Course syllabus DM - Dealer Management (ŠAVŠ - WS 2018/2019)

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Course title: Dealer Management
Semester: WS 2018/2019
Course supervisor: doc. Ing. Pavel Štrach, Ph.D. et Ph.D.
Supervising department: Department of Marketing and Management (ŠAVŠ)
Prerequisites for registration: Bachelor state examination
Time allowance: full-time, 0/2 (hours of lectures per week / hours of seminars per week)
Type of study: usual, consulting
Form of teaching: seminar
Mode of completion and credits: Exam (3 credits)
Course objective:
The aim of the course is to provide understanding of the key principles, how the distribution network in the automotive business has been operating, with the emphasis on the relationship between manufacturers (importers) and their authorized dealers.
Course methods: Seminars - case studies, moderated discussion, interim interactive tasks.
Course content:
1.Distribution, role of distribution in marketing mix, distribution of vehicles, nature of the vehicle market (passenger cars, utes, motorcycles, buses) (allowance 0/0)
2.Franchise arrangements in vehicle distribution (allowance 0/0)
3.Types of dealerships - multidealership, single dealers, multibrand dealers, scope of services, role of services for dealers (allowance 0/0)
4.Sales promotion - relationship between dealers and manufacturers, push and pull principle, margins, annual targets and bonuses (allowance 0/0)
5.Monitoring performance of sales channels - customer satisfaction measurements and indicators, mystery shopping, complaint management, customer relationship management (dealer and manufacturer perspectives) (allowance 0/0)
6.Customers - fleet vs retail, small fleet vs big fleet, RaC sales, customer profiling (allowance 0/0)
7.Total cost of ownership - definition, importance, utility, calculation, factors, total cost of mobility (allowance 0/0)
8.Dealership Management - areas, franchise components, business management, HR management, profit areas (allowance 0/0)
9.Used Car Sales - market specifics, structure of the market, areas, importance, established vs emerging markets, pitfalls, imports (allowance 0/0)
10.Additional Services - maintenance and repairs, merchandising, servitization, development of services (allowance 0/0)
11.Global Car Market - trends, areas, markets (allowance 0/0)
12.Trends in Dealer Management - online sales, car-sharing (allowance 0/0)
Learning outcomes and competences:
After completing the course, student:
-Will be able to suggest measures to manage relationships between manufacturers (national sales companies) and authorized dealers
-Will outline requirements for serving various customer segments
-Will suggest new areas for development of dealer services
-Will understand and be able to assess components of franchise agreements in the automotive industry

Teaching methods and workload (hours of workload):
Type of teaching methodDaily attendance
Direct teaching
     Attendance of courses/seminars/tutorials24 h
     Course reading and ongoing preparation12 h
     Ongoing evaluation24 h
     Preparation for final test12 h
Total72 h
Assessment methods:
Requirement typeDaily attendance
Active lecture/seminar/workshop/tutorial participation24 %
Term paper28 %
Presentation14 %
Final test34 %
Total100 %
Course completion:
Full-time form of study - up to 100 points in total:
- up to 24 points - 12 x 2 points - active participation at seminars,
- up to 28 points - report/paper review,
- up to 14 points - overview of dealership network,
- up to 34 points - final written exam - case study, closed questions, open questions.

Part-time form of study - up to 100 points in total:
- up to 32 points - 4 x 8 points for active participation in the seminars and a short essay reflecting on a question (4 essays in total; min. 16 points to be admitted for the final exam);
- up to 68 points - final written exam - case study, closed questions, open questions.
Support for combined/distance forms of study:
Handouts and readings uploaded in the course container (document server), compulsory and recommended readings.
Reading list:
Study plans:
N-EM-MAR Marketing Management in the Global Environment, full-time form, initial academic year SS 2016/2017
N-EM-MAR Marketing Management in the Global Environment, full-time form, initial academic year WS 2017/2018
Run in the period of: SS 2019/2020, WS 2019/2020, SS 2018/2019, SS 2017/2018, WS 2017/2018, SS 2016/2017   (and older)
Course tutor: doc. Ing. Pavel Štrach, Ph.D. et Ph.D. (examiner, instructor, supervisor)
Teaching language: Czech
Room: Mladá Boleslav

Last modification made by Ing. Lucie Bydžovská on 10/01/2018.

Type of output: