Automotive Financial Services in Northern and Central Europe

Published by: Finaccord Ltd.

Published: May. 1, 2007 - 370 Pages

Table of Contents

0.0 EXECUTIVE SUMMARY

Finance and leasing: a market worth €82.5 billion in gross advances and assets leased in 2006…

… with point-of-sale finance claiming a share of around 56.3% of the total market value

Average point-of-sale take-up rates for new cars are highest in Hungary and weakest in Denmark

In several markets, dealers are expanding the number of providers with which they work…

… although weak sales in the Czech Republic and Slovakia have produced the opposite effect

Motor insurance: dealer-intermediated pols. make up around 8.0% of the total consumer market

… although the effectiveness of dealerships in this arena varies greatly from country to country

Creditor insurance: Hungary and Poland are currently experiencing strong development

Extended warranties: specialist providers are developing a significant non-captive market

GAP ins.: awareness of GAP insurance is highest in the Czech Republic, Poland and Slovakia

Road assistance: local companies continue to compete against international providers

In many ways, consolidation among dealers improves the prospects for auto. financial services

The sale of a 51% stake in GMAC by GM alters the landscape for captive financial services

Entities dependent upon point-of-sale automotive financial services can defend their position…

… through pursuing a number of action points that will help them to realise their common vision

1.0 INTRODUCTION

What is this report about?

The focus of the report is on financial services related to the sale of passenger cars to individuals

Rationale

Financial services provision is crucial to the profitability of automotive entities…

… and extends to a range of insurance, warranty and assistance concepts…

… although published information on these markets remains at a premium

Changes in the structure of the dealer channel have implications for automotive financial services

Methodology

Dealer survey

Manufacturer survey

Market data

Computation of market data is based on a complex set of assumptions and variables…

… which Finaccord has compared against secondary information sources wherever possible

Definitions

Finaccord

PartnerBASE™

Other studies focused on automotive financial services in Europe

Errors, omissions and limit of liability

2.0 REGIONAL OVERVIEW

Introduction

Passenger vehicle data

Germany’s car parc accounts for over 55% of the total for Northern and Central Europe

Denmark and Norway belie their status as mature mkts. to deliver rapid growth in new car sales

The boom in nearly new and used car imports into Poland bolsters growth in sales of used cars

Local preferences for passenger cars vary significantly from country to country

Motor dealer data

The number of franchised dealers. sales outlets falls in seven out of the ten countries reviewed

Sales volume per outlet remains very low in Switzerland in spite of a reduction in dealer numbers

Finance / leasing

Survey results

Dealer penetration rates for finance and leasing dip below 100% only in Denmark and Switz.

Hungarian and Polish dealerships maintain the most relationships for finance and leasing…

… although the average number has fallen back in both the Czech Republic and Slovakia

Almost a half of dealers interviewed collaborate with both captive and non-captive providers

Average customer take-up rates at the point of sale exceed 50% for new cars in six countries

… although the effectiveness of dealers. as distributors appears to be declining in most cases

Over one third of the market for private car finance is attributable to leasing-based contracts

Finance and leasing is offered by most manufacturers across Northern and Central Europe

Market size and growth

Germany accounts for 58.9% of the region’s volume of new and used cars subject to financing…

… although as much as 68.1% at the point of sale if direct lenders are omitted from the equat.…

… with a value well in excess of €30 billion in gross advances and assets leased in 2006

Private car finance in the region adds up to a market growing at an average annual rate of 3.2%

The key factor is a declining market for used cars financed at the point of sale in Germany

Total point-of-sale finance and leasing possessed a value of over €80 billion in 2006

In aggregate terms, dealerships lose ground in themarket for finance and leasing for new cars…

… with direct lenders achieving over double their average annual rate of growth in new business

The share of dealerships in finance provided for used car sales falls below a quarter in 2006…

…with direct lenders likely to provide a higher aggregate value of used car finance by 2008

Motor insurance

Dealer penetration rates for motor insurance reach 100% in three of the ten countries reviewed

Many dealerships in Switzerland act as multi-tied agents or brokers for motor insurance

Denmark and Sweden are characterised by the high penetration of captive-only propositions

Average customer take-up rates vary considerably from country to country across the region…

… with the overall take-up rates for new cars lying above 50% in six of the territories reviewed

Manufacturer enthusiasm for branded motor insurance is highest in Poland and Germany

Dealer-intermediated motor ins.: Germany accounts for just over 50% of the market value…

… with Volkswagen Versicherungsdienst alone holding a portfolio of around 1.1 million policies

Volvia accounts for a substantial proportion of dealer-intermediated motor insurance in Sweden

Creditor insurance

Over 50% of dealers offer creditor insurance in only four out of the ten countries considered…

… although re-solicitation programs can improve cross-sell rates in many instances

In a majority of cases, average customer take-up rates fall below the 10.0% threshold…

… which indicates that there is plenty of scope to develop overall cross-selling rates further

Manufacturer-branded creditor insurance progs. are most widespread in Germany and Poland

Direct lenders account for the majority of creditor insurance sold in conjunction with car finance…

… with Germany accounting for almost two thirds of the market value for the region as a whole

Extended warranties

Dealerships in the Nordic region and Slovakia are the least likely to promote ext. warranties

Dealerships in Germany and Norway are most likely to work with multiple warranty providers

Non-captive warranty prov. is evolving as a result of the activity of a range of specialist firms…

… some of which operate internationally and some of which also run branded schemes

Average take-up rates for ext. warranties are highest for both new and used cars in Germany

For the whole region, an overall take-up rate of just below 20% is rec. for buyers of used cars

Enthusiasm for manufacturer-branded warranty extensions is weakest in Scandinavia

The market for used car warranty exts. is over double the size of its equivalent for new cars

Germany accounts for almost three quarters of the mkt. value for Northern and Central Europe

GAP insurance

The Czech Republic, Poland and Slovakia register the highest dealer participation rates

GAP insurance can be promoted through dealers. by a variety of non-captive market players

Independent provs. of GAP insurance at the point of sale prosper in markets other than Poland

Where offered by dealers, ave. take-up rates for GAP insurance often run at significant levels

For purchasers of new cars, overall take-up rates are strongest in the Czech Rep. and Poland

