Knowledge transfer in the Automotive Aftermarket].
Wholesalers in the Independent Automotive Aftermarket] have a central responsibility today. They have to evaluate international product developments, take regional market requirements into account and at the same time supply garages reliably, quickly and competently with products and market knowledge. For buyers, this means more and more decision-making options in terms of product range, positioning and communication. For garages, there is additional work because new products, applications or services have to be introduced to the market and explained to customers.
The market is becoming more global - and more complex
The aftermarket has long been internationally networked. Vehicle platforms, manufacturer strategies and product requirements are developing globally - while decisions in the wholesale trade and in the garage are made locally.
This is precisely where a gap arises:
There is often a lack of structured, reliable exchange between global manufacturer knowledge and local implementation. Without this, everyone involved loses speed, orientation and ultimately customer trust.
Why traditional exchange is no longer enough
One-to-one meetings, regional training courses or isolated trade fair contacts are reaching their limits today. They are important - but not scalable enough for a market that is simultaneously becoming more global and more fragmented. What helps is a platform that systematically connects market participants, bundles knowledge and transports it to the respective markets in a controlled manner - without losing its practical relevance.
Structured exchange via global ITGs
At Hengst, we use the cooperation with our six global ITGs (ATR, Nexus, ADI, Group Auto, TEMOT and Global One) for precisely this purpose. For us, they form a central interface between wholesalers, workshop concepts and us as a manufacturer worldwide.
We use these networks to bring topics such as new products, technical content or brand messages to the markets in a structured manner. This also includes
- Internationally accessible webinar formats
- Coordinated content in ITG catalogs, magazines and publications
- Face-to-face meetings, congresses and trade fairs for direct exchange
The focus here is on clear knowledge transfer, personal exchange with interested parties and experiencing the market pulse for the decisive developments of the future.
Why personal presence remains indispensable for us
As important as digitally accessible formats are, the aftermarket is still a people business. Personal discussions on site, professional exchanges and market visits provide insights that no report can replace. They show us where processes are stuck, what needs are changing and where we can simplify processes at wholesalers and garages. We consciously incorporate this feedback into internal processes. Not as a one-off input, but as a continuous learning process to offer our customers added value along the value chain.
Trust is created through connection
ConclusionThe Independent Automotive Aftermarket] remains diverse, complex and constantly changing.
At Hengst, we are convinced that personal proximity brings long-term trust where global thinking and local proximity are combined in a meaningful way.
This is precisely why we invest in structured partnerships, personal exchange and clear communication channels. Not to put products in the foreground - but to make solutions understandable and to further develop the market together.
Our Head of Global ITG and Key Account Manager Alex Schöffmann sums this up very well:
"In today's world, genuine, authentic characters and connections based on trust are crucial. People who are present, listen and take responsibility - that makes the difference in the aftermarket."
Alex Schöffmann
Head of Global ITG and Key Account Management
