman, Mark ■■ Ensure your dealership is customers;
Dommisse, of the North Motor pleasant to visit, with free Wi-Fi, ■■ Look to bringing in-house
Address
Group; Stefaan Delport of McCarthy in a pleasant environment. some of the services that motor
237 Rigel Avenue Volkswagen in Arcadia, Pretoria; and retailers have given away over
Waterkloof Ridge Garth McGee, of Ford Lydenburg. The second group of panellists the years, such as tyres, shock
Pretoria The question they were asked was: consisted of Fred Whelpton of the absorbers, clutches and batteries;
PO Box 914 005 NTT Motor Group; Mark White ■■ Promote people from inside your
Wingate Park How Do You Become a of Mark White Nissan; and Dirk own organisation and consider a
0153 Winning Dealership? van Rooyen of Halfway Toyota. The graduate trainee programme;
012 460 4448 Answers included: question they were asked was: ■■ OEMs can change dealers’ lives
■■ Get a full-time person to handle but there is little a dealer can do
Website
the social media portfolio; What Will Motor Retailing about these developments;
www.autolive.co.za ■■ It is important to know what to Look Like in the 2020’s? ■■ Make the industry more
do with digital feedback; Answers included: attractive to job-seekers;
Facebook
■■ Right-size your business, but ■■ Don’t over-estimate the import ■■ Downsize facilities by increasing
www.facebook.com/pages/AutoLive remember you still need people ance of the so-called millennials efficiency;
on the floor to close deals; (born between 1981 and 1996), ■■ Consider putting used cars on
© 2019 WCM Media CC ■■ Spend money in the right areas; they are just another market open lots instead of in expensive
Production ■■ People are the key to cutting costs segment even though they make roofed showrooms;
so use gross profit per head as up about 37% of current walk-ins; ■■ Hold less parts stock as you get
Marketing Support Services
a measure; ■■ Motor business is still all about daily deliveries;
Danie Dreyer
■■ Train up you own staff instead relationships; ■■ Make your dealership a destina
danie@marketingss.co.za
of buying expensive people ■■ Viewing trade-ins will still continue tion for customers;
+27 (0)12 346 2168
from outside; and provide an opportunity to ■■ Some dealers are putting dealer
■■ Use online websites to get actual interact with would-be buyers; ships into shopping malls. ■
Layout
used vehicle selling prices when
Marketing Support Services
giving trade-in values, instead of
Bonita Tuson
just relying on “The Book”;
■■ Use the number of trade-in vehi-
Disclaimer
cles evaluated each day as a meas-
While reasonable precautions have ure of dealership productivity;
been taken to ensure the accuracy ■■ Relook your staffing struc-
of the advice and information given ture with the aim of improving
to readers, neither the editor, the efficiencies;
proprietors, nor the publishers ■■ Be careful when employing
can accept any responsibility people from outside your
for any damages or injury which dealership – look for tech- The second group of panellists were: Fred Whelpton, of the NTT
may arise therefrom. savvy people; Motor Group; Mark White, of Mark White Nissan; Dirk van Rooyen,
■■ Pay incentives based on of Halfway Toyota; and Camera.
MONTHLY SALES STATISTICS
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of detailed monthly vehicle sales analysis to the website www.autolive.co.za.
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Editor’s Note Exports Boom but SA Vehicle
Market Remains Sluggish
Apart from all the usual news
and views you are accustomed By Roger Houghton
to finding in AutoLive, in this
month’s issue there is also
quite a bit of reading matter Exports of built-up vehicles from South
on companies needing to Africa boomed in April, increasing by 53.8%
adapt to and harness the digi- compared to April 2018, but the domestic
tal space to ensure survival. market remained sluggish despite overall
I came across another sales showing a slight uptick of 0.7%. This
interesting piece on the subject, which argues that, whether was the first time since the beginning of
we like it or not, there’s a new business model called ‘always 2019 that the market had not declined.
on, always available’. It’s definitely not business as usual and Exports in April totalled 33 090 units
the shift to the cloud is more dramatic than ever. In short, compared to 36 794 units sold on the
to compete on the global stage, today’s businesses have to be local market. remained below the 50-point neutral mark
open around the clock, 365 days a year. The Internet has ac- Overall, out of the total domestic even though it increased slightly in April for
celerated the pace of change and now it’s a case of customers sales an estimated 86.8% represented sales the first time in three months, which means
wanting to buy what they want, when they want, regardless through dealer channels, with 6.5% going that factory conditions remain at fairly
of location. to the vehicle rental industry, 4.1% to corpo- depressed levels. Demand for vehicles in SA
The new globalised market also offers customers rate fleets and 2.6% to the government. is expected to remain lower in the coming
increased choice of suppliers and this means businesses have The passenger car market was 3.9% up months due to low consumer and business
to fight harder than ever to capture a piece of the pie. So it is on the figure for April 2018 with the rental confidence, pressure on household income
critical for businesses to offer visitors to digital platforms the industry accounting for 8% of new car sales. and lower domestic and global growth.
right content at the right time based on individual behaviours Light commercial vehicles sales were down However, NAAMSA says constructive
and preferences. This is where data becomes important. 8.1% year-on-year, probably due to the Ford political and economic reforms following
But how many companies are actually using that data to Ranger model change. However, sales of the recent general election could see an
effectively increase engagement with customers? trucks were up. Medium truck sales rose improved sales performance in the second
Modern eCommerce websites use visitor behaviour to by 19.7%, despite UD Trucks not reporting half of the year. The upward momentum in
autonomously create and optimise individual content and any sales of its new Kuzer range, while sales export sales is expected to remain strong
product views for every visitor, every time. Personalisation of heavy trucks and buses showed a gain and industry vehicles production levels will
helps achieve a superior customer experience and increased of 7.8%. benefit from this demand. Export sales in
visitor engagement. Looking to the future, NAAMSA re- 2019 may even exceed the record 351 139
Retailers and service providers cannot continue with ported that the Purchasing Managers’ Index vehicles shipped from SA last year. ■
business as usual, they need to become ‘always on, always
available’ or they will quickly lose market share. Changing
customer demands and new economic models require all
businesses to be always accessible and instantly reachable.
