A Slow Death or a metamorphosis Existing distribution models are not working. The current model for automotive distribution is characterised by low customer satisfaction, high cost and poor dealer returns. It is not working - for customers, for vehicle manufacturers (VMs) or for dealers. Publicly traded automotive retailers have experience the worst performance across the entire automotive value chain over the last two years. In the US, the PricewaterhouseCoopers Shareholder Value Index showed an average erosion of value of 59% over the two-year period ending December 31, 1999. The pressure for change is becoming ever more acute as VMs focus on both the need to become truly consumer focused organisations, and the cost reduction potential within the distribution network.