1. Deliver exceptional value to customers |
Provide exceptional service at competitive prices across the automotive value chain. |
- Leverage best pricing and marketing from OEMs to deepen competitive position and protect market share.
- Maximise efficiencies and leverage buying power to distribute and sell competitively priced vehicles and parts.
- Leverage the Motus integrated value chain to procure vehicles and offer competitively priced vehicle rentals.
- Deliver service excellence at points of sale, rental, service, repairs and maintenance.
- Train and develop engaged employees that can provide a superior customer experience and appropriate conversations with increasingly well-informed and diverse customers.
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Ensure convenient, consolidated and compelling access to all of the group's offerings. |
- Enhance customer experience by consolidating and improving Motus' online presence.
- Maintain high dealership standards by empowering and incentivising dealership principals appropriately.
- Showcase the evolving mobility experience through new retail formats, such as showrooms in shopping malls and virtual showrooms.
- Leverage existing data warehouses and lakes, which currently support all direct marketing and customer relationship management initiatives across the value chain, to develop a single view of the customer across all offerings.
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Maintain a unique understanding of consumer behaviour and mobility needs. |
- Understand what customers want, as their needs change, to support the delivery of relevant offerings.
- Leverage data analytics to monitor customer behaviour and preferences.
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Continue to differentiate through innovative vehicle and asset finance (VAF) solutions, VAPS and mobility service offerings. |
- Leverage understanding of OEM strategies, changing customer behaviour and mobility-related technologies to inform the development of innovative VAPS and mobility solutions for customers.
- Apply data analytics to develop personalised services and engender loyalty (including ride sharing models).
- Grow differentiated fleet management offerings to corporate customers with an emphasis on cutting-edge technology.
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2. Remain the strategic partner of choice |
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Deepen OEM partnerships
- Maintain a superior route-to-market.
- Strengthen brand positioning through strategically located dealerships.
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- Preserve longstanding importer and retail partnerships with OEMs, providing market access through quality marketing, high levels of customer satisfaction and strategically located dealerships (in growing urban areas).
- Work with OEMs to ensure the most relevant and competitive products and financial services offerings for the South African market.
- Partner with OEMs on new ways of penetrating the market (eg new retail formats and technologically enabled dealerships).
- Leverage strong balance sheet to allocate importer volume to the rental fleet, to support OEM volume targets.
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Secure strategic partnerships to drive growth and competitiveness
- Leverage financial services joint ventures (JVs) with market leaders.
- Form B-BBEE partnerships in key market segments.
- Form technology partnerships with developers and solution providers.
- Partner with local distributors in selected international markets (Aftermarket Parts).
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- Proactively manage our strategic alliances to ensure that we have the appropriate partners, that our strategic objectives are aligned, and that our partners' competencies complement Motus' own capabilities.
- Leverage Motus' specialised expertise, data and product design ability to offer relevant and innovative VAF and VAPS offerings to the large customer bases of financial services partners with established channels to market.
- Leverage new B-BBEE partnership to grow fleet management business.
- Seek other JV opportunities with B-BBEE partners to ensure competitiveness in certain market segments, with a holding company structure already in place to facilitate this.
- Partner with technology developers and solution providers to gain access to highly specialised skills and cutting-edge innovation, including the opportunity to commercialise new technology.
- In line with the forward integration of the supply chain to increase buying power, partner with local players in selective markets to facilitate lower-risk market entry into Africa for aftermarket parts.
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3. Become an employer of choice in the automotive industry |
Attract and retain high-calibre employees. |
- Systematically implement best people practices across the group while maintaining the necessary flexibility to ensure they can be practically and cost-effectively delivered within different divisions.
- Ensure effective talent and performance management, and succession planning that aligns employee capabilities and expectations with business objectives and career opportunities.
- Ensure relevant training models per division, which also promote the mindset, skillset, flexibility and responsiveness for significant change.
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Ensure a strong focus on transformation and diversity. |
- Focus on transformation and diversity at management level.
- Identify and address the barriers to transformation, and continue to build an inclusive culture.
- Target interventions to develop and promote designated groups (black people, women and people with disabilities) and to strategically source talent externally within these groups.
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Develop and empower employees and embed inclusivity and collaboration within the Motus culture. |
- Improve employee engagement through management communication, employee focus groups and diversity workshops.
- Ensure sensitivity to and drive diversity.
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4. Apply a pragmatic and proactive approach to innovation |
Continually assess digital, mobility and automation trends in the markets in which Motus operates to proactively participate in disruptive change. |
- Leverage first-hand access to developments in different markets to assess the impact on business models and the expected time to implement, to inform the necessary changes.
- Continue to ensure executives understand new technologies and their potential impact on markets.
- Leverage IT solutions and data to drive innovation across the vehicle value chain, with the aim of securing higher market penetration in the short to medium term.
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Optimise and evolve current business models while at the same time designing new solutions and operating models. |
- Ensure IT systems support efficiency, connectivity and networking across the group.
- Align continuously with digital, mobility and automation trends and changing customer needs by working with OEMs to deliver innovative solutions and business model changes.
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Focus on data science and analytics to extract value and enhance the customer experience. |
- Continue to apply proven ability to monetise proprietary data.
- Apply insights gained from data analytics to create relevant and innovative products and services aligned to customers' mobility needs.
- Deepen understanding of customer data to retain customers and capture market share of vehicle sales and VAPS.
- Apply sales, service and maintenance data to accurately price VAPS, to minimise fund burn rates and maximise profitability.
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Implement efficient structures to support innovation. |
- Leverage innovation hub and capabilities exchange model to facilitate innovation within all divisions.
- Implement new innovation funding model to support R&D.
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Seek opportunities to drive open innovation. |
- Identify opportunities to collaborate with key strategic partners to share intellectual property and drive innovation in line with the principles underpinning the "open economy".
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