Big Change in Destinations
Speaking of being always accessible, remember that we
welcome and appreciate interaction with our readers, so feel of SA’s Export Vehicles
free to contact us with any queries, suggestions, constructive
criticism and – of course – compliments. Although the export volumes of built-up 233 772 units, which was an improve-
vehicles from South Africa have remained ment of 22.7% over the previous year. The
fairly stable at 330 000+ units a year since big change has been in exports to North
2015, there have been some big changes in America, which have fallen from 53 606
Liana Reiners, the countries buying these vehicles, accord- units in 2015 (second behind Europe) to
Editor ing to the recently released quarterly review 13 037 units last year (fifth behind Europe),
liana@autolive.co.za of the local industry by NAAMSA a drop of 75% due to Mercedes-Benz and
Last year was a record for exports with BMW making the models in the US that
351 139 units shipped – an increase of 3.9% they used to import from SA.
over the 2017 figure. Europe remained the
continued on next page
biggest market for these exports, taking
To advertise in contact
Liana Reiners on 083 407 4600 or email on liana@autolive.co.za
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continued from previous page
while exports to Central
America grew 86%
Asia continues to be the second-best export between 2017 and 2018
destination, taking 50 277 units last year, which to 1 511 units, off a
was 4.8% below the 2017 figure. low base.
The NAAMSA
Asia continues to be the second- report also confirms
that the R7 247 billion
best export destination, taking invested by the major
50 277 units last year, which was motor vehicle manufac-
4.8% below the 2017 figure. turers in 2018 was the
second highest amount
Exports into Africa at 23 988 units moved it in history.
into third spot behind Australasia (22 767 units), South Africa’s share of global new motor vehi- SA’s current vehicle population is 12.46-mil-
but it is still 42% behind the 2015 figure, which cle production in 2018 amounted to 0.64% (611 000 lion vehicles currently. ■
is very disappointing as many South African units), which was an increase of
manufacturers had hoped for substantial growth of 3.2% over production in 2017.
exports into this region. Vehicle production is
South America, which took 5 787 units in expected to grow to about
2018 was still below the 2016 figure of 6 554 units, 648 600 units.
Glimmer of Hope
After Positive April
April sales glimmered as a beacon of Passenger car sales rose 3.9% to
hope for the South African new car 24 989 units, while Light Commercial
industry as sales rose 0.7% compared Vehicle (LCV) sales declined 8.1% to 9
to April 2018. This is the first increase 810 sales during April compared to the
in sales this year and brings a slowly same month last year. Dealers accounted
declining trend in sales to a halt, accord- for a wider spread in the split of sales
ing to figures released by the National with passenger cars increasing 6.9% and
Automobile Association of South LCVs down 11.5%. This is in contrast
Africa (NAAMSA). to recent dealer channel performance
“While the market will no doubt be where LCVs have out-performed
reassured by this good news, it should passenger cars.
not grasp at any major turn-arounds just “Household budgets are continuing
yet,” warned Ghana Msibi, WesBank to remain under pressure and consecu-
Executive Head of Motor. “The April tive months of petrol price increases
market total of 36 794 units was still way will no doubt begin to take their toll,”
behind March sales of 47 687.” said Msibi. “Combined with the natural
uncertainty ahead of May elections, the
“It [the market] should not April sales performance becomes even
more reassuring as these conditions
grasp at any major turn- could easily have resulted in the continu-
arounds just yet,” ing decline trend.”
WesBank had forecast first half
While April sales are traditionally sales to be slow, improving in the
slower due to fewer selling days and the second half. “This April stability could
Easter holiday season, the marginal in- be a sign of an earlier onset of improved
crease remains valid compared to similar trading, but it is early days to label it as
trading conditions last year. “Dealers, in such – the market can remain hopeful,”
particular, will have found some solace Msibi commented .
in the satisfaction of a 1,3% increase in Total market sales year-to-date are
sales through the showroom floor and down 3.7% compared to 2018, passenger
the market swung in favour of passenger cars accounting for a 6.2% decline while
cars,” said Msibi. LCVs are up 0.7%. ■
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Monthly automotive news to and from Africa
Little Growth in SA Exports into Africa
The market for South African-made built-up Volkswagen increased its footprint on the African
vehicles into Africa remains fairly stagnant, with continent with 249 vehicles shipped. Kenya (1 189
7% growth on a year-to-date basis for the first four units) was the major destination, followed by
months of 2019 while exports in April slipped Ghana (845), Zambia (787) and Zimbabwe (501).
20% below the 2018 figure. Exports for the period
January-April 2019 amounted to 7 686 units, Although its sales were down,
compared to 7 195 units in the same period a year Toyota continued to lead the way
ago, while April sales dropped from 1 779 units in
2018 to 1 436 units this year.
into Africa in April.
Toyota (3 151 units), Nissan (2 310 units) and
Isuzu (919) all improved sales in the four-month Although its sales were down, Toyota contin-
period. Ford’s exports fell to 500 units from 617 ued to lead the way into Africa in April with 693 It was followed by Isuzu (231), FAC (58), Ford (18)
and Fiat Chrysler Auto dropped from 128 to 100. units shipped. Nissan remained next best with 324. and Volkswagen (17). ■
Zimbabwean Dignitary Visits Isuzu Plant in PE
On the back of an excellent year of Isuzu bakkie “Isuzu has had a presence in Zimbabwe for in Zimbabwe is due to the success story of Isuzu’s
sales in Zimbabwe, that country’s Minister of more than 30 years; selling bakkies, SUV’s, trucks authorised dealership, Autoworld.
