Advisory services

Enter the aftermarket with the map already drawn

Consultancy for manufacturers and brands planning to enter or expand in the Indian automotive aftermarket — market entry, channel design, pricing and distribution, from people who have built those networks themselves.

Talk to us Meet the team

80+ years in the channel
100+ automotive clients
Pan-India distribution

What we advise on

The decisions that set the next five years

Most aftermarket entries fail on channel design rather than on product. These are the questions we work on, in the order they usually have to be answered.

Market-entry strategy

Where the demand actually sits, who already serves it, and what it costs to be credible there.

Category and segment sizing by geography
Competitive and price-point mapping
Entry route: direct, JV, distributor or licensing
Regulatory, GST and warranty groundwork

Business planning

The plan the board signs off — volumes, margins, working capital and the milestones in between.

Three-year volume and revenue model
Margin structure across the channel
Working capital and credit exposure
Organisation design and hiring plan

Channel development

Building the distributor, retailer and mechanic network that carries the brand once it is here.

Distributor identification and appointment
Coverage and beat design by territory
Channel policy: categories, credit, returns
Mechanic and retailer engagement programmes

Product strategy

Which part numbers to launch with, in what packs, and what the range has to look like to be taken seriously.

Range and part-number prioritisation
Application and vehicle-parc coverage
Packaging, branding and anti-counterfeit
Quality positioning against the incumbents

Pricing strategy

MRP, trade margins and scheme spend set together, because in this market they are one decision.

MRP and net-landed price architecture
Distributor, retailer and mechanic margins
Scheme, discount and credit-note structure
Price-change and dumping response

Distribution & logistics

Getting the part to the counter at a cost the margin can carry.

Depot, warehouse and stocking-point design
Service levels and fill-rate targets
Secondary movement and stock visibility
Returns, warranty and claim handling

How an engagement runs

Four stages, each ending in a decision

No six-month study that closes with a slide deck. Each stage ends with a decision made and a document you own.

01

Diagnostic

Two to three weeks in the market — distributors, retailers and mechanics — establishing what is really happening in your categories rather than what the data says.
02

Strategy & plan

Segment choice, entry route, range, pricing architecture and the three-year business plan, argued through with your team.
03

Channel build

Distributor identification and appointment, coverage design, channel policy and the commercial terms that go with them.
04

Launch & handover

Field team onboarding, launch schemes, and a reporting rhythm your own management can run without us.

Who this is for

Four situations we are usually called into

The common thread is a good product and an unfamiliar channel.

Entering India

Global manufacturers bringing an established range into the Indian aftermarket for the first time.

OEM moving to IAM

Tier-1 suppliers with OEM business building an independent aftermarket channel alongside it.

Expanding the range

Established brands adding categories or geographies their existing network does not reach.

Fixing a flat channel

Brands whose secondary sales have stalled and who need an outside read on why before they spend again.

Why us

Advice from people who have had to live with it

Most aftermarket advisory is written by analysts. Ours is written by the people who appointed the distributors, set the margins, and then spent the next three years running the network they had designed.

80+ years in this channel

A leadership team whose careers were spent in automotive sales, distribution and aftermarket technology.
100+ automotive clients

The network we advise on is the same one our platform already runs programmes across.
Evidence, not estimates

Scan, beat and secondary data from live deployments informs what we tell you the market is doing.
We can execute it too

If the plan needs loyalty, field force or ordering technology behind it, that is not a second vendor.