Germany AUTOMOTIVE PARTS AND SERVICES

Transcription

Germany: AUTOMOTIVE PARTS AND SERVICES
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Germany
AUTOMOTIVE PARTS AND SERVIC
TITLE:
AUTOMOTIVE PARTS AND SERVICES
SUBJECT COUNTRY(IES):
GERMANY
POST OF ORIGIN:
FRANKFURT
SERIES:
INDUSTRY SECTOR ANALYSIS (ISA)
ITA INDUSTRY CODE:
APS
DATE OF REPORT (YYMMDD): 990801
DELETION DATE (YYMMDD):
020801
AUTHOR:
PAUL R. WARREN-SMITH
APPROVING OFFICER:
KAY R. KUHLMAN
OFFICER'S TITLE:
COMMERCIAL MINISTER
NUMBER OF PAGES:
44
INTERNATIONAL COPYRIGHT, U.S. & FOREIGN COMMERCIAL SERVICE AND
U.S. DEPARTMENT OF STATE, 1999. ALL RIGHTS RESERVED OUTSIDE OF
THE UNITED STATES
SUMMARY
Despite earlier predictions, U.S. original equipment
manufacturers (OEMs) managed to increase their overall sales of
automotive parts to Germany by more than 20%, and the future for
exports to Germany looks very positive. U.S. manufacturers of
aftermarket accessories and workshop equipment, however, saw
their exports to Germany decrease by approximately 5%.
The number of mergers and acquisitions between U.S. and German
companies remained high during 1998. The widely publicized
DaimlerChrysler merger is expected to be followed by further
mergers as DaimlerChrysler attempts to increase its global
sourcing and, at the same time, reduce its number of suppliers.
During 1998, German production increased by 14%, which equals
34.7% of the production within the EU and 14.1% of world
production (U.S.: 14.7%; Japan 21.2%; France 6.8%). New vehicle
registrations in Germany increased by 6%.
While U.S. imports from other foreign countries stagnated, German
exports to the United States increased dramatically (by 27%).
German vehicles accounted for 6.6% of all new passenger car
registrations in the United States. German manufacturing
facilities in NAFTA countries increased passenger vehicle
production by 39%; sales of these vehicles increased by 40%.
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production by 39%; sales of these vehicles increased by 40%.
Taking production at German subsidiaries worldwide into account,
German-branded vehicles now satisfy 17% of worldwide demand.
As a result of the huge increase in new registrations of
German-made vehicles in the United States, the potential for
sales of U.S.-manufactured parts to German vehicle manufacturers
has increased enormously because German manufacturers feel
inclined to include more local content for the U.S. market.
Sales of U.S. OEM parts to DaimlerChrysler, BMW, Audi and
Porsche, as well as to German Tier One systems suppliers,
increased rapidly during 1998 and are expected to continue to do
so during 1999.
A. MARKET HIGHLIGHTS AND BEST PROSPECTS
--STATISTICAL DATA
Table 1: The German Market for Automotive Parts (DM million)
Estimated
Average Annual
1997
1998
1999(e)
2000-2001
Imports
22,100
23,200
24,600
10-15
Production
49,700
55,600
63,400
Exports
8,700
9,500
10,300
10-15
Total Market
63,100
69,300
77,700
20-25
Imports from the U.S.
Table 2: The German Market for Automotive Parts ($ million)
1997
Imports
12,600
Production
28,400
Exports
5,000
Total Market
36,000
Imports from the U.S.
1998
12,900
30,900
5,300
38,500
1999(e)
13,660
35,200
5,700
43,175
1999 Import Market Share (Percent for U.S. and Major
Competitors):
U.S.: 14%; UK: 18%; France: 18%; Italy: 14%; Belgium: 2%
Taiwan: 2%; Japan 4%; Korea: 3%; Other: 25%
Receptivity Score (1/low - 5/high): 4
During 1998, the German market became more receptive to U.S.-made
vehicles (especially off-road). Acquisitions and mergers between
U.S. and German OEM part manufacturers have led to increased
sales of U.S.-labeled OEM parts.
Since January 1993, intra-European trade is no longer considered
international and it is difficult to obtain reliable
export/import statistics. Many U.S. systems suppliers and
component manufacturers are now based in neighboring EU countries
and, therefore, export/import figures in this report must be
considered provisional.
-- BEST SALES PROSPECTS
Over the last year, German manufacturers have increased their
production and exports dramatically, and now hold almost the same
world share as U.S. manufacturers. Although several German
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world share as U.S. manufacturers. Although several German
automobile manufacturers are beginning to complain of over
capacity, some German parts suppliers are increasingly finding it
hard to meet demand, while U.S. parts suppliers have excess
capacity. U.S. suppliers should continue to concentrate on
approaching the purchasing departments at DaimlerChrysler, Audi,
BMW, Porsche as well as the major German Tier One suppliers.
German automobile manufacturers increased their exports to the
United States by 27% during 1998 and, because U.S. consumers like
to see U.S. content in their vehicles, feel a pressure to comply.
The move to increase local content does not only apply to OEM
parts such as used in the chassis, but also to replacement parts
such as brake and clutch parts, exhaust systems and water and oil
pumps. By using locally manufactured replacement parts, German
manufacturers not only cut their manufacturing costs, but reduce
costs for the U.S. consumer at a later date by eliminating the
logistics of supplying such parts from Europe and also the
payment of American customs duty on such parts.
The best prospects for OEM parts are:
Extruded aluminum and magnesium parts
Electronic and fiber optic systems
ABS and EPS brake systems
Catalytic converter systems
Air conditioning and associated parts
In the aftermarket sector, sales fell during 1998. The tuning
market was especially badly hit. Of all aftermarket items sold
in Germany, replacement parts accounted for 63%, chemicals/waxes
for 14%, tires for 12%, and accessories for 11%. Aftermarket
parts that continue to sell well for all types of vehicles are:
Aftermarket leather seat covers
Colorful textile carpets for summer use
Heavy-duty rubber mats for winter use
All types of chemicals and waxes
Air fresheners
Aftermarket accessories for off-road vehicles still sell very
well; the best prospects are:
Chrome bars for front and rear
Extra lights
Winches
Rear tire covers
Suspension kits to raise or lower the vehicle
HS codes for most of the above mentioned parts and accessories
are:
HS-870810
HS-870821
HS-870829
HS-870831
HS-870839
HS-870840
HS-870850
HS-870860
HS-870870
BUMPERS AND PARTS THEREOF FOR MOTOR VEHICLES
SAFETY SEAT BELTS FOR MOTOR VEHICLES
PARTS AND ACCESSORIES OF BODIES (INCLUDING CABS) FOR
MOUNTED BRAKE LININGS FOR MOTOR VEHICLES
BRAKES AND SERVO-BRAKES AND PARTS THEREOF NESOI, FOR
GEAR BOXES FOR MOTOR VEHICLES
DRIVE AXLES WITH DIFFERENTIAL FOR MOTOR VEHICLES
NON-DRIVING AXLES AND PARTS THEREOF FOR MOTOR VEHICLES
ROAD WHEELS AND PARTS AND ACCESSORIES THEREOF FOR MOTOR
VEHICLES
HS-870880 SUSPENSION SHOCK ABSORBERS FOR MOTOR VEHICLES
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HS-870880
HS-870891
HS-870892
HS-870893
HS-870894
HS-870899
HS-4011
HS-401110
SUSPENSION SHOCK ABSORBERS FOR MOTOR VEHICLES
RADIATORS FOR MOTOR VEHICLES
MUFFLERS AND EXHAUST PIPES FOR MOTOR VEHICLES
CLUTCHES AND PARTS THEREOF FOR MOTOR VEHICLES
STEERING WHEELS, STEERING COLUMNS AND STEERING BOXES
PARTS AND ACCESSORIES FOR MOTOR VEHICLES, NESOI
NEW PNEUMATIC TIRES, OF RUBBER
NEW PNEUMATIC TIRES, OF RUBBER, OF A KIND USED ON MOTOR
CARS (INCLUDING STATION WAGONS AND RACING CARS)
HS-401120 NEW PNEUMATIC TIRES, OF RUBBER, OF A KIND USED ON BUSES
OR TRUCKS
HS-401191 NEW PNEUMATIC TIRES, OF RUBBER, NESOI, HAVING A
HS-401199 NEW PNEUMATIC TIRES, OF RUBBER, NESOI
HS-4013
INNER TUBES FOR TIRES, OF RUBBER
HS-401310 INNER TUBES, OF RUBBER, OF A KIND USED ON MOTOR CARS
(INCLUDING STATION WAGONS AND RACING CARS), BUSES OR TRUCKS
HS-760429 ALUMINUM ALLOY AUTOMOTIVE FORGINGS
HS-841430 COMPRESSORS USED IN REFRIGERATING EQUIPMENT (INCLUDING
AIR CONDITIONING)
HS-8415
AIR CONDITIONING MACHINES, COMPRISING A MOTOR-DRIVEN
FAN AND ELEMENTS FOR CHANGING THE TEMPERATURE AND HUMIDITY; PARTS
THEREOF
HS-841581 AIR CONDITIONING MACHINES NESOI, INCORPORATING A
REFRIGERATING UNIT AND VALVE FOR REVERSAL OF THE COOLING/HEAT
CYCLE
HS-841582 AIR CONDITIONING MACHINES NESOI, INCORPORATING A
REFRIGERATING UNIT, NESOI
HS-841583 AIR CONDITIONING MACHINES NESOI, NOT INCORPORATING A
REFRIGERATING UNIT
HS-842123 OIL OR FUEL FILTERS FOR INTERNAL COMBUSTION ENGINES
HS-842131 INTAKE AIR FILTERS
HS-940120 SEATS OF A KIND USED FOR MOTOR VEHICLES
B.
