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)

Road safety crusader Piyush Tewari, Founder and CEO, of SaveLIFE Foundation (SLF), has been named a winner of the 2026 Social Entrepreneur of the Year Award by the Schwab Foundation and the World Economic Forum.

Tewari is the sole awardee from India this year and will be honoured at the World Economic Forum Annual Meeting in Davos, Switzerland, on 20 January 2026.

Since 2008, SaveLIFE Foundation has operated as a scientific organisation focused on road safety and trauma care. The Schwab Foundation’s recognition endorses the foundation’s systemic approach to road safety, which addresses a leading cause of death globally. The foundation’s work supports the State’s obligation to provide safe transport systems, a right interpreted by Indian courts under Article 21 of the Constitution.

SaveLIFE Foundation has collaborated with governments and industry to implement science-based solutions. Its advocacy contributed to the Good Samaritan Law (2016) and the Motor Vehicle (Amendment) Act, 2019. Since 2015, the organisation has deployed Zero-Fatality programmes in ‘Corridors’ and ‘Districts’ across India.

These programmes utilise data analytics for ambulance deployment and engineering fixes, such as closing median gaps and installing crash barriers. The not-for-profit also applies tactical urbanism to redesign intersections for the protection of vulnerable road users, including pedestrians and cyclists. These interventions have resulted in a 30 percent to 60 percent reduction in road crash fatalities on target stretches. The Ministry of Road Transport and Highways (MoRTH) has recently directed states to implement these solutions nationally.

The foundation also focuses on the ‘chain of survival’ in post-crash response. At present, delays in medical attention contribute to 30 percent of road victim deaths. SavLIFE Foundation proposes a national framework for trauma care that includes standalone funding for the maintenance of emergency facilities and mechanisms for free, timely treatment to enable early stabilisation.

Piyush Tewari holds an MPA from Harvard University and received the Skoll Award for Social Innovation in 2024. He was appointed to the National Road Safety Council by the Government of India in 2019. Prior to founding SaveLIFE, Tewari was the Managing Director (India) of the Calibrated Group, a private equity fund.

The Indian automotive landscape is witnessing a sustained period of robust growth as the industry enters the latter half of FY2026. This momentum is being fuelled by a strategic double engine of favourable fiscal policy and aggressive corporate manoeuvring.

Industry analysts point to the recent reduction in Goods and Services Tax (GST) as a primary catalyst, significantly lowering the barrier to entry for consumers across multiple segments. Coupled with a feverish pace of new product launches, automakers are successfully stimulating replacement demand and capturing new market share. This synergy has resulted in a marked uptick in wholesale volumes, signalling a high-octane finish for the fiscal year.

As per the latest sales data released by the Society of Indian Automobile Manufacturers (SIAM), the apex body representing the automotive industry in the country, more than 2 million vehicles were sold in the last month of 2025, which marked a 36 percent YoY growth. During the period, passenger vehicle sales came at 399,216 units, up 27 percent YoY, three-wheelers at 61,924 units, up 17 percent YoY and two-wheelers at 1.54 million units, up 39 percent YoY.

Furthermore, for Q3 FY2026, a total of 7.47 million vehicles were sold in the country, which was 18 percent higher compared to same period last year. The passenger vehicle segment led by SUV demand saw over 1.2 million units sold, up 21 percent YoY. Three-wheeler segment registered 14 percent YoY growth with 215,211 units wholesales.

The commercial vehicle segment witnessed 22 percent growth with a total of 290,085 units sold, as compared to 238,666 units sold a year ago. Two-wheeler sales at 5.69 million units, registered a 17 percent YoY growth, as compared to 4.87 million units for the same period last year.

Shailesh Chandra, President, SIAM, said, “2025 has been a landmark year for the Indian Auto industry. The year began with a subdued first half, and the industry continued to navigate supply side challenges. With multiple structural policy reforms including the income tax relief, successive repo rate cuts and the rollout of GST 2.0 laid the foundation for a positive demand environment. The reduction of GST rates made vehicles more affordable and injected fresh momentum into the sector. Growth during the year has been broad-based across segments, with passenger vehicles, commercial vehicles and three-wheelers recording their highest ever sales and two-wheelers posting the 2nd highest sales ever, in a calendar-year.”

He further mentioned that two-wheeler sales crossed the 20-million-mark for the 2nd time in a calendar year with more than 20.50 million units wholesales, clocking 4.9 percent YoY growth in 2025.

