Automotive manufacturers offer a broad variety of services: wear and tear contracts, insurances, telematics services, and fleet management, to name a few. It will be a major challenge to integrate these services into stringent solutions, but that’s the only way to produce real hassle-free products for customers and strong upsell potentials for the manufacturers. Further, integrated solutions will make fully flexible products possible, such as pay per drive. Designing, packaging, and marketing these solutions will not be easy, and manufacturers will find themselves in direct competition with a part of their customer base (such as car rental companies.)
In the future, formerly rigid service categories will converge, and a more integrated understanding of customers’ mobility needs will emerge. Distinct customer segments (car sharing, rental, and leasing, for instance,) will wane. Instead, along the customer life cycle, customers will use and combine different offers. Automotive manufacturers will therefore need to combine their services for marketing purposes, create a clear product and pricing logic, and will need to align their offer internally to create economies of scope.