Deloitte’s 2021 Global Automotive Consumer Study suggests that the future preference of buying vehicles in-person versus on-line is still to be determined with the majority of customers still preferring the in-person experience. Yet as Murad Baig, Chief Product Officer at Otoz, a subsidiary of NETSOL Technologies points out the US largest dealership group AutoNation Inc still has a market cap of $7.6bn compared to Carvana’s (online car buying marketplace) market cap of $52.6bn shows that customer preferences are changing.

Find out Murad Baig’s point of view on which auto retail model will prevail, and understand the implications of these findings for auto finance providers.

Murad Baig is Chief Product Officer at Otoz, and a formerly led Fintech & Disruptive Technologies at Deloitte. Otoz announced this month (June 2021) their implementation of a true end-to-end e-commerce platform for MINI USA (OEM) and MINI Financial services. Otoz was selected because it was able to bridge gaps in existing the automotive retail process. This new platform can help OEM’s get the increased value they are seeking as they increasingly focus on direct to customer models as their preferred retail model.

Otoz are specialists in developing digital-first automotive retail and mobility solutions for OEMs, dealerships, and start-ups to further facilitate seamless customer and dealer engagement.

Key topics to be covered in this interview will include:

• Understanding the competitive advantage from agency and why direct to customer platforms seem likely to deliver more customer data and customer insight
• Learning why subscriptions and rental products represent a challenge for dealerships, and whether direct models work better
• Predicting how the future range of mobility products from daily rental to leasing (contract hire) may work together to deliver a comprehensive mobility solution for customers.

What can the ex-GM of NIKE subsidiary Converse teach lessors about selling equipment finance?

Daniela Weitmann is not your average employee for a European equipment finance provider.

She does not have a background in leasing or even in financial services; but instead has worked in FMCG goods, most recently at NIKE.  

But yet, right in the eye of the pandemic storm, Weitmann was recruited as the DLL’s new chief digital officer and global head of transformation. There cannot have been a more challenging moment to take charge of digital delivery of DLL’s products and services.

Daniela’s immediate challenge is to realise DLL’s Route 95 ambition: to fully automate 95 percent of the small-ticket business in key markets by 2022.

IAFN’s founder Edward Peck will talk to Daniela:

• how to transfer the product and customer journey skills from Converse…….enabling the customer to customise footwear to providing customised financing products
• to see how she believes digital can add value to DLL’s lessee customers and their manufacturer vendor finance partners
• to learn what digital transformation means to DLL and its workforce 

Daniela Weitmann will join us for two sessions. Please book your place for session one – and for those who want to explore the topic more – apply for your place in session two.

Session 1: WEBCAST SESSION

• 2^nd June 2021 midday UK, 1pm Europe
• Webinar platform, free to attend
• One hour interview and questions session
• All members of the auto and equipment finance global community

Session 2: Ask me anything session (ZOOM)

• 2^nd June 2021 1pm UK and 2pm Europe
• Zoom meeting , free to attend
• One hour meeting for a limited audience for one-to-one ask their own questions
• For our next generation digital asset finance industry practitioners and asset finance technology providers

To request your place email This email address is being protected from spambots. You need JavaScript enabled to view it. . Please include a question you would like to ask Daniela.

Heidi Bauer, chief operating officer and co-founder of Otoz Mobility, NETSOL Technologies’ mobility and digital retailing arm, has a unique perspective on the development of auto finance. After serving as a consultant for Mercer Consulting in Dubai, she launched fromcash2car, a start-up in Germany focused on digitalizing auto financial services. Most recently she co-founded Otoz, a b2b technology start-up that enables automotive companies to launch mobility services and seamless digital retailing solutions. Her mission has remained steadfast, to provide consumers with seamless, digital and transparent access to mobility.

Heidi has her own clear vision for the future of the industry – its third horizon; and has become an authoritative commentator on how companies across the sector are rapidly transforming to meet consumer needs. McKinsey and Company strategy consultants describe the transformation process from the current industry state (horizon one) to next generation models (the third horizon) through a transitional second horizon, that encompasses emerging opportunities, including rising entrepreneurial ventures likely to generate substantial profits in the future and require considerable investment now.

In a one hour interview with Heidi, David Betteley, content leader for auto finance at IAFN will explore horizons two and three, drawing from her experience across the Americas, Europe and Asia/Pacific in traditional auto finance, as well as innovative auto and mobility technologies.

Topics to be covered in this interview will include:

• Subscriptions as a stepping stone that delivers flexibility and exclusive use of a car
• The changing role of dealerships in an increasingly digital world
• What are the lessons we have learned so far? Who is leading the way?
• What should leading auto finance organisations do now to dominate in the emerging auto finance landscape?

Fireside chat series: Richard Jones, Managing Director of Motor Finance & Leasing, Lloyds Banking Group

What does the chief exec of UKs largest auto finance provider know about the future of UK motor finance?

Here is your chance to find out! Members questions answered by Richard Jones, managing director of motor finance and leasing at Lloyds Banking Group.

From midday (UK) on 24th May for exactly one hour, David Betteley head of content at IAFN will be talking with Richard Jones, managing director of motor finance and leasing at Lloyds Banking Group about the issues which are keeping senior auto finance industry execs awake at night.

IAFN delegates will direct David’s questions. We expect these will include some or all of the following:

• How the role of dealerships is changing and what that means for point of sale finance
• When and how and if finance companies expect to make money from financing electric vehicles
• Understanding the opportunities and challenges from the shift to PCH, subscriptions and mobility
• The role of banks as the focus of auto finance shifts from selling products to selling services
• The long term effects of the pandemic on the auto industry
• Impact of changing regulations on onboarding and collections (Vulnerability)

Want to join?

