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)

JSW MG Motor India has unveiled the sixth season of its flagship MG Developer Program & Grant (MGDP), created in partnership with the Department for Promotion of Industry and Internal Trade (DPIIT). With this initiative, the company continues its focus on nurturing India’s startup landscape by driving cutting-edge innovation. Under the overarching theme of automotive innovation, this latest edition seeks to cultivate forward-looking solutions that address the future of mobility.

Startups are invited to present groundbreaking ideas across a wide spectrum of fields, including artificial intelligence in automotive, vehicle-to-everything intelligence, sustainable and circular economy models, electric vehicle charging infrastructure, connected services, manufacturing, vehicle technology and logistics and supply chain. A jury composed of senior leaders and experts from industry, academia and corporate sectors will assess submissions based on originality and practical feasibility.

Participants selected for the programme will receive mentorship from the company and its network of ecosystem partners. They will also gain access to development resources, testing opportunities and potential grant support at the jury’s discretion. Submissions opened today and will close on 30 April 2026. Shortlisted teams will undergo mentoring sessions leading up to Demo Day on 1 June 2026.

Since its inception in 2019, the programme has been instrumental in fostering breakthrough mobility solutions. Across the first five seasons, it drew over 1,550 entries, with more than 290 teams shortlisted in the initial rounds. These teams benefited from mentorship provided by over 100 experts, including leadership from JSW MG Motor India and its technology partners, making it one of the largest mentoring initiatives in the automotive sector. To date, 51 startups have been shortlisted through the programme and are actively engaged in pilot projects.

Anurag Mehrotra, Managing Director, JSW MG Motor India, said, “Innovation remains the cornerstone of JSW MG Motor India’s vision for India, and we remain committed to nurturing this value through multiple initiatives. This new edition of MGDP aims to empower ambitious start-ups working across new energy, autonomous and connected mobility technologies. Together, we hope to shape a future where technology meaningfully enhances every customer’s experience.”

Sanjiv Singh, Joint Secretary, DPIIT, said, “Startup India, DPIIT is committed to supporting initiatives that foster collaboration, create opportunities for young talent and encourage India-specific innovation. We are delighted to partner with JSW MG Motor India for the new season of MGDP. This collaboration reflects our shared commitment to nurturing India’s future workforce and fostering a culture of practical problem-solving.”

Maruti Suzuki India Limited marked a significant operational achievement with its Manesar in-plant railway siding, which crossed the 100,000-dispatch mark in under nine months. Being India’s largest facility of its kind and the company’s second PM GatiShakti terminal, this siding has played a key role in reducing environmental impact by avoiding an estimated 16,800 metric tonnes of CO2 equivalent emissions.

The siding facilitates the movement of popular models from the Gurugram and Manesar plants, including Alto, Brezza and Dzire, through a robust hub-and-spoke network. With over 500 rakes since it commenced operations in June 2025, the company now efficiently serves 380 cities from 17 hubs. This logistical strength builds on Maruti Suzuki’s legacy as the first automaker to secure an AFTO (Automobile-Freight-Train-Operator) license back in 2013, having moved more than 2.95 million vehicles by rail since fiscal 2014-15.

By advancing rail-based dispatch, the company actively contributes to UN Sustainable Development Goal 13. This initiative underscores its ongoing commitment to integrating sustainability into core industrial operations.

Hisashi Takeuchi, Managing Director & CEO, Maruti Suzuki India Limited, said, “In June 2025, Hon’ble Union Minister for Railways, Information and Broadcasting, Electronics & Information Technology, Shri Ashwini Vaishnaw and Hon’ble Chief Minister of Haryana, Shri Nayab Singh Saini inaugurated India’s largest automobile in-plant railway siding at our Manesar plant. I am happy to share that within a short span of nine months, we have dispatched 100,000 units, through this siding. This initiative reinforces our commitment to reduce carbon footprint in vehicle dispatches while easing overall road congestion. At full capacity, the Manesar siding has the capability to dispatch 450,000 units annually.