Manufacturer-branded schemes for GAP insurance are most in evidence in the Czech Republic

Notwithstanding low customer take-up rates, Germany is the largest market in value terms

Road assistance

Breakdown recovery ins. is offered on a branded basis by the vast majority of manufacturers

Both international and local assistance companies compete for deals with manufacturers

Manufacturers’ captive finance operations

Financial services constitute a crucial source of profitability to major automotive groups…

… although the sale of a 51% stake in GMAC by General Motors is a significant development

3.0 AUSTRIA

Introduction

Passenger vehicle data

New car sales advance at an annual average of 2.6% between 2002 and 2006

Brands within the Volkswagen grouping continue to account for well over a quarter of sales

Motor dealer data

Franchised sales outlets increase following the trough reached at the beginning of 2004…

… but average sales per sales outlet in Austria remain well below the regional average

Finance and leasing - market size and growth

Direct lenders and cash buyers put the squeeze of point-of-sale finance in Austria…

… causing the value of used car finance intermediated by dealers to decline

Dealer survey - top level results

Dealer penetration rates exceed 50% for all types of financial service other than GAP ins.…

… with average take-up below the regional averages for finance / leasing and motor ins.…

… but above or close to the averages for the other ancillary financial services considered

Austrian consumers display a preference for leasing-based contracts, including long-term rental

Austrian dealerships are increasingly likely to use non-captive finance and leasing propositions

Competitor dynamics

Finance / leasing: over 40% of dealers continue to intermediate captive finance only

… although a group of four main, non-captive competitors is becoming increasingly strong

Motor insurance: over 70% of dealerships focus exclusively on manufacturer-branded policies

Extended warranties: Car Garantie dominates non-captive warranty prov. at the point of sale

… although several other providers have begun to emerge in the dealer distribution channel

GAP insurance: a minority of dealerships promote GAP cover on a stand-alone basis

Manufacturer relationships

Finance / leasing: a number of banks are competing for manufacturer-branded mandates

Motor ins.: a majority of manufacturer brands collaborate with a single, external underwriter

Creditor insurance: Cardif, Swiss Life and Winterthur emerge as the main protagonists

Extended warranties: longer automatic guarantees dull appetite for ext. warranty programs

GAP insurance: a minority of brands only have introduced stand-alone GAP insurance

Road assistance: the ÖAMTC continues to handle the key Ford, Opel and Volkswagen accs.

Data bank

4.0 CZECH REPUBLIC

Introduction

Passenger vehicle data

Rapid growth in sales of used cars help to offset the continuing decline in sales of new vehicles.

The aggregate share of sales of brands within the Volkswagen grouping remains above 50%

Motor dealer data

The number of franchised dealer outlets recovers from the low point reached in 2003…

… although dealers are likely to become increasingly reliant upon sales of used vehicles

Finance and leasing - market size and growth

A robust mkt. for used car finance outweighs the unpropitious env. for new car finance…

… helping the value of gross advs. and assets leased to exceed CzKr 30 billion barrier in 2006

Dealer survey - top level results

Dealer provision of ext. warranties and GAP insurance has advanced strongly in recent years

Around two thirds of buyers of new cars take out finance or leasing at the point of sale…

… while the average take-up rate for motor insurance is boosted by automatic bundling

Czech dealerships have reduced slightly the number of partners used for finance and leasing

Around three out of every four consumers opt for a leasing-based car finance contract

Competitor dynamics

Finance / leasing: captive finance providers appear to have strengthened their hand…

… although they face tough competition from a variety of non-captive entitities…

… including the recently re-named Credium as well as CAC, ČSOB and GE Money Bank

Motor insurance: a small number of entities dominate point-of-sale provision of motor insurance

Extended warranties: a significant market for non-captive warranties has grown in recent years

GAP insurance: provisionby dealerships is dominated primarily by non-captive providers…

… with Carlife having grown rapidly in both extended warranties and GAP ins. since 1999…

… and with Maxima Pojišťovna having re-focused on these types of policy from 2002 onwards

Manufacturer relationships

Finance / leasing: CAC Leasing ties up exclusive, shared or joint venture links with 11 brands

Motor ins.: the majority of brands collaborate with a panel of between three and five insurers

Creditor insurance: Cardif Pro Vita exercises a virtual monopoly on directly organised partners

Extended warranties: a majority of brands organise warranty schemes on an internal basis

GAP insurance: Carlife usurps the competition as the leading supplier of branded GAP ins

Road assistance: local assist. companies continue to sshut out the international competitors…

… although Coris claims the Fiat Group account and AXA Assistance works with Renault

Data bank

5.0 DENMARK

Introduction

Passenger vehicle data

Sales of both new and used passenger cars have developed strongly in recent years

Suzuki and Toyota push General Motors and Renault Nissan out of the top five groupings

Motor dealer data

The rate of decline in the number of franchised dealerships levels out in 2004 and 2005…

… although modest sales efficiency suggests that a further downsizing remains on the cards

Finance and leasing - market size and growth

Dealerships intermediate only a small proportion of private car finance in Denmark…

… with vehicles financed through direct lenders and cash growing at a faster rate

An important driver of car finance in Denmark is the very high average price of new vehicles

Dealer survey - top level results

Finance and leasing constitutes the main focus of Danish dealers in auto. financial services

Automotive financial services are characterised by weak take-up rates at the point of sale

Less than one in five individual car buyers in Denmark opt for leasing-based contracts

On average, Danish dealerships use slightly more than two providers for finance and leasing

Competitor dynamics

Finance / leasing: a fragmented market suggests that the sector may be ripe for consolidation

Motor insurance: there is little or no scope for independent insurers to sell through dealerships

Extended warranties: independent warranty providers have yet to make serious progress

Manufacturer relationships

Finance / leasing: Semler Bilfinans provides captive finance for the four Volkswagen brands

Nordania Leasing is the most prominent external partner for branded finance and leasing

Motor insurance: Codan, If and Topdanmark dominate partnerships for branded insurance

Creditor insurance: only Fiat Finansiering has introduced a lånesikring policy into the market

Extended warranties: few manufacturer brands have developed extended warranty schemes

Road assistance: Dansk Autohjælp and Falck dominate manufacturer brand relationships

