Secteur métier : Automotive Finance

Expertise : Management Consulting

Client : Al-Futtaim

Pays : Dubai, UAE

Année : 2021/2022

Enjeux & Missions

Intended as the first step towards building a portfolio of mobility products, our client decided to introduce a used-car subscription program. This initiative aims to diversify their offerings and meet the evolving demands of modern consumers who seek flexible and hassle-free mobility solutions. By launching this program, our client is positioning itself at the forefront of the mobility market, providing an innovative alternative to traditional car ownership.



Building a portfolio of mobility products | Introducing a used car subscription model 

To evaluate the viability of our used-car subscription program, we had to simulate various scenarios to balance potential cannibalizations against the incremental volume that subscriptions would generate. This analysis was crucial to ensure the program’s success without adversely affecting existing sales channels.

To handle the complexity of our mobility solutions, we needed to employ advanced, state-of-the-art technology. This technology not only had to manage the intricate details of the subscription service but also provide our customers with an intuitive and seamless onboarding and lifecycle experience. The aim was to create a user-friendly platform that simplifies the customer journey from start to finish.

Through the application of key capabilities such as Project Management, Business Process Management, and Target Operating Model, we achieved significant outcomes for our used-car subscription program: 

1. Understanding Customer Needs and Expectations: 

To clearly understand customer needs and expectations, we meticulously defined a customer journey for the subscription product. This allowed us to tailor our offerings to meet the specific demands of our target audience, ensuring a more personalized and satisfying user experience. 

2. Financial Viability: 

The business case demonstrated that the margins would be sufficient to compensate for potential cannibalization effects on our rental and leasing business. This comprehensive analysis provided us with the confidence to proceed with the subscription model, knowing it would not adversely impact our existing revenue streams. 

3. Enhanced Customer Experience:  

To offer a superior customer experience, we led the vendor selection process for a software solution that enables all customer-facing functionalities. This included addressing and closing a critical gap in our existing system landscape concerning the automation of the customer onboarding process. By streamlining and enhancing this process, we ensured a seamless and intuitive experience for our customers from the very beginning of their journey with us. 

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