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)

Maruti Suzuki India Limited has formalised an agreement with Gujarat’s Directorate of Employment and Training to establish Advanced Manufacturing Labs within five Industrial Training Institutes located in Palanpur, Bhavnagar, Surendranagar, Godhra and Dahod. This partnership is structured under the company’s corporate social responsibility framework and directly supports the national Skill India mission.

These specialised labs are engineered to mirror actual shop-floor conditions, offering trainees practical exposure to critical automotive processes including assembly, welding, painting, machining, mechatronics and safety protocols. The overarching goal is to elevate the employability of ITI graduates and cultivate a workforce that is immediately adaptable to the demands of modern manufacturing.

This educational initiative coincides with a massive production scale-up in Gujarat. Maruti Suzuki is preparing to activate a fourth production line at its Hansalpur facility this year, which will boost annual capacity to one million units from the current 750,000. Concurrently, a new manufacturing plant with an additional one-million-unit capacity is under construction in Sanand, positioning the state to eventually host a total annual production volume of two million vehicles.

The company’s commitment to skill development is already extensive, supporting 31 ITIs nationwide in manufacturing trades. The addition of the five Gujarat labs will increase the total count of Advanced Manufacturing Labs to 23 across seven states and union territories. Furthermore, the automaker sustains four Japan-India Institutes for Manufacturing in Gujarat and Haryana, a bilateral initiative designed to generate a robust talent pipeline for the industry.

Rahul Bharti, Senior Executive Officer, Corporate Affairs, Maruti Suzuki India Limited, said, “Maruti Suzuki aligns with the Government of India’s flagship Skill India mission to impart the relevant skill training to create livelihood opportunities for the youth. Through Advanced Manufacturing Labs, we are equipping students with experiential learning and confidence in modern equipment, nurturing professionals who can seamlessly integrate into the evolving automotive ecosystem. We have a robust plan to expand manufacturing operations in the State. Each expansion brings with it a new industrial ecosystem, one that demands skilled and future-ready workforce. The Advanced Manufacturing Labs will play a pivotal role in meeting this latent need and ensuring that talent is ready to meet the industry demands.”

Stuti Charan, IAS, Director, DET, Government of Gujarat, said, “Maruti Suzuki, while being the market leader, has consistently demonstrated its commitment to skill development in India. By setting up Advanced Manufacturing Labs in Gujarat’s ITIs, Maruti Suzuki is bridging the gap between classroom learning and industry requirements. This initiative will empower our youth and strengthen Gujarat’s position as a hub for the automotive sector, in line with Hon’ble Prime Minister Shri Narendra Modi’s vision of Viksit Bharat and Hon’ble Chief Minister of Gujarat Shri Bhupendrabhai Patel’s guidance toward Viksit Gujarat 2047. The momentum and support from Hon’ble Cabinet Minister Shri Kunwarjibhai Mohanbhai Bavaliya, Labour, Skill Development & Employment, Hon’ble State Minister Shri Kantibhai Amrutiya Labour, Skill Development and Hon'ble Secretary Shri Lochan Sahera, Labour, Skill Development are paving the way for future-ready learning skills that match the pace of global development.”

Spiro, an African electric vehicle (EV) and energy infrastructure platform, has closed its latest funding round at USD 270 million, following a USD 55 million investment from Chinese growth-stage fund NewTrails Capital.

The platform currently operates across seven African markets, with 100,000 electric vehicles deployed and 2,500 smart-swap stations in operation. This capital injection will support the expansion of Spiro's battery-swapping network, industrial footprint and EV infrastructure.

Gagan Gupta, Founder of Spiro and Chairman of Equitane, said, "I would like to thank NewTrails Capital for believing in Spiro’s model and supporting our unique tech, energy and innovation journey. Having deployed 100,000 electric vehicles and 2,500 smart-swap stations across seven active markets, Spiro has firmly moved past the proof-of-concept phase. Partnering with NewTrail Capital’s deeply experienced team marks a powerful new chapter for Spiro as we prepare for the next steps of our pan-African and international expansion."