Falck, in particular, is keen to expand its business in Scandinavia and elsewhere in Europe

Data bank

6.0 GERMANY

Introduction

Passenger vehicle data

New car sales stage a recovery in 2006 but the market for used cars continues to decline gently

Volkswagen Group claims nearly one in three new car registrations in 2006

Motor dealer data

The long-standing decline in franchised dealership numbers stabilises by the beginning of 2006

Average sales per sales contract and sales outlet have risen significantly in recent years

Finance and leasing - market size and growth

In terms of the total number of car finance contracts, the market remains stagnant…

… with direct lenders accounting for most of the growth that has occurred in value terms

Data issued by both the Bankenfachverband and AKA underlines the tough conditions

Dealer survey - top level results

GAP insurance is rarely marketed on a stand-alone basis by car dealerships in Germany

Point-of-sale take-up rates for finance / leasing and extended warranties are particularly high

Dealerships are increasingly inclined to work with a higher number of finance and leasing firms

Lending-based products make up almost two thirds of total consumer finance agreements

Competitor dynamics

Finance / leasing: well over a half of German dealerships now work with non-captive providers

… with Santander Consumer Finance approaching an annual volume of one million contracts

BDK was created in 2000 with the national association of car dealers as a main shareholder…

… and is seeking to innovate both in the spheres of both finance / leasing and insurance…

… although it remains small, in terms of business vols., when compared to the market leader

Motor insurance: several underwriters are cultivating the car dealership distribution channel

Extended warranties: over a third of dealerships utilise non-captive warranty providers

Car Garantie is the clear leader in Germany’s extended warranty market…

… with premiums moving up at an annual average rate in excess of 10% in recent years

GAP ins.: attempts to introduce stand-alone policies appear to have met with limited success

Manufacturer relationships

Finance / leasing: Fiat Bank also provides fin. and leasing for Ferrari and Maserati in Germany

Motor insurance: captive brokers play a prominent role in manufacturer-branded insurance

Volkswagen Versicherungsdienst made significant progress during the course of 2006…

… as a consequence of making several key changes to its strategic partnership with Allianz

… with Allianz / Frankfurter and Garanta / Nürnberger prominent in non-captive arrangements

Creditor insurance: Schweizerische and DBV Winterthur dominate auto. creditor insurance

Extended warranties: Car Garantie accounts for a majority of manufacturer partnerships

GAP insurance: only a handful of manufacturer brands offer stand-alone GAP insurance

Road assistance: the indigenous manufacturer groups operate their own assistance services….

… although other competitors include ADAC, AvD, Europ Assistance and Mondial Assistance

Data bank

7.0 HUNGARY

Introduction

Passenger vehicle data

An increase in registration taxes causes a fall in passenger car sales in both 2005 and 2006

Suzuki punches above its weight as a result of its local manufacturing presence

Motor dealer data

Dealership sales outlets grow overall in spite of falls in two years between 2002 and 2006

… resulting in a vehicle distribution channel whose efficiency is bettered only by Germany

Finance and leasing - market size and growth

The impressive growth of previous years goes into reverse from 2005 onwards…

… with the market value, in terms of gross advances and assets leased, having peaked in 2004

A very significant proportion of car loans are made in a foreign currency, often Swiss Francs

Dealer survey - top level results

Provision rates for creditor insurance and ext. warranties have risen sharply in recent years…

… with dealerships achieving healthy ave. take-up rates where these are offered to consumers .

Dealerships are less inclined than ever to remain loyal to finance providers, including captives

Only around one in every five finance packages can be defined as leasing-based contracts

Competitor dynamics

Finance / leasing: captives struggle for breathing space in a crowded point-of-sale market…

… in which a multitude of foreign-owned institutions battle for business

Motor insurance: Allianz Hungária, Generali Providencia and Uniqa are the dominant suppliers

Extended warranties: independent warranty suppliers have begun to make progress in Hungary

Manufacturer relationships

Finance / leasing: a number of external partners have secured mandates from major brands

Motor insurance: Allianz Hungária and Generali also operate several branded schemes…

… although a broker, Eurorisk, holds the relationship with seven manufacturer brands

Creditor insurance: only one captive finance entity operates a creditor insurance scheme

Extended warranties: only a minority of brands have introduced their own warranty programs

Road assistance: Magyar Autóklub accounts for a half of manufacturer partnerships

Data bank

8.0 NORWAY

Introduction

Passenger vehicle data

The share of total new passenger car sales attributable to fleet buyers has risen in recent years.

The Toyota grouping challenges the Ford grouping for second position in the new car market

Motor dealer data

The sharp fall in the number of franchised outlets reaches its lowest point in 2003…

… although apparently low sales efficiency is caused in part by Norway’s peculiar geography

Finance and leasing - market size and growth

The volume of car sales subject to some form of finance peaked at around 279,000 in 2004…

… with the value of the market having retreated slightly to around NKr 29.50 billion by 2006

Dealer survey - top level results

Relatively few dealerships in Norway intermediate either creditor insurance or ext. warranties

Take-up rates for motor insurance are comfortably higher than the regional average

Lending-based products account for the majority of private car finance contracts in Norway

Where dealers offer warranties, they commonly source policies from more than one provider

Competitor dynamics

Branded finance and leasing propositions face tough competition from non-captive providers

Grupo Santander’s ELCON commands a market share of vehicle finance of approaching 30%

Motor insurance: If and Gjensidige are easily the most prominent non-captive underwriters

Extended warranties: Fragus Warranty Group strengthens its position by linking with ELCON

Manufacturer relationships

Finance / leasing: SEB and Storebrand Bank are active through joint ventures with importers

Motor insurance: Tennant Forsikring picks up a valuable relationship in the shape of Toyota

Creditor insurance: the majority of brands are active only through indirect relationships

Road assistance: Viking Redningstjeneste possesses by far the highest number of partnerships

Data bank

9.0 POLAND

Introduction

Passenger vehicle data

2005 and 2006 see a continuation of the trend for huge volumes of used car imports in Poland

Consequently, the vast majority of consumers acquiring a car elect to purchase a used vehicle

Volkswagen commands a group market share in excess of 20.0% of the passenger car market

