Strategy: Why Renault failed in China

Ben Williams April 25, 2020 21 No Comments

Strategy: Why Renault failed in China

The quick reply? No Duster.

I wrote a primary model of this text in French for the April 17 edition of the professional website

On April 14, Renault introduced a strategic reorganisation of its Chinese operations that means the way forward for the model on this market would remainder of the frail shoulders of the City Ok-ZE tiny electrical hatch. This isn’t a sustainable place, much more so given Dongfeng, accomplice at 50% within the e-GT three way partnership producing that automotive, is already advertising the identical mannequin in China beneath 4 completely different names and two separate manufacturers. Venucia, its low-cost model, sells it because the e30, whereas Dongfeng itself presents it by means of three of its subsidiaries because the Aeolus EX1, Forthing T1 and Glory E1. With 4 clones already within the beginning blocks, it appears pointless to hope for the survival of the Renault variant, and subsequently of your complete Renault model in China.

Strategy Why Renault failed in China - Strategy: Why Renault failed in ChinaRenault City Ok-ZE

Only Four years after its launch as an area producer and though the Renault Group stays current in China with Jinbei LCVs, the Renault model is headed in the direction of full withdrawal from the world’s largest auto market. How may a huge worldwide model with greater than 120 years expertise fail so rapidly in China? After the failure of its first Chinese three way partnership, Sanjiang-Renault (1993-2003) which produced solely 4.906 Trafic vans in a decade, Renault determined to strive once more in 2013 and reorganised the identical joint-venture which turned Dongfeng Renault, or DRAC. A manufacturing facility with an annual capability of 150.000 items was in-built Wuhan within the Hubei province and Carlos Ghosn set the gross sales goal at 500.000 annual items by 2022. Renault by no means even approached this determine.

1587814347 354 Strategy Why Renault failed in China - Strategy: Why Renault failed in ChinaRenault Kadjar on the Guangzhou Auto Show in November 2015.

From a fairly satisfying begin at 72.000 gross sales in 2017, the model fell -31% in 2018, -64% in 2019 and -89% over the primary quarter of 2020. The determination to not make investments on this market subsequently appears to be the best one, though it’s taken on the precise time Renault’s lineup in China was lastly increasing. After releasing each the Koleos and Kadjar in 2016, Renault didn’t launch a single new locally-produced nameplate over the next three years, ready till This autumn 2019 to kick begin each the Captur 2 and City Ok-ZE, despite the fact that the latter relies on the Indian Kwid from 2015. In a Chinese market absorbing tons of of latest fashions every yr, this was suicidal. And though the carmaker centered its preliminary efforts on the then-buoyant SUV section, it was caught off guard when gross sales started to falter in mid-2018, having no sedan to fall again on.

1587814347 991 Strategy Why Renault failed in China - Strategy: Why Renault failed in ChinaThe Renault Koleos I used to be common in China as an imported car.

Before 2016 and the beginning of native manufacturing which was presupposed to unlock substantial Chinese volumes, the imported first technology Koleos, was the best-selling and sole really profitable Renault mannequin within the nation, with over 30.000 gross sales in 2014. But from that determine the model’s imports then thawed to only a trickle: a mere 24 Renaults had been imported in China over the primary quarter of 2020, regardless of an aggressive advertising marketing campaign in 2017-2018 supporting the Espace. This means the model received’t be capable of depend on a sustained circulation of imports to outlive in China.

1587814347 79 Strategy Why Renault failed in China - Strategy: Why Renault failed in ChinaSkoda reinvented itself as a semi-premium model in China.

One of Renault’s most important errors has been its Chinese positioning. A really tough idea to understand for the remainder of the world is that the automotive is a really new shopper product in China. Barely 20 years in the past, there have been virtually no personal automobiles on the roads, even these of megacities corresponding to Beijing, Shanghai or Guangzhou. This manner, all automotive manufacturers launching right here begin from a clean sheet, and may craft themselves a picture devoid of any historic baggage. For instance, Hyundai and Kia had been capable of sidestep the poor reliability shackle that has delayed their improvement in Europe and the US at first of the 2000s. Skoda, which has spent the most effective a part of the previous 30 years making an attempt to erase a doubtful repute, reinvented itself as a semi-premium providing in China, signing its native communication with a “Since 1895” worthy of the best watchmakers.