“In CY 2025, the company set a record by dispatching over 585,000 vehicles through railways. Interestingly, in the past decade, our share of rail mode in outbound logistics has grown exponentially, from 5 percent in 2016 to 26 percent in 2025. Going forward, we aim to scale up rail-based vehicle dispatches from the current 26 percent to 35 percent by FY 2030-31, in line with our commitment to build efficient and sustainable logistics and contribute to India’s net-zero ambition.”

The Society of Indian Automobile Manufacturers (SIAM) has unveiled its ‘Smart Integrated Automotive Mobility Lab (SIAM Lab)’ at the Smart Mobility India Expo 2026. Held at Bharat Mandapam from 23–25 March 2026, the pavilion serves as a collaborative platform for original equipment manufacturers (OEMs), technology providers and research institutions.

The SIAM Lab, located in Hall-1, is organised into three functional areas designed to demonstrate the evolution of the Indian automotive sector:

• Sustainable Mobility: Focusing on decarbonisation and green transport.
• Research & Testing: Showcasing validation frameworks and safety standards.
• Technology: Highlighting software-defined vehicles and connectivity.

The exhibit features 14 electrified vehicles from manufacturers including Tata Motors, Kia India, JSW MG Motor India, Toyota Kirloskar Motor, BMW India and Hyundai Motor India. Two-wheeler and last-mile segments are represented by TVS Motor Company, Honda Motorcycle & Scooter India, Ather Energy, Hero MotoCorp, Montra Electric and EKA Mobility.

The initiative involves partnerships with technical and data entities such as ARAI, Qualcomm, HERE Technologies, Google, ITS India Forum and Onnyx. These collaborations aim to integrate hardware with digital infrastructure, reflecting the industry's shift towards smart mobility solutions. The exhibition aligns with national objectives for advanced and sustainable transportation.

Prashant K Banerjee, Executive Director, SIAM, said, “The SIAM Lab reflects the collective strength of India’s automotive ecosystem in advancing smart and sustainable mobility. Our participation at the Smart Mobility India Expo provides a platform to showcase innovation, foster collaboration, and highlight the industry’s readiness for future mobility solutions.”

Recreatives Industries, the manufacturer behind the legendary MAX 6×6 Amphibious All-Terrain Vehicles, is broadening its sales network by welcoming two new authorised dealers. The company has added Cart Guys Inc., based in Gastonia, North Carolina, alongside Globalsoft Equipment in Rochester, New York, which operates as Global MAX ATV. With Cart Guys Inc. coming on board as the second new dealer added in 2026, the United States dealer network now encompasses nine locations.

This expansion marks a strategic step in rebuilding what was once a robust North American dealer network that historically included over 200 active sites. Management views this legacy as proof of the platform’s long-term scalability as efforts continue to reestablish and grow the company’s retail presence. The focus remains on cultivating a high-quality, geographically diverse network capable of supporting rising demand across recreational, hunting and commercial sectors.

Commercial adoption of MAX ATVs is already evident, with vehicles being utilised by aqua management firms and the U.S. Army Corps of Engineers, alongside a loyal customer base in hunting and recreation. Upcoming models, including the MAX 4 and Buffalo, are expected to further extend the brand’s footprint into utility, industrial and commercial markets. Production of the MAX 2 is currently active and additional models are scheduled to launch in the summer of 2026, with the dealer network being aligned to support both current sales and these new introductions.

Recent operational developments include a truckload delivery of vehicle bodies to sustain ongoing MAX 2 production following the completion of the initial manufacturing run. Concurrently, the company is converting the existing MAX 4 and Buffalo moulds into its 3D CAD system, preparing for the initial production of next-generation vehicle bodies. This overall momentum reflects Recreatives Industries’ broader strategy to strengthen market presence, enhance customer access and build a scalable distribution network positioned for future growth.

Andrew Lapp, CEO, Recreatives Industries said, “Expanding our dealer network is a core priority as we continue building momentum behind the MAX brand. Adding Cart Guys in North Carolina, along with Globalsoft Equipment in New York, strengthens our regional coverage and positions us to better serve customers across key markets.”