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Indirect sales via established dealer networks have been the industry standard for B2C sales. Common exceptions to this rule are largely in the B2B segment, whether it is selling through other intermediaries (e.g., independent leasing and fleet management companies) or direct sales to large corporate customers. 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These tools will provide ongoing transparency about the residual value and the aggregated cash flows that any vehicle might generate in a further subscription/ rental/car-sharing cycle - or if it would be more profitable to sell the asset outright.", "attrs": null, "canon": { "kind": { "name": "Paragraph", "slug": "paragraph", "status": "active", "canonId": "5f2affc0-941d-4d07-959d-4bfc1930cea4", "version": 1, "description": "Single prose block in the body of a slide." }, "tool": null, "subkind": { "name": "Paragraph", "slug": "paragraph", "status": "active", "canonId": "019de52c-fb80-75af-aa5c-a7a4bfac2433", "version": 1, "description": null }, "framework": null }, "subkind": "paragraph", "groupRole": null, "confidence": null, "extraction": { "at": "2026-05-02 18:25:10.932+00", "model": "google/gemini-3.1-flash-lite-preview-20260303", "runId": null, "seconds": null, "promptVersion": null }, "componentId": "b0126f2a-5e80-4f05-9bce-1ab83719c0dd", "parentComponentId": null }, { "bbox": { "h": 0.25, "w": 0.21, "x": 0.275, "y": 0.49 }, "kind": "paragraph", "text": "Depending on the final product design (please refer to the previous chapter for our eleven design principles), providers need to have the right vehicles for their target market position and customer base (without ignoring the cost of sourcing, RV risk and maintenance costs). The potential range is huge: from budget to premium vehicles, from compact cars to large SUVs and from new to used vehicles. The crucial factor for all of these decisions is knowing what the customer wants!", "attrs": null, "canon": { "kind": { "name": "Paragraph", "slug": "paragraph", "status": "active", "canonId": "5f2affc0-941d-4d07-959d-4bfc1930cea4", "version": 1, "description": "Single prose block in the body of a slide." }, "tool": null, "subkind": { "name": "Paragraph", "slug": "paragraph", "status": "active", "canonId": "019de52c-fb80-75af-aa5c-a7a4bfac2433", "version": 1, "description": null }, "framework": null }, "subkind": "paragraph", "groupRole": null, "confidence": null, "extraction": { "at": "2026-05-02 18:25:10.932+00", "model": "google/gemini-3.1-flash-lite-preview-20260303", "runId": null, "seconds": null, "promptVersion": null }, "componentId": "d1d75bf1-f0d8-45c4-84fa-bca683a8ecb0", "parentComponentId": null }, { "bbox": { "h": 0.25, "w": 0.21, "x": 0.51, "y": 0.49 }, "kind": "paragraph", "text": "Once the right vehicles are in the fleet, the next critical factor for profitability is a high utilization rate. This correlates directly with pricing. If utilization is too low in the current fleet, the provider can drop prices temporarily to increase subscription sales. Dynamic pricing is therefore an important lever to sustain high utilization rates and stay competitive. After all, the more satisfied and engaged your customers are, the longer they will keep their vehicle without taking the option to exchange it. In the end, fewer vehicle exchanges will also lead to higher asset utilization rates.", "attrs": null, "canon": { "kind": { "name": "Paragraph", "slug": "paragraph", "status": "active", "canonId": "5f2affc0-941d-4d07-959d-4bfc1930cea4", "version": 1, "description": "Single prose block in the body of a slide." }, "tool": null, "subkind": { "name": "Paragraph", "slug": "paragraph", "status": "active", "canonId": "019de52c-fb80-75af-aa5c-a7a4bfac2433", "version": 1, "description": null }, "framework": null }, "subkind": "paragraph", "groupRole": null, "confidence": null, "extraction": { "at": "2026-05-02 18:25:10.932+00", "model": "google/gemini-3.1-flash-lite-preview-20260303", "runId": null, "seconds": null, "promptVersion": null }, "componentId": "eaff819e-ed59-4145-8842-c0ce70018938", "parentComponentId": null }, { "bbox": { "h": 0.25, "w": 0.21, "x": 0.275, "y": 0.18 }, "kind": "paragraph", "text": "Asset Sourcing, Remarketing & Risk Management: In order to maintain a low-cost base over time, subscription providers need to source their vehicles at a competitive price, closely manage residual value (RV) risk and ensure that asset utilization and vehicle resell rates are high. Let's examine these core capabilities in more detail. 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