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)

Mumbai-headquartered automotive major Mahindra & Mahindra has executed a binding agreement to raise approximately INR 3.22 billion for its electric commercial vehicle subsidiary, Mahindra Last Mile Mobility (MLMML). The investment transaction values the last-mile transport business at INR 108.22 billion.

The funding round was led by global investment firm Lightrock, with participation from existing investors International Finance Corporation (IFC) and the India-Japan Fund (IJF), managed by National Investment and Infrastructure Fund (NIIF).

The capital injection follows sales metrics recorded by the subsidiary, including an 85 percent YoY volume increase in electric three-wheelers during the first quarter of FY2027 and sales exceeding 100,000 units in FY2026.

Dr Anish Shah, Group CEO & MD, Mahindra Group, said, “We welcome Lightrock as a partner marking a pivotal milestone in our last mile mobility initiative, highlighting the transformative potential of our growth gems. Our robust business model continues to draw top-tier investors. With Lightrock joining alongside IFC and IJF, MLMML has now achieved unicorn status in the electric vehicle market. This investment brings us closer to our goal of deploying 1 million EVs on India roads by 2031 and solidifies our leadership in the electric commercial vehicle sector.”

Rajesh Jejurikar, Executive Director and CEO - Auto & Farm Sector, Mahindra & Mahindra, said, “This investment from Lightrock reinforces Mahindra Last Mile Mobility’s leadership in the EV space. With around 40 percent market share in the L5 segment, it is at the forefront of a market that has rapidly scaled from 12 percent to 40 percent electrification in just two years. We are proud to be India’s No.1 electric commercial vehicle manufacturer for the fourth consecutive year. Crossing 100,000 EV sales in FY26 and 6 billion e-kilometres cumulatively underscores the trust of our customers and our commitment to driving sustainable, inclusive growth.”

Samir Abhyankar, Partner and Head of India, Lightrock, said, “It is a privilege to partner with the Mahindra Group through Lightrock’s investment in Mahindra Last Mile Mobility. The leadership team has done an exceptional job of building the company from the ground up into a market-leader in electric three-wheelers, underpinned by a focused strategy and outstanding execution ability. Lightrock is excited to support the Group as it continues to build sustainable, high-growth businesses capable of meeting the evolving needs of tomorrow’s India.”

At present, Mahindra Last Mile Mobility holds approximately 40 percent market share in the L5 electric three-wheeler category in India. The fund raised from the round will support product engineering, expansion of manufacturing operations and fleet deployment plans targeting one million electric vehicles by 2031.

Honda Motor Co, one of the leading passenger vehicle manufacturers, has appointed Toshiyuki Yanagisawa as President and Chief Executive Officer of Honda Cars India (HCIL), effective 1 October 2026.

He will succeed Takashi Nakajima, the outgoing President and Chief Executive Officer, who will transfer to Asian Honda Motor Co., at the regional headquarters upon completion of his term in India.

Yanagisawa, an Operating Executive at Honda, currently serves as head of the India Strategic Development Office and Chief Executive Officer of Honda Digital Innovation India (HDII). In his new role, he will manage operations across both HCIL and HDII.

The structural alignment follows Honda's designation of India, North America and Japan as primary markets for its growth strategy. The India Strategic Development Office has established market plans to support business expansion in the country. Development initiatives for a vehicle scheduled for market launch in 2028 have transitioned from planning to execution.

Yanagisawa previously held positions within HCIL during earlier international postings at Honda, providing experience with domestic market operations, consumer demographics and regulatory frameworks.

CASE Construction Equipment, a brand of CNH, has appointed Sachin Tare as Director of Manufacturing to oversee operations at its plant in Pithampur, near Indore, Madhya Pradesh.

He will manage operational execution, quality control and productivity at the facility to support the company's domestic market distribution and export strategy.

Tare comes with over three decades of experience across the engineering and automotive sectors in manufacturing, supply chain management, logistics and business transformation.

Prior to joining CASE, he served as Assistant Vice-President of Operations at BirlaNu (formerly HIL). His career includes nearly three decades at Mahindra & Mahindra, where he held leadership positions covering procurement, supply chain logistics and plant operations.

The Pithampur facility functions as CASE's primary manufacturing hub for the Asia Pacific region. Operating in India since 1989, the company manufactures backhoe loaders, vibratory compactors and related construction machinery at the site for the Indian market and for export to more than 100 countries.

Sachin Tare, said, "I am excited to join CASE Construction Equipment at a time when India's construction equipment industry is witnessing strong momentum driven by infrastructure-led growth. CASE India has built a strong legacy of engineering excellence and earned the trust of customers over the years. I look forward to working closely with the team to deliver cutting-edge equipment engineered in India for India and the world, while advancing manufacturing excellence across our operations. Together, we will build on this legacy and contribute to CASE's continued growth while reinforcing India's role as a global manufacturing hub."

German tier 1 supplier ZF’s Supervisory Board has appointed Sebastian Schmitt to the company's Board of Management, effective 1 September 2026.

He will oversee the Electrified Powertrain Technology division alongside responsibility for the Americas region. Schmitt succeeds Dr Peter Holdmann, who will step down from the Board of Management on 31 August 2026 after choosing not to renew his contract. Following Holdmann's departure, Chief Executive Officer Mathias Miedreich will assume responsibility for the Chassis Solutions division as well as ZF Group R&D.

Schmitt joined ZF in 2000 after graduating in industrial engineering from TU Ilmenau. Prior to his appointment to lead the Electrified Powertrain Technology division in November 2025, he managed the Electrified Powertrain Systems product line, held a post at ZF's Saltillo facility in Mexico and served as MD of the transmission plant in Brandenburg.

Holdmann joined ZF in 2000 and held management positions within passenger car chassis operations. Following the acquisition of TRW, he led the former TRW chassis operations from 2015 to 2018. In late 2023, he oversaw the merger of ZF's chassis operations into the unified Chassis Solutions division, joining the Board of Management on 1 May 2024 and adding the responsibilities of Chief Technology Officer in March 2026.

Dr Rolf Breidenbach, Chairman, ZF Supervisory Board, said, "The Supervisory Board thanks Dr. Peter Holdmann for his commitment and steady leadership in integrating and developing the Chassis Solutions division. In recent years, ZF has established a leading position in chassis technology, particularly in by-wire braking and steering systems. We respect his decision not to seek another term and thank him for his service. Sebastian Schmitt knows the Electrified Powertrain Technology division inside out and helped the restructuring produce early results. The priority now is to maintain that progress."

Mathias Miedreich, CEO, ZF, said, "Dr. Peter Holdmann has been a committed team player. On behalf of the Board of Management, I thank him for his collaborative approach and his contribution to ZF s transformation. I look forward to working with Sebastian Schmitt on the board."

Simon Blümcke, Mayor of Friedrichshafen, representing majority shareholder the Zeppelin Foundation, said, "Dr. Peter Holdmann served ZF for more than 25 years. I thank him for his long service and his contribution to the company. I congratulate Sebastian Schmitt on his appointment to the ZF Board of Management."

Dr Peter Holdmann said, "By integrating chassis electronics and ZF Race Engineering, we advanced the restructuring of the Chassis Solutions division. ZF s vehicle-dynamics solutions are gaining recognition and demand worldwide. After more than 26 years at ZF, this milestone makes it the right time for me to begin a new chapter. I thank the highly capable team I have worked with over the years. I am confident it will continue the transformation to Chassis 2.0 with innovation, determination and strong execution."