Bratislav Kocić, Bosch Mobility Aftermarket Sales Director for Serbia: For over 130 years, we've been driving change and setting standards in the automotive industry

With more than 130 years of innovation behind it, Bosch is synonymous with technological progress in the automotive industry - from the first ignition systems to cutting-edge solutions for future safety and mobility. At a time when the industry is changing faster than ever, this company is not just keeping up with the changes, but actively shaping them.

- When I look at my team today, there is certainly a big change in the way of thinking and the approach. Previously, the focus was on the product, its features, price, portfolio, which has remained today and is certainly important, but not enough. Today, the approach is strategic and it is necessary to understand the market, customer needs, trends, just like the product, but the key skills of a salesperson, in my opinion, are analytical thinking and working with data, knowing the peculiarities of each customer, consultative selling and the ability to build partnerships. The aftermarket seller is a technical expert, analyst, advisor and strategic partner to the customer.

- The introduction of new technologies and tools is gradual, while respecting existing processes. The key is that innovation brings benefit, not complexity, although this is sometimes very difficult to avoid, especially with the introduction of new technologies such as Data Analytics or AI tools. However, every change starts with an analysis of the team`s needs and an assessment of the impact on existing processes. In the pilot phase, we test the new tool on smaller teams or a specific business segment. Based on that experience, we adjust our approach and make the necessary changes. When we are sure that a new technology brings real value, we expand it further. Transparent communication, clear expectations, support and training are key to integrating changes without disrupting established processes.

- Cooperation between sectors is an important mechanism by which we accelerate innovation and raise the quality of services. When sales, marketing, technical support, logistics, and development share information, a complete market picture is obtained. Such an exchange enables faster recognition of trends, accurate definition of priorities and development of relevant solutions. Sales brings insights from the field, logistics optimizes the delivery process, and marketing ensures consistent communication and in this way we offer the customer a complete, sustainable and concrete solution.

- In the coming years, the aftermarket industry will be redefined through accelerated digitization and the integration of new technologies. Changes will require agility, analytics, flexibility and willingness to develop new solutions for customers from all participants. The key trend is not just an individual innovation, but a transformation of the entire approach, from sales and service, through logistics, to interaction with the end user.

- Bosch combines engineering knowledge with modern technologies to develop smart braking systems that understand the environment and react more quickly to changing traffic conditions. Integrating braking systems into electric and autonomous vehicles brings significant challenges. Electric vehicles require optimization of regenerative braking and coordination with the electric drive, while autonomous vehicles require precise and rapid interaction with sensors, software and other safety systems in real time. Bosch overcomes these challenges through hardware and software development, rigorous tests and simulations in real conditions, continuous cooperation with vehicle manufacturers to ensure reliability and safety. Also, a big advantage is that we are a system supplier, which means that we have everything listed above in-house, so that all the knowledge and all the data are available to us, which gives us a huge advantage.

- Together with other industries in which it operates, Bosch strategically strives to remain at the forefront of mobility transformation. This means that we are planning strong investment in future technologies, restructuring and growth, while maintaining innovation, competitiveness and flexibility in all segments. The use of modern technologies, digitization, application of artificial intelligence must be represented in all segments and spheres. In the near future, vehicles will be increasingly "smart", and Bosch aspires to be the one that defines modern standards.