Motor dealer data

The number of franchised dealer outlets has stabilised but remains low in per capita terms

As in the Czech Republic, the emphasis for dealers will fall increasingly on the sale of used cars

Finance and leasing - market size and growth

The flood of cheap imports brings about rapid growth in the volume of vehicles financed…

… albeit around 410,000 cars are likely to have been paid for in cash during 2006

Excluding fleets, the total market for passenger car finance is worth over PlZ 10 billion…

… although the overall market for consumer credit is growing at roughly twice the speed

Dealer survey - top level results

Dealer interest in intermediating ancillary financial services appears to be on the increase

Point-of-sale take-up rates for finance and leasing appear to have risen in recent years…

… with sales of GAP insurance to new car buyers also seemingly strong where offered

Polish dealers. have expanded the number for finance and leasing firms with which they work

Lending-based contracts dominate finance for individual customers

Competitor dynamics

Finance / leasing: numerous independent providers compete in the point-of-sale market…

… with Santander Consumer Bank, in particular, having asserted itself in recent years

Motor insurance: PZU, ERGO Hestia and Allianz continue to dominate the dealer channel

Extended warranties: Poland remains virgin territory for non-captive warranty propositions

GAP insurance: As for extended warranties, GAP ins. is dominated by captive propositions

Manufacturer relationships

Finance / leasing: a significant prop. of brands continue to collaborate with multiple partners

Motor insurance:Allianz, ERGO Hestia and PZU also dominate manufacturer partnerships

Creditor insurance: albeit sometimes indirectly, promotion of creditor ins. is now widespread

Extended warranties: schemes are now in place for over a half of manufacturer brands

GAP insurance: Cardif dominates provision of stand-alone GAP insurance in Poland…

… although several brands have incorporated limited cover into their motor insurance policies

Road assistance: AXA Assistance and Pol Assistance provide competition to a dominant trio

Data bank

10.0 SLOVAKIA

Introduction

Passenger vehicle data

A rapid expansion in imported vehicles causes sales of used cars to surge in 2005 and 2006

The share of new car sales of the Volkswagen grouping declined rapidly between 2004 to 2006

Motor dealer data

Over 100 new franchised dealer outlets opened over a three year period to the start of 2006…

… although it is possible that this growth may be out of proportion relative to underlying demand

Finance and leasing - market size and growth

Virtually all of the growth in Slovakia’s market is due to finance and leasing for used cars

Used car finance now accounts for over a third of the value of total private car finance

Slovakia’s wider market for cons. credit is growing at more than twice the rate of car finance

Dealer survey - top level results

GAP ins. has overtaken creditor insurance and extended warranties as a priority for dealers

The provision of automotive financial services for used cars generally lags that for new cars

Dealerships have cut back substantially on the number of finance provs. with which they work

Around three out of every four consumers opt for a leasing-based car finance contract

Competitor dynamics

Finance / leasing: over a half of dealers. now work exclusively with captive finance providers…

… although a further eight independent, foreign-owned entities are also active in this sector

Motor insurance: Allianz and Kooperativa continue to dominate point-of-sale provision

Extended warranties: Cargarant pioneers the provision of non-captive programs in Slovakia

GAP insurance: new distribution deals seal Carlife’s status as the leading independent supplier

Manufacturer relationships

inance / leasing: most major brands have now introduced finance and leasing services

Motor insurance: branded insurance is most commonly sourced from a panel of underwriters

Creditor insurance: Cardif Pro Vita has created relations. with both GMAC and VWFS / Škofin

Ext. warranties: Carlife ties up administration deals with Kia and Porsche Inter Auto Slovakia

GAP insurance: only Maxima’s links with Ford and Volvo disturb the status of Cardif Pro Vita

Road assistance: Autoklub Slovakia Assistance claims a majority of the key relationships

Data bank

11.0 SWEDEN

Introduction

Passenger vehicle data

Moderate growth in the market for new cars helps to offset virtually static sales of used cars

Volvo achieves more than double the sales volume of any other single brand in Sweden

Motor dealer data

Following a period of decline, the no. of outlets rises by 6.9% in the year to the start of 2006…

… although measured by sales per sales outlet, dealers generate relatively low volumes

Finance and leasing - market size and growth

The number of credit agreements for purchase of new or used cars remains almost static…

… although both the point of sale and direct lenders experience growth in value terms

Survey results

Local anomalies influence provision rates of automotive financial services by Swedish dealers

Car dealerships represent an important distribution channel for motor insurance in Sweden…

… although renewal rates for pols. sold by dealers are weaker than those for the whole market

GAP insurance is never marketed on a stand-alone basis by car dealerships in Sweden

Point-of-sale take-up rates are strong for finance / leasing and motor insurance in Sweden

Swedish dealerships tend to work with a comparatively low number of financial svs. providers

Virtually all car finance organised for consumers comes in the form of lending-based contracts

Competitor dynamics

Finance / leasing: Santander emerges among the leading trio of non-captive provs. in Sweden

Motor insurance: most dealerships concentrate on intermediating captive insurance policies

Ext. warranties: where offered, warranties are usually sourced from independent providers

Manufacturer relationships

Finance / leasing: FCE Bank provides fin. on behalf of Renault, as well as the five Ford brands

Motor insurance: If, including Volvia, accounts for a majority of branded insurance programs

Creditor insurance: Cardif Pinnacle and Genworth Financial claim a trio of key relationships

Extended warranties: only three manufacturer brands operate their own warranty schemes

Road assistance: Skade och Räddningslarm has been bought by SOS International

Data bank

12.0 SWITZERLAND

Introduction

Passenger vehicle data

Sales of used cars remained virtually static in Switzerland over the 2002-6 time frame

Four manufacturer groups account for almost a half of sals of new passenger vehicles in 2006

Motor dealer data

A dull market for sales of new and used cars causes dealer sales outlet numbers to contract…

… but sales per sales outlet in Switzerland remain chronically low relative to the regional ave

Finance and leasing - market size and growth

The Swiss market for car finance and leasing shows little change from one year to the next…

… although it rose to more than CHFr 7.5 billion in new business for the first time in 2006

Dealer survey - top level results

Swiss dealers focus primarily on intermediating finance, leasing and extended warranties

