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)

Caterham has confirmed its participation in the London International Motor Show 2027, with the British manufacturer set to appear in the event's Built in Britain zone at Excel London from 26 to 28 February 2027. The maker of the legendary Seven, produced in Britain since 1973, will display a selection of its cars on stand 1920.

Visitors will have the opportunity to examine one of the purest driving machines available anywhere, with the Seven widely regarded as a definitive British sports car thanks to its light, simple, hand-built construction in Kent and driver-focused engineering. The Built in Britain zone celebrates the designers, engineers and craftspeople sustaining the country's automotive industry, with specialist sports car makers playing a central role.

Though small in scale, these manufacturers wield enormous influence through cars whose character and focus are admired by major global firms and sought after by enthusiasts. The zone offers them a capital stage before a national audience. The show runs alongside Motorsport Expo and Car Culture UK, with one combined ticket covering all three and around 90,000 visitors expected across the weekend. Friday 26 February serves as the press and trade day, running alongside the public opening.

Stephen Maitland-Oxley, Event Director, London International Motor Show, said, “Caterham is exactly the kind of company Built in Britain was created to celebrate. The Seven is a British icon, and the team behind it has spent more than 50 years proving that lightness, ingenuity and sheer driving fun never go out of fashion. Britain's niche sports car makers are a national asset and we are delighted to give them the spotlight they deserve. Having Caterham with us is a wonderful way to set the tone for the zone.”

Trevor Steel, Senior Vice President – Operations, Caterham Cars, said, “ "At its core, the Caterham Seven is engineered to deliver a driving experience that is as pure, enjoyable and rewarding to the driver, as any car on sale today. Since its inception by Colin Chapman nearly 70 years ago, and since becoming a Caterham in 1973, the Seven has always been proudly built here in Britain, and this is heritage we’re always wishing to celebrate. Built in Britain is a natural home for us, and we are looking forward to meeting enthusiasts, owners and a new generation of drivers in London next February.”

GP Petroleums has appointed Shirish Suvagia as its new Chief Financial Officer and Key Managerial Personnel, effective 15 October 2026.

Suvagia is a Chartered Accountant with over 23 years of experience in corporate finance, treasury, strategic planning, mergers & acquisitions, and debt and equity fundraising.

He holds Bachelor's and Master's degrees in Commerce from the University of Mumbai, an Executive MBA from IIM Indore, a CISA certification from ISACA, and an IFRS certification from the ICAI.

In his role as CFO, Suvagia will manage the company's financial strategy, treasury, business planning, capital allocation, risk management and reporting functions as GP Petroleums expands its IPOL lubricants brand across domestic and international markets.

Ayush Goel, Chairman & Managing Director of GP Petroleums, said, "We are delighted to welcome Suvagia to GP Petroleums. His experience across corporate finance, treasury, fundraising and mergers & acquisitions will be a valuable asset to the Company, particularly as we focus on capital allocation, business expansion and long-term value creation. We look forward to his contribution as we take the company forward. We are confident that his leadership and financial expertise will support the Company in creating sustainable value for all stakeholders."

"I am excited to join GP Petroleums at an important stage of its growth journey. IPOL is a well-established and respected brand with strong market fundamentals and significant opportunities ahead. I look forward to partnering with the Board and leadership team to further strengthen the Company's financial capabilities, support strategic growth initiatives, and drive long-term value creation for stakeholders," said Suvagia.

SAEINDIA is set to host the 23rd Asia Pacific Automotive Engineering Conference (APAC 23) from 13 to 14 November 2026 at the Yashobhoomi Convention Centre in New Delhi.

The event, held under the theme ‘Xellerating towards Safe, Secure, Sustainable & Intelligent Mobility,’ returns to India for the second time following a 15-year interval. The conference will convene more than 1,000 delegates and 500 mobility experts representing vehicle manufacturers, component suppliers, technology firms, research organisations and regulatory bodies across 11 countries in the Asia-Pacific region.

The agenda comprises 150 technical presentations and 80 exhibitors covering subject areas such as powertrains, automated driving, cybersecurity, software-defined vehicles, vehicle dynamics, advanced materials and regulatory standards.

The venue features an exposition hall, a technology theatre for product demonstrations, and the TechHive platform designed to connect mobility start-up ventures with industry leaders, technology experts, and investors.

“APAC 23 represents an important opportunity for India to engage with the Asia-Pacific mobility engineering community at a time when our industry is undergoing fundamental transformation. By bringing together industry, academia, researchers, innovators and policymakers, we aim to create meaningful conversations and collaborations that can contribute to safer, smarter and more sustainable mobility,” said Saurabh Dalela, President of SAEINDIA.

Anoop Bhat, Co-Convenor, APAC 23, said, “The scale and diversity of APAC 23 have been designed to create an environment where engineering knowledge, technology innovation and business opportunities come together. From technical presentations and the exposition to TechHive and the Technology Theatre, participants will have multiple opportunities to discover technologies, exchange ideas and build collaborations across the mobility ecosystem.”

Global technology company Bosch has announced a restructuring of its corporate framework in Germany, transferring the activities of its Mobility business sector and central service units into legal entities.

Under the plan, the Mobility division alongside Bosch Digital, Global Business Services and Global Real Estate will operate as wholly-owned limited liability subsidiaries within the Bosch Group from 1 August 2027.

The transition aligns the Mobility sector with the structure already utilised across the group's Industrial Technology, Consumer Goods, and Energy and Building Technology divisions. Following the reorganisation, Robert Bosch GmbH will function primarily as corporate headquarters and central research operations, with approximately 62,500 associate employment contracts in Germany transferring to the subsidiaries.

The Mobility division remains the largest business unit within the group, generating EUR 55.8 billion in sales revenue in 2025, accounting for 60 percent of group sales.

Dr. Christian Fischer, Chairman of the Board of Management, Robert Bosch GmbH, said, "We are operating in an increasingly challenging environment across our markets. New competitors, particularly from Asia, are intensifying the competitive pressure. For us at Bosch the implication is that we need to bring innovations to market even faster, substantially simplify structures and processes, and accelerate our overall pace to keep up. The goal is to sustainably increase the profitability of the Bosch Group as a whole so that we can continue to fund technological breakthroughs from our internal resources. With the planned reorganisation of our corporate structure, we are creating the conditions that will allow each operating unit to unfold its full potential – with greater entrepreneurial freedom, short decision-making paths, and closer customer focus. It will also mean that our internal service units can contribute more significantly to the performance of our operating units, offering competitive and first-class services. One thing is clear: all legal entities will remain an integral part of the Bosch Group, irrespective of their new legal form."

Dr. Markus Heyn, Deputy Chairman of the Board of Management, Robert Bosch GmbH and Chairman of the Mobility business sector, said, "We’re starting from a position of strength. But to defend our lead in the long term, we must consistently realign with new customer requirements, markets, and the competition. Going forward, we’ll be able to take an even more customer-centric approach, act more powerfully as one team, and shape change faster in one of the world’s most demanding industries. Our ambition is to continue setting the pace for the automotive industry. That requires speed, clarity, and business resolve – and we have all three."