1587814347 236 Strategy Why Renault failed in China - Strategy: Why Renault failed in ChinaFan Bing Bing was Renaut’s ambassador in China at launch in 2016.

This manner, when Renault was orchestrating its grand entrance as an area producer in China 5 years in the past, it had free rein to create a tailored identification to greatest woo the Chinese shopper. Using Formula 1 as a launching platform wasn’t essentially a nasty thought: it helped give credibility to the model in India. But regardless of makes an attempt at pushing an elusive Megane RS, the reality is that this high-tech, sporty angle was not mirrored within the Kadjar-Koleos authentic product providing. And the (costly) determination of utilizing an area ambassador, the ultra-famous actress Fan Bing Bing, positioned the model in a very completely different universe: this time Asian and female. At the Shanghai Auto Show in 2016 Renault used a special language once more, boasting a “sensual and Latin design” that tends to be related to Italian automotive manufacturers as a substitute.

Wanting to play on all fronts, Renault discovered itself marred with a sequence of desired positions with out in the end anchoring any. But in a market the place greater than 250 automotive manufacturers together with roughly 170 Chinese struggle for recognition, making its manner in the direction of the very quick automotive procuring record of the Chinese shopper requires advertising pioneering. Be impactful, distinctive and artistic, keep away from typical messages, shock with a special angle and repeat what you might have determined to say with confidence and consistency.

Renault has completed none of this.

1587814347 347 Strategy Why Renault failed in China - Strategy: Why Renault failed in ChinaFrench luxurious manufacturers are extraordinarily common with Chinese patrons.

The model may and may have banked on the clearly female picture of French luxurious that every one Chinese girls are obsessive about – a method that, by the best way, may additionally elevate DS from its Chinese abyss. Instead, the model selected to observe a path that rings proper within the company corridors, however is in reality each passive and harmful as a result of overused: the seductive chant of the “sophisticated European brand” concentrating on japanese coastal cities whose buying energy is just like that of Europe. However this area is already saturated with personal autos, having reached a gross sales plateau and hampered with licence plate restrictions on the time of Renault’s arrival. Besides, the Chinese market has already its lot of extraordinarily profitable subtle European manufacturers, amongst them Volkswagen (three million annual Chinese gross sales), Mercedes (735.000), BMW (725.000) and Audi (680.000), absolute behemoths in comparison with small Renault – in China a minimum of.

1587814347 139 Strategy Why Renault failed in China - Strategy: Why Renault failed in ChinaThe Duster was launched as a Renault in Brazil and Russia in 2011.

Granted, hindsight is 20/20. So what would have been a sensible and workable mannequin for Renault so as to achieve China? The avenue I’m suggesting requires a serious accomplice that the Group utterly bypassed on this market: Dacia. Vehicles bought beneath the Dacia model in Europe however rebadged as Renaults for a lot of the remainder of the world have enabled the model to achieve report market shares in India, Russia, Brazil, Mexico, Argentina and Colombia to call only a few. As a daily BSCB reader you’ll be very conversant in this decade-long success story. The Duster, Sandero and Logan account for the huge majority of Renault gross sales in these nations, enabling the model to blossom and avoiding the low-cost stigma because of autos higher furnished than their Dacia counterparts, unique sporty variations such because the Mexican Sandero RS or SUV-style variants love the Russian Logan Stepway.

The justification provided by Renault for not producing the Duster in China, the place an virtually unfathomable 45 million SUVs had been bought over the previous 5 years (not a typo), was that the Wuhan manufacturing facility may solely produce the CMF platform. And additionally that in any case, the Duster didn’t match the subtle picture that Renault needed to painting in China. This final argument is out of date, as we have now seen in Russia, India and Latin America the place Renault’s model picture has not been broken, on the other. Plus Renault did an entire backflip in China when it introduced the City K-ZE at the Shanghai Auto Show in April 2019, the shockingly low-cost inside a disturbing eyesore in a Formula 1 background.

In truth, Renault’s tiny dimension in China ought to have inspired the carmaker to behave as a distinct segment participant a minimum of in its first few years of native manufacturing. An apparent launch goal market would have been girls residing within the much less urbanised areas of China, particularly Tier three and Four cities.