Take-up rates are best for finance / leasing for used cars and ext. warranties for used cars

Around four out of five car finance contracts are classifiable as leasing-based products

On average, Swiss dealerships use slightly more than two providers for finance and leasing

Competitor dynamics

Finance / leasing: the majority of dealers work exclusively with captive finance providers…

… with only GE Money Bank and Credit Suisse offering particularly serious competition

Motor insurance: car dealerships in Switzerland utilise a variety of operating models

Extended warranties: Car Garantie and eurotax Garantie have cultivated the mkt. since 1993

Manufacturer relationships

Finance / leasing: AMAG and Emil Frey control a significant vol. of car finance in Switzerland

Motor insurance: only a minority of manufacturer brands offer policies under their own name

Creditor insurance: payment protection policies are rarely offered by manufacturer brands

Extended warranties: eurotax Garantie accounts for the majority of manufacturer relationships

Road assistance: Touring Club Suisse has accumulated 1.45 million individual customers

Data bank

GRAPHICS / TABLES

Dealers contacted for the research, segmented by country and manufacturer group affiliation

Manufacturer groups and brands contacted for the research

Overview of the passenger car parc in Northern and Central Europe, 2002-6

Overview of new passenger car sales in Northern and Central Europe, 2002-6

Overview of used passenger car sales in Northern and Central Europe, 2002-6

New car registrations in Northern and Central Europe segmented by manufacturer group, 2005/6

Number of franchised automotive dealership sales outlets in Northern and Central Europe, 2001-5

Average sales volume per franchised automotive dealership sales outlet in N/C. Europe, 2005

Comparison of % of dealers offering finance / leasing at the point of sale in N/C. Europe, 2007

Comparison of average number of providers used by dealers offering finance / leasing in N/C. Europe, 2007

Comp. of ave. number of provs. used by dealers offering fin. / leas. at the pos. in N/C. Europe, 2004-7 (data)

Comp. of captive / non-captive op. mods. used by dealers offering fin. / leas. at the pos. in N/C. Europe, 2007

Comp. of captive / non-cap. op. mods. used by dealers off. fin. / leas. at the pos. in N/C. Europe, 2007 (data)

Comp. of ave. % of new and used car purchasers contracting fin. / leas. at the pos. in N/C. Europe, 2007

Comp. of % of new and used car purchasers contracting fin. / leas. at the pos. in N/C. Europe, 2004-7 (data)

% of split of auto. finance at the pos. between lending-based and leasing-based conts. in N/C. Europe, 2007

Comp. of % of manufacturers / importers with arrangements for branded fin. / leas. in N/C. Europe, 2007

Comp. of volume of passenger cars financed in N/C. Europe seg. by new / used and by dist. channel, 2006

Comp. of vol. of pass. cars financed in N/C. Europe seg. by new / used and by dist. channel, 2006 (data)

Comp. of value of passenger cars financed in N/C. Europe seg. by new / used and by dist. channel, 2006

Comp. of value of pass. cars financed in N/C. Europe seg. by new / used and by distr. channel, 2006 (data)

Key data points for the pass. car fin. mkt. in N/C. Europe seg. by dist. channel: vols. and values, 2002-6

Total passenger car finance market in N/C. Europe segmented by distribution channel: volumes, 2002-6

Total passenger car finance market in N/C. Europe segmented by distribution channel: values, 2002-6

New passenger car finance market in N/C. Europe segmented by distribution channel: volumes, 2002-6

New passenger car finance market in N/C. Europe segmented by distribution channel: values, 2002-6

Used passenger car finance market in N/C. Europe segmented by distribution channel: volumes, 2002-6

Used passenger car finance market in N/C. Europe segmented by distribution channel: values, 2002-6

Comparison of % of dealers offering motor insurance at the point of sale in N/C. Europe, 2007

Comparison of average number of providers used by dealers offering motor insurance in N/C. Europe, 2007

Comp. of captive / non-captive op. models used by dealers off. motor ins. at the pos. in N/C. Europe, 2007

Comp. of captive / non-capt. op. mods. used by dealers off. motor ins. at the pos. in N/C. Europe, 2007 (data)

Comp. of ave. % of new and used car purchasers contracting motor ins. at the pos. in N/C. Europe, 2007

Comp. of overall % of new and used car purchasers contracting motor ins. at the pos. in N/C. Europe, 2007

Comp. of ave. and overall % of new / used car purch. acq. motor ins. at the pos. in N/C. Europe, 2007 (data)

Comp. of % of manufacturers / importers with arrangements for branded motor ins. in N/C. Europe, 2007

Approximate size of the dealer-intermediated motor ins. market in Northern and Central Europe, 2006

Comp. of % of dealers offering creditor insurance at the point of sale in N/C. Europe, 2007

Comp. of ave. % of new and used car purchasers acq. creditor ins. services at the pos. in N/C. Europe, 2007

Comp. of ove. % cross-sell rates at the pos. among new / used car purch. for cred. ins. in N/C. Europe, 2007

Comp. ave. and ove. % crs.-sell rates at the pos. new / used car purch. for cred. ins. in N/C. Eu., 2007 (data)

Comp. of % of manufacturers / importers with arrangements for branded creditor ins. in N/C. Europe, 2007

Approximate size of the creditor ins. market linked to passenger car finance in N/C. Europe, 2006

Comp. of % of dealers offering extended warranties at the point of sale in N/C. Europe, 2007

Comp. of ave. number of providers used by dealers offering extended warranties in N/C. Europe, 2007

Comp. of captive / non-captive op. models used by dealers offering ext. wts. at the pos. in N/C. Europe, 2007

Comp. of captive / non-capt. op. mods. used by dealers off. ext. wts. at the pos. in N/C. Europe, 2007 (data)

Comp. of ave. % of new and used car purch. contracting ext. wts. at the pos. in N/C. Europe, 2007

Comp. of overall % of new and used car purchasers contracting ext. wts. at the pos. in N/C. Europe, 2007

Comp. of ave. / overall % of new and used car purch. acq. ext. wts. at the pos. in N/C. Europe, 2007 (data)

Comp. of % of manufacturers / imps. with arrangements for branded ext. warranties in N/C. Europe, 2007