Yufan Zhang, Founding Partner, NewTrails Capital, added, “We believe Spiro is driving a profound “energy revolution” across mobility use cases in Africa. This represents not only a vast and highly imaginative market opportunity, but also the potential to grow into an infrastructure-like business that creates meaningful commercial, social, and environmental value. In our view, Spiro’s core strengths lie in its deeply localized operating capabilities, vertically integrated supply chain, digitally enabled ecosystem, sound unit economics, and strong ability to scale rapidly. More importantly, Spiro has systematically integrated vehicles, batteries, energy replenishment, payments, and service networks into a solution that is truly tailored to the needs of African users, effectively addressing long-standing structural pain points in the local market.”

Spiro’s consortium of investors also includes FEDA, Impact Fund Denmark, Equitane, Nithio and the Africa Go Green Fund.

US-headquartered vehicle cockpit and technology company Visteon Corporation has announced the appointment of Gary Hicok to its board of directors, effective 1 July 2026, who is also set to serve on the company’s Technology Committee.

Hicok has nearly 25 years of experience at Nvidia, where he served as Senior Vice President and led the company's automotive, mobile (Tegra) and PC core logic businesses and directed Xbox chip development. He was also involved in developing infrastructure for AI platforms, robotics and real-time computing.

Before his tenure at Nvidia, he held senior positions at Trident Microsystems, Cirrus Logic and VLSI Technology, focusing on PC audio, 3D graphics and system-on-chip (SoC) architectures. He holds a Bachelor of Science degree in Electrical Engineering from Arizona State University and holds 40 U.S. patents.

Francis Scricco, Chair of Visteon's Board, said, "We are delighted to welcome Gary Hicok to Visteon's board of directors. Gary brings a unique combination of automotive, semiconductor and systems leadership experience gained over decades at the forefront of technology innovation. His leadership in building NVIDIA's automotive business and advancing complex computing platforms will provide valuable perspective as Visteon continues to accelerate innovation for software-defined vehicles and next-generation cockpit solutions."

Hicok stated, "Visteon's leadership in digital cockpit technologies, software-defined architectures and AI-enhanced solutions provides a strong foundation for growth. Beyond automotive applications, the company's AI and software capabilities have the potential to address opportunities across a range of intelligent, connected systems markets. I am excited to join the board and contribute to Visteon's continued innovation, growth and value creation."

Flying Flea, the newly established urban electric mobility brand from Royal Enfield, has officially commenced retail deliveries of its debut electric motorcycle, the FF.C6, in Bengaluru. Alongside the vehicle rollout, the brand has introduced an integrated connected ownership ecosystem and a localised service framework.

The FF.C6 is available in two colour configurations – Storm Black and Flea Green. Flying Flea is utilising a city-by-city rollout strategy, establishing its initial commercial footprint in Bengaluru before expanding to other markets.

The vehicle is positioned with two distinct ownership pricing structures – INR 279,000 (ex-showroom) for the complete motorcycle and the integrated battery pack infrastructure. It can be had as Battery-as-a-Service (BaaS) Tier at INR 199,000, which lowers the initial acquisition cost by unbundling the battery pack from the vehicle chassis, allowing owners to pay for energy utilisation separately.

To support the product rollout, Flying Flea has deployed a decentralised hub-and-spoke service network across Bengaluru to manage both routine maintenance and specialised technical repairs. The Primary Hub located in BTM Layout has a specialised facility that is equipped to handle complex electrical diagnostics, battery health management and advanced technical support.

The spoke centres will act as distributors across various sectors of the city. These touchpoints are optimised for high-throughput routine service, software recalibrations and minor wear-and-tear maintenance.

Flying Flea is leveraging Royal Enfield's existing corporate footprint by establishing dedicated ‘shop-in-shop’ formats inside operational Royal Enfield showrooms and service bays. This integration grants the new brand immediate scaling advantages and extensive service reach.

Additionally, all FF.C6 units are backed by a standard 24x7 Roadside Assistance (RSA) program to provide continuous emergency support to riders.