Industry and Commerce recently visited Isuzu’s and buses in the market. We value our relation- “Autoworld has been Isuzu’s number one
production facility in Port Elizabeth, South Africa. ships with all our Zimbabwean customers and see export dealer for more than 10 years and has facili-
Minister of Industry and Commerce Honourable ourselves as a brand that can offer products and ties in both Harare and Bulawayo, employing more
Nqobizitha Mangaliso Ndhlovu was the first services that will meet their needs throughout their than 150 people. They are involved in various com-
Zimbabwean dignitary to visit Isuzu Motors South life-time,” said Van Huyssteen. munity projects and sponsors one of Zimbabwe’s
Africa’s production facility in Struandale since it’s A big part of the entrenched presence of Isuzu top rugby clubs,” Van Huyssteen concluded. ■
opening last year.
“As the second biggest export market of
Isuzu Motors South Africa, Zimbabwe accounts
for approximately 27% of all African exports,”
said Isuzu Motors South Africa Executive:
Corporate Affairs, Business Strategy and Legal,
Denise van Huyssteen.
“As the second biggest export
market of Isuzu Motors South
Africa, Zimbabwe accounts
for approximately 27% of all
African exports.”
“We welcome the Minister’s visit and the op-
portunity to showcase Isuzu’s capabilities in truck
and light commercial vehicle production. Isuzu
is an established brand in Zimbabwe and as the
country embarks on infrastructure development,
we are able to offer innovative solutions to meet
their needs,” Van Huyssteen commented. Visiting the Isuzu production plant are (from left): Sean Waller, Autoworld Dealer
Isuzu has been a consistent strong brand in shareholder, Dr Dawson Mareya, MD of Willowvale Motor Industries, Johan Vermeulen,
Zimbabwe, achieving a 25% overall market share Isuzu Executive Manufacturing and Supply Chain, Honourable Minister Nqobizitha
in 2018. Isuzu held a 35% share of the bakkie seg- Mangaliso Ndhlovu, Zimbabwean Minister of Trade and Industry, Denise van Huyssteen,
ment and was the best seller in the Double Cab and Executive Corporate Affairs, Business Strategy and Legal and Paul Chenierayi Autoworld
Extended Cab segments in 2018. Dealer shareholder.
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Exports are Crucial to
Ford’s Growth Strategy
A struggling economy, political uncertainty, our Silverton Assembly Plant in Pretoria and our
fragile consumer confidence, mounting pressure Struandale Engine Plant in Port Elizabeth, to meet
on disposable income, and diminished purchasing the growing international demand for our Ford
power as a result of higher interest rates and fuel Ranger,” he continued. “We have carefully and
price hikes, have all taken their toll on domestic strategically mapped our revenue pipeline to target
new vehicle sales in South Africa. exports and drive export-oriented growth.”
However, it’s not all doom and gloom for the Currently, two-thirds of Ford SA’s total vehicle
automotive sector. According to the latest new production is exported to 148 global markets,
vehicle sales statistics released by the National including Europe, the Middle East, and Africa. Neale Hill, Managing Director of Ford
Association of Automobile Manufacturers of “Around 400 vehicles leave our Silverton Motor Company of Southern and Sub-
South Africa (NAAMSA), export sales continue to plant each day, destined for local dealers or Saharan Africa..
perform exceptionally well. shipment around the world via 15 to 20 vessels
In April 2019, export sales at 33 090 vehicles a month,” explained Hill. “Until recently, all “Ranger just proves what we – as Ford, and the
reflected a substantial increase of 11 571 units, incoming and outbound Ford vehicles were OEM sector – are capable of. Where some might
or a gain of 53.8 per cent, compared to the 21 519 shipped through Durban harbour’s Roll On Roll see obstacles, others see opportunities. Admittedly
vehicles exported in the corresponding month Off terminal. However, this facility has become we’ve got a long way to go before we’re able to fully
last year. increasingly congested, so we have adopted a realise the vision we have for this industry, and the
NAAMSA predicts that the momentum of multi-port strategy. We now also ship Rangers country. But I do believe with good leadership and
vehicle exports over the second half of the year to European markets through Port Elizabeth’s continued expansion of our export programmes,
should increase further, and industry export sales harbour, to support our increased export vol- we’re on an exciting trajectory – for both business
for the year could reach close to 400 000 units, umes, in order to improve efficiencies and shorten and the economy at large,” Hill concluded. ■
compared to the record 351 139 vehicles exported delivery times.”
last year. The Ranger is one
Ford Motor Company of Southern Africa of South Africa’s top
believes that the expansion of already thriving vehicle exports, with
export programmes for locally built vehicles holds volumes reaching an
immense potential for job creation, and an op- all-time high of 68 364
portunity for long-term sustainability of the sector. units in 2018. The bulk
“While domestic vehicle sales are an essential of these were destined
component of business for us, I believe that the for EU markets, with
real success and sustainability of the original Ford of Europe notching
equipment manufacturing (OEM) sector as a up a final tally of 51 500
whole, relies on expansion of South Africa’s global sales in the 20 traditional
export opportunities,” said Neale Hill, Managing EU markets, which
Director of Ford Motor Company of Southern and represented a gain of
Sub-Saharan Africa. 15.7 per cent from the
“Over the past two years, we have invested over corresponding month
R3-billion to expand the production capacities of the previous year.
