Concessionari

Concessionari (sing. concessionario) are individuals or legal entities authorized by a manufacturer or brand to sell its products and provide related services within a defined territory. The term is widely used in sectors such as automotive, machinery, electronics, and consumer goods. In the automotive industry, an authorized concessionario typically offers new vehicles, certified pre-owned stock, maintenance, warranty work, and genuine spare parts.

The arrangement is established through a concession contract that specifies the geographic area, any exclusivity, sales targets, service standards, branding, and other obligations. Depending on the jurisdiction, concessions can be exclusive or non-exclusive and may require the concessionaire to invest in suitable premises, trained staff, and inventory, as well as comply with marketing and after-sales support rules.

Economically, the concessionaire purchases products from the manufacturer at wholesale prices and resells them to customers, earning margins on sales and often service revenue from workshops. The manufacturer gains broader market reach, localized customer service, and feedback from the concessionaire network, while maintaining control over branding and standards.

Concessionaires are distinct from independent distributors and, in some contexts, from pure franchising. They typically have defined rights to sell and deliver after-sales services within a territory and are responsible for aligning with the brand’s service standards, pricing policies, and warranty terms.

In practice, concessionaires serve as the primary brand touchpoint for customers in their region, handling sales consultations, demonstrations, maintenance, and warranty administration, thereby linking the manufacturer to local markets.