Independent workshops buy 71 % of their spare parts from IAM wholesalers; franchised workshops source 77 % through the OE network. The interesting number sits next to it: in almost four out of ten independent workshops, purchasing outside the primary channel has grown over the past five years. For this short study we interviewed 100 independent and 100 franchised workshops in Germany by telephone in June 2026 (CATI, n=200). The key findings are set out in full below.
IAM workshops source 71 % of their parts through independent wholesalers, OEM workshops 77 % through the OE network.
of IAM workshops report increased cross-channel sourcing over the past five years — only 10 % report a decrease.
Unavailability in the primary channel is the most common trigger for cross-channel sourcing in both groups.
Remanufactured parts are far more established than used parts, which account for just 2 % in both groups.
Key takeaway
The aftermarket is not moving toward a channel switch but toward channel complementarity: IAM and OEM workshops increasingly and routinely resolve punctual availability, quality and customer requirements outside their primary channel — a structural, gradually growing trend rather than a disruptive break.
What we measured
The study set out to capture current trends and challenges in spare parts procurement in the German automotive trade. Two clearly separated groups were surveyed in June 2026: independent workshops (IAM) and franchised workshops (OEM), n=100 each, n=200 in total. The method was CATI — computer-assisted telephone interviewing — so every answer comes from someone who actually owns the purchasing decision in the business.
| Workshop profile (avg. per site) | IAM | OEM |
|---|---|---|
| Employees | 4.3 | 17.2 |
| Work bays | 6.4 | 13.4 |
| Lifts | 5.1 | 9.8 |
The size difference shows in who answers the phone. In independent workshops, the owner or managing director is the contact in 79 % of cases (14 % workshop manager, 7 % other). In franchised workshops responsibility is spread far more broadly across owners (42 %), workshop managers (33 %) and other contacts (25 %) — a reflection of a more specialised organisation.
Procurement structure: each group stays loyal to its primary channel
Procurement patterns differ clearly between the two workshop types, and both cover the bulk of their demand through their own primary channel. Even so, roughly a quarter to just under a third of purchasing runs through other channels in both groups.
Spare parts purchasing by channel
Share of total spare parts purchasing, in percent
IAM workshopsOEM workshops
Question: How is your total spare parts purchasing currently split across the following channels? Base: n=100 per group.
How closely an OEM workshop stays in the works channel depends on the brand
Within franchised workshops, network loyalty is anything but uniform. German premium manufacturers bind their workshops most tightly to the works channel, Asian brands the least — a spread of 25 percentage points between the extremes.
| Manufacturer group | OE network share of purchasing |
|---|---|
| German premium manufacturers | 91 % |
| German volume manufacturers | 77 % |
| European manufacturers | 72 % |
| Asian manufacturers | 66 % |
The five-year shift: gradual, not disruptive
Cross-channel sourcing has grown over the past five years — more markedly among independent workshops than franchised ones. What matters, though, is the distribution: the majority in both groups describe their purchasing behaviour as unchanged.
Change in cross-channel sourcing over the past five years
Share of workshops, in percent
Increase = “significantly” + “slightly increased”; decrease = “significantly” + “slightly decreased”. Question: Has the share of your cross-channel sourcing changed over the past 5 years?
Interpretation
Almost four in ten independent workshops buy more outside their primary channel than they did five years ago, while only one in ten has reduced it. The picture points to a gradual gain in importance rather than a disruptive market shift — and to a window in which alternative channels can position themselves as a reliable complement.
Drivers: IAM sources cross-channel for technical reasons, OEM for commercial ones
Across both workshop types, cross-channel sourcing is triggered primarily by operational requirements, not by strategic purchasing policy. The ranking of triggers differs sharply, however — and that is where the practical consequence for suppliers lies.
Triggers for sourcing outside the primary channel
Multiple answers possible, in percent
IAM workshopsOEM workshops
Question: For what reasons do you source parts outside your usual primary channel? Base: n=100 per group.
Interpretation
For independent workshops, quality and specialisation requirements are almost as important as plain unavailability — cross-channel sourcing here is often a technical necessity. For franchised workshops, customer request and price rank well ahead of quality and electronics — sourcing outside the channel is more of a commercial decision case by case. For providers of alternative channels that means two audiences and two value propositions.