Approximate size of the market for extended warranties for new and used cars in N/C. Europe, 2006

Comp. of % of dealers offering GAP insurance at the point of sale in N/C. Europe, 2007

Comp. of ave. number of providers used by dealers offering GAP ins. in N/C. Europe, 2007

Comp. of captive / non-captive op. mods. used by dealers offering GAP ins. at the pos. in N/C. Europe, 2007

Comp. of captive / non-captive op. mods. used by dealers off. GAP ins. at the pos. in N/C. Eu., 2007 (data)

Comp. of ave. % of new and used car purchasers contracting GAP ins. at the pos. in N/C. Europe, 2007

Comp. of overall % of new and used car purchasers contract. GAP ins. at the pos. in N/C. Europe, 2007

Comp. of ave. and ove. % of new and used car purch. contract. GAP ins. at the pos. in N/C. Europe, 2007

Comp. of % of manufacturers / importers with arrangements for branded GAP ins. in N/C. Europe, 2007

Approximate size of the market for GAP ins. for new and used cars in N/C. Europe, 2006

Comp. of % of manufacturers / imps. with arrangements for branded road assistance in N/C. Europe, 2007

Partner market shares for manufacturer-branded road assistance in Northern and Central Europe, 2007

Partner market shares for manufacturer-branded road assistance in N/C. Europe, 2007 (data)

Global financial services revenues and pre-tax profits of major automotive manufacturer groups, 2005-6

Passenger car parc and new / used passenger car sales in Austria, 2002-6

New car registrations in Austria segmented by manufacturer group, 2006

Number of franchised automotive dealership sales outlets in Austria, 2001-5

Key data points for the franchised automotive dealership distribution channel in Austria, 2005

New / used passenger car finance market in Austria segmented by dist. channel: volumes, 2002-6

New / used passenger car finance market in Austria segmented by dist. channel: values, 2002-6

% of dealers offering various automotive financial services in Austria, 2007

% of new and used car purchasers contracting auto. fin. services at the point of sale in Austria, 2007

Average number of various automotive financial services providers used by dealers in Austria, 2007

% of split of automotive finance at the point of sale in Austria between lending and leasing contracts, 2007

Pen., op. mods. and non-captive part. mkt. shares for finance / leasing mktd. by dealers in Austria, 2007

Pen., op. mods. and non-captive part. mkt. shares for motor insurance mktd. by dealers in Austria, 2007

Pen., op. mods. and non-captive part. mkt. shares for extd. warranties mktd. by dealers in Austria, 2007

Pen., op. mods. and non-captive part. mkt. shares for GAP insurance mktd. by dealers in Austria, 2007

Pen., op. models and non-captive part. market shares for man.-branded finance / leasing in Austria, 2007

Pen., op. models and partner market shares for man.-branded motor insurance in Austria, 2007

Pen., op. models and direct partner market shares for man.-branded creditor ins. in Austria, 2007

Pen., op. models and partner market shares for man.-branded extd. warranties in Austria, 2007

Pen., op. models and partner market shares for man.-branded GAP insurance in Austria, 2007

Pen., op. models and partner market shares for manufacturer-branded road assistance in Austria, 2007

Key data points for automotive financial services in Austria, 2002-6

Passenger car parc and new / used passenger car sales in the Czech Rep., 2002-6

New car registrations in the Czech Rep. segmented by manufacturer group, 2006

Number of franchised automotive dealership sales outlets in the Czech Rep., 2001-5

Key data points for the franchised automotive dealership distribution channel in the Czech Rep., 2005

New / used passenger car finance market in the Czech Rep. segmented by dist. channel: volumes, 2002-6

New / used passenger car finance market in the Czech Rep. segmented by dist. channel: values, 2002-6

% of dealers offering various automotive financial services in the Czech Rep., 2007

% of new and used car purchasers contracting auto. fin. services at the point of sale in the Czech Rep., 2007

Average number of various automotive financial services providers used by dealers in the Czech Rep., 2007

% of split of auto. finance at the point of sale in the Czech Rep. between lending and leasing contracts, 2007

Pen., op. mods. and non-capt. part. mkt. shares for finance / leasing mktd. by dealers in Czech Rep., 2007

Pen., op. mods. and non-capt. part. mkt. shares for motor insurance mktd. by dealers in Czech Rep., 2007

Pen., op. mods. and non-capt. part. mkt. shares for extd. warranties mktd. by dealers in Czech Rep., 2007

Pen., op. mods. and non-capt. part. mkt. shares for GAP insurance mktd. by dealers in Czech Rep., 2007

Pen., op. models and non-capt. part. market shares for man.-branded finance / leasing in Czech Rep., 2007

Pen., op. models and partner market shares for man.-branded motor insurance in the Czech Rep., 2007

Pen., op. models and direct partner market shares for man.-branded creditor ins. in the Czech Rep., 2007

Pen., op. models and partner market shares for man.-branded extd. warranties in the Czech Rep., 2007

Pen., op. models and partner market shares for man.-branded GAP insurance in the Czech Rep., 2007

Pen., op. models and partner market shares for man.-branded road assistance in the Czech Rep., 2007

Key data points for automotive financial services in the Czech Rep., 2002-6

Passenger car parc and new / used passenger car sales in Denmark, 2002-6

New car registrations in Denmark segmented by manufacturer group, 2006

Number of franchised automotive dealership sales outlets in Denmark, 2001-5

Key data points for the franchised automotive dealership distribution channel in Denmark, 2005

New / used passenger car finance market in Denmark segmented by dist. channel: volumes, 2002-6

New / used passenger car finance market in Denmark segmented by dist. channel: values, 2002-6

% of dealers offering various automotive financial services in Denmark, 2007

% of new and used car purchasers contracting auto. fin. services at the point of sale in Denmark, 2007

Average number of various automotive financial services providers used by dealers in Denmark, 2007

% of split of automotive finance at the point of sale in Denmark between lending and leasing contracts, 2007

Pen., op. mods. and non-captive part. mkt. shares for finance / leasing mktd. by dealers in Denmark, 2007

Pen., op. mods. and non-captive part. mkt. shares for motor insurance mktd. by dealers in Denmark, 2007

