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)

LKQ SYNETIQ, a leading entity in the UK vehicle dismantling and recycling sector, has appointed Justin Elliot as its new Sales Director. In this capacity, he will be responsible for advancing the company's commercial strategy and fostering market development. Elliot brings over 13 years of extensive experience within the LKQ group, Europe's foremost provider of vehicle parts and services. His background includes several senior directorial roles within the organisation's Bodyshop Division. He will retain his European strategic responsibilities as Head of Collision and Coating – Strategy & Innovation for LKQ Europe, alongside his new duties.

The company itself is a joint venture established this year between LKQ Europe and SYNETIQ Ltd, an IAA company. This collaboration merges LKQ's robust distribution network and aftermarket knowledge with SYNETIQ's proficiency in dismantling, reuse and remanufacturing. In 2024, this partnership resulted in the dismantling of approximately 27,000 vehicles across four UK locations. In his new role, Elliot is tasked with executing the sales strategy, concentrating on enhancing relationships with clients, supporting business growth and uncovering new opportunities within the repair and insurance markets. He will collaborate closely with marketing, operations and other teams across the wider LKQ structure to ensure a unified approach to the market and to scale the availability of recycled Original Equipment parts.

His appointment represents a significant step in the venture's ongoing efforts to expand its sustainable parts offering, enabling workshops, bodyshops and insurers to lower costs and minimise their environmental footprint throughout the repair process.

Annick Jourdenais, Managing Director, LKQ SYNETIQ, said, “Justin is a great addition to the LKQ SYNETIQ team, and his experience across the group will be invaluable as we continue to strengthen customer partnerships and support the growth of our recycled OE parts offering.”

Elliot said, “LKQ SYNETIQ has a significant opportunity to reshape how recycled OE parts are brought to market, supporting customers with solutions that are both commercially competitive and sustainable at scale. I’m looking forward to getting started in this role, with a focus on strengthening our sales execution and ensuring we are fully leveraging the capabilities across LKQ and SYNETIQ to expand our reach, unlock new customer segments and deliver a consistent approach to market.”

SANY India, one of the leading heavy machinery manufacturers, and the National Academy of Construction (NAC) have concluded the first all-women excavator operator training programme in India. A batch of 22 women trainees received their professional certifications at a ceremony held on 6 March 2026 at the NAC facility in Pulivendula.

The initiative provided technical instruction on the SANY SY120 excavator. SANY India facilitated the machinery, designed the training syllabus and certified the NAC instructors to ensure the programme met industry requirements.

The curriculum focused on hands-on operation and global best practices for infrastructure equipment. Participants were evaluated and certified under the Infrastructure Equipment Skill Council (IESC) framework.

Key programme components included:

• Technical Instruction: Training on the operation and maintenance of the SANY SY120.
• Trainer Validation: NAC faculty members were trained and certified by SANY India prior to the programme.
• Employment Support: NAC will provide placement assistance to the 22 graduates for roles in the construction sector.
• Standardisation: Alignment with IESC certification to ensure nationwide employability.

The completion of the programme was timed to coincide with International Women's Day. Representatives from SANY India and the NAC attended the handover ceremony to mark the transition of the trainees into the professional workforce.

Sanjay Saxena, COO, SANY India, said, “At SANY India, we believe true progress is inclusive. By empowering women with world-class skills and certification, we are not only shaping careers but also strengthening India’s construction ecosystem. This Women’s Day-aligned batch symbolises opportunity, confidence and capability.”

Madhusudan Katragadda, Dealer Principal at Madhura Engineering, added, “It is truly an honour to be part of such a historic initiative. I sincerely appreciate SANY India and the National Academy of Construction for taking this bold step toward empowering women in the construction equipment industry. Excavator operations have traditionally been a male-dominated field, and this programme marks the first step in changing that narrative. Seeing these talented women successfully complete their training fills us with pride and optimism for the future of the industry. I encourage all the trainees to continue learning and growing – this certification is just the beginning. With dedication and experience, they can explore many opportunities within the sector, including roles in operations, sales and service engineering.”