Renault KoleosÜrümqi automotive patrons had been very keen on the imported Koleos again in 2014.


The first technology Koleos, imported into China over the primary half of the 2010s, was particularly profitable within the much less developed central and western areas of the nation. This regardless of being priced very excessive in comparison with its locally-produced competitors, a typical trait of imported autos in China which may work each methods: discouraging patrons or screaming exclusivity and attractiveness. As an instance, throughout a go to to the capital of the westernmost province of Xinjiang, Ürümqi, in April 2014, I noticed a dozen Koleos in only a few hours, by far the very best fee of any metropolis I had visited in China up to now. My feedback on the time: “one very interesting observation that will please French fans: I was very surprised to see many Renault Koleos in town. Given they have to be imported at high cost, this is a very encouraging trend for the French manufacturer which will start production in China shortly.” Little did we all know… Also, these much less urbanised areas have been for the previous 5 years one of many most important Chinese engines of financial (and new automotive gross sales) progress, giving this technique much more relevance.

1587814347 460 Strategy Why Renault failed in China - Strategy: Why Renault failed in ChinaBorgward BX7 in Bayanhot Inner Mongolia, April 2018.

In this context, why not construct on present success and model recognition and concentrate on these areas to develop the model? It would have been a less expensive train than making an attempt to ascertain it within the ultra-competitive japanese seabord markets. After all, additionally it is within the much less urbanised elements of Europe that the Duster has carved itself a spectacular recognition – and borderline cult following – so preciously profitable grassroots methods may have been reused there, beginning with an area model of the annual Dacia picnics. Another constructive factor: the Chinese populations of those areas are much more delicate to each SUVs and to the lure of European manufacturers. Foton revived the German marque Borgward in 2015 and its advertising in China has been solely centered on the model origin despite the fact that not a single car is at the moment produced in Germany. The end result: I noticed extra Borgward SUVs in the remote town of Bayanhot, Inner Mongolia in 2018 than in Beijing and Shanghai mixed (see above).


By constructing on the posh related to French merchandise, all of the whereas providing dependable, strong and good worth autos. The Duster is a no brainer for Chinese manufacturing and the Logan would have helped set up a security internet of sedan gross sales that may be relied upon if and when SUVs peter out considerably. Discard the Sandero as hatches aren’t a favorite right here, however the Arkana Coupe SUV would fall proper into the latest craze Chinese producers have developed for such silhouettes (Geely Xingyang, Dongfeng Glory ix5, Changan CS85 Coupe, Lynk & Co 05, Haval F7x…). A revered picture mixed with value-for-money autos is the blockbuster recipe behind the worldwide, decade-long success of the Group’s Entry lineup beneath the Renault badge. And there aren’t any legitimate the reason why this recipe ought to fail in China. As the 2011 French advert touted (above), the Duster is “shockingly accessible” and in China which means Renault can struggle with such blockbusters because the Haval H6 and Geely Boyue with comparable pricing. And that’s exactly why it will have been a smash hit in China the place the unabatted seek for the absolute best deal is a nationwide sport and supply of nice pleasure. Given the selection between a European and a Chinese model for a similar worth, lots of Chinese patrons would nonetheless go for the European one, particularly in Tier three and Four cities.

1587814348 733 Strategy Why Renault failed in China - Strategy: Why Renault failed in ChinaChinese demand for the Renault Duster already exists.

And then what?

Once the model has established, with out breaking the financial institution, a repute of durability within the harsh environments of those much less urbanised areas of China (think Duster in the French Alps), this advertising mannequin may then feed itself. Robustness as each a repute and a automotive design language in flip turns into very amazing within the coveted huge cities of the Chinese East, particularly with tiny and stylish girls already transformed to French luxurious. The loop is looped. In truth, native patrons are craving the Duster 4WD so much that it is now available in China as a parallel import (learn non-official) from Romania, however 16% dearer: from 149.600 to 169.900 yuan (19.600-22.000€), making it far more costly than the section’s all-time native bestseller, the Haval H6. Producing it domestically would nonetheless make the Duster an aggressive competitor.

Come on Renault, let’s strive China once more?

Leave a Reply

Your email address will not be published. Required fields are marked *