Pen., op. mods. and non-captive part. mkt. shares for extd. warranties mktd. by dealers in Denmark, 2007

Pen., op. models and non-captive part. market shares for man.-branded finance / leasing in Denmark, 2007

Pen., op. models and partner market shares for man.-branded motor insurance in Denmark, 2007

Pen., op. models and direct partner market shares for man.-branded creditor ins. in Denmark, 2007

Pen., op. models and partner market shares for man.-branded extd. warranties in Denmark, 2007

Pen., op. models and partner market shares for manufacturer-branded road assistance in Denmark, 2007

Key data points for automotive financial services in Denmark, 2002-6

Passenger car parc and new / used passenger car sales in Germany, 2002-6

New car registrations in Germany segmented by manufacturer group, 2006

Number of franchised automotive dealership sales outlets in Germany, 2001-5

Key data points for the franchised automotive dealership distribution channel in Germany, 2005

New / used passenger car finance market in Germany segmented by dist. channel: volumes, 2002-6

New / used passenger car finance market in Germany segmented by dist. channel: values, 2002-6

% of dealers offering various automotive financial services in Germany, 2007

% of new and used car purchasers contracting auto. fin. services at the point of sale in Germany, 2007

Average number of various automotive financial services providers used by dealers in Germany, 2007

% of split of automotive finance at the point of sale in Germany between lending and leasing contracts, 2007

Pen., op. mods. and non-captive part. mkt. shares for finance / leasing mktd. by dealers in Germany, 2007

Pen., op. mods. and non-captive part. mkt. shares for motor insurance mktd. by dealers in Germany, 2007

Pen., op. mods. and non-captive part. mkt. shares for extd. warranties mktd. by dealers in Germany, 2007

Pen., op. mods. and non-captive part. mkt. shares for GAP insurance mktd. by dealers in Germany, 2007

Pen., op. models and non-captive part. market shares for man.-branded finance / leasing in Germany, 2007

Pen., op. models and partner market shares for man.-branded motor insurance in Germany, 2007

Pen., op. models and direct partner market shares for man.-branded creditor ins. in Germany, 2007

Pen., op. models and partner market shares for man.-branded extd. warranties in Germany, 2007

Pen., op. models and partner market shares for man.-branded GAP insurance in Germany, 2007

Pen., op. models and partner market shares for manufacturer-branded road assistance in Germany, 2007

Key data points for automotive financial services in Germany, 2002-6

Passenger car parc and new / used passenger car sales in Hungary, 2002-6

New car registrations in Hungary segmented by manufacturer group, 2006

Number of franchised automotive dealership sales outlets in Hungary, 2001-5

Key data points for the franchised automotive dealership distribution channel in Hungary, 2005

New / used passenger car finance market in Hungary segmented by dist. channel: volumes, 2002-6

New / used passenger car finance market in Hungary segmented by dist. channel: values, 2002-6

% of dealers offering various automotive financial services in Hungary, 2007

% of new and used car purchasers contracting auto. fin. services at the point of sale in Hungary, 2007

Average number of various automotive financial services providers used by dealers in Hungary, 2007

% of split of automotive finance at the point of sale in Hungary between lending and leasing contracts, 2007

Pen., op. mods. and non-captive part. mkt. shares for finance / leasing mktd. by dealers in Hungary, 2007

Pen., op. mods. and non-captive part. mkt. shares for motor insurance mktd. by dealers in Hungary, 2007

Pen., op. mods. and non-captive part. mkt. shares for extd. warranties mktd. by dealers in Hungary, 2007

Pen., op. models and non-captive part. market shares for man.-branded finance / leasing in Hungary, 2007

Pen., op. models and partner market shares for man.-branded motor insurance in Hungary, 2007

Pen., op. models and direct partner market shares for man.-branded creditor ins. in Hungary, 2007

Penetration and operating models for manufacturer-branded extended warranties in Hungary, 2007

Pen., op. models and partner market shares for manufacturer-branded road assistance in Hungary, 2007

Key data points for automotive financial services in Hungary, 2002-6

Passenger car parc and new / used passenger car sales in Norway, 2002-6

New car registrations in Norway segmented by manufacturer group, 2006

Number of franchised automotive dealership sales outlets in Norway, 2001-5

Key data points for the franchised automotive dealership distribution channel in Norway, 2005

New / used passenger car finance market in Norway segmented by dist. channel: volumes, 2002-6

New / used passenger car finance market in Norway segmented by dist. channel: values, 2002-6

% of dealers offering various automotive financial services in Norway, 2007

% of new and used car purchasers contracting auto. fin. services at the point of sale in Norway, 2007

Average number of various automotive financial services providers used by dealers in Norway, 2007

% of split of automotive finance at the point of sale in Norway between lending and leasing contracts, 2007

Pen., op. mods. and non-captive part. mkt. shares for finance / leasing mktd. by dealers in Norway, 2007

Pen., op. mods. and non-captive part. mkt. shares for motor insurance mktd. by dealers in Norway, 2007

Pen., op. mods. and non-captive part. mkt. shares for extd. warranties mktd. by dealers in Norway, 2007

Pen., op. models and non-captive part. market shares for man.-branded finance / leasing in Norway, 2007

Pen., op. models and partner market shares for man.-branded motor insurance in Norway, 2007

Pen., op. models and direct partner market shares for man.-branded creditor ins. in Norway, 2007

Pen., op. models and partner market shares for manufacturer-branded road assistance in Norway, 2007

Key data points for automotive financial services in Norway, 2002-6

Passenger car parc and new / used passenger car sales in Poland, 2002-6

New car registrations in Poland segmented by manufacturer group, 2006

Number of franchised automotive dealership sales outlets in Poland, 2001-5

Key data points for the franchised automotive dealership distribution channel in Poland, 2005

New / used passenger car finance market in Poland segmented by dist. channel: volumes, 2002-6

New / used passenger car finance market in Poland segmented by dist. channel: values, 2002-6

% of dealers offering various automotive financial services in Poland, 2007

% of new and used car purchasers contracting auto. fin. services at the point of sale in Poland, 2007

Average number of various automotive financial services providers used by dealers in Poland, 2007

% of split of automotive finance at the point of sale in Poland between lending and leasing contracts, 2007

