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)

IndiaTech.org has released India’s first Ease of Vehicle Ownership Index (EVOI), in partnership with Consumer VOICE, with Andhra Pradesh topping the rankings at 5.91 out of 10. Kerala ranked second at 5.74, while Uttar Pradesh finished last at 2.47, behind Bihar (2.51) and West Bengal (2.56). No state crossed 6.0, and 8 of the 15 assessed states clustered between 3.8 and 4.3, pointing to system-wide friction rather than isolated laggards. Together these states represent over 85 percent of India's organised used-car market.

The index scores states on six pillars – policy and regulation, digital infrastructure, process efficiency, transparency and accountability, institutional ecosystem and dealer support and cost and affordability – using a weighted geometric mean so strength in one area cannot mask weakness in another. It draws on a survey of over 1,000 buyers and sellers, interviews with dealers and RTO agents and a review of motor vehicle rules. Andhra Pradesh excelled in policy and regulation (7.90) but scored lowest on dealer ecosystem (2.22); Kerala's strength was digital infrastructure (7.02), its weakness transparency (4.86).

Cost was the weakest pillar nationally, with 12 of 15 states below 3.5. Manual verification and informal payments push transfer costs to nearly 10 times the statutory fee – INR 13,000 to INR 14,000 above the VAHAN fee in Bihar, and INR 7,000 to INR 8,000 against an official INR 800 at Tamil Nadu's border RTOs. Transfers take 7 to 10 days in Andhra Pradesh but over 30 days in Uttar Pradesh, and 13 states still demand physical copies despite online filing. Road tax on an INR 600,000 petrol car ranges from 3 percent in Uttar Pradesh to 14 percent in Karnataka and Telangana. Only Andhra Pradesh and Telangana run working interstate refunds; a CAG audit in Karnataka found a mean processing time of 436 days.

The 2022 Deemed Ownership framework has yielded 2,032 registered dealers, 875 in Kerala, while Delhi, Karnataka and Telangana have none. The survey found 39 percent of transfers still pending after sale, only 9.6 percent completed within two weeks, 61.5 percent unaware of mandatory in-person RTO visits, 62.7 percent unable to state total costs, 28.1 percent of sellers receiving challans afterwards and 52.5 percent willing to handle transfers themselves if fully online.

Recommendations include statutory timelines under Section 50 of the Motor Vehicles Act and Rule 55 of the CMVR, acceptance of DigiLocker and mParivahan documents as primary evidence, real-time bank-VAHAN integration, nationwide Deemed Ownership enforcement, a ‘One Bharat, One Road Tax’ framework, dealer authority to clear challans without owner OTP and automatic own-damage insurance carryover. IndiaTech.org will share scorecards with states and convene a national workshop, as the pre-owned market is projected to grow from USD 36.4 billion in 2025 to USD 73.5 billion by 2030.

Harsh Malhotra, Minister of State, Ministry of Road Transport and Highways, who launched the report, said, “The used car market in India is very big, and many people buy their first car as a second­hand or used car. I remember my first car, which was also a pre-owned car. While there are hassles and challenges in the transfer of ownership, the integration of policies and their implementation across states is very important, as differences in state-level governance often lead to problems. The Central Government is working on policies in this regard, and we are also taking steps such as setting up automated testing stations, which provide considerable relief, promote ease of doing business and help eliminate corruption. There is always scope for improvement, and we will discuss the recommendations basis this report findings to further enable ease of mobility.”

Dhiraj Gyani, CEO, IndiaTech.org, said, “A vehicle may travel seamlessly across state boundaries, but the administrative processes governing its ownership often do not. As India's pre-owned vehicle market becomes an increasingly important part of our mobility and consumer economy, the systems governing ownership transfers must evolve in step with the market. The EVOI 2026 findings highlight significant variations in state-level processes, as well as considerable scope for improvement across the country. Our objective is to encourage greater harmonisation, digital integration and administrative efficiency, enabling citizens and businesses to experience seamless and predictable vehicle ownership transfers, irrespective of where they are located. We believe that a more integrated national framework, including progress towards the vision of ‘One Bharat, One Road Tax’, can play an important role in unlocking the sector's full potential.”

