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)

Bajaj Auto Foundation, the CSR arm of Bajaj Auto Limited, has announced a significant INR 4 billion commitment over the next decade to support women engineers through the Rupa Rahul Bajaj Scholarship for Women in Engineering (RRBSWE). The initiative is aimed at increasing female participation in core technical fields.

The scholarship, recognised as India’s largest such programme for women in core engineering, targets meritorious students pursuing disciplines like Mechanical Engineering, Electronics, Industrial Instrumentation, Mechatronics and Robotics. Scholars at 40 leading institutes, including IITs, NITs, IIITs and reputed state and private universities, can receive up to INR 800,000 in financial aid throughout their engineering education.

Beyond monetary support, the programme focuses on holistic leadership development. It offers structured mentorship, industry immersion and professional networking opportunities to cultivate future women leaders in engineering and manufacturing sectors. The launch event at Bajaj Auto Ltd.’s Pune headquarters also celebrated the first cohort of 506 scholars, with chief guest Kiran Mazumdar-Shaw and Rajiv Bajaj in attendance.

The foundation highlighted that this effort tackles the persistent underrepresentation of women as advanced manufacturing and deep technology grow critical for India’s economy. Unveiling its overarching proposition, ‘Where there’s a skill, there’s a way’, the foundation reaffirmed its dedication to skilling and education for the nation’s future workforce.

Rajiv Bajaj, Managing Director, Bajaj Auto Limited, said, “Women possess inherent skills of patience, empathy and diligence, which are very strong attributes to excel in core engineering jobs. We identified this long back and made women engineers a significant part of our workforce. In fact, from virtually no women in our operations till around a decade back, today they account for nearly 20 percent of our workforce. This has brought a meaningful difference to our way of working and contributed to Bajaj Auto’s global scale, thereby making us the World’s Favourite Indian. This programme would extend our learning with the larger manufacturing industry.

“The Rupa Rahul Bajaj Scholarship for Women in Engineering holds a special place in my heart, as it carries the name of my beloved mother, Rupa Rahul Bajaj. Her dedication to education and her belief that women can drive change in their communities inspire this programme. The Rupa Rahul Bajaj Scholarship is an investment in talent, ambition and the belief that opportunity can unlock extraordinary potential. We are deeply committed to ensuring that women play a far greater role in shaping the future of engineering and manufacturing.”

Kiran Mazumdar-Shaw, Executive Chairperson, Biocon Limited, said, “The future of science, engineering and manufacturing must be built on inclusion and equal opportunity. Encouraging more women to pursue core engineering disciplines is not just a social imperative but an economic one. Initiatives like the Rupa Rahul Bajaj Scholarship can help create a stronger and more diverse innovation ecosystem for India.”

Autodesk has overhauled its India digital storefront into a complete self-service procurement hub targeting startups, freelancers, entrepreneurs and small businesses. The redesign lowers barriers to professional design software and reflects a broader digital-first sales strategy for how local customers buy and manage licenses.

Internet usage in India has reached 958 million active users, fundamentally changing professional technology purchasing. The updated platform introduces flexible consumption models for the country’s growing digital economy. Emerging firms and first-time users driving the Viksit Bharat initiative are primary beneficiaries.

Launched in 2017, the online store is now a critical customer acquisition channel. Startups, freelancers and smaller enterprises account for over half of first-time buyers. Tier 2 and Tier 3 cities contribute more than one-fifth of online customers, making smaller hubs engines of digital adoption.

The platform adds monthly subscriptions starting at INR 1,062 for AutoCAD Web, plus Autodesk Flex token packs at INR 29,300 for 100 tokens, valid one year and shareable. Users can generate quotes, complete multi-product checkouts, renew subscriptions and manage GST compliance without callbacks.

Autodesk has expanded payment options to include UPI alongside debit cards, credit cards and net banking, making professional software procurement seamless for India’s creator community.

Kamolika Gupta Peres, Vice President, Autodesk India and SAARC, said, “India has nearly a billion active internet users – and for this generation, digital is not a channel. It is the expectation. Today, the Autodesk creator community that includes designers, animators, manufacturers want to explore, evaluate and purchase professional technology instantly, just as they would any other product or service online.

“Over the past year, we analysed the online buying behaviour and preferences of our customers and Autodesk’s creator community across India. The insights and feedback have shaped the evolution of the Autodesk Store into a more intuitive, inclusive, seamless and locally relevant experience, designed around the needs of modern Indian businesses and professionals. As Autodesk’s reach expands across Bharat, we are making it easier to access professional design technology, regardless of where they are located.”