COMPETITIVE ANALYSIS
German manufacturers dramatically increased both their production
and their exports worldwide in 1998, while manufacturers from
other countries encountered stagnating or decreasing markets.
U.S. OEM parts manufacturers were able to compete favorably in
this market and increased their exports to the German market by
20%. The DaimlerChrysler merger may have had a positive
influence on sales of Chrysler vehicles in Germany, where
DaimlerChrysler expects to double its Chrysler vehicle sales
during 1999. U.S. manufacturers supplying parts to BMW and
DaimlerChrysler production plants in the United States should now
find it easier to enter the German market.
German manufacturers appear to be leaving the rest of the world
behind in the research and development of high-tech diesel
engines, which have become super-efficient in fuel consumption.
Sales of German manufactured diesel equipped passenger vehicles
rose by 25% in Germany during 1998. DaimlerChrysler, BMW and
Audi are introducing 8-cylinder diesel engines to their luxury
classes. U.S. engine manufacturers should follow this
development closely, as there is likely to be a surge in demand
for diesel engine parts in the near future. Experts believe that
DaimlerChrysler will soon equip the light Dodge trucks (pick-ups)
and off-road vehicles with powerful diesel engines, in order to
combat sales of Japanese diesel vehicles in Africa and South
America.
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U.S. manufacturers of OEM parts for heavy goods vehicles (HGV)
should keep an eye on the European market, since registration of
HGVs rose by 12% in 1998. In the same context, U.S. companies
supplying aftermarket products (especially decals, chemicals and
garments) to the trucking industry should improve their efforts
to export to Germany. Truck drivers and employees of transport
companies are probably the most pro-U.S. group in Germany, they
are strongly interested in the U.S. way of life. The sales of
HGVs over 6 tons rose by more than 20% in 1998; exports of such
vehicles to Eastern Europe increased by 52%, while exports to
other EU countries rose by 23%.
High volume passenger vehicles experienced a sales boost, with
54% of consumers opting for vehicles equipped with engines
between 1.5 and 2 liters. Sales of sub-compacts (below one
liter) rose by 31%. Sales of luxury vehicles rose by 7%. Sales
of niche vehicles rose only very slightly, with the exception of
off-road vehicles, where sales rose by 30%. Sales of
convertibles dropped by almost 9%.
Parts and accessories experienced a decline in sales - the sales
of such items have decreased by 15% since the record year 1992,
to DM 3.3 ($ 1.8) billion in 1998. It is expected to fall to DM
3 ($1.7) billion over the next years. Sales of light alloy
wheels, radios (which are now part of integral consoles as OEM
equipment in most cars) and tuning equipment have especially been
badly hit. Most accessories are now offered by manufacturers at
the time of sale and are then installed at the assembly plant,
virtually as OEM production.
Because passenger car owners find themselves more often caught in
heavy, slow traffic, they have started to place more value on
luxury interior items. U.S. manufacturers of aftermarket air
purification systems, leather seat covers, high quality hi-fi and
television systems should take advantage of this increasing
trend. An interesting move is being observed in Germany passenger vehicles are starting to be considered "household
goods" in the same necessity as the washing machine or microwave
oven. The few consumers still looking for a "thrill" are turning
to motorcycles: in 1998, each motorcycle owner bought on average
parts and accessories worth DM 1,050.00 ($583.00), versus the DM
763.00 ($424.00) that individual car owners spent on such items.
U.S. manufacturers of automotive workshop equipment compete
favorably in the German market and continue to hold over 40% of
the import market. U.S. workshop products are regarded highly by
German workshop operators, distributors and wholesalers. The
German market for workshop products is larger than the U.S.
market by more than 6,000 vehicle dealerships. There are almost
57,000 vehicle dealerships (both passenger vehicle and HGV) in
Germany, of which more than 20,000 are licensed. Such
dealerships concentrate on selling services, parts and
accessories; their revenues from such are 50/50. The average
German car dealership sells only 125 vehicles per year.
C.
END-USER ANALYSIS
The market for end-users of automotive equipment consists of two
segments: original parts (OEM equipment) and replacement parts
and accessories. Original parts are purchased directly by German
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and accessories. Original parts are purchased directly by German
automobile manufacturers or by their systems suppliers. Contact
information for this segment can be found in the next section
below.
D.
MARKET ACCESS
-- MARKET ACCESS FOR U.S. MANUFACTURERS OF OEM PARTS:
Following is an informal translation of the German Automobile
Association's guide for German OEM producers. This guide provides
an excellent description of the business standards in the German
automotive industry.
(Begin informal translation)
Any agreement between automobile manufacturers and suppliers
should be cooperative and trustful, and should present rights and
duties for both sides. Both parties should share
responsibilities, opportunities and risks.
Manufacturers should inform suppliers about their strategies and
targets as early as possible in order that the suppliers can
structure their research accordingly.
Price analysis for both sides should be taken into account.
Both parties should agree on realistic price increases for
modifications, specifications or any other additional services,
and should cooperate in trying to reduce costs.
Mutual investments should be considered for expensive projects.
Settlement of accounts should be made as soon as possible after a
project has been finished.
Long-term or lifetime contracts can be made, with clauses for
exceptional cost changes, as long as all details are finalized
before the contract is signed.
Projects and construction plans must be kept secret. CAD-data
and product and technical details must not be passed to other
users. An agreement by both parties is necessary for any
exceptions.
Automobile manufacturers must respect trademarks of suppliers.
Quality standards (Q-target, Q-instruments) should be agreed on.
Control analysis and warranties should be considered.
(End translation)
-- GERMAN AUTOMOBILE PURCHASING DEPARTMENTS
Because of language barriers and the complex organization of
purchasing departments, it is sometimes difficult for foreign
companies to approach purchasers at the major German automobile
manufacturing companies.
The charts of the purchasing departments of the major automobile
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manufacturers, compiled by US&FCS Frankfurt, may be helpful to
identify an appropriate contact. (Names and titles are as of
January 1999 and subject to change without notice).
* NOTE: If dialing directly from the United States, please use
011-49 as a country prefix for Germany, dropping the first "0" of
Germany's city codes.
VOLKSWAGEN AKTIENGESELLSCHAFT
Postfach 38436
Wolfsburg
Telephone:(05361) 90*
Telefax: (05361) 92-8282
Contacts:
Mr. Kurt Rippholz
Internal Communication
Telephone (05361) 977173
Telefax
(05361) 977148
Herrn Dr. Jens Neumann
Company Strategy
Herrn Henning Otto
Company Treasurer - Investor Relations
Brieffach 1842/1
38436 Wolfsburg
Telephone: (05361) 928736
Telefax:
(05361) 929712
Mr. F. J. Garcia Sanz
Head of Purchasing
Dr. Martin Winterkorn
Research and Development
Dr. Friedrich Quissek
Environmental Research
Mr. H. Van der Auwera
Capital Equipment Facilities
Mr. Karl Peter Peters
Metal Parts
Mr. Jorg Blecker
Electrical Parts
Mr. T. Wienand
Chemicals
Mr. H.-P. Kunze
Global Sourcing
Dr. Klier
Future Sourcing
Mr. H. Admiral
Purchasing Improvements
Mr. Henning Otto
Investor Relations
Dr. W. Baehr - Tel. 923034
Controlling
II. SKODA - Czech Republic
Contact through Wolfsburg: see above
Mr. Guenter Becker
Head of Purchasing for production (OEM)
Mr. Ernst Schmolke
Head of Purchasing for plant machinery
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III. SEAT - Spain
Contact through Wolfsburg: see above
Dr. Barthel Schroeder
Research and Development
IV. AUDI AG
85045 Ingolstadt
Telephone: (0841) 890*
Telefax:
(0841) 89 32524
Contacts:
Mr. Erich Schmitt (CEO Audi)
Head of Purchasing (General)
Mr. Klaus Iffland
Head of OEM Parts Purchasing
Dr. Leopold Mikulic
Motor Development and Research
Dr. Winfried Burgert
Chassis Development
Prof. Dr. Heissing
Suspension Development
Dr. Willibald Schleuter
Electrical Development
Mr. Helmut Dotzauer
Complete Vehicle Development
Dr. Ulrich Hackenberg
Technical Coordination
Mr. Peter Schreyer
Head of Design
Mr. Milztrey
Purchasing Director, Dept. F3 H.
