Business model innovation towards safe and effective virtual or non-contact automotive trading

汽车工业是英国经济的重要支柱，代表着186亿英镑的GDP，雇佣了80万名员工。汽车也是社会的核心，确保了关键工作人员的移动性、货物/服务的收集/交付以及获得卫生/社会保健。自2019冠状病毒病以来，展厅关闭导致汽车销量下降44%（预计4月份销量将下降85%），全球制造业关闭，大多数员工被迫休假。传统上，汽车销售依赖于展厅浏览和试驾。这使客户能够在做出购买决定之前直观地检查和体验汽车。这些活动对于与经销商建立融洽的关系和信任也很重要。持续的社会距离措施要求汽车贸易行业从陈列室过渡到互联网，以实现安全、非接触的交易。虽然大多数经销商都有在线业务，但这些平台远不足以让客户从参观陈列室中获得亲身体验。通过应用商业技术，YBCL寻求创新汽车交易业务模式，向在线销售，同时确保关键传统展厅活动的安全。新的商业模式结合了：*安全交易的汽车消毒/消毒方法*虚拟展厅，满足客户在视觉检查、试驾体验和销售代理参与方面的需求/期望*安全、有保险的单独试驾的便携式设置和方法*促进客户购买决策的商业最佳实践/产品。新的商业模式不仅可以在未来的社会隔离/贸易限制时期继续进行汽车贸易，还可以向传统的以区域为基础的小型经销商（如YBCL）打开全国市场/客户。该项目建立在YBCL在社交距离/限制的初始阶段已经开展的活动的基础上，以验证客户驱动因素/需求和对虚拟/在线交易的接受程度。该项目将提供一个技术原型平台/工具，适合YBCL立即进行商业部署，以完善和验证使用。然后，YBCL将进一步开发平台技术，以定制适合整个汽车贸易行业许可/使用的市场就绪系统。在短期内，该项目将通过YBCL解锁约1000万英镑的贸易，并有可能在英国经销商中获得高达3000万英镑的许可费（中期）。

The automotive industry is a key pillar of the UK economy, representing £18.6Bn GDP and employing \>800K people. Cars are also central to society, ensuring mobility of key workers, collection/delivery of goods/services and access to health-/social-care. Since COVID-19, showrooms have closed leading to a \>44% reduction in car sales (with \>85% reduction forecast during April) and the closure of manufacturing globally, with most staff furloughed.Car sales have traditionally relied upon showroom browsing and test drives. This enables customers to visually inspect and experience the car prior to making a purchasing decision. These activities are also important in building rapport and trust with the dealership. Continued social distancing measures require the motor trade industry to transition from the showroom to the internet enabling safe, non-contact trading. Whilst most dealerships have an online presence, these platforms fall far short of the hands-on experience customers gain from visiting a showroom.Through the application of commercially available technologies, YBCL seeks to innovate the motor trading business model towards online sales, whilst ensuring safety across key traditional showroom activities. The new business model combines:* car sanitising/disinfection methodologies for safe trading* a virtual showroom, addressing customer needs/expectations in-terms of visual inspection, test drive experience and sales agent engagement* portable set-up and methodology for safe, insured solo test drives* business best-practices/offerings that facilitate customer buying decisions, including remote financing and money back guaranteesThe new business model will not only enable the continuation of motor trade during future periods of social distancing/trade restrictions, but will also open national markets/customers to small traditionally regional-based dealerships (such as YBCL).The project builds upon activities already undertaken by YBCL during the initial period of social distancing/restrictions to validate customer drivers/needs and receptiveness to virtual/online trading.The project will deliver a technology prototype platform/tools suitable for immediate commercial deployment by YBCL to refine and validate use. YBCL will then further develop the platform technologies to bespoke market ready systems suitable for licencing/use across the motor trade industry.In the short term the project will unlock ~£10M of trade via YBCL, with the potential for up to ~£30M of licence fees across UK dealerships (medium-term).