Chinese automotive major BYD (Build Your Dreams), one of the leading manufacturers of new energy vehicles (NEVs) across product categories, has outlined an ambitious target to become the No.1 automaker in the next five years.

The statement was made by Wang Chuanfu, CEO, BYD, who told investors in China, according to a Reuters report.

In 2025, BYD surpassed American automotive major Ford Motor Co in terms of sales, with 4.6 millions sold globally, thanks to robust domestic demand, as well as its aggressive expansion in global markets such as Europe and Asia.

The company now aims to surpass Japanese automaker Toyota Motor Corporation, which continues to be the No.1 automaker (in terms of volumes), consistently selling over 10 million vehicles.

In 2025, Toyota Motor Corporation sold 11.32 million vehicles, Volkswagen Group sold 8.98 million units, Hyundai Motor Group sold 7.27 million units, GM (including SAIC-GM-Wuling) sold 6.18 million units, Stellantis sold 5.6 million units, while Ford had sales crossing 4 million units.

BYD Showcases DM-i Electric-First Hybrid Technology In India

For the unversed, the Shenzen-headquartered automaker had stopped producing Internal Combustion Engine (ICE) vehicles in 2022 and solely focused on electrification and plug-in hybrid vehicles (PHEV).

Since then, the company has consistently expanded its customer base and tech upgrades.

In fact, BYD has recently started expanding its flash-charging station across Germany, which are capable of delivering up to 1,500 kW of charging speed. This allows its EVs (using Blade Battery 2.0 and Flash Charging 2.0 tech) to be charged from 10 percent to 70 percent in under 5-minutes and upto 97 percent in 9-minutes. The company is targeting to build 6,000 such flash-charging stations outside China by the end of 2026, with Europe expected to get half of it.

As per industry reports, BYD has already set up over 6,000 flash-charging stations across 300 cities in China till last month.

Interestingly, the company sold 383,453 EVs last month, taking its cumulative sales to 16.5 million EVs to date.

To further make smart inroads in the European market, BYD has also started conversations with automakers for acquiring their under utilised production facilities.

Also read: BYD Overtakes Tesla And BMW To Become UK’s Best-Selling EV Brand

WACKER is presenting a portfolio of battery electric vehicle safety innovations at the Battery Show in Stuttgart, Germany, running from June 9 to June 11. Among the products featured at the company’s Hall 1, Booth K45, are a ceramifying silicone for thermal barriers, thermally conductive potting compounds for power electronics and materials under the ELASTOSIL, SEMICOSIL, SILRES and WACKER Silgel brands. The ceramifying silicone notably enhances heat and flame resistance, while the potting compounds enable effective temperature control with minimal sedimentation, allowing processing after long storage without complex pretreatment.

New potting compounds for thermal management take centre stage as another key exhibit. The spotlight falls on ELASTOSIL RT 7616 TC and ELASTOSIL RT 7624 TC, both filled addition-curing silicone elastomers that cure at room temperature, enabling energy-saving handling of large components. ELASTOSIL RT 7616 TC offers a thermal conductivity of 1.6 W/mK, while ELASTOSIL RT 7624 TC achieves 2.4 W/mK.

Thermally conductive potting compounds must balance on-spec thermal conductivity with low viscosity, but low viscosity can cause particulate fillers to sediment and cake after prolonged storage. Redispersing such fillers is time-consuming and may require special mixing equipment. WACKER has now eliminated these concerns with the optimised rheological properties of its new products, making sedimentation and agglomeration effects irrelevant for customers.

Even if fillers settle under unfavourable transport or storage conditions, standard mixing equipment can easily redisperse them. ELASTOSIL RT 7616 TC and ELASTOSIL RT 7624 TC feature low viscosities of 5,500 and 8,000 mPa•s, respectively, allowing quick, bubble-free filling of gaps as small as a few hundred micrometres. Their room-temperature curing eliminates the need for ovens regardless of component size.

These heat-resistant, low-emission formulations are primarily used in electromobility battery chargers, DC/DC converters and inverters for thermal management of discrete components like coils or inductors. Other silicones for electromobility include SILRES MK, a methyl silicone resin for mechanical and thermal barriers and ELASTOSIL CM 18x potting compounds for side potting of cells and top potting of pressure-relief vents, providing electrical and thermal insulation without impairing vent function.

ELASTOSIL R 531/60, a ceramifying silicone rubber for busbar insulation in high-voltage batteries, rounds out the offerings. This extrudable material improves electric vehicle safety by ceramifying in a fire, encasing busbars in a ceramic layer to maintain electrical insulation. WACKER is demonstrating all these solutions live at the Stuttgart exhibition.