Q: Congratulations on assuming the charge of the President of FADA. What are your immediate priorities?

Gulati: Thank you!

The past eight to nine months have been a challenging time for the entire humanity and every business sector. It has been a difficult phase for the dealer fraternity too. We have worked in very adverse conditions with zero business and zero earnings, along with a high operational cost. Post reopening of dealerships, proper decontamination and sanitisation of the entire premises, vehicles, employees, etc., have added cost to dealers who were already seeing slow sales for over 18 months in the pre-COVID era.

We are a resilient lot, and COVID has taught us to make tough decisions to ensure that our business and community survive, while offering the best of our services to customers. During my tenure, I will rigorously take up all our dealer issues at every possible platform and offer the association the finest representation, better visibility and hearing, offering a competitive business and operational environment to our fraternity.

The automobile industry has been an important driving force in India’s economic growth. Reviving the automobile industry is vital to regain lost momentum in the economy. The Government and the sector need to work together to strengthen the industry, wherein the dealer fraternity is an important element in the system.

One of the key issues which we will be working upon is improving dealer margins. Over the years, profitability has dwindled due to high costs and low operating margins.

Auto dealerships in India are operating at an average net profit level of 0.5 percent to one percent of the total turnover, which is much lower than the global standard, as internationally, dealer margins range from seven percent to 12 percent on selling price of the vehicle.

We have already written to SIAM about this, and we will further strongly urge all our OEMs to make the dealer business more sustainable and shockproof.

While we were trying to bring auto dealers under the ambit of MSME, we will up the ante further and make sure that dealers are treated at par with other businesses who are reaping the benefits of being an MSME.

Further, as a category, 2-wheelers comprise 75 percent of the sales in India, and I am working to make an exclusive 2-wheeler vertical at FADA.

This will specifically work on the nuances of 2-wheeler dealership such as sub-dealers, brokers etc. The dynamics of 2-wheeler dealers are very different from 4-wheeler dealers and hence need special attention. As they say, fortune is at the bottom of the pyramid!

FADA will continue to take up issues concerning regulatory and legislative burdens, representing the dealer fraternity across every possible platform. We will continue to reach out to our principals and build strong relationships moving ahead.

Q: FADA has been working on increasing dealer margins for ages but ends up in a stalemate. Where is the issue? How are you going to tackle this?

Gulati: Yes, this is one issue which we have been working for many years, but efforts were not made concretely until sometimes back. It’s during the 2nd Auto Retail Conclave, when we brought up the issue to our executive committee, had a panel discussion exclusively on dealer margins. There onwards, we started building momentum with continues efforts in this direction, and a few months back we also did a study on dealer margin offered by individual OEM to their respective dealers across the product lineup. This was an eye-opener for the entire fraternity as nothing of this sort was brought out in the past; this showcased that Indian dealer’s community were working on a minimal margin which was way below the global standards.

I am happy to mention that post this study, few OEMs have reviewed their dealer margin, few are in discussion with their management and respective dealer council. However, the increased margins are still not at a level which we have been asking for, but a movement has started, which is quite encouraging for the entire community.

Dealership business has a significant daily expense which is addressed by the dealer from his marginal profit. A better profit margin will help the dealer to re-invest a subsequent amount of his earning for the development and expansion of his business, which in return will add up a new business to OEMs.

We will continue to do this kind of studies in times to come and also keep negotiating with our principals as they also understand that their first customers are not in good shape and they require higher margins to sustain their business.

Q: What according to you are the skill gaps persist in the automotive industry still and how FADA is addressing this?

Gulati: Skill gap is a subject which is never-ending as technology keep changing, and we need to make a continuous effort to upgrade our manpower. In recent time, the automobile industry has gone a long way in terms of technology upgrade.

To address this change, all the three auto Associations (Automotive Component Manufacturers Association of India (ACMA), Federation of Indian Automobile Dealer Associations (FADA) and Society of Indian Automobile Manufacturers (SIAM)) have come together in tune with National Skill Development Council and created ASDC (Automotive Skill Development Council) which looks to reduce the gap in between yesterday’s skills and today’s requirement. FADA has been making a continues effort to keep our dealership manpower at par with the newer technologies.

At FADA, we are starting up with a FADA Academy which will hold courses for Dealer Principals and their Chief Experience Officers to train them in running an efficient dealership business from all aspects.

