Friday, May 16, 2008

Why Peugeot, Reunault and Citroen should come in the U.S. Market

Peugeot-Citroen & Renault are the 3 main French car manufacturers. They are present all over the world, from Europe to Asia, from Africa to South America. Hence, Renault is present in 118countries  (figures from their website), and Peugeot is well settled in countries like China or Russia.

These three companies tried to get into the US market in the 70s but did not encounter success. Because of this failure, no other attempt have been tried so far.

But I really believe that French cars should be in this market, and here are the reasons why.

The market has changed since the 70s-80s failure.

At this time, the US market was dominated by US car manufacturers such as General Motors, which were proposing the same kind of car ranges than French producers did. The only foreign companies that succeeded at this time were Asian manufacturers proposing cheap cars, which US  companies did not really know how to do at this time.
Also there was a high cost of distribution in this market. The supply chain was costly as French companies' plants were mainly in Europe, and also did not have a proper retail system to deal with tis cost.

Nowadays, we see that the supremacy of US manufacturers in the domestic market has collapsed. GM is facing major problems and losing market shares. It is not taboo anymore to by an Asian car, and top of the line European brands such as BMW, Mercedes or Saab are now on the market. So why not French cars?

The need for more fuel efficient car
With the gas prices rocketing these days MPG (miles per gallon) has become the n1 issue in the US. Most of car commercials on TV are focusing on gas efficiency, as they understood it was a priority for American consumers. Over the past years, we have seen a great shift, from big pick-up truck to smaller vehicle, consuming less gas. Gas prices will still go up. This is also one of the reason why US manufacturers have problems to face Asian companies: they have never developed a real know-how on how to deliver fuel efficient cars.
Even though Toyota's hybrid engine is a way more advance technology than French car manufacturer propose so far, French cars are known not to consume a lot of gas (as gas prices are way more higher than here in the US).

The need of small urban cars
Major cities downtown are getting more and more busy, and it is hard to find parking places now. This explains why the Smart cars are knowing success in the US. French cars have a great know-how on how to build small convenient cars, with the 207 for Peugeot, Clio for Renault, and C3 for Citroen. If the Smart and Mini Coopers are succeeding, there is a market for French small cars.

The need of exoticisms
Design-wise, US car models are not real innovative nor attractive. US consumers are seeking for nice design, that are actually most of the time proposed by European manufacturers: The New Beetle, Mini Cooper or BMW's models. French cars have original designs that have their chances to seduce the American clientele.

So what do you think about it? Are you ready to buy French cars? Do you think it is the best time to get into this market?

Blogged with the Flock Browser

108 comments:

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    Thanks to the blog owner. What a blog! nice idea.

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  2. Hi Nikolas

    I don't see the link to comment directly on your article so I have to comment on level 2

    From marketing point of view you are absolutely right. Both PSA & Renault already have stuff to offer in US.

    But commercially, what it would take to launch a business in US, even with Nissan's support which is available for Renault?

    1. You need a dealer network which is increadible investment, we are talking up to billion of dollars: 5 mln x 200 concessions. Do you have investors who are ready to invest this? In the industry that goes through quite a tough times.

    2. People & expertise. Renault is weak in Marketing Strategy with Brand Image declining over last 10 years (there is a huge improval now after the arrival of C.Ghosn but still it takes years to reestablish the brand). Both PSA & Renault are slow on new markets, they seem to have this competency really undevelopped. I mean the competency of attacking the new markets.

    3. Product. Do they produce good cars? In general, yes. Big cars - NO, small - Yes. Now think of a brand image if they start selling inly small (say cheap) cars. Even if you make them really cool how do you retain the consumer? What would be the portfolio strategy? Americans, as they age, upgrade to a higer class of car as I know. So you need the complete line up ready for the market. At least in 2-3 years after the launch when first customers want to upgrade.

    Same can be said about enetering China which resembles US market (except for the number of vhls per population ratio).

    So both PSA & Renault are not mature enough to do that now but both do have ambitious 3-4 years plans which would make them strong enough to do what you suggest. I think in perspective of 2013-2015

    Cheers

    Andrei

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  3. Thanks Andrei for your contribution, you inspired me a new blog article thanks to your expertise. Let me know what you think about me new point of view. Good luck with your blog.
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