Product groups: cross-channel sourcing concentrates in opposite worlds
The relevance of cross-channel sourcing varies considerably by product group — and it does so as a mirror image. Independent workshops go outside for body, glazing and electrical parts; franchised workshops for tyres, lubricants and brakes.
Share of cross-channel sourcing by product group
Estimated share sourced outside the primary channel, in percent
IAM workshopsOEM workshops
Further product groups (engine/drivetrain, chassis/steering, filters) sit in the mid single-digit to low double-digit range for both groups.
Interpretation
The two workshop types source cross-channel along entirely different product logics. Independent workshops step outside for complex, accident- and technology-related parts — where specialist knowledge or OE compatibility counts. Franchised workshops prefer alternative channels for consumables — product groups with high price transparency and little OE differentiation advantage.
Used and remanufactured parts: an established segment, not a replacement
Used parts — original parts taken from accident or end-of-life vehicles without reconditioning — play virtually no role by volume in either group. Industrially remanufactured parts, by contrast, are far better established, particularly among independent workshops.
| Share of purchasing volume | IAM | OEM |
|---|---|---|
| Used parts | 2 % | 2 % |
| Remanufactured parts | 17 % | 8 % |
| New parts | 81 % | 90 % |
Among franchised workshops the remanufactured share varies by manufacturer group, from around 5 % (Asian brands) to around 12 % (German volume brands). The more than twofold higher reman share in the IAM shows that independent workshops have already built cost efficiency and sustainability into their purchasing more systematically. For franchised workshops there is untapped potential here — particularly where manufacturers still position their own exchange-part programmes cautiously.
What this means for the aftermarket
1. Cross-channel sourcing is a service-quality lever, not purely a cost topic
Because unavailability and specialist parts are the most frequent triggers, the depth of availability in the second channel directly determines throughput times and customer satisfaction in the workshop — not just the purchase price.
2. IAM wholesalers and OE networks face different defensive tasks
OE networks are most exposed to volume loss in technically complex product groups and among brands with lower network loyalty (Asian and European manufacturers). IAM wholesalers compete with OEM franchise channels on consumables such as tyres and lubricants.
3. Remanufactured parts are the next logical growth step — especially for OEM
At 17 % penetration in the IAM segment, workshop acceptance of remanufactured parts is proven. Manufacturers with their own exchange-part programmes can address the gap to the 8 % in the OEM channel as a deliberate growth opportunity.
4. The trend is gradual — that opens a window, not an ultimatum
Because the majority of workshops describe their purchasing behaviour as unchanged, established channels still have time to sharpen their value proposition — availability, quality, terms — before procurement patterns harden structurally.
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Frequently asked questions about the study
How many workshops were surveyed?
200 businesses in Germany in total: 100 independent workshops (IAM) and 100 franchised workshops (OEM). Fieldwork ran in June 2026 as a computer-assisted telephone survey (CATI).
What does “cross-channel sourcing” mean in this study?
Cross-channel sourcing means procuring spare parts outside the respective primary channel: for independent workshops, buying through the OE network or authorised organisations; for franchised workshops, buying through independent distribution, manufacturers or online channels.
Do independent workshops really buy from manufacturers?
Yes — 19 % of independent workshops’ total spare parts purchasing runs through the OE network or directly through manufacturers. The main triggers are unavailability in the primary channel (91 %), specialist parts (79 %) and quality requirements (68 %).
May I cite the figures from this study?
Yes, with attribution. Required citation: Wolk & Nikolic After Sales Intelligence GmbH, “Automotive Workshops in Germany — Spare Parts Purchasing”, July 2026. For commercial use or licensing questions, please contact us directly.
This study is one slice of the picture
The results shown here come from a short study on a single question in a single market. If you need these figures broken down by channel, brand group, product segment or country, that is exactly what we do: bespoke aftermarket market research for concrete questions, and the Aftermarket Intelligence Hub as a continuously updated data platform with 14,000+ distributor profiles and 450,000+ workshop addresses across 35 markets.