Mr. Schulze
Investments/Machinery Materials
Mr. Schloegl
Investments, Dept. FNI
Mr. Mueller
Machinery, Dept. FNB
Mr. H-J Sauer
GPS(Satellite/Comm.Systems)
Telephone: (0841)891340
Telefax:
(0841) 896597
Mr. Haimerl
Equipment, Dept. FFA
Mr. Mertsch
Metal, Dept. FFR
Mr. Feil
Machinery Investment/USA,Dept. I/PI
Telephone (0841) 38932513
Mr. De Graeve
Press Officer
Judith Nitsch
Telephone:(0841) 894084 or 896370
Telefax: (0841) 896370
Dept. I/SX,
Contact Mr. Lebek
Investment Officer
Telephone: (0841) 893960
Telephone: (0841) 89 32593
Telephone: 0841-896703
Member of the Board
V. BAYERISCHE MOTORENWERKE - BMW AG
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V. BAYERISCHE MOTORENWERKE - BMW AG
BMW Haus
Knorr Strasse 147
80788 Muenchen
Telefax:
(089) 3824-4558
Contacts:
Mr. Wilhelm Becker
VP Production Material Purchasing
Dr. Gerhard Deml
Purchasing Policy,Planning
Mr. Michael Solf
Parts & Accessories, Recycling
Mr. Hans Lindner
Electrical
Mr. Harold Stuck
Powertrain
Mr. Steve Gardner
Chassis
Mr. Klaus Wenzel
Body Exterior
Mr. Klaus Atzler
Body Interior
Dr. Rolf Pfanzeder
Supplier Development
Mr. Andreas Stoll
US Investment
Telephone: (089) 38240339
VI. FORD-WERKE AKTIENGESELLSCHAFT
Henry-Ford-Strasse 1
50735 Cologne
Telefax:
(0221) 901-2254
Contacts:
Ms. Silke Sonnenschein
Seals/O Rings
Telephone (0221) 9013658/13214
Mr. Richard P. Fite
FOG
Mr. P. Hoeveling
Drive Trains
Mr. Otto Winter
Plastics
Mr. Manfred Schuett
Electric
Mr. Hans Peterkunze
VP European Purchasing
Telephone: (0221) 9013212
VII. ADAM OPEL AG
GENERAL MOTORS
Postfach 1710
65423 Ruesselsheim
Telephone: (06142) 770
Telefax:
(06142) 77880
Contacts:
Mr. B. Anderson
Vice President GME Supply
Mr. J. Edlinger
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Mr. J. Edlinger
Advanced purchasing
Mr. F. Rovera
Chemicals
Mr. J. Boveni
Electrical
Mr. R. Johansson
Metallic
Mr. P. Steiner
Machinery and equipment
Mr. M. Heuss
Indirect purchasing
Mr. M. Sch/nleber
Launch/Perform
Mr. K. Williams
Supplier Quality
Mr. F. Canales
Mr. H. De Vriese
Finance & Planning
VIII. GENERAL MOTORS-CONTINENTAL PURCHASING
Mr. Robert W. Hendry
CEO
Telephone: (06142) 772500
Mr. B. Anderson
Vice President - GME supply
Mr. A. Van Roy
GM Continental Managing Director
Mr. E. Geysen
Vice President - GME I/C Supply
Mr. F. DeMulder
Chemicals
Mr. P. Rispens
Purchasing Director
Mr. F. Van Caeyzeele
Chemicals/Parts, Equipment, Contract & MRO
Mr. W. Selen
Metallic Parts
Mr. L. Moens
Electrical Parts
Mr. B. Van Eeckaute
IX. DAIMLERCHRYSLER AKTIENGESELLSCHAFT
DAIMLERCHRYSLER Purchasing - Passenger Cars
Johannes Rudnitzki
MEP,HPC E 400
D-70546 Stuttgart
Telephone:(0711) 170*
Telefax: (0711) 22244
Contacts:
A. DAIMLERCHRYSLER PASSENGERCARS
Dept. MEP, Mr. Rudnitzki
VP Purchasing MB PC (MEB)
Dept. Mr. Andreas Rentschler
MB USA, Investment
Telephone: (250)507-3500
Dept. MEP 1, Mr.Kuespert
Planning
Dept. MEP 2, Mr. Butschek
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Dept. MEP 2, Mr. Butschek
Transmissions/Platforms
Dept. MEP 3, Mr. Buchner
Equipment
Dept. MEP 1/MEP/TB,(vacant)
Technical Consulting
Dept. MEP/ET, Mr. Weise
Planning/Spare Parts
Dept. MEP/A, Mr. Kaiser
Planning, Foreign Countries
Dept. MEP/11, Mr. Hoffmann
Raw Materials
Dept. MEP/DC, Controlling
Data processing
Dept. MEP/20, Mr. Haaga
Dept. MEP 2, 21 Mr. Haegele
Motor Management
Raw-Press and Stamped Metal
Motor Management
Dept. MEP/22, Mr. Mangold
Electronics
Dept. MEP/23, (vacant)
Transmissions
Dept. MEP/24, Mr. Hall
Motors
Dept. MEP 3,31 Mr. Schneider Bodywork
Dept. MEP/32, Mr. Butschek
Interiors
Dept. MEP/32, Mr. Tismer
Exteriors
Dept. MEP/AM, Mr. Schellenberg
Planning Delivery Concepts
Dept. MEP/SL
Dept. HPCG 427 Mr. P. Monteiro
Sourcing comparisons
Telephone: (0711) 178704740
Telefax:
(07031) 9088740
B. DAIMLERCHRYSLER UTILITY VEHICLES
Dept. MWN/F, Mr. Czaja
Purchasing- Manager Utility Vehicles
Dept. MWN/E 1, Mr. Trauth
Motor Parts
Dept. MWN/E 2, Mr. Ill
Raw Materials/Transmission/Body
Dept. MWN/E11, Mr. Vetter
Rubber/Plastics/Paint/Electronic/.Inf./Cooling
Dept. MWN/E12, Mr. Niessner
Components/Parts
Dept. MWN/E13, Mr. Flach
Electronic Injection/Wheels/Engine Electronics
Dept. MWN/E21, Mr. Reitmeier
Clutches/Press Parts/Power windows
Dept. MWN/E22, Mr. Ludwig
Brakes/Interior/Glass/Lights/Heater
Dept. MWN/E23, Mr. Motz
Springs/Castings
X. PORSCHE AKTIENGESELLSCHAFT
Dr. Ing. h.c. F. Porsche AG
Porsche Platz 1
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Porsche Platz 1
70435 Stuttgart
Telephone:(0711) 9110
Telefax: (0711) 8275179
Contacts:
Dept. GBP 2
Telephone: (0711) 9112344
Mr. Elizio Saba
Purchasing Department/Aftermarket- Abt. FSE
Mr. Martin Roth
Investment USA (ext. 827)
Mr. Wolfgang Fehorr
Investment
Mr. Martin Schorr
Purchasing (ext.2523)
Telephone: (07044) 352526
Ms. Engelhardt
Racing Department
Frau Aufrecht
Racing Department
Porschestr.
