Partnering up – why the EV rollout demands a collaborative approach
Posted: by Stericycle on Mar 25, 2020
One of the biggest barriers to the rollout of electric vehicles (EVs) has been the lack of infrastructure to allow drivers to charge their cars easily and regularly. There have been numerous efforts to address this problem, the latest being a major partnership between British Gas and Volkswagen which aims to rapidly accelerate the deployment of chargers to UK homes. The agreement will see British Gas engineers install ultra-fast home car-chargers for Volkswagen customers, opening up new revenue streams for both businesses.
It’s an important step forward in replacing combustion engines with cleaner, greener, electric ones, and should help give customers greater confidence when buying an EV. Coming on the back of other such deals between Centrica and Ford or Ovo and Nissan, the news indicates that large-scale partnerships between energy suppliers and OEMs will be critical if EVs are to go mainstream in the near-future.
The potential of the EV market is huge and, thanks to new regulations around carbon emissions, every manufacturer is looking to build up their customer share. However, in addition to manufacturing the vehicles, and partnering with firms to create a nation-wide charging network to support them, if OEMs are to fully take advantage of this opportunity they also need to be in a position to capture the aftercare market for EVs as well. Therefore, they need partners who can help them to truly understand their customers and build strong relationships.
Building such relationships is predicated on being able to anticipate and pre-emptively address customer needs. For example, when it comes to electric vehicles, owners will still need to have their annual MOT but, unlike combustion engines, they will also need to get their have their charging point serviced and safety checked as well. Understanding this, and offering to have an engineer or mechanic do a home visit, allows OEMs to significantly increase aftercare sales.
That is why manufacturers need a partner who can provide advanced data cleansing and predictive analytics, to glean insights about which customers are most likely to be receptive to such offers, and which channels they prefer to use to communicate. Many OEMs are already employing this technology and seeing substantial improvements in their ROI as a result.
At RPM we know that the aftersales market is constantly evolving because we do our research. You can read more about how consumers are influencing the automotive aftermarket in our RPM insights reports https://www.rpm-crm.com/aftermarket-insight. You will be surprised at how simple it can be to increase your aftercare sales.