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Oncoming Connectivity Technologies to Augment Parts & Servicing Revenue 5–10% by 2020

Changing market dynamics and social integration with technology have opened new growth opportunities to augment the revenue streams of the commercial vehicle class 8 dealership channel. Parts and servicing is expected to remain the backbone of dealership success, and dealerships must leverage the oncoming application of connectivity technologies to boost sales power. The base year for this study is 2013 with a forecast period from 2014 to 2020. This study covers dealership topics such as a market overview, market trends, and new and used truck sales with research derived through primary interviews with dealerships and OEMs and supported by secondary sources.

Research Aims and Objectives

Aim
The aim of this study is to research, analyze, and forecast the key market factors and
dynamics impacting the North American heavy-duty truck dealership and OEM business
model.

Objectives
- Provide a market and strategic overview of the North American dealership business
model that includes analysis on key market trends, revenue streams, organizational
structure and pricing models.
- Provide market size and forecasts for new and used class 8 trucks in the market.
- Understand the competitive structure of the dealership channel.
- Competitor analysis: analyze competitive factors, competitor strategies and product
portfolio analysis and capabilities.
- Develop an actionable set of recommendations for OEMs and dealerships to use in this
market.

Table Of Contents

New Revenue Opportunities for North American Heavy-duty Truck Dealerships
1. EXECUTIVE SUMMARY

Executive Summary
Key Findings
Executive Summary—Market Engineering Measurements
Dealership Value Chain and Profit Margin Analysis
Dealership Strategic Approach—Key Dealership Goals

2. RESEARCH SCOPE, OBJECTIVES, BACKGROUND, AND METHODOLOGY

Research Scope, Objectives, Background, and Methodology
Research Scope
Research Aims and Objectives
Key Questions this Study Will Answer
Research Background
Research Methodology

3. MARKET OVERVIEW AND MEGA TRENDS

Market Overview and Mega Trends
Heavy-duty Dealership Market Structure
Key Mega Trends Impacting Dealership Business Model
Urbanization Impact—2020: Heavy Commercial Vehicles (HCVs)
Degree of Digitization in Dealership Retailing
Compliance, Safety, Accountability (CSA)
Smart Connected Trucks and Dealerships

4. MARKET TRENDS

Market Trends
Top Trends Influencing Dealership Revenue Streams
Key Market Challenges Facing Dealership Revenue Streams
Dealership and OEM Convergence Strategy Analysis
OEM and Dealer Digital Investment and Fulfillment Structure
Case Study—Rush Enterprises

5. FORECAST AND TRENDS—HEAVY-DUTY TRUCK DEALERSHIP MARKET

Forecast and Trends—Heavy-duty Truck Dealership Market
Truck Buying Cycles vis-a-vis Economic Cycles
Market Engineering Measurements
Heavy-duty Truck Dealership Market—Unit Shipment Scenario Analysis
Forecast Scenario Assumptions to 2020
Sales of New and Used Truck Revenue Analysis
Top 5 Takeaways for New and Used Truck Sales

6. PARTS, SERVICING, AND MAINTENANCE MARKET TRENDS

Parts, Servicing, and Maintenance Market Trends
Parts and Servicing Market Trends
Convergence Strategy—Dealership Service Aggregation
Contract Maintenance Services
Mobile Maintenance Services
Case Study—Alliance Truck Parts

7. DEALER LEASING, FINANCING, AND RENTAL TRENDS

Dealer Leasing, Financing, and Rental Trends
Leasing, Financing, and Rental Breakdown

8. BENEFITS AND IMPACT OF CONNECTIVITY TECHNOLOGIES ON DEALERSHIP BUSINESS MODEL

Benefits and Impact of Connectivity Technologies on Dealership Business Model
Connectivity Technologies—Focus Area of Key Stakeholders
Connectivity Technology Value Proposition
Commercial Vehicle Prognostics and Remote Diagnostics
Predictive Analytics—Big Data Leverage by Dealerships
Common Telematics Architecture Across OEMs
Case Study—How Dealerships and OEMs can Leverage Digital Sources

9. CONCLUSIONS AND FUTURE OUTLOOK

Conclusions and Future Outlook
Key Conclusions and Future Outlook
The Last Word—3 Big Predictions
Legal Disclaimer

10. APPENDIX

Appendix
Learn More—Next Steps
Market Engineering Methodology

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