Mohit Gupta, COO & Co-Founder, Spinny, said, “Every Indian deserves the opportunity to own a quality car. A car is an aspiration, the promise of new beginnings, freedom and possibilities for individuals and families. Buying one should be an exciting milestone, not weighed down by paperwork and complex processes. As an industry, we have a responsibility to help consumers understand existing processes and work closely with policymakers to drive meaningful reforms – support state-wise implementation of ADRV, simplify hypothecation addition and removal and advance end-to-end digitisation of processes. The Ease of Vehicle Ownership Index (EVOI) is an important step towards bringing Central and State Governments and industry players together to address these challenges and make car ownership simpler and easier for people across India.”

Vikram Chopra, Builder Cars24, said, “A car may change hands, but ownership and liability do not always follow. At Cars24, we see this firsthand: sellers remain exposed to liabilities long after handing over their vehicles, while buyers wait to be recognised as legal owners despite completing the purchase. This is not just a procedural delay but a gap in consumer protection and accountability. The Ease of Vehicle Ownership Index brings these challenges to light, identifies systemic gaps and gives states a framework to drive reforms through competitive federalism. Ownership transfer must be an integral part of every car transaction, ensuring that ownership, responsibility and liability move together, giving both buyers and sellers complete peace of mind.”

German tier 1 supplier Schaeffler has announced a performance improvement programme aimed at eliminating overcapacity, reducing organisational complexity and lowering personnel costs in response to challenging conditions in the European automotive sector.

The measures follow the completion of restructuring initiatives announced in November 2024 and the execution of 1,800 partial retirement agreements in October.

The plan involves a net reduction of 3,460 positions across Europe, with approximately 2,660 cuts located in Germany, representing 9 percent of its domestic core workforce by 2028.

Furthermore, 50 percent of the affected positions are in production, 30 percent in research and development and 20 percent in functional areas. The programme includes the closure of five European facilities, encompassing four German sites in Dortmund, Morbach, Berlin and Schwalbach, alongside a site in Herstal, Belgium.

Operations at additional locations in Germany, France and Slovakia will undergo structural adjustments. The restructuring is projected to generate annual earnings improvements of approximately EUR 300 million by 2030, against one-time expenses of around EUR 480 million, the majority of which will be recognised as restructuring provisions in 2026. The job cuts will be accompanied by a solidarity contribution involving a temporary compensation reduction across management levels.

Klaus Rosenfeld, CEO, Schaeffler, said, "With the performance improvement program announced today, we want to demonstrate that, despite the challenging operating environment, it is both possible and sensible to develop and manufacture in Germany and Europe in a way that is competitive and cost-efficient over the long term. This requires that we consolidate locations, bundle technological expertise in selected regional clusters, and optimize costs per employee. At the same time, we intend to further streamline the organization and reduce hierarchical levels. The most important element of the program – also in comparison to previous programs – is the solidarity contribution, which is intended to include, among other measures, a temporary compensation reduction across all hierarchical levels. Based on our strategic goal of becoming the leading Motion Technology Company, we view the Schaeffler Group’s broad cross-sector diversification as an important opportunity. We will do everything in our power to tap into new growth areas and, as far as possible, replace declining activities with new business "

Dr. Jochen Schröder, COO, Schaeffler, said, "In addition to our focus on further developing our core business, the Schaeffler Group has promising growth opportunities in future-oriented fields, particularly in the areas of humanoid robotics and defense. Here, we can draw on the technological expertise we have developed in our core business."

Dr. Astrid Fontaine, CHRO, Schaeffler, said, "As a family-owned company, it is particularly important to us that we implement the necessary measures in a socially responsible manner and in close dialogue with employee representatives. We have repeatedly found good solutions together in the past, and we want to build on that. We invite our employees to contribute constructively and actively support the necessary transformation."

