From salesman to product genius, there’s no turning back

The automotive retail market is undergoing a dramatic transformation, with the rise of alternative consumer information and sales locations. The Internet is taking on a more important role for the customer decision journey, but this does not spell the end of the dealer. On the contrary, dealers have become more important than ever. Automotive World spoke with McKinsey’s senior partner Hans-Werner Kaas on the current forces at work behind this development.