D-71287 Weissach
Telephone: (0711) 9113042
Telefax:
(0711) 9114096
Porsche North America
Porsche Procurement Office
Mr. James T. Watson
Vice President
Mr. Steffen Spreiter
1965 Research Drive
Troy, MI 48083
Telephone (810) 680-7272
Telefax
(810) 680-7278
-- MARKET ACCESS FOR U.S. MANUFACTURERS OF AUTOMOTIVE
AFTERMARKET PARTS AND ACCESSORIES
As can be seen from the following chart, distribution channels to
the end-user for after-market automotive parts differ
considerably from those for accessories:
Distribution Paths for Automotive Parts and Accessories:
Table I
(By percent of sales)
Distribution Path
Parts
Accessories
Car workshops
Independent workshops
Accessories and parts dealers
Self-service supermarkets &
Do-it-yourself outlets
Gas Stations
Department stores
Catalog and mail order sales
Other
52
16
11
6
14
7
11
25
6
3
1
5
7
11
5
20
Source: AutoHaus Magazine 1999
Agents and wholesale companies formed an association, the
"INTERESSEN-GEMEINSCHAFT DER WERKSVERTRETUNGEN FUER KFZ-TEILE
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"INTERESSEN-GEMEINSCHAFT DER WERKSVERTRETUNGEN FUER KFZ-TEILE
e.V." (Association of Automotive Parts and Accessories Dealers),
whose aim it is to advise new-to-market parts and accessories
manufacturers on marketing and sales opportunities in Germany.
U.S. suppliers should contact this association for advice and
further information concerning market conditions in Germany. (For
contact information, please see this section below, "Major Trade
Associations".)
Another association of OEM and after-market parts dealers is the
"GVA - Gesamtverband Autoteile-Handel e.V." (Association of
Automotive Parts Dealers), which works closely with foreign
manufacturers. U.S. suppliers can contact the GVA Association in
order to find qualified dealers for their particular product.
(For contact information, please see this section below, oMajor
Trade Associationso).
Sales channels used by manufacturers to reach the end-user
differ, depending on whether or not the seller has a
manufacturing presence in Germany. In general, German
manufacturers (as well as foreign companies with subsidiary
operations in Germany) use their own distribution networks.
Smaller companies without a manufacturing base in Germany usually
sell through importers, agents, or wholesalers since those
companies are familiar with local market conditions. Other
well-accepted marketing channels include cooperation, joint
venture, and licensing agreements with German manufacturers,
which then sell through their own distribution networks. Prompt
after-sales service and technical support are considered major
requirements if a foreign supplier is to be successful in this
highly sophisticated market.
Despite efforts on behalf of parts suppliers to gain
independence, the most important outlet for parts and accessories
is through automobile workshops approved by the auto
manufacturers. Therefore, U.S. companies wishing to gain an
insight into any particular network should contact the
appropriate dealer organization.
-- AUTOMOBILE DEALERS
The chart below can be used by U.S. companies to approach firms
in this market segment. The middle column refers to the dealer
association, which is organized by the dealers themselves. The
last column provides the number of workshops. In most cases,
these organizations can supply information as to which members
would be interested in certain items.
Manufacturer
Jan.'99
Dealer Association
Alfa Romeo
Fiat Automobil AG
Salzstr. 140
74076 Heilbronn
Telephone (07131)1070
Alfa Romeo
Ellen Str.69
53119 Bonn
Workshops
196
Telephone (0228) 653003
Audi (see Volkswagen below)
BMW Werke AG
Petuelring 130
Verband Deutsche BMW
Frankfurter Str. 88
848
15/05/00
Página 14 de 35
Petuelring 130
80809 Muenchen
Telephone (089) 3820
Frankfurter Str. 88
36043 Fulda
Chrysler Import
Deutschland GmbH
Chrysler-Strasse 1
50170 Kerpen
Verband der Chrysler
Haendler Deutschland
Franz-Lohe-Str. 21
53129 Bonn
Telephone (0228) 9127248
243
Citroen Deutschland
Nikolausstr. 84-90
51149 Cologne
Citroen Haendler Vbd.
Franz-Lohe-Str. 21
53129 Bonn
Telephone (0228) 9127290
318
Daewoo Deutschland
Borsig Str. 15
65205 Wiesbaden-N.
Autohaus Wandlitz GmbH
Wandlitzer Chaussee
16321 Bernau Wandlitz
Telephone (033397) 7390
298
116
Daihatsu Dtld
Industriestr. 5-11
47918 Toenisvoort
Daihatsu Haendler Vbd.
Saarbrucker Str. 60/63
66265 Heusweiler
362
Fiat Automobil AG
Hahn Str. 41
60528 Frankfurt
Fiat/Lancia Haendler
Mayfahrtstr. 25
60314 Frankfurt
362
Ford Werke AG
Henry-Ford-Str. 1
50735 Cologne
Ford Haendler e.V.
Heumarkt 14
50667 Cologne
Telephone (02131) 49322
1,039
Honda Deutschland
Sprendlinger Landstr.80
63069 Offenbach
Honda Haendler Vbd.
Frankfurter Landstr. 166
61440 Oberursel
Telephone (03641) 605656
525
Hyundai Motor GmbH
Neckartacher Str. 75
74172 Neckarsulm
Hyundai Haendler Vbd.
Franz-Lohe-Str. 21
53129 Bonn
Telephone (0228) 9127245
430
Jaguar Deutschland
Frankfurter Str.
61476 Kronberg/Ts.
Jaguar Haendler Vbd.
Franz-Lohe-Str. 21
53129 Bonn
60
Deutsche Kia
Liliencronstr. 25
21629 Neu-Wulmstorf
Telephone (040) 7007902
Kia/Kesseler Automobile
Boschstr. 3
71149 Bondorf
Telephone ((07457) 8024
468
Deutsche Lada
Liliencronstr. 25
21629 Neu-Wulmstorf
Telephone (040) 7007901
Kesseler Automobile
Boschstr. 3
71149 Bondorf
516
(610)
Lancia &
Fiat Automobil AG
Fiat &
Lancia Verband
338
15/05/00
Página 15 de 35
Hahn Str. 41
60528 Frankfurt
Mayfahrt Str. 25
60314 Frankfurt
Lexus Division
der Toyota GmbH
Bachemer Landstr. 43
50858 Koln
Telephone (02234) 10260
Toyota Haendler Vbd.
Autohaus Haslbeck GmbH
Toeginger Str. 156
84453 Muehldorf am Inn
Telephone (08631) 615570
43
Mazda Motors
Hitdoerfer Str. 73
51371 Leverkusen
Mazda Haendler Vbd.
Franz-Lohe-Str. 21
53129 Bonn
Telephone (0228) 9127241
838
DaimlerChrysler AG
Mercedes Str. 136
70327 Stuttgart
DaimlerChrysler Haendler Vbd. 538
Max-Eyth-Str. 7
73230 Kirchheim-Teck
MMC(Mitsu.)Deutschland
Hessenauer Str. 2
65468 Trebur
Telephone (06147) 20701
Busenius Automobile GmbH
Muehlhofe 2
58540 Meinerzhagen
Telephone (02358) 90910
832
Nissan Motor Deutschl.
Nissanstr. 1
41468 Neuss
Vbd. der Nissan Haendler
Franz-Lohe-Str. 21
53129 Bonn
Telephone (0228) 9127248
868
Adam Opel AG
Bahnhofsplatz 1
65423 Russelsheim
Vbd. Deutsche Opel Haendler 1,561
Eschenheimer Anlage 28
60318 Frankfurt
Peugeot-Talbot
Armand-peugeot-Str. 1
66119 Saarbrucken
Vbd. Deutsche P-T Haendler
654
247 Franz-Lohe-Str. 21
53129 Bonn
Telephone (0228) 9127247
Mitsubishi Motors
Mr. Van Husemann
BLG Automobile Logistics
Postfach 120141
27515 Bremerhaven
Telephone (0471) 4844357
Porsche AG
Porsche Str. 42
70435 Stuttgart
Hahn Sportwagen GmbH
Ringstr. 12-18
70736 Fellbach
82
3A Proton
Automobile-Import
Pfingstweide 30
61169 Friedberg
N/A
230
Deutsche Renault AG
Koelner Weg 6-10
50321 Bruehl
Vbd. D. Renault Haendler
Ferdinand Porsche-Str. 13
51149 Koeln
705
15/05/00
Página 16 de 35
50321 Bruehl
51149 Koeln
Telephone (02203) 301942
Rover Deutschland
Forumstr. 22
41468 Neuss
Rover Vertragspartner
Franz-Lohe-Str. 21
53129 Bonn
Telephone (0228) 9127247
270
Saab Deutschland GmbH
Siemenstr. 14
61352 Bad Homburg
Vbd. d. Saab Haendler
Franz-Lohe-Str. 21
53129 Bonn
Telephone (0228) 9127240
113
(91)
Seat Deutschland GmbH
Starkenburgstr. 10
64546 Moerfelden-Walld.
Telephone (061052) 2080
Seat Haendlerbeirat
Bahnhofstr. 29
23769 Burg auf Fehmarn
Telephone (0241) 167091
680
Skoda Automobile
Brunnenweg 15
64331 Weiterstadt
Skoda Haendlerbeirat
Franz-Lohe-Str. 21
53129 Bonn
Telephone (0228) 9127290
481
Ssang Yong Automobile
Pestalozzistr. 25
47803 Krefeld
Not yet founded
212
Subaru Deutschland
Mielestr. 6
61169 Friedberg
Subaru Handlerbeirat e.V.
