Stockdorf/München - Webasto AG, the international supplier to the automobile industry, counts both vehicle manufacturers and customers among its end users. Alongside the direct supply of roof systems and heating products to the assembly lines of automobile manufacturers, the aftermarket business makes a significant contribution to turnover and profits. The company is reorganising this area to increase its efforts for the end user.

Although previously different sales routes and contacts existed for the two product divisions, Webasto now has one division that deals with all aftermarket issues. With very few exceptions, all cars can easily be enhanced with a sunroof or parking heater. Anyone interested in retrofitting goes to one of our select group of approved partners. As well as these options for cars, there is also a range of products available for commercial vehicles (buses and HGVs), which can be built into new or used vehicles on demand.

Phillip A. Thompson, head of the newly created Webasto Product International (WPI) division, says, "All Webasto's products have one thing in common. They stand for the highest quality and more comfort at the wheel. There is practically no difference between an aftermarket sunroof and a conventional series-fitted roof, and the same goes for parking heaters. Only the customer is different. End users have individual requirements and they want to see them implemented in their own vehicles. This situation, which is fundamentally different from the manufacturer as customer scenario, is one that we need to address. We can do this by meeting the customer's demands, even more than in the past." Since customers normally approach their dealer or service partner first, Thompson sees this as the area in which the greatest effort is required. "We provide each dealer with the sales support that they need. That includes information and service material, as well as comprehensive training."

The synergies of combining the two divisions result from the many opportunities for using common sales structures. Today there is already close, even spatial, cooperation within individual markets. Wherever possible, this should be the norm in future: "Even in markets that are currently being built up, we can still cut costs by not having to run an office for each division," says Thompson. "This means we can use existing networks for other products. For example, we have been successfully selling aftermarket sunroofs in the USA for years now. But we are now about to use our experience, contacts and partner structures in the USA for parking heaters too."

The first official public appearance of Webasto Product International is planned for Automechanika at Frankfurt in September. This trade show is the annual showcase for all manufacturers of accessories and aftermarket products. Webasto will be represented with its own stand (A 36) in Hall 6, which will be the communications and starting point for all dealers and interested visitors. Thompson's aim is clear: "We will be the contact for anyone interested in Webasto's products. And we are sure that there's a lot of them out there!"

Contact:
Dr. Detlef May
Corporate Communications
Tel. +49 (0)89 8 57 94 - 670
Fax +49 (0)89 8 57 94 - 1399
e-Mail: dmay@webasto.de