Executive View: Agency Model - driving divergence across brands

Jonny Stephens, senior manager at independent management consultancy BearingPoint explores, the recent changes in agency programmes.

Last month I attended the FT’s Future of the Car Summit in London. Executives from across the industry discussed the hot topics and of course Agency distribution models were still on the agenda.

A panel including Kristian Elvefors (head of sales at Polestar), Maria Grazia Davino (group MD UK at Stellantis) and Carlos Lahoz Pardo (VP of sales & ownership at Kia) spoke to their organisation’s outlook on direct sales. Polestar born into the model, Stellantis transitioning to agency - albeit later than originally planned - and Kia sticking with a franchise distribution model.