The automotive market is currently facing a major transformation: digitalization and electromobilization are rewriting the rules of the game - including for the aftermarket. This includes services, spare parts and products that are offered to end consumers after the sale of a vehicle. More and more new market players and models are establishing themselves in this area. Digital channels are playing an increasingly important role. Another driving factor behind this change is the trend towards electromobility. The digital transformation and the new requirements for services and spare parts will redefine market conditions in the future. How can participants prepare for this today?
Status quo des Aftermarkets
According to a study by McKinsey, 62% of B2B orders are still placed over the phone and via bricks-and-mortar retailers. However, the study also shows that digital procurement is becoming increasingly important, as new online players such as AUTODOC and kfzteile24 are increasing the competitive pressure on the aftermarket. These new players are focusing exclusively on e-commerce and are therefore competing for shares of the aftermarket at a new level.
At the same time, according to the McKinsey study, the European aftermarket is expected to grow from 200 billion euros at present to around 280 billion euros in 2030. A lucrative business - provided that you retain or increase your share.
The price transparency that exists in online business will not only change the purchasing decisions of manufacturers, but also the B2B relationships between workshops and dealers. The McKinsey study mentioned above also predicts a doubling of the e-tailing share, i.e. of workshops that purchase spare parts via online marketplaces: from around 5 percent today to up to 12 percent in 2030.
You can find more in-depth insights into the marketplace model in automotive B2B procurement in our article: The marketplace model - revolution or threat to the automotive B2B sector?
The new requirements
But it is not only price transparency through digital commerce that will influence the aftermarket in the future - another important factor is the increasing demand and new requirements for services and spare parts for electric vehicles:
Spare parts supply
Electrified vehicles often use specialized components that differ from those of conventional combustion engine vehicles. Companies operating in the aftermarket need to ensure that there is a sufficient supply of spare parts for these new technologies. At the same time, digital manufacturing technologies such as 3D printing could facilitate the production of spare parts on site. The US car manufacturer Ford is already doing this together with HP Inc., using 3D printing to produce vehicle parts from recycled plastic and metal to produce high-quality and sustainable car parts.
Diagnostics and maintenance
The increasing networking of vehicles makes it possible to collect and analyze extensive data on the condition of cars. Find out more here. This can lead to changing requirements for car workshops - they need to specialize in electric vehicles. For example, workshops can offer preventive maintenance services - so potential problems can be rectified at an early stage.
Spare parts management and logistics
Networking and the resulting data knowledge enables more accurate forecasting of demand and inventory management. This can help to avoid overstocking while ensuring that required parts are available at all times.
Our blueprint The challenges of digitalization for the automotive industry provides you with specific recommendations for optimizing your internal data structures.
Software updates
Electric vehicles are often equipped with complex software systems that require regular updates. Manufacturers can often provide these updates via wireless connections, which reduces the need for physical intervention in the vehicles. This can lead to a shift from services to remote diagnostics and maintenance.
Outlook
The transformation of the automotive industry and the aftermarket is taking place on several levels - in the type of B2B procurement and in the products and services themselves. This poses a major challenge for the majority of market participants - especially because the industry has so far relied more on traditional and historically evolved processes in procurement than on digital innovation.
But what cannot be denied: The automotive aftermarket will grow. Market participants should check whether their business models and processes meet the new requirements. If this is not the case, it is advisable to consider a new set-up. This transformation will have a major impact on traditional and analog B2B supply chains, because the new price transparency will change competition considerably. Loyalty and long-standing business relationships will no longer be the deciding factors in a transaction, but one thing above all: price. Fast deliveries, product range, convenience and an uncomplicated customer journey will also become more relevant for future purchasing decisions.
Overall, digitalization and electromobilization will fundamentally change the automotive aftermarket by creating new opportunities for innovation and services, but will also pose challenges in terms of technological change, skills shortages and adapting to new business models. This is why companies that want to secure their long-term success in this new competitive landscape should invest in the right digital set-up: The foundation is a stable data architecture and flexible technology that enables e-commerce across different channels.
In unserem Blueprint Die Herausforderungen der Digitalisierung für die Automotive-Branche erhalten Sie konkrete Handlungsempfehlungen zur Optimierung Ihrer internen Datenstrukturen und Ihrer B2B-Beschaffungsprozesse.
