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Skip this step targets a booming niche: owners of vehicles without a license. Growing by 8.3%, this segment is attracting manufacturers... But the distribution platform also has some serious advantages.

" Traditionally, professionals don't like to touch VSPs (vehicles without a license), because they're not used to them," says Stéphanie Lecocq, head of piecesanspermis. fr. " Around 60% of our customers are private individuals . However, many of them take our parts back to their garage, which doesn't always know where to buy them. However, they can do so on our dedicated website: "For the past three years, this former chartered accountant has been running the parts distribution business founded by her husband in 2008. Formerly in charge of a VSP dealership, he had to give up management following a health problem.

Their online distribution platform is backed by a counter in Tourcoing (59). Piè has ten employees and an 800 m2 warehouse, generating sales of €2 million. Its catalog includes 3,000 original and adaptable part numbers, from mechanical and bodywork parts to paint and glazing. Via a dozen brands (Aixamgrecav, JDM, Ligier...), its offer meets around 80% of the needs of the rolling stock*. " We stock everything and deliver all orders within 48 to 72 hours. We even stock parts for discontinued brands ", explains Stéphanie Lecocq... As well as a Piec offer** offer available on the platform.

Maintaining relationships with professionals and private customers

Our clientele includes a lot of do-it-yourselfers who repair these extremely simple machines themselves... But as soon as the vehicle needs to be lifted onto a bridge or a windshield needs changing, more and more of them call in a professional "... and the same reflex among elderly owners, disabled people or isolated women.

They can all rely on the video tutorials available on the site. For more serious problems, two technicians are on hand to answer questions by e-mail and telephone. At the same time, the company runs a blog and a YouTube channel, federating a community on the Web. Its ambition is to maintain its lead in this niche market... at a time when the competition is sharpening with the arrival of the Peugeot AMI and its 12% market share in just a few months. But if it wants to play its part, the manufacturer's after-sales service will have to adapt to the specificities of the small world of VSPs.

*285,000 units with 13,400 registrations in 2019 (source: AAA Data).

**Parts from the circular economy.

Nicolas Girault

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