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Snippets
Mercedes-Benz on an quality is all about making sure there are no nega- Dave Johnson, Ford’s global director of service
Aggressive Path tives. “The industry has done a great deal in the engineering operations. “We wanted them to be
past couple of decades to improve their ratings, but insurable on par with a steel F-150.” ■
Ola Kallenius, who took over from Dieter Zetsche our survey proves that satisfaction is not enough. It
as CEO of Daimler on May 22, is getting out of the takes integrity and empathy to build an emotional
starting blocks early with aggressive cost-cutting bond of trust that leads to loyalty and advocacy,” Naspers’ Deal to Get a Share
measures. The initiative, called “Move”, aims to said Ian Bevis, Chief Strategy Officer of AMCI. of We Buy Cars Hits Big Snag
keep the company competitive in the current, Alfa Romeo, with a score of 51 on a 100-point
unpredictable global environment with trade scale, is the most trusted luxury brand in 2019 The Competition Commission has objected to the
boycotts, new and additional tariff introductions, because of its new business model that gives planned deal whereby MIH eCommerce Holdings,
and the swing towards electrification. consumers control over the kind of experience an entity in the Naspers Group, wanted to acquire
According to an article in a German business they want. a 60% share in We Buy Cars. Naspers already owns
publication and reported in Automotive News, the The study found that most of the luxury Auto Trader and its OLX platform is also very
Daimler plan intends to cut central administration brands had made significant improvements in active in the buying and selling of vehicles.
costs by about 20%. In addition, the company’s trust in the past year because they relied less on The Commission believes the merged entity
model range is to be reduced and simplified, while tactics that erode trust to stimulate sales. Tesla, will have the ability to leverage its significant Auto
it has been reported that development costs of new BMW, and Infiniti were the only luxury brands Trader position as well as the OLX platform to
Mercedes-Benz models will be cut by a significant to receive lower trust rankings in 2019. AMCI exclude rivals of We Buy Cars.
amount by 2025. said that Tesla’s lower ranking is evidence of the
pressure consumers often experience when an au-
tomaker pushes volume over customer experience. Peugeot-Citroën Group on
The Chinese BAIC Group is
Honda ranked highest among mass-market the Acquisition Trail Again?
seeking to buy a 5% stake brands because of the concern it showed during the
in Daimler. Takata airbag recall. Hyundai and Mazda also rec- The Peugeot Citroën Group, which has already
ognised the influence that trust has over consumer taken Opel into its ranks successfully, is being
Daimler is expected to intensify alliances with behaviour which led to improved ratings, with tipped to be on the take over trail again. It is evi-
Renault, Nissan, and BMW to share development Mazda being the most improved brand overall. dently in discussions with Tata regarding a merger/
and procurements costs of its vehicles. AMCI Global’s third annual trust study was partnership with the financially strapped Jaguar
Meanwhile the Chinese BAIC Group is conduced in collaboration with C Space, a market- Land Rover Group. Then it is also rumoured that
seeking to buy a 5% stake in Daimler to secure its ing research firm. It surveyed 2 500 owners across they are bidding for the Fiat Chrysler Automobile
investment in Mercedes-Benz’s manufacturing 34 automotive brands. Those surveyed owned a (FCA) group.
company in China, Beijing-Benz Automotive. particular vehicle now or had owned one in the It is interesting to note that 40 years ago, in
BAIC is also considering buying Daimler shares on past five years. The median score was only 33 out of late 1978 the then American Motors (one of the
the open market. 100, which was up from about 28 in 2018. ■ forerunners of FCA) tried to put together a deal
This is what BAIC’s rival, Geely, has done with Peugeot to build cars in the US to help the
already, with Geely chairman Li Shufu, building struggling AMC.
up a stake of 9.69% in Daimler to become the Ford Shows Aluminium Can be At the last minute another French company,
company’s largest shareholder. This link with Cheaper to Repair than Steel Renault, stepped in with its own proposal. This
Geely has led Daimler in deciding to build its next resulted, in an announcement in 1979 of a partner-
Smart-branded city car in China, together with Ford’s experience with its Ford F-150 truck, which ship between Renault and AMC to sell Renault cars
Geely. These two companies recently signed a uses a significant amount of aluminium in its in the US. The relationship resulted in cars such as
mobility joint venture which will see the new entity structure (weight was cut by about 300kg over the Renault Alliance and Le Car (Renault 5) being
offer mobility solutions in China. ■ its steel predecessor) is proving less expensive to sold by AMC dealers. It all ended in 1987 when
repair than the mainly steel previous model. Renault sold AMC, including Jeep, to Lee Iacocca
Ford bet big on its switch to extensive use of of Chrysler for less than US$2 billion.
Alfa Romeo and Honda aluminium for its new model F-150, which is the Now news is out that Renault is also pursuing
Tops in Consumer Trust top selling vehicle in the world and has been the as a deal with FCA, just as so many years ago.
favourite vehicle in the United States for the past 37 It is now reported that FCA is considering a tie-
AMCI Global, an international research and years consecutively. up with Renault that could eventually lead to FCA
product testing company, has found that vehicle Dealers give praise to the way Ford prepared become yet another member of the Renault-Nissan-
manufacturers’ traditional focus on quality, them to repair these trucks and the equipment Mitsubishi Alliance. The proposed deal, which does
satisfaction and elimination of problems does little developed to handle aluminium panels and not involve Nissan at this stage, may involve an
to build customer trust in a brand. The company other components to make them repair friendly. exchange in equity according to Bloomberg.
said that in the light of its findings, makers need Dealers quote repairs such as those needed for However, it is mentioned that the talks could
to focus on three brands of trust: competency, damage caused by major hailstorms in Texas cost still collapse, especially amid the existing tensions
integrity, and empathy. significantly less to repair than similarly damaged between Nissan and Renault since the founder of
According to a recent report in Autonews, steel-bodied vehicles. the Alliance, Carlos Ghosn was taken into custody
AMCI Global says the focus on satisfaction and “The new F-150 was our moon-shot,” said in Japan. ■
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People
Spencer Sterling Passes Away Pretoria as well as an MBA from the
Spencer Sterling, a long-time leading light in Wits Graduate School of Business.
the South African motor industry, passed away in Basil Green, a famous Ford
Cape Town last week after a long illness. He was 85. dealer and one of Spence’s long-time
During his distinguished career he held friends and business associates, said
senior management positions from 1972 to 1994 he owed a lot to Spence for smooth-
with the Ford Motor Company in South Africa, ing the way within Ford when he
Australia, Canada, Europe, Taiwan, and the United undertook his project to build high
States and with the Sigma Motor Corporation, a performance Ford models under
wholly owned subsidiary of the Anglo-American the Perana name in 1967. Eventually
Corporation of South Africa. He resigned a senior more than 700 of these cars were
management position with Ford in Detroit to take built at Green’s premises in Edenvale
up the position of Managing Director of Sigma over the years, which included
Motor Corporation (formed in 1976 with a merger Capris and Granada’s fitted with
between Illings, an Anglo-American subsidiary, V8 engines, Cortina’s fitted with
and Chrysler SA) from 1983 to 1984. V6 power units and Escort powered
Sigma, still under the leadership of Sterling, by the two-litre Ford Pinto power Spence Sterling, when he was Managing Director of
was merged with Ford South Africa in 1985 to unit as a replacement for RS 1600 Sigma Motor Corporation, makes a 15-year long service
form the South African Motor Corporation engines. Later there were also Escort award to AutoLive contributor Roger Houghton in 1983.