Franz-Lohe-Str. 21
53129 Bonn
Telephone (0228) 9127248
297
Suzuki Auto GmbH
Mittenheimer Str. 60
85764 Oberschleissheim
Deutsche Suzuki Haendler
Gerresheimer Landstr. 119
40627 Duesseldorf
Telephone (0211) 925950
533
Toyota Deutschland GmbH
Toyota Allee 2
50858 Koeln
Vbd. der Toyota Haendler
Am Kelterberg 26
72622 Nuertingen
Telephone (07022) 560353
654
Volkswagen AG
38436 Wolfsburg
38436 Wolfsburg
VW/Audi Haendlerbeirat e.V. 2,086
Kolberg 9
30916 Isernhagen-Kirchhorst
Telephone (05136) 898631
Volvo Deutschland GmbH
Koelner Weg 12
50321 Bruehl
Vbd. der Volvo Haendler
Franz-Lohe-Str. 21
53129 Bonn
Telephone (0228) 9127240
310
The following table provides an overview on new registrations in
Germany:
Table I
New Vehicle Registrations in Germany
Company
VW
1998
708,170
%change
10.8%
%share of total
18.9%
15/05/00
VW
Opel
Ford
Mercedes-Benz
Audi
BMW
Renault
Fiat
Peugeot
Toyota
Nissan
Mazda
Seat
Honda
Mitsubishi
Citroen
Volvo
Skoda
Rover
Daewood
Chrysler
Hyundai
Daihatsu
Kia
Suzuki
Porsche
Subaru
Lada
Saab
Proton
Jaguar
Ssangyong
Others
Total
Página 17 de 35
708,170
10.8%
531,007
-2.6
360,673
-7.0
397,824
33.2
243,380
1.6
232,012
1.9
234,399
15.9
162,479
10.9
87,739
-27.7
94,920
3.2
92,920
2.2
87,053
23.7
59,788
-2.0
48,247
-13.7
62,473
36.5
42,876
8.7
42,260
15.2
43,267
97.3
40,134
41.3
20,472
4.8
21,696
12.9
25,156
51.3
13,745
10.7
13,283
-11.4
34,432
121.5
9,720
-7.7
12,528
22.1
4,643
-21.3
8,217
36.9
2,481
-29.9
4,136
30.1
1,246
-26.4
N/A
N/A
3,743,421
18.9%
14.2
9.6
10.6
6.5
6.2
6.3
4.3
2.3
2.5
2.5
2.3
1.6
1.3
1.7
1.1
1.1
1.2
1.1
0.5
0.6
0.7
0.4
0.4
0.9
0.3
0.3
0.1
0.2
0.1
0.1
0.0
N/A
Source: (VDA) Verband der Deutsche Automobileindustrie 1999
Table II
Major Automobile Shares by Country
(Expressed as a percentage of total import market)
1998
France
Japan
Italy
Netherlands
Belgium
Spain
United Kingdom
South Korea
Sweden
Czech Republic
United States
Hungary
Other
Germany
9.5
5.1
4.2
2.7
2.8
2.3
2.0
N/A
N/A
N/A
1.0
N/A
4.4
9.8
5.4
4.4
3.0
2.6
2.1
1.8
1.6
1.4
1.2
0.9
0.4
0.5
68.0
64.9
-- AUTOMOTIVE AFTERMARKET PARTS AND ACCESSORIES WHOLESALERS
15/05/00
Página 18 de 35
With respect to automotive parts and accessories, Germany must be
regarded as three separate regional markets: north, south and
east. Market experts believe that regional German business
practices and attitudes vary so much that it is not advisable, to
enter into an exclusive country-wide contract.
As the distribution path chart shows (see above D; Market
Access), the second most important network outlet to car
workshops is through accessories and parts dealers, as well as
through self-service supermarkets and do-it-yourself outlets.
Major wholesalers and distributors that use such channels and
operate throughout Germany are:
CARAT - AUGROS GmbH & Co. KG
Herrn Theo Schwarz
Mergenthaler Allee 77
65760 Eschborn
Telephone (06196) 590560
Telefax
(06196) 5905614
AuTe - Autoteile Handelsgesellschaft GmbH
Dr. Armin Soergel
Heiligenwiesen 18
70327 Stuttgart
Telephone (0711) 4091-131
Telefax
(0711) 4091-103
Auto-Teile-Ring GmbH
Herrn Paulus Trautmann
Heumadener Strasse 69
70329 Stuttgart
Telephone (0711) 421033
Telefax
(0711) 4202337
CAR-Centraler Autoersatzteile Ring GmbH
Herrn Rainer Miltenberger
In der Schneithohl 17
61476 Kronberg
Telephone (06173) 68255
Telefax
(06173) 68938
COPARTS Autoteile GmbH
Bottroper Str. 30
45141 Essen
Telephone (0201) 6303141
Telefax
(0201) 6303140
Truck Drive
Kfz-Teilehandelsmarketing GmbH
Herrn Hans-Juergen Herrmann
Kuenkelstr. 44
41063 Moenchengladbach
Telephone (02161) 8139922
Telefax
(02161) 8139920
IGF-Interessengemeinschaft Fahrzeugteile GmbH
Herrn Fred Petersen
Kantstr. 18
97076 Wuerzburg
Telefax
(0931) 887348
15/05/00
Telefax
Página 19 de 35
(0931) 887348
Temot Autoteile GmbH
Dr. Schimmelpfennig
Max-Planck-Str. 23
70736 Fellbach/Stuttgart
Telefax
(0711) 5763110
ATV Autoteile Vertriebs GmbH
Herrn Hans Verm/hlen
Postfach 243
47702 Krefeld
Telephone (02151) 63200
Telefax
(02151) 66625
Georg Birner KG
Herrn Georg Birner
Postfach 11 80
92601 Weiden
Telephone (0961) 389180
Telefax(0961) 35579
Hofmeister & Meincke GmbH & Co.
Herrn Knobloch
Postfach 10 47 09
28047 Bremen
Telefax
(0421) 8405201
Industrie- und Fahrzeugbedarf GmbH (IFAG)
Postfach 5 29
36005 Fulda
Telefax
(0661) 49915
KLOTZ Industrie- & Autoteile GmbH
Frau Erika Klotz
Postfach 30 07 23
50777 K/ln
Telephone (0221) 9564440
Telefax
(0221) 95644488
KLW
Herrn Dieter T/ller
Mathias-Br ggen-Str. 136
50829 K/ln
Telephone (0221) 593071
Telefax
(0221) 592918
Willy Konczewski GmbH & Co.
Herrn Hermann Oelmann
Postfach 65 06 27
13306 Berlin
Telephone (030) 3960090
Telefax(030) 39600981
Lang-Industriebedarf GmbH
Herrn Hubert Lang
Postfach 22 26
78328 Stockach
Telephone (07771) 2093-94
15/05/00
Página 20 de 35
Telephone (07771) 2093-94
Telefax
(07771) 7970
Johannes J. Matthies GmbH & Co.
Herrn Johannes J. Matthies
Postfach 10 43 40
20030 Hamburg
Telefax
(040) 8511140
Normtechnik-Fahrzeugteile Vertriebsgesellscaft mbH
Herrn J rgen Bahrenberg
Sudentenstr. 3
64572 B tttelborn
Telefax
(06152) 83385
PM Fahrzeugteile Car Parts ZN der Wever & Co. GmbH
Herrn Herbert
Postfach 10 11 40
46011 Oberhausen
Telephone (0208) 656940
Telefax
(0208) 6569413
PS-Markt Grosshandelgesell. GmbH
Herrn Irmgard
Gewerbegebiet Nord Nr. 8
15366 Dahlwitz-Hoppegarten
Telephone (030) 55171343
Telefax
(030) 55171350
Stahlgruber, Otto Gruber GmbH & Co.
Herrn Gunter H. Hoffmann
Postfach 80 18 22
81618 M nchen
Telefax
(089) 471041
TECHNAZENTRA Heinz Riese KG
Frau Marion Riese-Spiess
Lange Str. 85-95
34131 Kassel
Telephone (0561) 310000
Telefax (0561) 3100079
Techno-Einkauf
Abt. Einkauf
Schiller Str. 44
22767 Hamburg
Telephone (040) 5260990
Telefax(040) 5263519
Tegros GmbH & Co.
