If you’re interested in how the automotive sector is adapting to changing customer needs, technological innovations, and evolving financial structures, this episode is a must-listen. Here’s an overview:

1. Jaguar Land Rover Financial Services – Leveraging Partnerships

• Facilitate financing options for customers purchasing vehicles.
• Ensure liquidity through wholesale financing to support their retailer network.
• Adapt flexibly to changing market demands with innovative approaches to business models.

2. Leading Automotive Financing Beyond Transactions

• Transitioning relationships with third-party partners to drive innovation.
• Exploring risk-sharing possibilities within financing models.
• Ensuring partnerships truly lead the market and align with dynamic client needs.

3. Subscription Models and Vehicle Usage

• Subscription Services: JLR’s Pivotal offers premium car subscription models, particularly appealing to high-earning customers willing to pay for flexibility and no-ownership responsibilities.
• Premium Rental Models: For urban customers or part-time drivers, JLR explores premium rental options short-term. This ensures they accommodate both high-frequency users and those only taking occasional trips.
• Global Trials: JLR’s experiments in Germany and other markets highlight the ongoing development and exploration of scalable subscription models.

One of the key challenges discussed is the economics of subscriptions, particularly in light of significant depreciation in vehicles’ early life stages. JLR is experimenting with strategies to counterbalance this perception, ensuring long-term sustainability.

4. Electrification and New Business Models

• Changing Consumer Ownership Dynamics
• Vehicle Life Extension
• Repurposing BEV Batteries

5. Long-Term Client Relationships Through Service-Driven Experiences

• Extending engagement beyond sales with exclusive vehicle experiences, such as JLR’s Land Rover off-road sessions.
• Building robust service ecosystems that prioritise continuous service, repairs, and over-the-air updates.
• Innovating around modular vehicle designs, allowing features to be upgraded across an extended lifecycle, broadening a vehicle’s appeal to new customer segments.

6. Preparing for the Future of Mobility

• The role of data and software updates in maintaining vehicle desirability over time.
• Anticipating the needs of younger generations, who prioritise flexibility and access over ownership.
• The responsibility of OEMs to align internal structures, make EVs more sustainable, and develop cradle-to-cradle lifecycle models.

If you're in the automotive or mobility sectors, this episode is a must-listen. It provides actionable insights into the trends shaping our industry and what it takes to remain competitive in this fast-moving market.

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In this episode of Auto Futurecast, host Chris Kirby sits down with the CEO of MHP Consulting, Bodo Philipp to explore the evolving world of digital car buying, customer experience, and the role of immersive technology in shaping the future of mobility.

From online configurators and AI-guided finance tools to Apple Vision Pro-powered virtual test drives, this conversation dives into the challenges and opportunities OEMs face as customer expectations shift dramatically.

Key highlights include:

Digital Buying Complexity

• Online car sales are growing, but the process remains fragmented between research, test drives, and final purchase.
• Many OEM websites confuse rather than guide — unlike tech giants like Apple, which separate discovery and purchasing clearly.

Download the full report here: https://www.mhp.com/en/insights/what-we-think/online-car-sales-2025

Customer Journey Evolution

• MHP's research shows a 144% increase in consumers engaging with online car buying tools since 2020 with 22% of consumers now completing their car purchases digitally.
• True digital transformation requires addressing multiple "conversion gates" — key touchpoints that influence drop-off or sale.

Omnichannel Challenges

• Buying a car often involves three different entities: the OEM, the dealer, and the finance provider — adding layers of friction.
• Success lies in creating seamless transitions between digital and physical experiences (e.g., test drives, dealer visits).

AI & Conversational Commerce

• Future buying journeys may be guided by AI that helps match customer needs to leasing or ownership models.
• Large Language Models (like ChatGPT) could soon replace chatbots and become virtual automotive consultants.

Immersive Experience & XR Tech

• OEMs are already piloting Apple Vision Pro and VR tools to allow customers to walk around, inspect, and configure their car virtually.
• These technologies have led to a 15–20% increase in upselling optional features, with measurable business impact.

Finance Transparency

• Consumers want comparability and clarity— not just OEM-affiliated finance offers.
• Integrating third-party finance tools into online journeys can boost trust and conversion.

Not All Buyers Are Digital Natives

• While digital experiences are growing, older customers still prefer traditional journeys, proving the need for a hybrid approach.
• A one-size-fits-all digital journey risks alienating large customer segments.

Consistent Handover & Onboarding

• Post-sale vehicle onboarding is ripe for disruption — AR and AI can provide consistent, brand-aligned delivery and education experiences across markets.

Whether you're in automotive retail, digital transformation, or mobility innovation — this episode is packed with sharp insights and real-world examples.

Follow us to stay up-to-date with the latest in automotive innovation.

Join host Chris Kirby for an unmissable episode recorded at the Asset Finance Connect Summer Conference, where innovation meets insight. This special edition dives deep into the transformative forces reshaping mobility, finance, and operations — featuring candid conversations with leading voices in the industry.

Key Highlights:

The Future of Electric HGVs – Karim Haji, Managing Director at Scania Financial Services unpacks the challenges and slow adoption of electric HGVs in the UK, the critical role of charging infrastructure, and why depot-to-depot logistics may lead the EV charge.

AI as a Co-Pilot, Not a Replacement – Richard Huston, Managing Director & Co-Founder of VAMOS shares a grounded view on AI’s role in asset finance operations, how human-AI collaboration is transforming back-office workflows, and why full automation isn’t the goal — yet.

Synthetic Sales Agents & Smarter Journeys – Tony Lynch, Founder of CarPass.ai explores how conversational AI is revolutionising online sales experiences and predicts the decline of traditional websites in favour of AI-first interfaces.

Navigating the EV Transition – Dom Surlis, Specialist Consultant at Ayvens highlights the bifurcated EV market, where fleet adoption outpaces retail. He emphasises the challenges with residual values of EVs and notes that incentives like salary sacrifice are vital, but incomplete without used market solutions.

Driving Policy & Market Stability – Tom McLennan, Director of Policy & Public Affairs at BVRLA notes that market volatility, policy uncertainty, and infrastructure concerns continue to hamper EV growth. Their members are central to vehicle electrification in the UK, but are burdened by depreciation, uncertain demand, and changing policies.

From the evolving electric vehicle (EV) landscape to the practical and powerful applications of artificial intelligence (AI), this episode brings together expert perspectives on what’s driving change today and where we’re headed next.

This special episode of Auto Futurecast is packed with insights for OEMs, mobility startups, and EV enthusiasts seeking to understand the road ahead.