Q: With more than 50 percent of the work in purchasing any vehicle done online, where do you see the role of dealers in the future? Do you see the new trend fuelling unemployment further?

Gulati: Getting prospective customers through the online route is a growing trend. Dealers and manufacturers have been active on online platforms for quite a long time now. The pandemic is the reason for this change in consumer behaviour. Earlier, customers had to visit dealerships several times before the final buy. e.g. all loan formalities, document verification, vehicle test drive etc. These are now offered online or at the doorstep. But for the final sale, customers have to visit the dealerships to test the vehicle and take delivery.

Today every customer is well informed. The vehicle-buying experience involves several steps, right from an online search, specific automobile website visits, going through views, reviews, product comparison, collecting information from peers, social media and users and evaluating a brand, product and its services.

Only after doing all these research consumers make their decision. It is not just a transaction for the customer, but more about in getting into a relationship of trust. That is where the dealerships come into play. Every customer wants to experience the vehicle physically before closing the deal. More importantly, they want to meet up face-to-face with the dealer and satisfy themselves before committing to this high-ticket purchase.

I don’t think there is any change in the playbook, but digital has now moved from “Nice to have” to Necessity. In this COVID era, with total lockdown, digital marketing has played a significant role in boosting sales and smooth execution. Every dealership has initiated digital training of its manpower, equipping them to conduct sales coordination through a digital platform. This initiative has further enhanced its sales and service reach. Dealerships must be the most frugal and flexible link across the automobile network.

Dealers and dealerships have always been the face of the brand and will continue to be so. I don’t see any immediate challenge or threat to the dealership business. However, with companies being more aggressive and active on online platforms, this will add on to dealership engagement with the brand and the customers, helping them further to enhance their sales and service reach and experience.

Q: What are the challenges you face with emerging technology trends like vehicle electrification?

Gulati: I don’t see vehicle electrification as a challenge for the dealer fraternity. The dealer community has been one of the most adaptable segments of the automobile ecosystem. We have always strived to keep ourselves at par with the manufacturers, and it’s business requirement, product and services utility. The dealer business is one business which significantly depends on its skilled workforce across the offerings such as sales, aftersales, engineering, etc. With every new product or technology, the dealer in association with its OEM partner makes certain that it initiates rigorous training for its employees so that it can offer the best service to its customers on behalf of the brand.

As far as vehicle electrification is concerned, India is still at a very initial level as electric PVs still have less than 0.25 percent market share. The EV segment requires immense Government support in terms of infrastructure, subsidy, allowance, recognition, etc., to get the segment to grow. I don’t want to comment on the technicalities of the segment and its products and services. Instead, on behalf of the entire dealer fraternity, I would like to assure that as a community we are committed to offering all necessary support and service to the Government for its vision about the EV industry.

Q: Episodes like FIAT & Peugeot (decades ago) and GM & MAN Trucks (in the recent past) etc., exiting the Indian market continues, leading the dealerships to lurch. What kind of safeguard mechanisms can we have to support the dealer community?

Gulati: Setting up a global brand dealership in India is a massive cost which varies from brands to segment, size of the dealership, region, location, etc. On an average setting up a premium 2-wheeler brand dealership cost somewhere around INR8-10 crore whereas setting up a premium 4-wheeler brand requires close to INR 20 - 30 crore. It is not just the setting up of a dealership which is a cost, the operation of a dealership is also a huge which involves day to day operational cost, vehicle stocking, employee salary etc. The dealer bears all this. As you know, the dealership business operates on a very minimal profit margin; any such activity by any brand ends up leading to capital loss along with loss of jobs in the sector. And now the pandemic poses another challenge for the dealer fraternity.

For example, the recent announcement by Harley-Davidson to discontinue its manufacturing and sales operations in India has left its Indian dealers stranded. This will result in the closure of 35 Harley-Davidson dealerships, with an approximate capital loss of INR 110-130 crores, besides also leading to a job loss of around 1,800-2,000 people at dealerships.

This is the fourth instance of automobile companies exiting India in the last three years (since 2017). Earlier, General Motors, MAN Truck and UM Lohia had quit their Indian operations, leaving their dealers in a similar fix. Due to FADA’s strong intervention and the Indian Government’s full-fledged support, General Motors and MAN Trucks had partially compensated their channel partners, but the UML matter remains unresolved till date.

Had there been a Franchise Protection Act in India, brands like these would not have abruptly closed their operations, leaving their channel partners and customers in the lurch.

