Automotive Business Magazine – Q3 2026 – Digital edition - Flipbook - Page 52
Webinar Insight
Cox Automotive
A roundup of key points and cut-for-time questions from
Astor Media's recent webinar in association with Cox Automotive,
including insights from Philip Nothard, insight director at Cox Automotive
Europe and Lee Swinerd, co-head of automotive at Interpath
How much influence do the
likes of Autotrader have on
used car pricing?
A single platform doesn't drive usedcar pricing; it's about choosing the right
channels for your stock, margin and turn.
High-volume, price-led stock benefits from
wider exposure to maintain pace. More
specialist or premium vehicles can achieve
stronger returns through selective channels
and strong presentation.
A presence on major marketplaces
supports visibility, even at lower investment,
but shouldn't drive strategy. The priority is
maximising profit per unit while balancing
margin, speed, and the cost of sale across
the channels that best fit your business.
Are service and repair supports
growing at the same rate as
electric vehicle sales?
No – service and repair support is growing,
but not at the same pace as EV sales. Vehicle
adoption is outpacing the workforce and
infrastructure needed to maintain them, with
only about a quarter of technicians currently
qualified to work on EVs and a widening skills
gap expected over the next decade.That
said, capacity is improving, with increased
investment in training, tools, repair networks,
and a rapidly growing EV aftersales market.
The core issue is the speed of alignment; the
ecosystem is expanding but still lags demand,
leaving service capability as a key constraint as
the EV parc grows. It should be remembered
that EVs generally require less servicing than
ICE vehicles, so fewer EV-trained technicians
are likely to be needed.
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Q3
As a relatively new broker,
what should I focus on?
The priority is to align with how customers
are now buying cars, increasingly digital,
convenience-led and driven by transparency.
Most buyers expect to complete much of
the journey online and place high value
on clear pricing, simple comparisons
and easy access to finance options. This
creates an opportunity for brokers who
can act as trusted guides, simplifying
choices and removing friction from what
is still a complex purchase. At the same
time, the market is shifting structurally,
so focus should also be on where growth
and complexity are increasing, particularly
in used cars, EVs and finance. Demand is
strongest in used vehicles, while EV adoption
and pricing uncertainty mean customers
need more guidance. Brokers who combine
strong market insight, digital capability and
specialist knowledge, especially around EVs
and finance products, will be best positioned
as competition intensifies.
What do you think about the
vehicle delivery process and
differentiators?
The latest evidence shows that the
vehicle delivery and handover process is
a critical but often underutilised moment
in the customer journey. It can either
strengthen the relationship or create early
disengagement, particularly if it remains a
functional handover rather than a memorable,
personalised experience.
More broadly, research indicates that the
automotive sector still struggles with consistent
end-to-end experiences, underscoring the
