Shared mobility: redefining the vehicle sales and aftersales business

By Miguel López Cadavieco, Sales Iberia Manager of Nextlane

The automotive sector is experiencing a transformational change with the rise of shared mobility solutions. In Spain, the arrival of new services such as ridesharing, carsharing and subscription-based models is reshaping traditional dealer dynamics.

Exploring the effects of shared mobility, as well as providing a much clearer picture of its overall implications within the vehicle sales and aftersales sector, allows us to conduct an in-depth analysis of the benefits and challenges that dealers and workshops face with this new landscape.

Changes in the customers mobilization

According to the study ‘Car Sharing Unlocked’ conducted by ING, it is estimated that by 2035 there will be 7.5 million shared cars in Europe and, according to a report by the consultancy firm Oliver Wyman, the shared mobility market is expected to reach 370,000 million euros by 2030. In Madrid alone, in 2022, there were already 22 ridesharing services via mobile apps and during 2023, in Spain, there was a 34% increase in car sharing users. These figures are a key indicator of changing consumer behavior when it comes to getting around.

The increase in the use of this type of mobility goes hand in hand with the trend of digitalization and electrification of the automotive industry, as well as with the growing environmental awareness and demand for sustainable practices on the part of users. We are no longer only talking about electric vehicles, but also about the search for sustainable materials, environmentally friendly manufacturing and forms of mobility that reduce the carbon footprint.

Implications of shared mobility for dealerships

But how does shared mobility affect Spanish car dealers? The younger population tends to prefer access to mobility rather than ownership and this is an opportunity for dealers to tap into a young, untapped market, even to exploit a new area of business that can complement their current sales and after-sales activity that is not so brand-dependent.

Shared mobility also implies high vehicle utilization rates, which leads to accelerated wear and tear, i.e. higher demand for vehicle replacement and maintenance services. This means a constant flow of business in aftersales and fleet renewal. Not to mention that dealers who adapt by offering flexible ownership models or subscription services would be aligned with the demand for mobility solutions tailored to individual consumer needs and preferences.

On the other hand, one of the consequences of shared mobility is undoubtedly the reduction of new car sales to private individuals. This is why it is so important for the dealer network to continue to keep this type of customer “close” with its own mobility solutions. According to data from the Cetelem Observatory, in 2022, three out of ten users would give up their own motorbike or car to start using car rental services. 35% of 25–34-year-olds would be willing to give up their car to use shared mobility services. This decline in sales to private individuals would force dealers to review their sales strategies and find alternative revenue streams such as after-sales service and maintenance, in addition to the mobility solutions.

New business models

It is very likely that with the new shared mobility services, dealers will have to start making changes to their traditional revenue models and become more service oriented, prioritizing customer experience and customization in order to retain customers. This reconfiguration within the industry requires adaptability and strategic planning on the part of dealers and with an open mind, these changes can become an opportunity. From the potential increase in demand for used vehicles, to the specialization of automotive workshops in the maintenance of shared vehicle fleets, to the upgrading of software and technology.

As the automotive industry continues to evolve, remaining agile and forward-thinking will be key for dealers to successfully navigate the era of shared mobility.

If you would like to continue this conversation and see how we can help you to tackle this new trend, get in touch with us.