We are already working on a draft with our legal team and have initiated communication with other retail associations to bring the Franchise law in India, which will support the dealer fraternity in the dire situation of an exit or termination.

We would also request the Government to initiate the law on priority as this law will help level the playing field for large international and domestic automakers and dealers and also help in regulating over-dealerisation.

Q: What kind of support/guidance FADA has given to its members to tide over the current situation triggered by the pandemic?

Gulati: These are unprecedented times. Everybody is making the best efforts to emerge from it in their own way. The auto dealership is one such business which was deeply impacted by COVID-19. The auto dealership is a very marginal profit business, and we do not have large funds like car and component manufacturers have, which makes it more difficult for us to emerge from this difficult time. The industry was already struggling with a 15 to 16-month slowdown, and the lockdown has pushed the entire industry further back.

FADA has provided all possible and necessary help to its dealer members. At the time of the lockdown, FADA wrote a letter to Prime Minister Narendra Modi to apprise him about the dealers’ issues and suggesting dealership survival and demand revival initiatives. Apart from this, FADA wrote a letter to SIAM making them aware of the situation of the dealers, requesting them to review the dealer margin and extend their support so that dealer can survive these difficult times. FADA quite actively worked to protect dealers from the loss on remaining stocks of BS-IV vehicles from the ban on the sale. The association petitioned the Supreme Court to extend the dateline for sale of these vehicles. At the same time, while securing the future of dealers, FADA demanded that car makers increase the dealer margin to five percent PBT and reduce the infrastructure cost by 25 percent.

FADA conducted online training for its dealer brothers, training them to prepare for maximum work with limited resources. (MT)

The Society of Indian Automobile Manufacturers (SIAM) has launched the National Road Accident Reduction Challenge 2026 under its ‘Safe Journey’ initiative. The competition invites undergraduate students across India to develop solutions aimed at improving road safety and reducing fatalities.

The challenge targets undergraduate students in teams of two to four. Participants are required to submit field-tested or ready-to-implement ideas across several themes:

• User-centric interventions
• Technology-driven safety
• Infrastructure improvement
• Evaluation and enforcement

Submissions must include a 15–20 slide concept deck backed by data validation, fieldwork, or prototypes. The deadline for nominations is 15 January 2026, with final projects due by 1 March 2026.

Shortlisted teams will present their projects to a jury consisting of representatives from SIAM, vehicle manufacturers (OEMs), transport authorities and NGOs. The winning team will be awarded a cash prize of INR 250,000 at the SIAM SAFE Annual Convention 2026.

Prashant K Banerjee, Executive Director, SIAM, said, “In India, around 485 people lose their life daily due to road accidents. India’s young minds have the power to drive real change on our roads. The National Road Accident Reduction Challenge 2026 is designed to channel their creativity, problem-solving skills, and sense of responsibility into practical interventions that can be implemented on the ground. By engaging students as partners in road safety, SIAM aims to foster a culture of accountability, innovation, and safer mobility for the nation.”

Devashish Handa, Executive Officer, Suzuki Motorcycle India (SMIPL), said, “Road safety is a key focus area of Suzuki Motorcycle India’s CSR efforts. We believe that student-led innovation can contribute meaningfully to safer mobility in India. Through SIAM’s National Road Accident Reduction Challenge 2026, we aim to strengthen road safety ethics among the young generation and encourage practical, on-ground interventions to help bring down road fatalities.”

South Korean automotive major Hyundai Motor Company has announced a partnership with the International Cricket Council (ICC), serving as a Premier Partner for tournaments between 2026 and 2027. The agreement covers six major ICC events across multiple formats, including the Men’s Cricket World Cup 2027.

The partnership grants Hyundai exclusive rights for the international cricket calendar. These include participation in matchday moments such as the coin toss, in-stadium branding and fan experiences.

The collaboration aligns with Hyundai Motor’s sports strategy, which focuses on sports in specific regions. Cricket has an audience of over 2 billion fans, providing the brand with a platform to connect with audiences in markets such as India. This deal marks a return to the sport for Hyundai, which previously collaborated with the ICC from 2011 to 2015.

Hyundai subsidiaries will collaborate to offer vehicle showcases, interactive zones and digital engagement initiatives during matches. The partnership was announced at the Narendra Modi Stadium in Ahmedabad, India.

