Large Russian car dealers are testing a new business model that reshapes how they move vehicles to market.
In this approach, major players import new cars as parallel imports and then resell them to other companies within a carefully structured network. Instead of relying solely on traditional import channels, these dealers position themselves as alternate distributors who can fulfill import orders for different buyers. By acting as intermediaries, they create a bridge between manufacturers, wholesale buyers, and regional retailers, turning procurement into a coordinated service for the automotive ecosystem.
Under this model, the dealers take on the role of order managers. They coordinate which models are needed, how many units should be imported, and the timing of deliveries. This adds a layer of flexibility for downstream buyers who may not have the scale or direct access to factory imports, enabling them to access popular configurations through a single, consolidated channel.
It becomes easier for large car dealers to move volumes across borders because they possess established import capacities, logistics networks, and compliance know-how. To unlock opportunities, they form formal partnerships with smaller retailers, accepting requests to import specific models and trims. Once the orders are confirmed, the large dealers purchase the vehicles and then transfer ownership or distribution rights to the smaller dealers, effectively acting as a centralized hub for cross-network procurement.
It should be noted that these activities are conducted through legal entities, which helps streamline taxation, warranty handling, and regulatory compliance for all parties involved. The arrangement can improve profitability for both the bulk buyers and the end customers by offering access to a broader catalog, potential price advantages, and more predictable after-sales support through established service networks.
For example, a large dealer network may acquire vehicles from global brands such as Mercedes-Benz, BMW, Audi, Toyota, Volvo, Volkswagen, and Kia to supply multiple dealer partners. This allows participating retailers to offer a wider range of models without bearing the full cost of direct factory imports or managing diverse sourcing channels on their own.
In addition, large dealers often provide junior colleagues with marketing tools and co-branding opportunities to help promote the newly sourced models. This support can include digital campaigns, point-of-sale materials, and training resources that align with local market needs and brand guidelines, helping smaller retailers compete more effectively.
- Drive is discussed in industry outlets and cross-channel conversations
Notes and context on this topic appear in industry publications and market analyses, offering a snapshot of how parallel import strategies are evolving within the automotive distribution landscape.