(SAMCOR) and Sterling was appointed Group XR3 and Sapphire Perana high
Managing Director and Chairman of SAMCOR. performance models. motorsport world was saddened by the death of
In 1992 he was appointed Chairman of the Board Sterling’s influence went right up to Lee one of its greatest champions who had cheated
and a Director of Anglo-American Industrial Iacocca, then the Chairman of Ford, who ordered death several times in his racing career, including
Corporation. Ford of the United States bought a Granada Perana for his personal use. Basil Green his fiery crash on the Nürburgring during the 1976
a 45% stake in SAMCOR in 1994 and took full also sent Cortina and Escort Perana’s to Iacocca for German Grand Prix.
control in 1998 when the company’s name changed evaluation in the US. We found an old photo of Niki the pilot (when
to the Ford Moor Company of Southern Africa. Sterling is reported to have said that he he owned Lauda Air) seen in the cockpit of one
During his time in South Africa he served as was happiest when drinking a beer sitting on a of his airliners with South African Travis Krause,
a President of NAAMSA from 1988 to 1991 and beer crate as Basil Green tested a Perana on the who was involved with his father, Von, at Toyota
was President of the SA Chamber of Business in dynamometer at his Edenvale facility. Advanced Driving for many years. Niki piloted the
1992. He was awarded an honorary professorship plane that took them from Germany to Austria.
in the Faculty of Engineering by the University Niki Lauda Dies (Lauda Air operated from 1985 to 2013 when it
of Pretoria and served on the Council of the Three-time world Formula 1 champion, merged with Austrian Airlines, after having been a
University as well as on the Advisory Council, Niki Lauda, died at the age of 70, on May 20 after subsidiary company since 2000).
Faculty of Engineering, of the University of an illness which had required a lung transplant. Travis left South Africa earlier this year
Stellenbosch. Previously he had kidney transplants. The to take up a senior position with Red Bull in
In 1994 Sterling chose to retire from the Austria as Head of International Motorsport
formality of running a big public corporation Communications. ■
to start a new career as an entrepreneur and
international business consults. This enable him to 1963 SA Formula 1 Champion Dies
enjoy not only further success and independence,
but also the opportunity to give back his wealth of
knowledge and experience.
He ran Independent International Consultants
from 1994 to 2003 which was a business consultant
for small to medium businesses. He then took
up the position of President and CEO of DDS
Technologies in Florida from 2004 to 2008 before Neville Lederle seen in action during
becoming President – North America of Bosal the 1962 South African Grand Prix in
International to successfully turn around the loss- East London.
making company. His final position before retiring
to Cape Town was as President of The Alternate Neville Lederle (80), a long-time Volkswagen
Board (worldwide) based in Atlanta, Georgia, in dealer in Bloemfontein and South African Formula
the US. 1 racing champion in a Lotus 21 Climax in 1963,
Spencer Lewis Sterling was born in Los died in Knysna on May 17. He finished sixth in the
Angeles in the United States. He was a graduate 1962 South African Grand Prix in East London
of Maritzburg College and held a BSC degree in Niki Lauda and Travis Krause in the and is one of the few drivers to have scored a point
metallurgy and engineering from the University of cockpit of a Lauda Air aircraft. in his first world championship race. ■
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Awards and Accolades
Suzuki’s Top Dealers Announced
The 2018/19 Suzuki Dealer of the Year trophy be- Suzuki’s full financial year. Bramley’s Greg
longs to Suzuki Bramley. It is the large dealership van Kerkhoven won the Sales Manager of the
in Kew, Johannesburg’s second win in three years Year trophy.
and fifth win since the Japanese brand entered Nine other high-performing dealers also
the South African market in 2008, making it the received special recognition for maintaining
best-performing dealer. very high standards for service and sales. They
“Suzuki Bramley was our inaugural Dealer are Suzuki Centurion, JHB South, Queenstown,
of the Year winner, and it has since maintained Worcester, West Rand, Boksburg, Montana,
its high standards and kept its customers happy. Polokwane and Klerksdorp.
We are very proud of what this dealership has Suzuki Worcester won the Best Practice
achieved, and we have awarded its consistency Service category, and Johannesburg South was the
with our first-ever Elite Dealer Award,” said André Best Practice for Parts. Centurion, last year’s over- Suzuki Bramley was honoured as the
Venter, divisional manager for sales and marketing all winner, won the top award for the best service 2018/2019 Dealer of the Year. Pictured
at Suzuki South Africa. satisfaction and the best customer satisfaction. here (from left to right) are Greg van
Aside from winning the Elite Dealer Award “This year, we awarded dealers from as far Kerckhoven, Yukio Sato, MD Suzuki Auto
and the overall Dealer of the Year Award, Suzuki afield as Eswatini, Piet Retief and Middelburg. SA, and Clive van Kerckhoven.