Jose Munoz, President and CEO, Hyundai Motor Company, said, "Cricket and Hyundai share a relentless drive to improve and the resilience to rise to every challenge. We are honoured to partner with the ICC and connect with over two billion passionate fans worldwide. In key markets like India, where cricket is a way of life, this partnership deepens our connection with the customers and communities who inspire everything we do. We look forward to creating memorable experiences together at these iconic tournaments."

Jay Shah, Chairman, ICC, said, "Cricket is among the world's most popular sports, with over two billion fans whose passion is especially evident during ICC's marquee events. These global events offer an excellent opportunity to engage fans through innovative digital and in-stadium integrations. We welcome Hyundai as a Premier Partner and look forward to delivering outstanding events together. Hyundai is a global brand that has long supported sports, and we look forward to maximising our combined strengths at these events."

Tarun Garg, Managing Director & CEO Designate, Hyundai Motor India, said, "This partnership reflects Hyundai's strong commitment to India and growing importance of India market in Hyundai's global operations. We look forward to some thrilling cricketing action and are ready with a 360-degree communication approach across PR, digital, experiential and dealerships to maximise this opportunity across the country."

Schaeffler India, a motion technology company, has named the winners of the 4^th edition of its Social Innovator Fellowship Programme. The initiative identifies and supports individuals aged 18–35 developing solutions for environmental and societal challenges.

The programme focuses on several key areas, including environmental sustainability, renewable energy, carbon neutrality, the circular economy and natural resource management.

Following a screening process and prototype demonstrations, 10 projects were selected from 172 eligible applications. Each winner received a grant of INR 175,000.

The winners will also participate in a 24-week hybrid mentorship programme at IIMA Ventures, part of the Indian Institute of Management Ahmedabad. This phase provides tools, frameworks and expert mentoring to prepare the solutions for the market and assist in scaling their impact.

Since July 2025, the programme received more than 460 registrations from 21 states across India, including Maharashtra, Karnataka, Tamil Nadu and Delhi. Out of these, 103 applicants were shortlisted for final assessment.

Harsha Kadam, MD and CEO, Schaeffler India, said, “Change is the only constant. In a dynamic world where environment and technology play a fundamental role to meet the evolving needs of the world’s populus, the Social Innovator Fellowship Program speaks volumes of Schaeffler’s commitment to ESG and building not just a technologically advanced business model but be sensitive to the environment we operate in. It is our commitment to building a sustainable future that drives us to keep supporting this program year on year. With the response rates from participants growing over the years it’s overwhelming to see the indomitable spirit where technology and human consciousness collaborate to build a better world."

"We are happy that program is designed to identify and empower young changemakers who are developing scalable, impactful, and technology-driven solutions. In doing so, Schaeffler aims to harness entrepreneurial spirit and provide a platform where innovators can translate their ideas into transformative actions that make a sustainable impact on society,” added Kadam.

The award ceremony featured representatives from academia and the development sector, including Professor Gurudas Nulkar from the Gokhale Institute of Politics and Economics, Munish Bhatia of India Accelerator, Dr Bharat Kakade from the BAIF Development Research Foundation and Ankur Sohanpal of IIMA Ventures.

Italian design and engineering company Pininfarina has announced that its Board of Directors has appointed Paolo Dellacha as its new Chief Executive Officer and General Manager, effective immediately.

Dellacha, who joins the Board until the next Shareholders’ Meeting, previously served as the Chief Executive Officer of Automobili Pininfarina. The move is intended to strengthen company governance and leadership as the firm pursues business development and addresses industry challenges.

In a concurrent move, the Board of Directors has appointed Jay Noah Itzkowitz as Vice-Chairman of the Board.

“I am very pleased to welcome Paolo Dellacha. Paolo will bring strong energy and passion to his new role and thanks to his past experience, he will make a decisive contribution to continue driving Pininfarina’s growth, and execution of its strategic plans,” stated the company in a statement.

Paolo Dellacha, said, “I would like to thank the Chair and the Board of Directors for trusting me to lead Pininfarina into this new phase of growth. I approach this opportunity with enthusiasm, inspired by the strength of the Brand’s 95-years heritage of craftmanship and innovation. I deeply admire the passion and expertise of our people who have positioned Pininfarina at the pinnacle of automotive design, as well as in architecture, nautical, industrial and product design”.

The leadership changes are designed to support the development of future programmes and the global positioning of the Pininfarina brand. The company stated the transition will help leverage collaborations across the Group and consolidate its organisational foundations.