1. Executive Summary
Organisational Structure (Dealer and Company Level)
Sourcing, Qualification and Salary (Dealer and Company Level)
Training of Personnel
Customer Interface for Exchange
Inclusion of Exchange in Promotional Activities
Exchange Contribution to Overall Sales
Exchange Facility Visibility
Which Regions/ Cities work well for Exchange Offers
Exchange Process Adopted by Luxury Car Companies
Compliance and Norms Followed by the Companies for Exchange
Customer Perception of the Experience Provided during Exchange Process
Analyst Recommendations

2. Appendix
2.1. Market Definitions
2.2. Abbreviations
2.3. Market Size and Modeling
Company Sales Approach-Luxury Car Exchange Market
Limitations

3. Organizational Structure for Exchange Team
3.1. Company Level
3.2. Audi-Dealer Level
3.3. BMW-Dealer Level
3.4. Mercedes-Dealer Level

4. Sourcing, Qualifications and Salary for Employees in Car Exchange Department
4.1. Company Level
4.2. Dealer Level
4.2.1. Audi Dealer
4.2.2. BMW Dealer
4.2.3. Mercedes Benz Dealer

5. Training of Personnel
5.1. Company Level
5.2. Dealer Level

6. Customer Interface for Car Exchange Business

7. Inclusion of Exchange in Promotional Activities
7.1. Company Level
7.2. Dealer Level

8. Exchange Contribution to New Car Sales, CY'2010-CY'2015
8.1. Audi India
8.2. Mercedes Benz India
8.3. BMW India

9. Exchange Facility Visibility for Major Luxury Car

10. Which Regions/ Cities work well for exchange offers
10.1. Audi India
10.2. Mercedes Benz India
10.3. BMW India

11. How Car Exchange Process Works for Luxury Car Companies

12. Compliance and Norms Followed by Companies for Exchange
12.1. Audi India
12.2. Mercedes India
12.3. BMW India

13. Customer Perception of the Experience Provided during Exchange Process

14. Quality Check List for Car Exchange

15. Certification Process for Old Cars

16. Average Ownership Period for Premium Car Brands

17. Discount Bonus on Car Exchange and Eligibility

18. Assured Buy Back Offers for Premium Car Brands

19. Analyst Recommendations
19.1. Offer Exchange Bonus/Incentive to Attract Customers
19.2. Stipulate Targets for Car Sales Through Exchange
19.3. Allocation of Advertisement Expenditure to Promote Exchange
19.4. Focus on Tier 1 Cities to Promote Exchange Business
19.5. Align the Car Valuation to the Second Hand Car Sales Market
Disclaimer
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LIST OF FIGURES
Figure 3 1: Organizational Structure for Exchange and Sales at Company Level
Figure 3 2: Organizational Structure for Audi at Dealer Level
Figure 3 3: Organizational Structure for BMW at Dealer Level
Figure 3 4: Organizational Structure for Mercedes at Dealer Level
Figure 8 1: Audi Overall New Car Sales in India in Number of Units, 2010-2015
Figure 8 2: Audi New Car Sales through Exchange in India in Number of Units, 2010-2015
Figure 8 3: Mercedes Benz Overall New Car Sales in India in Number of Units, 2010-2015
Figure 8 4: Mercedes Benz New Car Sales through Exchange in India in Number of Units, 2010-2015
Figure 8 5: BMW India Overall New Car Sales in India in Number of Units, 2010-2015
Figure 8 6: BMW India New Car Sales through Exchange in India in Number of Units, 2010-2015
Figure 9 1: Mercedes Benz Dealer Showroom Showcasing Lack of Advertisement on the Walls
Figure 9 2: Mercedes Benz Dealer Showroom Showcasing Billboards for New Car Promotions
Figure 9 3: Audi Dealer Showroom Showcasing Lack of Advertisement on the Walls
Figure 9 4: BMW Dealer Showroom Showcasing Billboards for New Car Promotions
Figure 9 5: BMW Catalogue with Dedication on New Car Model and Specifications
Figure 10 1: Regional Exchange Sale of Audi Cars in India on the Basis of Number of Units in Percentage (%), 2015
Figure 10 2: Regional Exchange Sale of Mercedes Cars in India on the Basis of Number of Units in Percentage (%), 2015
Figure 10 3: Regional Exchange Sale of BMW India Cars in India on the Basis of Number of Units in Percentage (%), 2015
Figure 11 1: Car Exchange Process Adopted by Luxury Car Companies

LIST OF TABLES
Table 2 1: Sample Composition for Market Sizing Approach
Table 3 1: Responsibilities and Team Size for Employees at Company Level
Table 3 2: Responsibilities and Team Size for Audi Employees at Dealer Level
Table 3 3: Responsibilities and Team Size for BMW Employees at Dealer Level
Table 3 4: Responsibilities and Team Size for Mercedes Employees at Dealer Level
Table 4 1: Sourcing, Qualifications and Salary for Employees in Car Exchange/Sales Department at Company Level
Table 4 2: Sourcing, Qualifications and Salary for Employees in Audi Car Exchange Department at Dealer Level
Table 4 3: Sourcing, Qualifications and Salary for Employees in BMW Car Exchange Department at Dealer Level
Table 4 4: Sourcing, Qualifications and Salary for Employees in Mercedes Benz Car Exchange Department at Dealer Level
Table 5 1: Training Methods of Personnel by Different Car Companies (Audi, BMW and Mercedes Benz) in India at Company Level
Table 5 2: Decision Making Process to Shortlist Corporate Training Company by Automobile Manufacturers with Parameters and Weightage in Percentage (%)
Table 5 3: Training Methods of Personnel by Different Car Companies (Audi, BMW and Mercedes Benz) in India at Dealer Level
Table 7 1: Total Marketing and Advertisement Expenditure by Major Luxury Car Brands in India on the Basis of Share in Net Revenues in Percentage (%), FY'2015
Table 10 1: Regional Variations and Description in Car Exchange Business for Luxury Car in India
Table 10 2: Regional Exchange Sale of Audi Cars in India on the Basis of Number of Units, 2015
Table 10 3: Audi Car Sales through Exchange in India, City Wise as a Contribution of Overall Audi Car Sales in Percentage (%), 2015
Table 10 4: Regional Exchange Sale of Mercedes Cars in India on the Basis of Number of Units, 2015
Table 10 5: Mercedes Car Sales through Exchange City Wise as a Contribution of Overall Mercedes Car Sales in Percentage (%), 2015
Table 10 6: Regional Exchange Sale of BMW Cars in India on the Basis of Number of Units, 2015
Table 10 7: BMW Car Sales through Exchange in India as a Contribution of Overall BMW Car Sales in Percentage (%), 2015
Table 11 1: Car Exchange Process of Major Luxury Car Brands (Audi, Mercedes and BMW) in India
Table 13 1: Decision Making Factors that Determine Car Exchange Decisions
Table 14 1: Quality Check List Followed by Premium Car Evaluators for Car Exchange Process
Table 16 1: Average Ownership Period for Premium Car Brands in India
Table 17 1: Discount Bonus on Car Exchange and Eligibility for Premium Car Brands
Table 18 1: Procedure for Buyback Schemes for Premium Car Brands in India