The "Russian Automotive Dealers" Association (ROAD) has sent a letter to the FAS (Federal Antimonopoly Service) requesting a ban on manufacturers, such as AvtoVAZ, from conducting direct online sales of cars to end consumers, bypassing the dealer network. The letter is signed by ROAD President Alexey Podshchekoldin and dated May 29, 2025.
The association asks to exclude from the draft national competition development plan for 2026–2030 a clause that assumes an increase in direct online sales to 5% by 2026. ROAD argues that this model disrupts the balance in the market: manufacturers do not have the service infrastructure that dealers have and may impose unfavorable conditions, supply illiquid models, and dictate prices.
As a compromise, the association proposes that the specified share of online sales (5%) should apply not only to manufacturers but also to dealers, maintaining their key role in the sales chain.
In essence, dealers are against the model in which automakers sell cars directly to customers, leaving dealers only with service and warranty maintenance. In practice, this undermines their business, reducing profits from sales.
Since autumn 2023, AvtoVAZ has sold more than 6,500 cars through its online showcase, including sales through marketplaces, demonstrating consumer interest in direct digital channels.
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