Herrn Klaus Barho
Postfach 12 61
74002 Heilbronn
Telephone (07131) 172041
Telefax
(07131) 173050
Eugen Trost GmbH & Co.
Herrn Josef Rehage
Max-Planck-Str. 23
15/05/00
Página 21 de 35
Max-Planck-Str. 23
70736 Fellbach
Telefax
(0711) 5763233
There are more than 1,500 wholesalers located in Germany, many
with several outlets. A handbook containing the addresses of
these companies and the number of employees, plus address labels,
can be obtained from:
Soma GmbH,
Postfach 610465
30604 Hannover
Telephone (0511) 575318
Telefax
(0511) 563281
-- DEPARTMENT STORES
Most major department stores and mail-order companies offer motor
parts and accessories. They can be contacted at the following
addresses:
Kaufhof AG
Hauptverwaltung
Leonard-Tietz-Strasse 1
50676 Koeln
Telefax
(0221) 2232800
Hertie Waren- und Kaufhaus GmbH
Hauptverwaltung
Lyoner Strasse 15
60528 Frankfurt am Main
Telefax
(069) 662545
Horten AG
Hauptverwaltung
Am Albertussee
40549 Duesseldorf
Telefax
(0211) n/a
Karstadt AG
Hauptverwaltung
Postfach 102164
45021 Essen
Telefax
(0201) 7275170
-- MAIL-ORDER COMPANIES
The following three mail-order companies offer automotive
products and general household products:
Quelle
Neckermann Versand AG
Hauptverwaltung
Hauptverwaltung
Dieselstrasse 75
Hanauer-Landstr. 360-400
90441 Nuremberg
60386 Frankfurt
Telefax
(0911) 6223326
Telefax
(069) 4044235
Otto Versand
Hauptverwaltung
Wandsbeker Strasse 3-7
22179 Hamburg 71
Telefax
(040) 64618571
The following company is Germany's largest mail-order company for
all types of automotive products and accessories:
D & W
Dueckerweg 21
15/05/00
Página 22 de 35
Dueckerweg 21
44867 Bochum
Telephone (02327) 327111
Telefax
(02327) 327289
-- MAJOR OIL COMPANIES OPERATING IN GERMANY
Gas stations are also trying to increase sales of spare parts.
Corporate Intelligence (a British market research company) as
well as Gas Station Associations have forecast that only those
gas stations that can increase their turnover in parts and
accessories as well as perishable goods will have a chance of
remaining in business in the future.
In January 1998, the total number of gas stations in Germany was
as follows:
Company
W. Germany
Aral/Gasolin
2,236
DEA/Texaco
1,481
Shell
1,517
Esso
1,405
BP
1,244
Avia
833
Conoco
532
Agip
91
Petro/Fina/Chevron 359
Elf Aquetaine/Amoco282
Total
195
Westfallen/Rueckw. 192
Calpam
90
Hem-Hamburg
92
Baywa
90
Eller/Montan
61
Q8/Markant
56
Score
36
Statoil
SVG
20
OMV
10
Free Operators
1,252
Other brands
2,930
Total
15,304
# Stations
56
41
34
31
25
15
15
7
6
8
4
4
1
2
2
2
1
1
2
20
277
E. Germany # Stations
270
169
178
124
76
71
54
62
17
423
2
4
1
87
10
4
48
155
275
4
8
4
6
2
2
3
18
2
-
2,030
49
For detailed information on the above gas stations, interested
U.S. companies should contact the Zentralverband des Tankstellen
und Garagengewerbes e.V. (ZTG), listed in this report under Major
Trade Associations below.
Because of environmental laws which were passed in 1995,
stipulating that gas vapor must be eliminated when filling gas
into tanks and the need to fit new vacuum nozzles to fuel pump
lines, it has not been financially worthwhile to retrofit many
gas stations. It is expected that 20% of all the above gas
stations in Germany will have ceased business by the year 2000.
-- CUSTOMS DUTIES
Customs duties for automotive parts and accessories average
15/05/00
Página 23 de 35
approximately five percent. No customs duties are levied on
imports from the European Union (EU) countries. An import
turnover tax of 17% is currently applied, which in turn is passed
on to the final customer as a value-added tax (VAT). VAT applies
equally to European and German competitors. Trade restrictions
or other non-tariff barriers (such as quotas) do not exist, but
all equipment has to comply with German (and/or European) safety
regulations and technical standards. The metric system of
weights and measures is standard in Germany.
-- TECHNICAL STANDARDS
Technical standards are defined, maintained and approved by:
DIN Deutsches Institut fuer Normung e.V.
(German Institute for Standards)
Burggrafenstr. 6
10787 Berlin
Telephone (030) 2601-0
Telefax
(030) 2601231
English translations of standards are available from Beuth Verlag
GmbH (Beuth Publishing), at the same address.
For further information on trade regulations and standards,
please see the Country Commercial Guide for Germany, which can be
accessed through the National Trade DataBase (NTDB) of the U.S.
Department of Commerce.
-- INDUSTRY ASSOCIATIONS
Verband der Automobil Industrie e.V. (VDA)
(German Automobile Association)
Westendstrasse 61
Telefax
(069) 975-0261
Gesamtverband Autoteile-Handel e.V. (GVA)
(Association of Automotive Parts Dealers)
Gothaerstr. 17
40880 Ratingen
Telephone (02102) 473037
Telefax
(02102) 475663
Bundesverband der Hersteller und Importeure
von Automobil-Service-Ausruestungen e.V. (ASA)
(Manufacturing and Importers Association for
Workshop Equipment) **
Grimmelshausen Weg 1
77731 Willstaett
Telephone (07852) 97990
Telefax
(07852) 97991
** The ASA Association also prints and distributes a "News
Letter" for its members, a copy of which can be obtained from:
PR Marketing & Werbung
Mr. Peter Rehberg
Grimmelshausen Weg 1
77731 Willstaett
Telephone (07852) 97990
15/05/00
Página 24 de 35
Telephone (07852) 97990
Telefax
(07852) 97991
Verband Deutsche Automobil Tuner e.V. (VDAT)
(Association of German Automobile Tuners)
Mr. Michael Lauer
Lintorfer Waldstr. 5
40489 Dusseldorf
Telephone (0203) 741435
Telefax
(0203) 741437
Zentralverband des Deutschen KraftfahrzeugGewerbes e.V. (ZDK)
(Central Association for German Motor Trades
and Repair)
Franz-Lohe-Str. 21
53129 Bonn
Telefax
(0228) 9127150
Zentralverband Karroserie-und-Fahrzeug-Technik e.V.
(ZKF)
(Central Association for Car and Body Technology)
Frankfurter Str. 2
61118 Bad Vilbel
Telephone (06101) 12061
Telefax
(06101) 12598
Fachverband Industrie Verschiedener Eisen- und StahlWaren e.v. Fachabteilung Kraftwagenzubehoer/Verband der KraftwagenTeile- und Zuebehoerindustrie
(Industrial Association for Metal Products)
(Technical Department for Automobile Parts/Association of
the Automobile Parts and Accessories Industry)
Kaiserswerther Strasse 135
40474 Duesseldorf
Telephone (0211) 4350712
Telefax
(0211) 4549369
Zentralverband des Tankstellen- und GaragenGewerbes e.V. (ZTG)
(Central Gas Station and Garage Industry Association)
Dreieichstrasse 42
60594 Frankfurt am Main - reports
Telefax
(069) 622451
Bundesverband Freier Tankstellen und
Unabhaengiger Deutscher Mineraloelhandler e.V. (BFT)
(German Association for Self-Employed Gas Station
and Mineral Oil Dealers)
Ippendorfer Allee 1-D
53127 Bonn
Telephone (0228) 910290
Telefax
(0228) 9102929
Verband Deutscher Maschinen- und Anlagenbau e.V. (VDMA)
Arbeitsgemeinschaft Hochdruckreiniger und Fachabteilung
Fahrzeug Waschanlagen (AHRFFW)
(Association for German Machinery and Plant Manufacturers)
(Plant Manufacturers Technical Department for High
15/05/00
Página 25 de 35
(Plant Manufacturers Technical Department for High
Pressure Cleaning and Vehicle Washing Equipment)
Postfach 710864
Lyoner Strasse 18
Telephone (069) 6603396
Telefax
(069) 6603511
--
TRADE PUBLICATIONS
Advertising in professional trade journals is a well-accepted
method of product promotion. The following German language
magazines are important for U.S. exporters of aftermarket parts
and service:
Freizeit Mobile/Mobile Life
Vereinigte Motor Verlage
Leuschnerstr. 1
70174 Stuttgart
Telephone (0711) 182-01
Telefax
(0711) 182-1156
Frequency of Publication:
Circulation:
bi-monthly
35,000
Freizeit Mobile/Mobile Life reports on new vans, motor homes,
driving test requirements, van equipment, van accessories, and
exciting trips.
