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)

Skoda Auto Volkswagen India (SAVWIPL) and the Automotive Research Association of India (ARAI) have signed a Memorandum of Understanding (MoU) to expand vehicle safety and crash testing infrastructure in Chakan, Pune.

Under the agreement, SAVWIPL will transfer a land parcel adjacent to its Chakan car manufacturing plant to ARAI. The site will be used by ARAI to construct an advanced crash test facility for future mobility vehicles, covering both battery electric vehicle (BEV) and internal combustion engine (ICE) models. The facility will expand domestic validation capacity for electric vehicles, support faster implementation of Bharat NCAP requirements and enable testing needed for international export markets.

H D Kumaraswamy, Union Minister of Heavy Industries and Steel, Government of India, said, "Expanding local R&D and safety testing infrastructure is essential as India's automotive sector advances. This initiative between ARAI and Škoda Auto Volkswagen India strengthens domestic testing capacity for electric vehicles and safety standards. By establishing this facility in Chakan, we are supporting the faster implementation of future Bharat NCAP requirements, helping address India-specific road safety challenges. It will also strengthen the capabilities of OEMs in India to develop vehicles that meet stringent export market requirements."

Piyush Arora, MD & CEO, Skoda Auto Volkswagen India, said, "Vehicle safety and local engineering capability are central to our operations in India. When ARAI required land for a specialised crash test facility adjacent to our Chakan plant, we adjusted our future expansion layout to support their request. As the company whose INDIA 2.0 vehicles were the first India-made cars to achieve 5-star Global NCAP ratings for both Adult and Child Occupant Protection, we have always believed that raising safety standards benefits the entire industry. This strategic partnership will help accelerate the development of safer vehicles in India by shortening EV development timelines, strengthening Bharat NCAP testing, and expanding the country's overall automotive engineering capabilities."

Dr Reji Mathai, Director, ARAI, said, "The future of mobility will be defined not only by innovation but also by the strength of the ecosystem that enables safe, sustainable, and globally competitive vehicle development. This MoU represents a strategic milestone in India’s automotive testing and safety infrastructure. As vehicle technologies evolve rapidly, the need for advanced validation, crashworthiness assessment, and regulatory compliance capabilities will continue to grow. We view this partnership as an important step towards building world-class capabilities that will serve the mobility sector for decades to come."

Rajendra Petkar, President and long-time Head of Engineering at Tata Motors, is to step down after an illustrious career of nearly four decades, according to media reports.

Petkar has rich experience in vehicle engineering and technology development across passenger cars and commercial vehicles. He has played a key role in reshaping the latest product portfolio at Tata Motors as he drove technological transitions managing Emerging Mobility & Technology Strategy at the automaker.

In his tenure as President and Chief Technology Officer of Tata Motors, Petkar managed an engineering division of over 5,000 personnel spanning technical centres in India, the United Kingdom and Italy.

Petkar led the introduction of battery electric vehicle platforms, the commercialisation of hydrogen fuel cell buses and the initial deployment of hydrogen internal combustion engine (ICE) trucks. Before re-joining Tata Motors, Petkar was deployed from Tata Technologies to Tata Motors between October 1999 and September 2015.

Beyond his corporate roles at Tata Motors, Petkar served as President of the Automotive Research Association of India (ARAI) from 2021 to 2023, Chairman of the Sustainable Mobility Group at the Society of Indian Automobile Manufacturers (SIAM), and Member of the National Automotive Board, alongside holding positions as an Independent Director across multiple corporate boards.

Hyundai Motor India (HMIL), one of the leading passenger vehicle manufacturers, has concluded the Hyundai Innovation Challenge 2026, shortlisting 16 startups from a pool of 980 applications nationwide to explore technology collaborations and commercial engagements.

Supported by Hyundai Motor Group’s open innovation platform ZER01NE, the challenge was launched in April 2026 across 15 thematic areas, including electrification, smart mobility, connectivity, Advanced Driver Assistance Systems (ADAS), artificial intelligence, customer experience and vehicle technologies.

The 16 shortlisted firms presented their solutions to executive teams from HMIL and Hyundai Motor India Engineering (HMIE) during the Grand Pitch Day on 29 October 2026.

The shortlisted startups comprise Pulse Energy, Novus Hi-tech, CraftifAI, AmpereHour, Enmovil, GoComet, Haulog Technologies, Syook, Unbox Robotics, Motiv AI, AMI Technologies, Dasham Labs, AltMat, Simlioncis, Ravity and EmpFly Services.

As a next step, HMIL and HMIE will evaluate opportunities to engage with the selected entities through paid Proofs-of-Concept, technology validation programs, and pilot implementations to assess the commercial viability of their solutions.

Tarun Garg, MD & CEO of Hyundai Motor India, said, "The Hyundai Innovation Challenge 2026 reflects our belief that the future of mobility will be driven by collaboration between established industry leaders and innovative startups. The enthusiastic participation from startups demonstrates the tremendous entrepreneurial talent and technological capability that exists in India. Through this initiative, we have discovered innovative solutions and established meaningful relationships that can contribute to shaping smarter, safer, and more sustainable mobility experiences. We remain committed to supporting the startup ecosystem and transforming promising ideas into impactful solutions for customers and society."

TVS Racing has announced that the third season of the TVS Apache Racing Experience GP (ARE) International will begin on 15 November 2026, marking the widest reach yet for the customer-focused championship. The 2026–27 series will visit seven nations – India, Mexico, Colombia, Nepal, Morocco, Egypt and Ivory Coast – as the brand pushes to widen access to competitive riding. Organisers describe the move as a step towards a structured and aspirational entry point into motorsport while extending the company's international racing footprint.

The upcoming season will run multiple categories, including a women's customer class introduced earlier, and will extend to 20 cities with over 1,200 expected entrants. To date, the property has already covered 20 cities and drawn more than 4,000 participants since launching. TVS Racing views the growth as part of a wider mission to make the sport more inclusive and open to ordinary enthusiasts.

Originally launched in 2007, the initiative gave Apache owners a safe, professional setting in which to try competitive racing. It was reorganised into a formal championship in 2023. The 2025–26 edition took the series abroad for the first time, spanning India, Mexico, Colombia and Nepal and closing with a finale at the Madras International Circuit in Chennai. The third season builds on that foundation.

The championship now serves customers, enthusiasts and budding racers alike, drawing them together around performance and competition. The Apache line has over seven million international customers, backed by the Apache Owners Group, which counts more than 500,000 registered members. More details are available on the company website.

Vimal Sumbly, Head – Premium Business, TVS Motor Company, said, “TVS ARE GP has grown from a customer racing platform into a championship that embodies TVS Racing’s belief in making competitive motorsport more accessible and creating a strong pathway for racing talent. As we enter Season 3, our expansion to seven countries marks an important step in taking this racing ecosystem to a truly global stage. For us, this is not simply about expanding the championship’s footprint but about extending our racing culture, expertise and standards to riders across markets while creating opportunities for emerging talent to experience competitive racing. With a strong foundation built on championships and a deep understanding of grassroots motorsport, TVS ARE GP is evolving into a globally connected platform that will continue to nurture riders, strengthen racing communities and take the spirit of TVS Racing to the world.”