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:

  • Preparing and running a kick-off meeting with all involved people
  • Identifying pre-conditions and a framework for the used-car business; reviewing all existing pre-work

Diagnosing the starting situation:

  • Consolidating and—if necessary—updating all existing findings on market, target customers, competitors and legal requirements
  • Reviewing the overall performance of the current used-car business, assessing the internal capabilities, and identifying weaknesses

Developing the to-be concept:

  • Defining the new operating model
  • Determining the investment needs
  • Working out a feasibility study
  • Preparing a detailed implementation plan


  • Defining the pilot model
  • Selecting the pilot cities
  • Analyzing the pilot phase and editing the lessons learnt

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