CHAPTER 4

Organization of the Motor Vehicle Industry: Sales

This chapter focuses on the organization of the sale of the world’s motor vehicles. Included in this chapter are discussions of the distribution of vehicles around the world and the structures for their distribution.

As fragile, bulky, fabricated products, motor vehicles are produced near where they are sold. The cardinal rule among carmakers is to build vehicles near where they are to be sold. Thus, more than 90% of sales—as production—is clustered in Asia, Europe, and North America, and Latin America accounts for most of the remainder. Africa, with 15% of the world’s population, accounts for only 2% of the world’s vehicle sales. Nonetheless, the global distribution of motor vehicle ...

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