Bramley also won the Top Sales Volume Dealer It not only means that our entire dealer network
Award for large dealers and the Overall Best has maintained very high standards, but it started to reach smaller towns and rural areas,”
Practice Award for the second quarter and for also shows how our growing network has now Venter commented. ■
Top VW Dealers Awarded
Each year, the best of the best Volkswagen dealers Volkswagen Brand at the highest level.
and their achievements are recognised at the Two dealers were also recognised with the
Grand Prix Awards ceremony. This year a total sought-after Diamond Pin awards, with the first
of 99 awards were handed over and the two most recipient being Spencer Tait from Alpine Motors.
prestigious awards of the night went to Garth La The second Diamond Pin award went to Chris
Reservee from the Alpine Group, who won the Beukes from Hatfield VW Rivonia.
Dealer Micro Group of the Year award, and Brad “The dealer network is an integral aspect
Kaftel from the Hatfield Group, who walked away of Volkswagen South Africa’s business. Last
with the Macro Dealer Group of the Year Award. year Volkswagen’s sales were supported by a
The most coveted award for the evening strong performance of the dealer channel, which From left to right: Martina Biene (Head of
went to Gavin Le Roux from Hatfield VW accounted for 70% of the total sales. I am proud the Volkswagen Brand), Thomas Schaefer
Braamfontein, who won the Dealer of the Year of the dedication and commitment shown by (VWSA Chairman and Managing Director),
Award. This award is given to the dealership that all winners to make the Volkswagen Brand the Gavin Le Roux (Hatfield VW Braamfontein)
delivers the best and most consistent overall results icon that we know it is,” said Mike Glendinning, and Mike Glendinning (VWSA Sales and
across various disciplines in the business. Volkswagen Group South Africa Sales and Marketing Director).
The dealership must represent the values of the Marketing Director. ■
Honda Honours its Star Dealers
Honda Motor Southern Africa recently held its Tygerberg, Cape Town and Pietermaritzburg were
Dealer Excellence Awards, honouring outstanding announced as the Honda Wing Dealerships of
performance of automobile and motorcycle dealer- the Year.
ships nationwide. “The Honda Dealer Excellence Awards shows
Honda’s most prestigious accolades for the appreciation for high-performing dealerships and
evening were awarded to the Dealerships of Dealer Principals across our dealer network. The
the Year. awards also recognise the individual efforts and
The Honda Auto Dealers that walked away achievements of sales executives and after sales
with these coveted awards were Tygerberg, staff who have maintained the highest standards Govender, General Manager of Honda Motor
Pinetown, Port Elizabeth and Richards Bay whilst across their operations,” commented Dinesh Southern Africa. ■
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Deloitte Researches Disruption in
the Automotive Industry
Deloitte recently announced the launch of its requirements for customers. First mover advantage
latest report: Disruption in the automotive will position OEMs as innovators in this space.
industry; Enhancing the customer experience
through connectivity. 3. Value Add
It certainly provides an interesting point of Highly complex to implement but potentially
view on the role of connectivity in the future of the lower on relative value, these are services that
automotive industry. OEMs might elect to outsource to partners as they
According to Dr Martyn Davies, Automotive may not have the resources necessary to build
Leader at Deloitte Africa, the industry is in a state of and deliver efficiently in-house. Such partners are
flux, the likes of which has not been seen since the able to deliver services more efficiently or exploit
invention of the internal combustion engine. Every economies of scale.
aspect of our mobility experience is undergoing
disruption, from driverless vehicles to the applica- 4. Standard Issue
tion of blockchain and the Internet of Things. Due Scoring relatively low on both complexity and
to increased connectivity, customer expectations potential business value, these are services that
are also increasing thanks in part to innovation in are likely already in the market having been
consumer electronics and smartphones. Dr Martyn Davies, Automotive Leader at developed or bought-in by most OEMs. Customers
In response to this disruption, many automo- Deloitte Africa. are familiar with them and will demand them
tive Original Equipment Manufacturers are now as standard.
starting to build new strategies around four key It is expected that the market will resolve these As connectivity becomes a strategic prior-
pillars of change: connected, autonomous, sharing fundamental questions around return on invest- ity for the automotive industry, a significant
and electric. These are often regulation-driven ment as OEMs launch more services in the next increase in investment of resources into this space
and will differ across the heterogeneous African two to three years. But before that, these challenges is expected.
automotive market. will have a profound impact on the ability of OEMs In the nascent stages of this transformational
Developing a clear strategy which focuses on both to prioritise and maximise opportunities technology, OEMs and other players in the supply
these pillars is vital for OEMs to remain competi- associated with connectivity. chain will require an agile/start-up mentality to
tive. A concerted strategy will also play a key role Deloitte has evaluated a large number of drive innovation and services. OEMs will have to
in developing new services, business models and connected vehicle use cases, looking at both their keep a keen eye along the value chain and identify
revenue streams. potential to add value and the complexity of opportunities to acquire or collaborate with
“To prepare companies for the transformation their implementation. unlikely partners. Given the expertise that exists
occurring in the automotive industry, Deloitte has outside of the automotive industry, OEMs will have
undertaken a detailed analysis of the emerging to adapt their approach to R&D to stay ahead of
One of the key pillars
‘connected’ opportunity. Looking at the potential the competition.
impact of individual use cases across key business
underpinning any transformation For example, OEMs will start to work closely
metrics has allowed us to prioritise opportunities will be increasing connectivity. with developer communities that can design
that will be brought to market,” Davies commented customer facing apps and interfaces quickly.
in the report. In order to prioritise opportunities, the OEMs will also need to recruit people with a
According to the report the automotive use cases were mapped the use cases into the different skill set and could therefore find them-
industry of the future has the potential to be following segments: selves competing for talent against established
unrecognisable from that of today and one of the software companies.
key pillars underpinning any transformation will 1. Quick Wins While it is abundantly clear that the
be increasing connectivity. While the penetration This connected service group is relatively low in importance of transport in our lives is unlikely
of in-vehicle connectivity is currently limited to complexity to implement and has high potential to change in the foreseeable future. However,
certain OEMs and certain segments, significantly value to the business. The lower complexity is what is likely to change is the way we use
increased penetration can be expected over the either because the benefits of the services are and interact with products from across the
next five years. improvements in existing OEM operations or automotive industry.
