Economy calls for affordable warranty solutions

Brian Joss – Motus, one of SA’s leading automotive groups, is renowned for its innovative approach to aftersales service and offerings.

“Even before COVID-19, we noticed a strong trend toward owners keeping their vehicles well beyond the traditional service and warranty periods”, says Osman Arbee, CEO, Motus, “As the economy continues to struggle, we know there will be an increased need to support customers well past their original warranty period.”

One of the solutions is a partnership between Motus Financial Services and Discovery Insure that offers Discovery Insure vehicle owners a telematics-based warranty with unlimited cover for mechanical breakdowns and electronic failure. This revolutionary product is made possible by the claims data collected by Motus over multiple decades of operating in the motor industry, which allows it to cover a more comprehensive list of critical components, with no limits.

“We immediately recognised the need to ensure cover for parts that are not covered by traditional extended warranties. Mechanical and electronic faults are often the most costly to repair and we need to offer our owners quality warranty options that will cover these elements for as long as possible”, says Kerry Cassel the CEO of Motus Financial Services.

Motus employs over 17 000 people and traces its roots back to 1948, when its founding company Imperial Holdings started as a humble motor dealership in downtown Johannesburg. Motus Holdings Limited (“Motus”) was listed on the JSE in November 2018, following its unbundling from Imperial Holdings Limited.

It has long standing importer and retail partnerships with leading OEMs, representing 22 passenger and commercial vehicle brands in total. It is the exclusive South African importer and distributor of Hyundai, Kia, Renault and Mitsubishi vehicles, panel and parts.

Motus retails its brands to owned and independent dealers and car rental companies and retails 18 other brands through dealerships based primarily in South Africa. The Motus car rental business operates under Europcar and Tempest brands through outlets in South Africa and neighbouring countries.

“Our partnership with Discovery Insure is a key example of how the company continually strives to adapt to customer needs in a constrained economy”, says Arbee.

Due to its massive operating footprint, Motus is able to play in the big data space when it comes to the local automotive landscape. This enables the company to predict trends and act as a leader in developing and distributing innovative vehicle-related financial products and services through importers and distributors, dealers, finance houses, call centres and digital channels.

With more that 730 000 clients Motus Financial Services was able to provide Discovery Insure with the data needed to create a revolutionary new warranty product that ensures customers are covered when they need it most.

“There are plenty of warranty offers on the market”, says Cassel, “but our partnership with Discovery Insure started with the most important question:

what are the most common concerns among customers looking for extended warranties? Thanks to the combined data power of Motus and Discovery we are able to offer a warranty that addresses all the biggest concerns of the South African motoring public.”

Motus Financial Services (MFS) is a manager and administrator of service, maintenance and warranty plans and develops and sells vehicle-related value-added products and services (“VAPS”) to more than 730 000 clients. MFS is also a provider of fleet management services to corporate customers.

Innovation and unlocking customer potential within existing and new channels represent a significant growth and profit opportunity for the business. MFS has therefore invested in technology to leverage consumer data, enabling the company to offer personalised services aimed at enhancing the customer experience and improving customer retentions.

The division’s ability to analyse proprietary data enables the accurate pricing of our offerings, profiling for the fleet business and management of claims.

“Our partnership with Discovery Insure is the latest in a long line of innovative product offerings from Motus Financial Services”, says Cassel, “we are constantly researching new options to ensure we keep offering our clients the best solutions. The current economic climate demands that we quickly adapt to changing customer needs, and we will continue to seek out solutions that support owners of vehicles in the long term.”

CAPTION: Launched: the first telematics-based warranty product in SA.  Picture: Motorpress

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