This is an exclusive preview of the 2015 edition of Mexico Automotive Review. If you want to get all the information, plus other relevant insights regarding the Mexican automotive industry, do not forget to get your tickets for Mexico Automotive Summit 2015.
Exclusive Interview with Andrés De La Parra, Director General of Nissan Renault Finance México (Part 1)
In the wake of the economic crisis and a change of attitudes toward financing or leasing vehicles, NR Finance has become the largest financing company among all banks and fleet companies operating in Mexico. Their initiative, Nissan Fleet Services, has pushed the company toward a 25% market share at the end of the 2014-15 fiscal year, removing any hesitation or fear of jumping directly into virgin financing segments by offering different services to meet customers’ needs.
Q: How has Nissan Renault Finance México (NR Finance) helped to increase the Nissan-Renault customer base in Mexico over the last 12 years?
A: In 2014, the company managed to attract one million new customers, and by the end of our fiscal year in March 2015, we also achieved 400,000 active contracts. NR Finance supports Nissan, Renault, and Infiniti, which launched in the Mexican market around two years ago. The growth of NR Finance has been thanks, in part, to Nissan’s significant growth over the past couple of years, and also because of the increased sales penetration for each brand. In terms of Mexico’s existing leasing companies, or independent companies that gravitate toward this segment, NR Finance has been able to immediately lead the market. We manage significant fleet volumes, serving both large corporations and SMEs. This sector represents about 15% of our portfolio, and since we launched Nissan Fleet Services this number has been steadily increasing. Nissan Fleet Services was a new alliance initiative in Mexico that helped us to become the leader in fleet financing. We have been working with Nissan in order to develop this initiative, which provides a deeper range of services than just financing and leasing, including insurance, fleet services, and additional support to strengthen brand loyalty. If a customer has any concern regarding the car, its service, repairs, or financing, they can approach our contact center, and we will immediately take care of the situation.
Q: In November 2014, NR Finance held a 25.7% share of the automotive financing market in Mexico. How is this figure evolving?
A: We have completed the fiscal year with a 25% market share, and performed better than in March of 2014. Our market penetration will most likely rise again this year. Today, we are the largest financing company among all banks and other captive and fleet companies that finance vehicles in Mexico. We were able to gain the top position because we were the first to jump into the segments that were not previously offered financing. Customer profiles vary across our brands and we understand that reality. Even though we are NR Finance as a legal entity, our commercial names are Credi Nissan, Renault Servicios Financieros, and Infiniti Financial Services. We customize and adapt all the processes for each brand, taking a different approach and providing different services while recognizing different customer needs. Credi Nissan currently has a 49% penetration rate, Renault Servicios Financieros is close to 70%, giving it the highest penetration rate in the Mexican market for any brand, and Infiniti Financial services is currently at 56%. Our largest portfolio is Nissan, with 85% of the market share. Another important development is the Nissan semi-new CPO program. As long as a CPO vehicle is purchased from one of the dealership networks, we can provide the same financing tools that are available for new vehicles.
Q: Automotive financing in Mexico saw an 11.3% increase in 2014. What needs to happen to ensure that Mexico reaches 70% of new vehicles sold through financing?
A: The largest financing penetration within the Mexican market was achieved in 2007, before the global financial crisis. Back then, financing represented close to 65% of new vehicle sales in the Mexican market, which is a figure that we are currently closing in on again. Last year, the Mexican market had a 56% participation rate, and at the moment we are at 59%, which shows an upward tendency. The cultural tendencies of previous generations were not favorable toward the financing industry due to a certain level of distrust, so cash transactions were seen more regularly. Nowadays, we are in a more stable market when it comes to interest rates, so approaching people that herald from newer generations is much easier when it comes to financing mechanisms. There is no doubt that we have to develop that emerging market, and we believe that the leasing product will be the breaking point in order to do so. Older generations of Mexican buyers generally view a car as an investment, but new generations understand that you can pay for the usage of a vehicle without necessarily having to own it. When it comes to leasing vehicles, there are tax incentives that can be important for the customer. For example, light commercial vehicles are fully tax deductible, so if a company performs certain commercial activities, it would make sense for them to lease.
In the midst of the success the automotive industry is enjoying, it is our pleasure to invite you to Mexico Automotive Summit 2015 on September 24th. This event will provide an excellent platform where newcomers and established players can share their perspectives, defining the future of one of the main sectors in the Mexican economy. Whether you are part of the industry’s product or service supply chain, do not miss an excellent chance to be part of this grand event.