European automotive group Stellantis has appointed Sandeep Bhambra as the head of design for the Citroen and DS Automobiles brands, effective 2 November 2026.

Bhambra succeeds Pierre Leclercq at Citroen and Thierry Metroz at DS Automobiles, reporting directly to Gilles Vidal, Head of Design for Stellantis European brands. He will also join the management teams of both brands under Xavier Chardon, CEO of Citroen and DS Automobiles.

Leclercq transitions to Head of Design for Opel and Vauxhall, succeeding Mark Adams, who is retiring. Thierry Metroz will transition to support Gilles Vidal on European design strategy.

"The arrival of Sandeep Bhambra marks a new step in our ambition to strengthen the identity and appeal of our brands. His experience, creativity and vision of Design will be valuable assets in supporting Citroën and DS Automobiles in expressing strong and distinctive identities, true to their heritage while firmly looking to the future. I would also like to thank Pierre Leclercq for his work and contribution to Citroën. His talent and vision have helped shape several key projects and reinforce the brand’s distinctive character. I wish him every success in his new role at Opel," said Xavier Chardon.

Gilles Vidal said, "I am particularly pleased to entrust Sandeep with the responsibility for the Design of Citroën and DS Automobiles. His background, combining creativity, strong product expertise and a strategic vision of Design, will be a major asset in supporting the ambitions and transformation of both brands. I would also like to warmly thank Pierre Leclercq for his commitment and contribution to the development of Citroën Design, and wish him every success in his new role leading Design at Opel. Finally, I would like to thank Thierry Metroz for his talent, passion and contribution to DS Automobiles Design. His experience and vision will be invaluable in his new role."

BendPak has launched the OctaFlex Series, turning its eight-arm car lift concept into production reality. The two-post lift aims to improve bay productivity, technician ergonomics and operational precision, making cab-off repairs, EV battery replacement and other demanding tasks efficient enough to pay for itself. The OctaFlex 12DPS is now shipping and will appear at the SEMA Show from 3–6 November in Upper South Hall Booth #36129.

After introducing the concept in 2024, BendPak spent two years refining it through customer feedback and lab testing. The OctaFlex 12DPS pairs a traditional 12,000-pound-capacity two-post lift with an integrated 6,000-pound lift-assist system, described as an industry first. Four primary arms support the vehicle while four secondary arms raise, lower or hold cabs, drivetrains, EV batteries, suspension assemblies and other heavy components without extra equipment, helpers or bays. The auxiliary arms move out of the way when not needed, allowing standard two-post operation.

The patent-pending series also features a magnetic pendant controller with two-speed controls, letting technicians stand back from the columns for better visibility. Each set of arms operates independently at normal or slow speed, supporting the fine alignment needed for EV battery installation or single-handed cab and chassis removal.

Dave’s Auto Center in Centerville, Utah, services trucks nationwide and performs multiple cab-offs daily across 25 bays. Owner Dave Bell said the installed OctaFlex saves hours, easing cab removal and allowing chassis work while the cab is airborne. He called it significantly more efficient than completing the cab-off before remaining repairs.

BendPak says shops save an average of two hours per cab-off. A bay pulling 20 cabs monthly at a USD 150 hourly rate could add USD 6,000 monthly, or USD 72,000 annually. Customers can calculate returns by visiting the OctaFlex page on the company website. Savings also come from eliminating a second technician and completing work in one bay instead of two.

Because OctaFlex holds chassis and cab, technicians stand comfortably with everything at eye level, improving ergonomics and eliminating manual lifting of heavy components. The lift features BendPak’s Automatic Swing Arm Restraint System with a 360-degree grip and 10 times traditional holding power. It is third-party tested and ALI Certified as model EV12DPS.

Jeff Kritzer, President and CEO, BendPak, said, “As dealers and independent repair shops continue to struggle with an ageing and shrinking technician workforce, they also face surging demand for labour-intensive tasks like cab-off repairs and EV service. OctaFlex eases the pressure by helping technicians handle complex jobs independently with greater efficiency and less physical strain, maximising throughput and profit potential.”