Automotive & Mobility

Adapting the Used-Car and Fleet-Sales Strategy to the Chinese Market


Strongly growing used-car market in China


Dealerships not prepared for the trade-in of used cars—not even for the own brands—in stark contrast to the professional used-car markets


High growth rates and professionalization of the flees business in the Chinese market—beyond the traditional sales to administrational bodies

Problem-Solving Approach

Preparing the project:

Diagnosing the starting situation:

Developing the to-be concept:



Client team mobilized


Pre-conditions defined and a comprehensive understanding of the external and internal starting situation achieved


Used-car and fleet-sales concept for the Chinese market defined (incl. business case) and adapted based on the learnings from the pilot phase


Implementation roadmap incl. a catalog of measures developed


Rollout initiated