WEBVTT

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Joe, we want to learn from the
OEMs' perspective.

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So I think it is when we know
that and we help with that and

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we discussed that it is part of
strategy discussions for years now.

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What expectation we can
have to the industry?

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What will change in the years to come
from the OEMs' perspective?

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As Karen mentioned, the
transition of OEM to put the

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customer in the center of
decision-making of strategy is

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there when we see it at scale.

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Yeah, I think the big challenge
for us really is one of a

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business model change.

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On the one hand, we need the
technology to enable the client

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journey to become what we just
talked about and we're really

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excited about what's out there
today.

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But maybe from our perspective,
more importantly, we also need

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to change the business model and
you mentioned some of the

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disruptors that have been able
to have a direct-to-consumer

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model, which for the longest
time we were not able to implement.

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If you think about, it's really
crazy what we put a customer

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through today.

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We build cars, send them to
retailers.

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They then sit in the inventory.

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Retailers are trying to find
clients and customers for those

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cars whether they like them or not.

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And we mentioned a couple of
times what the real challenge

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is consistency, price
transparency, and continuity.

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So we have to find a way,
together with our retail

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partners, to deliver that using
the technology we talked about.

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Now for me, it's not either or,
right, it's not a pure online

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play or a pure physical play.

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It has to be seamlessly
integrated.

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And I think that's where the
traditional OEMs potentially

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have an advantage.

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If we finally find a way to work
together to get over that

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differentiation and separation
between OEM and retailer.

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If we integrate the inventory,
if we make it available

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seamlessly and transparently to
our clients and then add the

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best physical experience on top
of that, then I think we finally

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have reached customer centricity.