PURCHASES $50+ E-tailing via public websites and e-procurement via proprietary systems for professionals - are more than $50 billion and will grow much faster than the overall aftermarket through 2020. PENETRATION VARIES BY CATEGORY: Online preferred for discretionary and research-intensive. BILLION Stores preferred for urgent brake-fix and items with low price/weight ratio. CUSTOMER PREFERENCES DIY: 75% CUSTOMERS RATE: DIFM: 75% of DIY customers do online research before in-store purchases. Price and in-stock availability drive 2 out of every 3 purchase decisions. E-tailers higher on price and availability of ratings or reviews. Stores higher on installation instructions, warranties and return policies. Delivery time expectations vary widely by product category: immediate to more than 3 days, which will drive e-commerce penetration. More than 50% of DIFM service providers have used e-tailers to buy parts. DIGITAL DISRUPTIONS AND OPPORTUNITIES Beyond e-commerce, technologies that enable predictive maintenance, digital supply chain, and connectivity for improving product quality will create an up to $30 billion market opportunity by 2030. WINNING STRATEGIES Aftermarket players need to develop winning strategies tailored for each step in the value chain, which means creating compelling value propositions for customers (DIY and DIFM) based on granular insights at the product line and category level, and transforming their operations to compete in an increasingly digitalized world. We can learn valuable lessons from companies that have successfully adapted to digital disruption in the home improvement industry, industrial electronics industry and others. Interested in learning more about powering up your company's e-commerce and product/channel strategy? SUBMIT a request to get early access to the report at autocare.org/ecommerce-strategy. CALL US at 301-654-6664, if you have category or product-specific questions. autocare.org 7http://www.autocare.org/ecommerce-strategy http://www.autocare.org