Motus, SA’s leading nonmanufacturing automotive group, has in a frank assessment admitted it was slow in introducing Chinese brands that have proven popular with cash-strapped consumers in its vast retail dealership network, comprising more than 300 stores.
Group CEO Ockert Janse van Rensburg told the company’s shareholders that it was a mistake not to introduce Chinese brands in its ecosystem sooner, with the group now playing catch-up.
“In our retail business in SA our strategy regarding Chinese brand representation was initially too defensive. It is important to note, however, that transitioning from established brands that are losing sales but retain good levels of workshop servicing and therefore parts activity, to emerging brands in high demand but that need time to build up aftermarket activity, is complex,” he said in his annual letter to investors.
“Such transitions need to be deftly handled to balance volumes and profitability. That said, we accept that we initially moved too slowly in this regard but are making significant progress,” he said.
“During the year we deliberately shifted our strategy, leveraging our route-to-market solution to secure the right Chinese brands and offer them primary locations in the right dealerships across our network.”
The group, worth R18.5bn on the JSE, raked in nearly R50bn in new-vehicles sales in the 2025 financial year, with a large chunk coming from SA where it holds a dominant position.
Overall, the group reported revenue of R112bn in the year across its operations, which include retail, rental, distribution and aftermarket parts divisions.
Outside SA, the group has a selected international presence primarily in the UK and Australia, as well as a limited presence in Asia and Southern and East Africa.
The group is the exclusive SA importer of Hyundai, Renault, Kia, Mitsubishi and Tata passenger vehicles.
The company also holds exclusive distribution rights for Hyundai in five African countries, Renault and Kia in four, Mitsubishi in nine and Tata passenger in eight.
The company has exclusive distribution rights for Nissan in four and Haval and UD Trucks in two East African countries.
Janse van Rensburg said that in SA Chinese brands were now represented at 18% of nonimporter sites and that the group had entered into discussions with original equipment manufacturers “on a broad range of attractive model options for the local market”.
Chinese car manufacturers are increasing their dominance of the local market, with one of SA’s largest vehicle financiers, WesBank, part of the FirstRand group, seeing a shift in consumer preference.
Harry Kellan, CEO of FNB, whose clients make up about 60% of WesBank’s loan book, told Business Day last month that Chinese car brands were entering the market rapidly, offering advanced technologies, electric and hybrid options, and competitive pricing.
WesBank has partnered with several of these brands through multiple supplier and dealer alliance agreements, which bolstered advances growth. Other SA financing houses have also entered into similar deals.
Chinese brands such as Haval, Omoda, Chery and BAIC have become a regular sight on SA roads.
Janse van Rensburg said the Chinese brands were also gaining traction in the UK market, where the group has 34 passenger dealerships and 74 commercial dealerships.
“In our UK passenger vehicle business we have also been effective in realigning our representation of Chinese brands, with increasing focus on highly competitive NEVs [new energy vehicles,” Janse van Rensburg said.
“By the end of [the] 2025 [financial year], Chinese brands were represented at 19% of our UK passenger vehicle and light commercial vehicle sites, with four sites added in early 2026 [financial year].”
Indian car manufacturer Tata Motors aims to take on its Chinese counterparts in the fight for market share in the SA passenger car market.
This comes after a six-year absence and thrusts it into a crowded market with deepening South-South economic ties.
It is a high-stakes comeback to the passenger car market after a 2019 strategic retreat by Tata, which already has a presence in SA via its trucks.
Tata has entered into an exclusive distribution deal with Motus.
Janse van Rensburg said the five-year exclusive distribution agreement concluded with Tata for the import of cars into SA and selected neighbouring countries “marked a significant milestone in the expansion of our import and distribution portfolio”, adding that the four Tata models were being well received.
“Notably, we saw overwhelming interest from owned and independent dealerships in the model choices, endorsing both their excellent quality and affordable pricing, ahead of launching them in 40 dealerships nationwide in September 2025.”
To strengthen its position in SA, Motus signed a new five-year distribution agreement with Hyundai.
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