Pro Mobil
Vereinigte Motor-Verlage
Leuschnerstr. 1
70174 Stuttgart
Telephone (0711) 182-01
Telefax
(0711) 182-1156
Circulation:
monthly
70,000
Very similar to "Mobil Life," reporting about vans, motor homes
and traveling.
ADAC Motorwelt
ADAC Verlag GmbH
Am Westpark 8
81373 Muenchen
Telefax
(089) 76762500
Circulation:
monthly
8,200,000
German auto club magazine, sent free of charge to members.
Discusses new products and laws and provides general information
on automobiles and travel in the German language.
Fahrzeug & Karosserie
Gentner Verlag Stuttgart
Forst Strasse 131
70193 Stuttgart
Telephone (0711) 636720
Telefax
(0711) 6367247
15/05/00
Telefax
(0711) 6367247
Circulation:
Página 26 de 35
monthly
6,500
German language publication for bodyshop equipment.
Autohaus
Bartsch Verlag
Alte Landstr. 8 - 10
85521 Ottobrunn
Telephone (089) 43721110
Telefax
(089) 43180372
Frequency of Publication:P
Circulation:
20,500
bi-weekly
German language publication for producers, suppliers, and users
of body shop and auto maintenance equipment.
Krafthand
Krafthand Verlag
Postfach 1462
86825 Bad Woerishofen
Telephone (08247) 30070
Telefax
(08247) 300770
bi-weekly
Circulation:
21,000
German language publication for workshops and garages.
Rally Racing
Top Special Verlag/Springer Verlag
Springer Platz 1
20350 Hamburg
Telefax
(040) 34724927
bi-weekly
Circulation:
84,000
German language publication aimed at consumers. For general
public interested in rally racing, workshops and garages.
Autobild
Springer Verlag
Springer Platz 1
20350 Hamburg
Telefax
(040) 3472152
weekly
Circulation:
905,000
German language publication aimed at the consumer. Reports on new
cars, equipment and accessories. It is printed in the form of a
newspaper rather than a magazine, appears every Monday morning,
and appears to be popular with the German public.
Off Road
A.C. Verlagsges. mbH
Altelandstr. 21
85579 Neubiberg
15/05/00
Página 27 de 35
85579 Neubiberg
Telephone (089) 60821-01
Telefax
(089) 60821 200
monthly
Circulation:
111,170
Magazine for off-road enthusiasts in German.
KFZ - Betrieb und Automarkt
Vogel Verlag & Druck GmbH & Co. KG
Max-Planck-Str. 7-9
97082 Wuerzburg
Ernst Haack, Rainer Simon
Telefax
(0931) 4182100
bi-weekly
Circulation:
26,000
Magazine for workshops/garages and car sales outlets.
AMZ-Auto-Motor-Zubehoer
Verlagsgesellschaft Gruetter
Postfach 910708
30427 Hannover
Telephone (0511) 4609310
Telefax
(0511) 4609120
monthly
Circulation:
25,000
German language publication for automotive dealers.
Auto-Motor und Sport
Vereinigte Motor-Verlage GmbH + Co.
Redaktion
Schloss Strasse 37
70174 Stuttgart
Telefax
(0711) 182-1958
bi-weekly
Circulation:
510,000
German language publication for automobile fans.
Auto und Reise
Verlag und Wirtschaftsdienst
Postfach 440
91427 Bad Winzheim
Telefax
(09841) 7033
monthly
Circulation:
97,000
German language publication for the general public; publishes
results of tests concerning autos and accessories.
MTZ - Motortechnische Zeitschrift
ATZ - Automobiltechnische Zeitschrift
15/05/00
Página 28 de 35
ATZ - Automobiltechnische Zeitschrift
Franckh'sche Verlagshandlung
W. Keller & Co.
Pfizer Strasse 5 - 7
70184 Stuttgart
Telefax
(0711) 2191360
Frequency of Publications:
monthly
Circulation:
3,500 (each)
The above magazines are published in English and German, and deal
with technical engineering information used in the production of
engines and chassis.
Automobil Produktion Verlag
- Eric Felber
Moderne Industrie AG
Justus-von-Liebig-Strasse 1
86899 Landsberg
Telefax
(08191) 125279
quarterly
Circulation:
8,000
German language publication dealing with all aspects of
automobile production.
Lastauto - Omnibus
Vereinigte-Motor-Verlage GmbH & Co KG
Schloss Strasse 37
70174 Stuttgart 1
Telephone (0711) 784980 /11
Telefax
(0711) 7849889
monthly
Circulation:
14,000
German language publication dealing with bus and truck
production.
Trans-Aktuell
ATM Verlag
Handwerkstr. 15
70565 Stuttgart
Telephone (0711) 78612508
Telefax
(0711) 7255523
10 times a year
Circulation:
80,000
German language publication which discusses methods of
modernization and new regulations governing fleet operations.
Automobiles
Postfach 1854
22908 Ahrensburg
Telephone (04102) 47870
Telefax
(04102) 451316
bi-weekly
Circulation:
152,000
Comparable to the U.S. magazine, "Auto Trader," distributed
15/05/00
Página 29 de 35
Comparable to the U.S. magazine, "Auto Trader," distributed
mainly through gas stations. It carries a large section devoted
to U.S. vehicles, engines and parts.
-- TRADE FAIRS
Participation by U.S. companies in German trade shows is one of
the best means of finding customers in Germany and throughout
Europe. U.S. manufacturers who are not yet represented in the
European market, or those who wish to present new products,
should consider exhibiting at the following international German
trade fairs:
Event
AUTOMECHANIKA - Frankfurt
Site
Dates
Organizer
Frankfurt
September 6-10, 2000
Messe Frankfurt - Messe und Ausstellungs GmbH
(Exhibition Frankfurt - Fair and Exhibition
Organizer)
Mr. Horst Niedlich, Exhibits Manager
Mr. Michael Reichhold
Ludwig-Erhard-Anlage 1
60327 Frankfurt
(069)75750
(069)75756433
Telephone
Telefax
or, contact in the United States:
Telephone
Telefax
Messe Frankfurt, Inc.
Dirk Heinz Ebener
200 Galleria Parkway, NW
Atlanta, Georgia 30339
(770) 984-8016
(770) 984-8023
In 1998, AUTOMECHANIKA featured 3,820 exhibitors, including over
220 from the U.S., on 260,000 square meters of exhibition area
and attracted 163,000 visitors. This fair is the world's largest
display of automotive parts and equipment, and is held every two
years. Wholesalers and distributors make up the largest part of
the visitors.
Event:
IAA (International Automobile Exhibition)
Site
Frankfurt
Dates
Location and dates for 2001 are not yet available
Organizer
Verband der Automobil Industrie e.V.
(Automotive Industry Association)
Westend Strasse 61
Telephone
(069) 975070
Telefax
(069) 97507-305
Telephone
Motor Vehicle Manufacturers Association
Att. Mr. Evers
300 New Center Bldg.
Detroit, MI 48202
(313) 872-5413
15/05/00
Telephone
Página 30 de 35
(313) 872-5413
In 1997, a total of 1,290 exhibitors displayed their products in
ten halls covering a total exhibition area of 210,000 square
meters. Over 877,000 people visited the fair, a high percentage
of them from foreign countries.
Although originally a show for new passenger vehicles, trucks and
buses, there has been a marked increase in the display of
automotive original equipment and aftermarket accessories, as
well as workshop equipment. This biennial show is for both the
industry and the general public. In 1997, all new cars and
commercial vehicles were concentrated in and around three major
halls. The remaining seven halls were occupied by parts and
equipment manufacturers and were visited mainly by industry
buyers/representatives. For the first time ever, FCS Frankfurt
organized a catalogue exhibition stand in 1997 for U.S.
manufacturers, generating a total of 452 leads.
Event
Site
Dates
Organizer
Telephone
Telefax
IAA NUTZFAHRZEUGE
IAA - Heavy duty vehicle exhibition
Frankfurt
Verband der Automobil Industrie e.V.
(Automotive Industry Association)
Westend Strasse 61
(069) 97507 225
(069) 97507305
Telephone
Motor Vehicle Manufacturers Association
Att. Mr. Evers
300 New Center Bldg.
Detroit, MI 48202
(313) 872-5413
In 1998, a total of 1,214 exhibitors displayed their products in
ten halls covering a total exhibition area of 173,500 square
meters. Over 280,000 industry-related visitors attended the fair,
a high percentage of them from foreign countries.
