Demand for independent service has increased and it’s spurring opportunities for aftermarket parts, driving online parts procurement
Munich, Germany—While new vehicle sales in many markets have either fallen or stalled in recent years, and as the average purchase price increases to record highs, the automotive aftermarket has benefited. The average vehicle age is now nearly tipping 13 years in the U.S. and building globally, driving demand and cost of repairs and maintenance — and replacement parts.
Last year, however, marked a shift, according to a new report by global consulting firm Roland Berger. Disrupted supply chains, aggressive trade polices and economic uncertainty have conspired to new consumer price sensitivities. Vehicle owners are now seeking more lower cost parts as they become more budget-conscious.
The result? Independent repairers are gaining market share and B2B online parts purchasing is expanding (B2C is not), states the study, which conducted a survey of 600 repair shops and 6,000 private car owners in 13 of the world’s most important automotive markets: Belgium, Brazil, Canada, China, France, Germany, Italy, Mexico, Netherlands, Spain, Turkey, UK, and U.S.
Shops are also trying to expand their expertise in BEV and ADAS (advanced drivers assistance systems) repairs. Roland Berger also points out, “We also found one surprising trend: the growing promise urban [repair shops] now see in convenience as a differentiator. To set themselves apart, many shops now see such services as pick-up and drop-off as a low-cost, low-tech way to stand out.”
The following are more highlights from the study.
Spending behavior in 2025
Consumers were generally more cost-conscious across many of the countries where shops were surveyed, driven by pressure on disposable incomes and deferring maintenance or trading down to less expensive service options. Except two: the U.S. and Mexico, possibly influenced by price increases related to tariffs.
Brand preferences
Consumer preference for original equipment (OE) brands decreased in most countries in 2025, as aging vehicle fleets, greater acceptance of lower quality-tier parts, and budgets influenced purchasing decisions.
While independent aftermarket (IAM) brands have gained popularity, especially among cost-sensitive consumers, most people still require a discount of more than 10% to consider switching from OE to non- branded parts.
• Globally, consumer preference for independent aftermarket (IAM) branded parts has risen by 14% since 2024.
• Today, 57% of respondents choose IAM over OE branded parts.
• Within IAM, the share of store/distributor private-label brands has increased significantly, up 12% year on year.
• In 9 out of the 13 countries surveyed, private label parts now make up 25-50% of consumer preference, with the highest penetration in North America and the Big 5 European countries.
Channel preferences
Service channel preference has continued to shift slightly toward IAM, which represented approximately two-thirds’ market share (66%) in 2025, and consumers continue to rely on auto service chains, tire specialists, independent/family-run shops, and quick lube shops at similar levels as they did in 2024.
• Auto service chains and tire specialists are especially popular for newer vehicles, likely due to large fleet agreements and a generally better customer experience, the report states.
• After 10 years, preference for original equipment (OE) channels drops below 30%.
B2C online/offline preferences
Roland Berger states that online parts sellers have lost momentum with consumers this year. Since 2024, the share of customers buying parts online has dropped from 56% to 51%, while the share of online buyers unwilling to purchase again has climbed from 20% to 25%, representing 13% of all surveyed consumers.
• Lower prices drive interest, but concerns about liability and perception of better deals elsewhere are holding many consumers back.
• One-quarter of consumers rule out buying online, another quarter say they would consider it in the future.
• Among those who purchase parts online, nearly half now opt for professional installation.
• Easy-to-install parts dominate online orders.
B2B online purchasing
On the B2B side, however, shops are embracing online purchasing at scale, and many are now sourcing more than 20% of their parts online. More than 60% of shops in mature markets already source significant volumes online, and most expect this share to increase further over the next two to three years.
In order to succeed, according to Roland Berger, online sellers must ensure they are ready for continued B2B growth and adapt early to evolving market standards. Offering the lowest prices is no longer sufficient — they must have reliable delivery, strong customer support, and flexible payment options, which, collectively, are becoming differentiators.
Electrification and ADAS demand new capabilities
The majority of repair shops can now perform basic BEV maintenance and many plan to offer full-service coverage within two to three years. ADAS capability, meanwhile, lags behind, with nearly half of all shops having had to pass on ADAS repair requests in the past year, citing equipment costs and knowledge gaps.
• Among BEV owners, 70% say they now trust IAM shops for simple repairs, up from 67% in 2024.
• Trust drops significantly, however, for complex repairs, as only 53% of BEV owners express confidence, compared to 73% for conventional vehicles. Shops are responding by investing in EV expertise and infrastructure over the next 2-3 years.
• The share of shops with no EV resources at all is declining.
Roland Berger notes that suppliers and distributors have a window of opportunity to provide the tools, training, and support needed to lock in shop loyalty.
Download the full report here.
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