This change will be driven by a number of because it is considered the logical next step in the Customer interactions with vehicles will
factors including customer demand, technological market and therefore already being tested. change not just as a result of demand but also
advancements and new legislation. through technology choices made by manufactur-
One of the key challenges facing OEMs today 2. Transformative ers. Meanwhile, new business models will impact
is the business model behind connected services: These are services that look towards the future, purchasing decisions as customers are able to
What are customers willing to pay for? Who owns have higher relative complexity alongside high choose between new types of ownership based on
the data? What are the data privacy concerns and potential value to the business. In the future both the economic and environmental feasibility.
what is the value of these services? many such use cases may become minimum Download the full report here. ■Subscribe for free @ www.autolive.co.za Page 11
International Body & Paint Competition Launched
Automechanika is holding the first international voting for their personal
Body & Paint competition in the exhibition’s his- favourites at the event
tory in association with DeBeer Refinish, Octoral and online.
and SATA. Bodyshop professionals will be compet- The competition
ing against one another at six Automechanika criteria include unique-
shows worldwide, from England to China. The na- ness of design, a link
tional event winners will then travel to Frankfurt between the design and
for the grand finale at Automechanika from 8 to 12 the country in which the
September 2020. Automechanika event
Automechanika Frankfurt will be the first is taking place, the use
Automechanika event to feature Body & Paint as of various techniques,
an independent product category in 2020. The or- a harmonious colour
ganisers celebrated the occasion by announcing palette and the type
an international competition – with events taking of spray guns used, as
place in six countries. Body & Paint professionals well as workshop safety
will go head to head and compete with other na- considerations and the use of environmentally Voting opens on the first day of the respective trade
tional bodyshops by designing the bonnet of a car, friendly products. Work that relies solely on fair and continues for 14 days. ■
using the country in which the Automechanika transfers or airbrushing are not the focal point of
fair is being held as their inspiration. this contest.
The event series will be launched for the first Teams interested in competing can submit Competition Locations and Dates:
Automechanika Birmingham 4-6 June 2019
time at Automechanika Birmingham from 4 to 6 applications for the event venue of their choice
Automechanika
June 2019, and will be followed by competitions in at www.automechanika.com/competition. The Johannesburg
18-21 September 2019
Johannesburg, Shanghai, Dubai and Mexico City. sponsors will select the participants. Automechanika Shanghai 3-6 December 2019
In each location, a panel of experts will pick a na- All Automechanika visitors are welcome to Automechanika Dubai 7-9 June 2020
tional winner who will then get to go to Frankfurt visit the special event showcase on location and INA PAACE Automechanika
22-24 July 2020
for the finals. In addition, trade visitors will be help select the people’s choice winner – or you vote Mexico City
Automechanika Frankfurt 8-12 September 2020
able to help select the people’s choice winner by online at www.automechanika.com/competition.
Big Trends in the Second-hand Car Market
By Jeff Osborne, Gumtree Autos increased from 2.09 in Q1 2018 to 2.13 in Q1 2019, Interestingly, in the formal sector recorded
although that number remains well short of the Q1 by Transunion, brand sales are almost a mirror
2017 number of 2.49. between new and previously-owned. The market
In spite of small uptick in April, the SA new car This means that for every new vehicle sold in share of the big four volume passenger vehicle
market remains on the back foot. SA, finance houses funded 2.13 second-hand vehi- manufacturers – Volkswagen, Toyota, Ford
Industry association NAAMSA hailed a very cle sales in the quarter. In real terms that number and Hyundai – virtually replicates itself in
welcome 3,9% year-on-year increase in passenger is an under-reporting as it covers formal financing both sectors.
vehicle sales in April 2019 but the year-to-date arrangements only and does not include the many Volkswagen and Toyota between them
sector statistics are still down by 6%. And the private used car trades for cash. carry 39% of new car finance volumes and 35%
benchmark Transunion Vehicle Pricing Index In the second hand vehicle market, 35% of of used car volumes. The Gumtree Autos site tells
for Q1 2019 shows new pas- sales recorded by Transunion were for vehicles a similar story. Of the nearly 70 000 passenger
senger finance deals have under two years old, and 10% were demo models, vehicles listed, around 20 000 (or 29%) are either
decreased YoY by 10%. which indicates consumers are continuing to Volkswagens or Toyotas.
As the new metal opt for “newer” previously owned cars. This is This means that buyers are playing it safe.
market goes off the boil, the contested space between the new and used When they buy a new car they have half an eye
inevitably the second car markets. In more bullish times, someone on its resale value and its resale value is driven
hand market has looking at a vehicle less than 24 months old would in turn by the second hand buyers seeking the
risen to fill the gap. potentially be disposed towards an upsell into a re-assurance of a big brand presence.
The brand new vehicle. In an economy which officially has a
Transunion The good news for consumers is that meagre 1.5% growth rate, and which has very
data shows Transunion’s Pricing Index shows that both new low confidence levels, it will be no surprise
that the and used vehicles are becoming cheaper in real if SA car buyers continue for the rest of 2019
used- terms. New vehicles are up 2.3% and used vehicles to prefer the value to be found in previously-
to-new only 1.9%–numbers that are well below a CPI of owned vehicles to the seductions of a shiny new
ratio has over 4%. showroom model. ■Subscribe for free @ www.autolive.co.za Page 12
Photo by Tim Mossholder from Pexels.
Photo by Pixabay from Pexels.
Gender Equality Remains Women Making Tracks in
an Issue in Motor Industry the Automotive Industry
In a recent article, the Motor Industry Staff Association (MISA) called on In an industry traditionally seen as male-dominated, many women are making
the South African retail motor industry to accelerate gender equality in their mark in the motor industry; owning workshops, playing leading roles on
the sector. According to Jeanne Esterhuizen, President of the Retail Motor the workshop floor, and running businesses.
