New Revenue Opportunities for North American Heavy-duty Truck Dealerships

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

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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.

Table of Contents

Executive SummaryKey FindingsExecutive Summary—Market Engineering MeasurementsDealership Value Chain and Profit Margin AnalysisDealership Strategic Approach—Key Dealership GoalsResearch Scope, Objectives, Background, and MethodologyResearch ScopeResearch Aims and ObjectivesKey Questions this Study Will AnswerResearch BackgroundResearch MethodologyMarket Overview and Mega TrendsHeavy-duty Dealership Market StructureKey Mega Trends Impacting Dealership Business ModelUrbanization Impact—2020: Heavy Commercial Vehicles (HCVs)Degree of Digitization in Dealership RetailingCompliance, Safety, Accountability (CSA)Smart Connected Trucks and DealershipsMarket TrendsTop Trends Influencing Dealership Revenue StreamsKey Market Challenges Facing Dealership Revenue StreamsDealership and OEM Convergence Strategy Analysis OEM and Dealer Digital Investment and Fulfillment StructureCase Study—Rush EnterprisesForecast and Trends—Heavy-duty Truck Dealership MarketTruck Buying Cycles vis-a-vis Economic CyclesMarket Engineering MeasurementsHeavy-duty Truck Dealership Market—Unit Shipment Scenario AnalysisForecast Scenario Assumptions to 2020Sales of New and Used Truck Revenue AnalysisTop 5 Takeaways for New and Used Truck SalesParts, Servicing, and Maintenance Market TrendsParts & Servicing Market TrendsConvergence Strategy—Dealership Service AggregationContract Maintenance ServicesMobile Maintenance ServicesCase Study—Alliance Truck PartsDealer Leasing, Financing, and Rental TrendsLeasing, Financing, and Rental BreakdownBenefits and Impact of Connectivity Technologies on Dealership Business Model Connectivity Technologies—Focus Area of Key StakeholdersConnectivity Technology Value PropositionCommercial Vehicle Prognostics and Remote Diagnostics Predictive Analytics—Big Data Leverage by DealershipsCommon Telematics Architecture Across OEMsCase Study—How Dealerships and OEMs can Leverage Digital SourcesConclusions and Future OutlookKey Conclusions and Future OutlookThe Last Word—3 Big PredictionsLegal DisclaimerAppendixLearn More—Next StepsMarket Engineering Methodology

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