UTAC, a prominent player in the automotive testing, inspection and certification sector, is significantly broadening its footprint in China. The company has unveiled plans for a cutting-edge proving ground in Huainan, situated in the central province of Anhui. This ambitious project is being developed through a collaboration with the Huainan City Government and is set to become the primary strategic hub for the UTAC Group’s operations within the country. By establishing this facility, UTAC aims to bolster the mobility industry with top-tier testing capabilities and specialised knowledge.

The new site will enable UTAC’s team of specialists to offer homologation and testing services that align with the most current international benchmarks and regulatory standards. This initiative is a direct continuation of the group’s overarching goal to foster a mobility landscape that is both safer and more environmentally friendly. The Huainan facility is designed to be comprehensive, featuring a variety of specialised tracks for vehicle testing, along with a technology park that includes rentable workshops and office spaces. It will also house a dedicated conference and exhibition centre and purpose-built laboratories outfitted with state-of-the-art equipment. These labs will be specifically geared towards testing the latest advancements in new energy vehicles.

Anhui province itself provides a rich environment for such an investment. Home to 70 million people, it hosts a dense and extensive mobility ecosystem. Major automotive manufacturers like BYD, Changan, Chery, JAC, NIO and Volkswagen, together with their extensive supply networks, are deeply embedded in the region. The province’s manufacturing prowess is underscored by its production of roughly 3.7 million vehicles in 2023, a figure that positions Anhui as China’s leader in overall vehicle manufacturing, new-energy vehicle production and vehicle exports. Consequently, the new proving ground in Huainan is poised to become a vital strategic component for UTAC, solidifying its presence in this central hub of the Chinese mobility industry.

Connor McCormack, CEO, UTAC, said, " We are extremely proud of our partnership with the city of Huainan, which is undergoing a significant transformation to support the future of the automotive industry. UTAC is delighted to contribute to this transformation and to bring our 100 years of specialist expertise, along with the European standards we have helped shape and validate, to China’s vital automotive sector.”

Mayor Zhang Zhiqiang of Huainan City said, “This represents a significant milestone in Huainan's efforts to accelerate the development of its intelligent connected vehicle industry. It is of great importance in bridging the critical gap in the regional automotive sector’s industrial chain of ‘testing-production-export' and establishing a specialised vehicle testing and certification platform with international recognition. The successful cooperation on this project will undoubtedly advance the high-end and intelligent transformation of the regional automotive industry, providing strong impetus for Anhui Province's efforts to foster a new energy vehicle industrial cluster with international competitiveness.”

Gulf Oil Lubricants India, a Hinduja Group company, has announced a four-year extension of its partnership with the Chennai Super Kings (CSK). Gulf will serve as the Official Lubricants Partner for the franchise, continuing an association that has spanned 13 seasons.

The renewal maintains one of the longest-running brand partnerships in the Indian Premier League (IPL). The collaboration focuses on consumer engagement through marketing campaigns and fan-focused initiatives.

The 13-season history between Gulf and CSK has been a central part of Gulf’s brand strategy in India. The company uses the platform to reach cricket fans through digital activations and on-ground experiences.

This follows the recent announcement of fellow Hinduja Group company, Ashok Leyland, joining CSK as an official sponsor.

Ravi Chawla, Managing Director & CEO, Gulf Oil Lubricants India, said,“Gulf’s 13-season journey with CSK reflects a relationship built on trust, shared passion, and mutual success. This partnership has consistently delivered far beyond the commercial contract, forging a deep emotional connection with the loyal CSK fan base and cricket enthusiasts across the nation. Continuing this association is a proud moment for Gulf as it reflects our global heritage of supporting performance sports and iconic teams that inspire millions of fans.”

KS Viswanathan, Managing Director, Chennai Super Kings, stated, "We are pleased to continue our long-standing association with Gulf, a partner that has been with us through many memorable seasons. Over the years, Gulf has consistently brought creativity and energy to the partnership while engaging with our fans. We look forward to strengthening this relationship over the next four years. We are really pleased about how it has come together"