Industry Organisation (RMI), there is still much to be done and the RMI is According to Dewald Ranft, Chairman of the Motor Industry Workshop
working closely with MISA to promote the necessary change. Association (MIWA), the fact that Audi South Africa has just had its first
Esterhuizen explained that Employment Equity and Legislation that female qualify as a master technician shows that women are challenging the
supports gender equality only applies to designated employers so a large industry status quo. “There are more and more female workshop owners and
portion of small and medium sized employers do not have to comply. The mechanics,” he said.
same principle applies to BBB-EE Legislation. One such person is Monique Petzer, owner and head mechanic of
“A more focused approach is required by all companies to train and We Care Auto Repairs (Westmead, KZN). She started her career in the motor
promote women at a lower level to managerial and executive level. At industry by working in the office at her sister and brother-in-law’s mechani-
company level, sexual harassment policies and policies addressing all cal company in Pietermaritzburg. She worked in the office for a few months
forms of discrimination must be implemented to ensure women are not before becoming interested in what her brother-in-law, Piet, was doing in
disadvantaged should they have ambitions to fill high-end jobs,” she said. the workshop
Esterhuizen believes that the current stumbling block is the entrench- One day her sister arrived at work, gave her overalls and said they had
ments of gender discrimination in cultural biases. “Men in certain cultures decided to give her the opportunity to do an apprenticeship if she wanted to.
find it difficult to report to women in superior positions. Sadly, women in She agreed. Petzer has since been in the industry for 12 years and has been
general don’t feel welcome in the industry due to archaic male behaviour qualified for nine
that is still alive and well in South Africa. Tania Louw’s love for cars led her to attend Princeton SSS in Mitchells
Plain because it offered motor mechanics as a subject. “My husband, Allistair
“Sadly, women in general don’t feel welcome in the and I then studied at Athlone Technical College – now called False Bay
College – where we completed our studies but I then went to work in the
industry due to archaic male behaviour that is still beauty industry.”
alive and well in South Africa” Louw is now the co-owner of Canterbury Car Services in Cape Town and
takes care of all admin duties, staffing as well as vehicle diagnostics. “I am
“I don’t believe women should randomly be pushed forward if they passionate about training motor mechanics. They must have integrity when
do not have the requisite skills or ambition to operate in historic male posi- repairing vehicles and always put the client’s safety first as well as keep cars in a
tions in the workplace. Rather those that have the strength of character, standard roadworthy condition,” she said.
talent and the will power to succeed in a challenging environment should Another woman with a passion for the industry is Riana Conradie. When
be given the opportunity to be developed into leadership positions asked what her current role is at Riaan’s Auto Repairs (Parow), she responded
predominantly filled by men.” by saying she is the paper problem-solver of the business and her husband is
The RMI and MISA, in a joint initiative, have embarked on gender the cold-metal problem solver.
equality training provided by an external training provider for all manage- Having started the business together in 1998, Conradie and her husband
ment and staff of RMI-affiliated members and MISA members employed have been running it since then. “My father was a motor technician. When I
by these RMI member businesses. did my aptitude tests in high school the results said I should also go into the
“We realise that we need to start from within the leadership of the motor technician trade. I didn’t then. I studied something totally different
sector and grow it from there,” explained Esterhuizen. “Our objectives but ended up marrying a motor technician and supporting him while he
are not only to strengthen the knowledge base regarding gender equality, completed his qualifications,” she explained.
but to promote a gender equality enabling environment in the workplace. After that they opened the business and Conradie’s initial role was
We want to create a strong network of champions for gender equality in customer service – answering phones and handling the admin. “After 1996 the
the motor industry in SA and strengthen the agency of men in promoting MerSETAs came into play and women were seen as historically disadvantaged.
gender equality.” This opened the way for free courses for women so I enrolled and qualified in
While things are in motion, there is still much to be done. “The in- engine rebuilding, servicing of manual gearboxes, and diffs
dustry has been male-dominated for more than 100 years so the change is Ranft salutes all the many women who are making a difference in the
slow. We will continue to put pressure on the industry to bring about real industry. “We are still evolving as an industry and these women are examples
change, not just for those women in the industry now, but for all the wom- to young women wanting to enter the industry. They are showing the world
en that will enter the industry in the future,” Esterhuizen concluded. ■ that through hard work and dedication – success is possible,” he concluded. ■Subscribe for free @ www.autolive.co.za Page 13
Corporate Social Responsibility
Continental Provides Assistance
After Cyclone Devastation
Continental is extending its support to the disaster neighbouring Zimbabwe and Malawi,” said According to SOS Children’s Village, Beira
relief efforts in Mozambique following the devasta- Shaun Uys, managing director of Continental was almost entirely isolated due to flooding,
tion and destruction caused by Cyclone Idai by Tyre SA. which damaged bridges and roads linking the
donating funds to SOS Children’s Village. “In the aftermath of the cyclone, NGOs face coastal city to the rest of the country. Linked
Continental Tyre South Africa (CTSA) has the arduous task of reaching the communities that to the extensive flooding, there is a high risk of
donated R25 000, while Continental AG has need assistance in order to deal with the resulting water-borne diseases such as malaria and cholera,
added a further 25 000 Euros (over R400 000) humanitarian crisis. Children are amongst the along with a critical shortage of food, clothing and
to assist the SOS Children’s Village non-gov- hardest hit, with families displaced or separated, emergency supplies.
ernmental organisation (NGO) – particularly and many have lost everything,” Uys added. Additionally, there is a need for psychological
in the flooded communities and urban centre “We trust that these donations will assist and medical healthcare and support for children
of Beira. SOS Children’s Village in providing the care and and staff, including those who have lost their
“Cyclone Idai has been described as one of help that the people of Mozambique need in this homes. Around 17 000 people were displaced in
the deadliest storms on record in the southern difficult time, and we urge other companies to Beira alone, and relief efforts are focused on assist-
hemisphere, with millions of people displaced contribute to the emergency relief programmes ing families with shelter as well as materials to start
and affected in Mozambique, as well as in that are currently underway.” rebuilding their homes. ■You can also read