“This was still behind the peak it had achieved in 2018. In addition, exports witnessed double-digit growth across vehicle segments in 2025, compared to calendar year 2024. Looking ahead, the industry expects the positive momentum to continue well into 2026, supported by stable macro-economic conditions, improving affordability and continued policy support. The industry will also continue to monitor geopolitical developments to ensure resilience in supply chain and export volumes,” said Chandra.

German motion technology company Schaeffler has appointed Maximilian Fiedler as its new Regional CEO for Asia/Pacific, effective 1 January 2026. In this capacity, Fiedler also joins the Executive Board of the Schaeffler Group as the regional representative.

Since 2022, Fiedler has served as the Chief Financial Officer for the Asia/Pacific region. In June 2025, he took on the role of Regional CEO on a temporary basis while maintaining his responsibilities as CFO.

He had joined Schaeffler in 2012 and has held several leadership positions, including Head of External Reporting for the Schaeffler Group and CFO for Schaeffler Mexico. Prior to his tenure at Schaeffler, he served as Treasury Manager for HeidelbergCement.

Klaus Rosenfeld, CEO, Schaeffler, said, “We are delighted to appoint Maximilian to drive our business in the Asia Pacific region. Maximilian has continuously demonstrated exceptional commitment to Schaeffler. We are confident, he will continue to inspire and steer our company towards sustained success.”

Maximilian Fiedler, added, “I am honoured to be entrusted with this position, and I look forward to working with our talented team to build on our achievements in the region, drive deeper engagement with our customers and deliver lasting value to all our stakeholders.”

The appointment follows a period of transition and is intended to oversee the company's operations and customer engagement strategies across the Asia/Pacific markets.

BMW Group India has recorded its highest annual sales to date, delivering 18,001 cars in CY2025, which marks a 14 percent YoY growth.

Within the car portfolio, BMW delivered 17,271 units, while the MINI brand accounted for 730 units. Additionally, BMW Motorrad delivered 5,841 motorcycles.

The company maintained double-digit growth for the fourth consecutive year, with the fourth quarter (October – December) reaching a peak of 6,023 units, a 17 percent increase. During the year, the group launched 20 products across its three brands, including the BMW iX1 Long Wheelbase, the new X3 and the BMW R 1300 GS Adventure motorcycle.

Hardeep Singh Brar, President and CEO, BMW Group India, said, “2025 has been a record-breaking year for BMW Group India with highest-ever sales till date. We crossed the 18,000 units mark in car sales and the fact that we are growing very strongly at 14 percent, above the average growth rate of luxury segment, reflects the strong aspiration and trust that our valued customers have in our brands. Sales are growing across segments, whether it is internal combustion engines or electric vehicles, SAVs or sedan or long wheelbase models. Our lead in luxury electric segment is not only progressing sustainable mobility but also unlocking the potential for increasing the size of luxury car market in India. Going forward, we will keep our focus on what differentiates us – sheer driving pleasure, unparalleled customer centricity and a robust dealer network which delivers JOY at each step of interaction with our customers.”

Electric vehicle (EV) sales saw a 200 percent increase, with 3,753 units delivered. EVs now represent 21 percent of the company's total sales, up from 8 percent in the previous year. The BMW iX1 was the best-selling model in the premium EV segment. To support this growth, the company provides access to over 6,000 charging points through various partnerships and has implemented infrastructure initiatives such as ‘Smart E-Routing’ and ‘Charging Concierge.’

Long Wheelbase (LWB) models grew by 162 percent, totalling 8,608 units, and now comprise 50 percent of BMW’s car sales. The BMW 3 Series remained the highest-selling sedan in its category. In the Sports Activity Vehicle (SAV) segment, sales rose by 22 percent to 10,748 units, with the BMW X1 and X5 leading the volume.

BMW Motorrad's performance was led by the G 310 RR, which saw a 24 percent increase in deliveries. The high-performance motorcycle segment also grew by 7 percent, with demand concentrated on the S 1000 RR and the GS series.

The group currently operates 97 touchpoints across 40 cities under its ‘Retail.NEXT’ concept. Plans for 2026 include the addition of 19 outlets in 18 cities to expand the retail network. Financing for these vehicles is managed through BMW India Financial Services, which offers buy-back schemes and flexible instalment options to facilitate ownership.