At this fair, manufacturers exhibit trucks, buses, trailers and
truck bodies, as well as all possible aspects of accessories and
transport devices. In addition, exhibitors include logistics and
transport companies dealing with freight by land and rail.
Event
AUTO MOBIL INTERNATIONAL
Site
Dates
Organizer
Leipzig
April 10-18, 2000
Leipziger Messe
Mr. Matthias Kober or Ms. Steffi Paatzsch
Postfach 100720
04007 Leipzig
(0341) 6780
(0341) 6788762
Telephone
Telefax
15/05/00
Telephone
Telefax
Página 31 de 35
Leipzig Trade Fair Agency in the USA
Weidenbach & Associates, Inc.
Suite 1104, Cain Tower
229 Peachtree Street, N.E.
Atlanta, GA 30303
(404) 525-7030
(404) 525-6658
In 1999, Auto Mobil International showcased more than 515
exhibitors from 24 countries on 116,000 sq. meters of exhibit
area, drawing more than 270,000 visitors. The main exhibits were
automobiles and trucks. For the first time, a show within a show
was created with the name "AMITEC". AMITEC is for manufacturers
of parts and accessories, workshop and gas station equipment. At
the 1999 show, manufacturers also exhibited a number of new cars
for the first time. The show attracts visitors from the Newly
Independent States and Eastern Europe and is neither competitive
to the IAA nor the Automechanika (see above).
Event
MOTOR SHOW ESSEN
Site
Dates
Organizer
Telephone
Telefax
Essen
November 26- December 5, 1999
November 29- December 8, 2000
MOTOR SHOW - Essen
Messe Essen GmbH
(Essen Exhibition Authorities)
Postfach 100165
Norbert Strasse 56
45131 Essen
(0201) 72440 (Extension 244/225)
(0201) 7244248
In 1998, MOTOR SHOW ESSEN showcased 550 exhibitors on 90,000 sq.
meters of exhibit area, drawing 343,800 visitors. The main
exhibits are autos, motorcycles, mopeds, racing and vintage cars,
tuning kits/parts and automotive accessory products. Racing
drivers make special appearances. In recent years the emphasis
has been on tuning kits, parts and accessories. Exhibitors at
this show can make off-the-floor sales to the general public; the
show is very popular and draws many visitors from Belgium and the
Netherlands.
Event
Site
Date
Organizer
IFMA - INTERNATIONALE FAHRRAD AUSSTELLUNG
Cologne
IFMA - INTERNATIONALE FAHRRAD AUSSTELLUNG
(INTERNATIONAL BICYCLE EXHIBITION)
Messe und Ausstellungs GmbH Koeln
(Fair and Exhibition Organizer, Cologne
Postfach 210760
50532 Cologne
Telephone
(0221)8210
Telefax
(0221)8212574
German American Chamber of Commerce
666 Fifth Avenue
New York, N.Y. 10103
Telephone
(212) 974-8830
Telefax
212) 974-8867
15/05/00
(I
Telefax
Página 32 de 35
212) 974-8867
In 1998, IFMA drew 70,000 visitors to look at products being
displayed by 700 companies, spread over 185,000 square meters.
This appears to be the world's largest show for bicycles, and
related equipment, and is held every two years.
Event:
IOR - Internationaler Off Road
Gelaendewagen-Ausstellung
(International Off Road vehicle exhibition)
Site:
Munich
Dates:
June 2-6, 2000
Organizer:
ORV Off Road Veranstaltungs- und Management GmbH
Mr. Wolfgang Traub
Redwitzstr. 4
81925 Muenchen
Telephone:
(089) 60821-01
Telefax:
(089) 60821200
In 1998, a total of 400 exhibitors displayed their products to
142,975 visitors. This is Europe's premier show for off-road
products, and it is gaining in popularity. The main exhibits are
four-wheel drive vehicles and accessories. The exhibition is
growing rapidly in popularity with both the industry and the
general public, and is unusual in that the public is given the
chance to drive off-road vehicles on specially prepared terrain.
Next year's exhibition is again expected to increase in size and
attendance.
Event
Caravan Salon 99
Site
Dates
Organizer
Dusseldorf
September 25 - October 3, 1999
Messe D sseldorf
150 North Michigan Ave., Suite 2920
Anne Meerboth-Maltz
(312) 791-5180
(312) 781-5188
Telephone
Telefax
Caravan Salon 99 is an international trade show for recreational
vehicles, mobile homes, trailers and camping equipment. The
organizers of Caravan Salon 99 expect over 500 exhibitors and
158,000 visitors to take part in the trade show. The show will
take place in 716,000 square feet of exhibition space.
Commercial Service Contact:
Paul Warren-Smith
U.S. Consulate General
Siesmayerstrasse 21
D-60323 Frankfurt am Main
Telephone:
[01149] [69] 956204 15
Telefax: [01149] [69] 561114
Email: [email protected]
ISA Customer Satisfaction Survey
U.S. Department of Commerce
*International Trade Administration*
The Commercial Service
15/05/00
Página 33 de 35
The Commercial Service
-------------------------------------------------------------The U.S. Department of Commerce would appreciate input from U.S.
businesses that have used this ISA report in conducting export
market research. Please take a few moments to complete the
attached survey and telefax it to 202/482-0973, mail it to QAS,
Rm. 2002, U.S. Department of Commerce, Washington, D.C. 20230, or
Email: Internet [[email protected]].
-------------------------------------------------------------* * * About Our Service * * *
1. Country covered by report: _______________________________
Commerce domestic office that assisted you (if applicable):
_____________________________________________________________
2. How did you find out about the ISA service?
__Direct mail
__Recommended by another firm
__Recommended by Commerce staff
__Trade press
__State/private newsletter
__Department of Commerce newsletter
__Other (specify): _______________________________
3. Please indicate the extent to which your objectives were
satisfied:
1-Very satisfied
2-Satisfied
3-Neither satisfied nor dissatisfied
4-Dissatisfied
5-Very dissatisfied
6-Not applicable
__Overall objectives
__Accuracy of information
__Completeness of information
__Clarity of information
__Relevance of information
__Delivery when promised
__Follow-up by Commerce representative
4. In your opinion, did using the ISA service facilitate any of
the following?
__Decided to enter or increase presence in market
__Developed an export marketing plan
__Added to knowledge of country/industry
__Corroborated market data from other sources
__Decided to bypass or reduce presence in market
__Other (specify): _______________________________
5. How likely would you be to use the ISA service again?
__Definitely would
__Probably would
__Unsure
__Probably would not
__Definitely would not
6. Comments:
________________________________________________________
15/05/00
Página 34 de 35
________________________________________________________
* * * About Your Firm * * *
1. Number of employees:
__1-99
__100-249
__250-499
__500-999
__1,000+
2. Location (abbreviation of your state only):______
3. Business activity (check one):
__Manufacturing
__Service
__Agent, broker, manufacturer's representative
__Export management or trading company
__Other (specify):_______________________________
4. Export shipments over the past 12 months:
__0-1
__2-12
__13-50
__51-99
__100+
May we call you about your experience with the ISA service?
Company name: _______________________________________________
Contact name: _______________________________________________
Telephone: ______________________________________________________
------------------------------------------------------------Thank you--we value your input!
------------------------------------------------------------This report is authorized by law (15 U.S.C. 1512 et seq., 15
U.S.C. 171 et seq.). While you are not required to respond, your
cooperation is needed to make the results of this evaluation
comprehensive, accurate, and timely. Public reporting burden for
this collection of information is estimated to average ten
minutes per response, including the time for reviewing
instructions, searching existing data sources, gathering and
maintaining the data needed, and completing and reviewing the
collection of information. Send comments regarding this burden
estimate or any other aspect of this collection of information,
including suggestions for reducing the burden, to Reports
Clearance Officer, International Trade Administration, Rm. 4001,
U.S. Dept. of Commerce, Washington, D.C. 20230, and to the Office
of Information and Regulatory Affairs, Office of Management and
Budget, Paperwork Reduction Project (0625-0217), Washington, D.C.
20503.
-------------------------------------------------------------FORM ITA 4130P-I (rev. 5/95)
OMB. No. 0625-0217; Expires 12/31/2002
Source: U. S. Department of Commerce - National Trade Data Bank, April 5, 2000
TradePort is an authorized distributor of STAT-USA data.
Germany Industry Sector Analysis Reports
15/05/00
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Germany AUTOMOTIVE PARTS AND SERVICES

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