To register to attend click on the button and complete the form or simply reply to this email.

To ask a question, anonymously or attributed, email This email address is being protected from spambots. You need JavaScript enabled to view it.

We will include as many questions as we can – selecting the most popular and most entertaining when we have to choose.

• Original research by IAFN on the potential for using real time data in auto finance to improve key processes like assessing credit risk and managing defaults
• Insights from Alfa iQ director, Blaise Thomson, former chief architect for Siri Understanding on emerging technologies which determine the next best action
• Methodology insights from ctrl-shift  to determine and discuss the best use cases for real time data. How to manage innovation in a risk environment

Expanding the Horizons: Holding assets for longer

For a long time the automotive industry has been protected from disruption with high barriers to entry thanks to massive scale and manufacturing advantages, trusted brands and regulatory inhibitors. Digital disruption is beginning to lead to rapid transformation of the sector, bringing challenges and opportunities.

With a growing interest in the automotive finance industry in holding assets on the balance sheet for longer than first life-stage only, the industry’s vision is gradually moving from the business of selling many cars to one customer, in favor of selling one car to many customers. This strategy can allow captives to test a variety of fleet solutions and eventually implement them in a portfolio of products.

Based around IAFN research commissioned by Sopra Banking Software, this event will explore the new strategies that fit with this vision, such as subscription and car sharing services, leading towards not only Car-as-a-Service, but eventually Car-as-a-Platform. 

Following an introduction to the research by the author, Valerio Iannucci, which involved in-depth interviews with industry executives, you’ll have a seat at the table for our industry roundtable discussion with a chance to put your questions to the panel.

Register now to be part of the conversation!

Post pandemic, will you be ready to succeed in a customer-focused, environmentally sensitive, data-driven world?

From online services to environmentally aware finance models, COVID-19 has added rocket fuel to many pre-pandemic trends. Now, learn how two leading asset finance providers have harnessed the power of transformation to drive their own business forward.

In a webcast, Miles Rothbury, head of asset finance, HSBC UK, and Ian Durston, head of commercial performance, Global Financial Services, Jaguar Land Rover, will discuss:

• The Zoom generation - What faster digitalization means for personalized customer service and competitive differentiation
• Sustainable finance models - The growth of the circular economy and opportunities to develop pay-per-use and outcome-based finance
• Data is the key - Why data-driven organizations will be in a stronger position to make real-time decisions and deliver winning services

Next is Now: How human behaviour is changing and what this means for the customers of financial services today.

Human behaviour is changing at an unprecedented rate and financial service businesses are struggling to respond effectively. EY and NETSOL Technologies bring the latest thinking and cutting-edge research into human behaviour to the International Asset Finance Network to consider the implications of these changes. 

• Human Behaviour in a Post Covid-19 World
• What it Means to be Financially Vulnerable 
• What can behavioural science teach us?
• Implications for asset finance companies

The session will feature research undertaken during COVID-19 lockdown with both financial services businesses and their customers as well as reflections on what it means to step into the shoes of a vulnerable customer.

In-depth insights

70 minutes

- Expert panel

- Adam Goodacre, business application and robotic automation development manager, Volkswagen Financial Services

This focused session will look at Robotic Process Automation and how it can transform equipment and auto finance operations.

It provides a detailed understanding of the concept of RPA and looks at how it can be used to benefit asset finance companies.

RPA provides rules based processing of repetitive functions so they can be automated to allow employees to move onto higher value tasks.

This includes exclusive case studies, looking at how leading companies in the industry have introduced the technology and how it has benefitted their businesses.

• Learn how Volkswagen Financial Services has automated manual processes using robotic process automation (RPA).
• Understand when to use RPA rather than developing new digital processes from VIP Apps Consulting, business process specialists for the asset finance industry.
• Insights on hyperautomation from RPA platform provider UI Path
• Practical advice from practitioners on how and when to apply RPA

The event also includes an extensive resource list of downloable insights, including how CIOs can redefine IT priorities and how to start your RPA and innovation journey.

Join co-founders of International Asset Finance Network Brian Rogerson and Edward Peck to discuss the outlook for auto and equipment finance industry as the UK starts to ease the lock-down.

Session framework

Effect of government regulation

•  Auto - FCA payment holidays; PCP balloon payments; scrappage and other future schemes
• Equipment –BBLs and CIBIL

Economic timelines

• End of lockdown June/July 2020
• End of furlough November 2020
• Potential resurgence of COVID-19 Autumn/Winter 2020/2021
• New year BREXIT transition end
• Repayment scheme interest payment holidays end June 2021

Sectoral demand 

• Auto demand affected by reduced appetite for public transport appetite, unemployment and potential for permanent structural changes from homeworking and increased focus on environment
• Effect of COVID-19 on niche funders, and dead cat bounce – funding investment in businesses for PPE and screens etc.
• Demand generation offers and impact on margins

Appetite of funders

• Competition for capital for auto captives versus investment in BEVs
• ABS/Block funders appetite to lend; technical defaults leading to liquidity shortages and higher cost of capital
• Future of block funding

Industry consolidation

• Which lenders will survive and which will go
• Lender risk appetite post funding
• Broker impact

Post Covid-19 landscape

• New scorecards to reflect new risks
• Real time data and early warning indicators