An overview of trends influencing automotive finance and leasing companies in their mobility strategies and best practices to face upcoming challenges.

1. Mobility
the Future of
Automotive Finance &
Leasing Industry
Wednesday, March 28, 2012
Automotive Retail & Distribution
Mischa van Werkhoven
12th Annual Summit Lead Consultant Mobility Solutions

2. Executive summary
● Invest in ecosystem: work together as
specialists in order to increase margin
● Standardize on processes, NOT on
products to improve efficiency and to
offer high-margin products
● Focus on consumer experience to reduce
cost of sales
● Straight through processing (STP)
increases operational excellence and
reduces cost
2

3. Mobility
Why do we travel?
● Business
• Commute
• Meetings, Incentives, Conferencing, Exhibitions
● Pleasure
• Social
• Holiday
Today’s definition of mobility:
“the way people travel to fulfil the above
mentioned travel needs”
3

4. Customers Suppliers
Influencing
your company
Market &
Competition Macro-economic

5. Influences need to travel and travel behaviour
5

6. Fleet Employee
Management Mobility Management
6

7. Customers demand personalized approach
7

8. Who is using their
smart
phone, tablet or
laptop right now?
8

9. Your customers are online, social, mobile and connected too
9

10. Flexibility and pay-as-you-go change business models
10

11. Customers Suppliers
Influencing
your company
Market &
Competition Macro-economic

12. OEMs retake ownership of distribution channel
12

13. Complexity of ecosystem increases
due to growing number of new suppliers
13

14. Customers Suppliers
Influencing
your company
Market &
Competition Macro-economic

15. Mobility providers enter the market as new competitors
with substitute products using different business models
and innovative services
15

16. Consolidation increases economies of scale
16

17. Customers Suppliers
Influencing
your company
Market &
Competition Macro-economic

18. Unpredictable changes in (fiscal) laws & accounting rules
18

19. Urbanization changes mobility
19

20. Electric, hybrid and low emission vehicles influence
maintenance, residual value and financing contracts
20

21. Impact on business
21

22. Market trends put extensive pressure
on existing strategies and business
models
Innovation is key to drive
transformation in business and
overcome rapidly changing markets
22

23. Strategic Challenges
23

24. Deepen relationship with customers
(increase up-sell and cross-sell)
24

25. Use technology to deliver customized products and services
(increase customer loyalty)
25

26. Specialize:
use core competences to offer unique products and services
(increase margin)
26

27. Continuously focus on operational excellence
(increase efficiency)
27

28. 28

29. Standardize on processes, NOT on products
to improve efficiency and to offer high-margin products
29

30. Straight through processing (STP)
increases operational excellence and
reduces cost allowing for focus on exceptions
30

31. Invest in ecosystem:
work together as specialists and add value to each others’ business
in the supply chain in order to increase margin
31

32. Focus on customer experience to reduce cost of sales
32

33. Mobility Platform
33

34. Thank you for
your attention!
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Mischa van Werkhoven
linkedin.com/company/co-maker Lead Consultant Mobility Solutions
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@MischaDaniel