Pen., op. mods. and non-captive part. mkt. shares for finance / leasing mktd. by dealers in Poland, 2007

Pen., op. mods. and non-captive part. mkt. shares for motor insurance mktd. by dealers in Poland, 2007

Pen., op. mods. and non-captive part. mkt. shares for extd. warranties mktd. by dealers in Poland, 2007

Pen., op. mods. and non-captive part. mkt. shares for GAP insurance mktd. by dealers in Poland, 2007

Pen., op. models and non-captive part. market shares for man.-branded finance / leasing in Poland, 2007

Pen., op. models and partner market shares for man.-branded motor insurance in Poland, 2007

Pen., op. models and direct partner market shares for man.-branded creditor ins. in Poland, 2007

Pen., op. models and partner market shares for man.-branded extd. warranties in Poland, 2007

Pen., op. models and partner market shares for manufacturer-branded GAP insurance in Poland, 2007

Pen., op. models and partner market shares for manufacturer-branded road assistance in Poland, 2007

Key data points for automotive financial services in Poland, 2002-6

Passenger car parc and new / used passenger car sales in Slovakia, 2002-6

New car registrations in Slovakia segmented by manufacturer group, 2006

Number of franchised automotive dealership sales outlets in Slovakia, 2001-5

Key data points for the franchised automotive dealership distribution channel in Slovakia, 2005

New / used passenger car finance market in Slovakia segmented by dist. channel: volumes, 2002-6

New / used passenger car finance market in Slovakia segmented by dist. channel: values, 2002-6

% of dealers offering various automotive financial services in Slovakia, 2007

% of new and used car purchasers contracting auto. fin. services at the point of sale in Slovakia, 2007

Average number of various automotive financial services providers used by dealers in Slovakia, 2007

% of split of automotive finance at the point of sale in Slovakia between lending and leasing contracts, 2007

Pen., op. mods. and non-captive part. mkt. shares for finance / leasing mktd. by dealers in Slovakia, 2007

Pen., op. mods. and non-captive part. mkt. shares for motor insurance mktd. by dealers in Slovakia, 2007

Pen., op. mods. and non-captive part. mkt. shares for extd. warranties mktd. by dealers in Slovakia, 2007

Pen., op. mods. and non-captive part. mkt. shares for GAP insurance mktd. by dealers in Slovakia, 2007

Pen., op. models and non-captive part. market shares for man.-branded finance / leasing in Slovakia, 2007

Pen., op. models and partner market shares for man.-branded motor insurance in Slovakia, 2007

Pen., op. models and direct partner market shares for man.-branded creditor ins. in Slovakia, 2007

Pen., op. models and partner market shares for man.-branded extd. warranties in Slovakia, 2007

Pen., op. models and partner market shares for manufacturer-branded GAP insurance in Slovakia, 2007

Pen., op. models and partner market shares for manufacturer-branded road assistance in Slovakia, 2007

Key data points for automotive financial services in Slovakia, 2002-6

Passenger car parc and new / used passenger car sales in Sweden, 2002-6

New car registrations in Sweden segmented by manufacturer group, 2006

Number of franchised automotive dealership sales outlets in Sweden, 2001-5

Key data points for the franchised automotive dealership distribution channel in Sweden, 2005

New / used passenger car finance market in Sweden segmented by dist. channel: volumes, 2002-6

New / used passenger car finance market in Sweden segmented by dist. channel: values, 2002-6

% of dealers offering various automotive financial services in Sweden, 2007

% of new and used car purchasers contracting auto. fin. services at the point of sale in Sweden, 2007

Average number of various automotive financial services providers used by dealers in Sweden, 2007

% of split of automotive finance at the point of sale in Sweden between lending and leasing contracts, 2007

Pen., op. mods. and non-captive part. mkt. shares for finance / leasing mktd. by dealers in Sweden, 2007

Pen., op. mods. and non-captive part. mkt. shares for motor insurance mktd. by dealers in Sweden, 2007

Pen., op. mods. and non-captive part. mkt. shares for extd. warranties mktd. by dealers in Sweden, 2007

Pen., op. models and non-captive part. market shares for man.-branded finance / leasing in Sweden, 2007

Pen., op. models and partner market shares for man.-branded motor insurance in Sweden, 2007

Pen., op. models and direct partner market shares for man.-branded creditor ins. in Sweden, 2007

Pen., op. models and partner market shares for man.-branded extd. warranties in Sweden, 2007

Pen., op. models and partner market shares for manufacturer-branded road assistance in Sweden, 2007

Key data points for automotive financial services in Sweden, 2002-6

Passenger car parc and new / used passenger car sales in Switzerland, 2002-6

New car registrations in Switzerland segmented by manufacturer group, 2006

Number of franchised automotive dealership sales outlets in Switzerland, 2001-5

Key data points for the franchised automotive dealership distribution channel in Switzerland, 2005

New / used passenger car finance market in Switzerland segmented by dist. channel: volumes, 2002-6

New / used passenger car finance market in Switzerland segmented by dist. channel: values, 2002-6

% of dealers offering various automotive financial services in Switzerland, 2007

% of new and used car purchasers contracting auto. fin. services at the point of sale in Switzerland, 2007

Average number of various automotive financial services providers used by dealers in Switzerland, 2007

% of split of automotive finance at the point of sale in Switz. between lending and leasing contracts, 2007

Pen., op. mods. and non-captive part. mkt. shares for finance / leasing mktd. by dealers in Switz., 2007

Pen., op. mods. and non-captive part. mkt. shares for motor insurance mktd. by dealers in Switz., 2007

Pen., op. mods. and non-captive part. mkt. shares for extd. warranties mktd. by dealers in Switz., 2007

Pen., op. models and non-captive part. market shares for man.-branded finance / leasing in Switz., 2007

Pen., op. models and partner market shares for man.-branded motor insurance in Switzerland, 2007

Pen., op. models and direct partner market shares for man.-branded creditor ins. in Switzerland, 2007

Pen., op. models and partner market shares for man.-branded extd. warranties in Switzerland, 2007

Pen., op. models and partner market shares for manufacturer-branded road assistance in Switz., 2007

Key data points for automotive financial services in Switzerland, 2002-6

Abstract

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