Automotive insights from Clearwater International Autumn 2019

Clearthought

Automotive Technology Commerce

Social, technological and economic trends are combining to drive huge change across the automotive industry.

Inside: • Leasing and rental services • Subscription services • Car-sharing • Digital marketplace and dealerships • Software • M&A activity

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Market overview Leasing and rental services

From car-sharing, rental and M&A activity or sometimes forming alliances with Buying a new car is unaffordable Fundraisings subscription services through to other OEMs. A good example of the latter for many consumers today. For In recent years this dynamic automotive The sector has seen a number of innovative software solutions, is Daimler’s and BMW’s mobility joint instance in 2018 approximately 40% technology commerce landscape (those fundraisings. For instance , an venture bringing together car-sharing start-up companies in the companies engaged in the selling, buying, of all newly registered vehicles in Indian-based company, raised players car2go and DriveNow under a 1 automotive commerce space are leasing, and subscription of cars and were financed by leasing . €21m in a funding led by Ford, while Paul revolutionising the way cars are single business, . fleets) has seen significant deal activity In fact the percentage of leasing Camper, a sharing platform where users used, sold and leased. with a very large number of funding rounds. The market has also seen the emergence customers in Germany among B2B and can rent campervans and motorhomes B2C clients now accounts for 49% and from private individuals, raised €7m The drive towards e-mobility and Leading automotive OEMs are also of digital marketplaces which are fast 51% of the market respectively, with the in a round led by Norwegian investor autonomous driving is already leading investing heavily in the full range of replacing traditional dealerships and share of B2C clients leasing vehicles Adevinta. to huge shifts across the automotive automotive commerce services. They are car rental companies, with increasingly industry, prompting traditional car growing strongly by 19.1%2 between 2017 either buying start-ups outright, taking advanced software only accelerating A strong player in the B2C segment brands like BMW and Daimler to explore and 2018. stakes in these fast-moving new players, the trend. is German company LeasingMarkt, new car ownership models, particularly in One reason for this shift is that the which has more than 500,000 customers areas such as car-sharing services. leasing market, which has traditionally visiting its website each month and This drive is also in tune with wider social Leasing and rental services Subscription services suffered from a lack of comparability, increased its market share last year trends as young people increasingly has been transformed by online players. with the acquisition of start-up Carledo, decide not to buy cars and instead use For instance, German B2B specialist which has a focus on fleet leasing online platforms offering leasing, short- Vehiculum offers customers a leasing offerings. term rental or subscription services. At contract in less than 15 minutes via An online leasing platform specialist the same time, leading manufacturers its online platform. Earlier this year it for B2B clients is Firmen-KFZ which are also grappling with falling levels of raised €7m in a funding round led by particularly addresses the needs of SMEs. traditional automotive sales in the face Runa Capital and said it would use the In the UK, Autohorn Fleet Services is a of various economic headwinds such capital to open its platform, which was fast-growing player that specialises in as technological uncertainties, market Car-sharing Fleet management software previously only available to businesses, fleet management for companies and downturns, trade tensions and Brexit. to private customers. The company now B2C leasing for private individuals. offers 230 different car models from 23 The pace of change towards new car manufacturers for private customers. Meanwhile French car manufacturer PSA automotive commerce models does vary bought TravelCar, a peer-to-peer car from country to country. For instance A strong player in the B2C rental and parking services company Germany has become ’s largest segment is German company which has more than a million users in car-sharing market and consumers Automotive commerce software over 60 countries. PSA first invested in the have readily embraced these trends LeasingMarkt which has more company three years ago as part of its and started to give up regular vehicle than 500,000 customers visiting drive to invest in new mobility solutions. ownership. However other countries are its website each month. 1: Lease share of new registrations 2018: 4 out of 10 also now beginning to see fast growth vehicles leased - Bundesverband Deutscher Leasing across their car-sharing markets too. Digital marketplaces Digital dealerships - Unternehmen, 2019 2: So Least Germany - The Leasing Rearview Mirror 2019 - LeasingMarkt, 2019

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Subscription services Car-sharing

Many believe the future of cars is Another player is Cluno which recently Top operators per model1 In recent years the car-sharing 3. Peer-to-peer carpools between passengers who subscription ownership. In contrast raised €140m in debt financing, after (determined by most geographical reach, the model has become a global have a similar destination. The start-up number of cities where they have operations) The model whereby owners charge a fee a funding round of €24m from Valar 1 recently used a funding round to develop to leasing, customers get access to phenomenon and latest estimates to rent out their vehicles continues to Ventures, Acton Capital Partners and its technology and expand into other a temporary vehicle but there is no Station-based suggest there are as many as 236 attract attention. For instance, earlier Atlantic Labs. The new capital is being 384 384 cities across Germany. In 2018 Deutsche down payment or final instalment, car-share operators in more than this year saw US player used to further accelerate its growth Bahn acquired 60% of the business, and the time period is on a monthly, 3,000 cities. acquire French company Drivy, giving not yearly, basis. and technological offer. The company while more recently Japanese company Leading OEMs are certainly grasping it a wider presence across Europe. IAC claims to be the only independent 119 Mitsui acquired 12% of the business 86 81 has also invested €221m in , the One player is Like2Drive, a subsidiary of provider of a flexible and completely the opportunity. Last year Daimler by participating in a capital increase world’s largest peer-to-peer car-sharing Fleetpol, which offers a monthly all- digital car subscription service in and BMW announced a mobility joint together with Deutsche Bahn. Enterprise Hertz 24/7 marketplace. inclusive flat rate for cars to private and Germany. The whole process of making venture and brought car-sharing players Carshare In the UK, Liftshare.com is an example corporate customers. The subscription the booking, as well as credit checks and car2go and DriveNow together under Another player which continues to grow of a company which offers a corporate includes fully comprehensive , signatures, is carried out via an app. Free-floating a single business called Share Now. is Dutch platform SnappCar, one of the 25 24 car-share scheme for businesses. vehicle tax, and maintenance, and Share Now has become the world’s early pioneers of car-sharing, which is US subscription app start-up Fair buys vehicles can be rented for six, 12 or 18 largest car-sharing provider and offers aiming to reach a million users by 2020. vehicles that a consumer might want 18 months. The company recently struck its service to more than 40 million Petrol discounter Tango, together with to purchase and then enters into an 13 a deal with AutoScout24 which is now 9 9 customers in 31 different cities with current shareholders, recently invested agreement in which the driver pays for offering Like2Drive’s car subscription a fleet of 21,600 vehicles. a further €8m in the business. Last year that car on a month-to-month basis. model on its website, and shows how saw French rental company The cars are all pre-owned and Fair SHARE Witcar E-Car SHARE 4UsMobile Not every car-sharing operation is alike quickly the mobility model is taking hold. NOW NOW (formerly car2go) (formerly DriveNow) also launch its Drive & Share solution with carries no inventory beyond what it has and different models have emerged: SnappCar. Under the scheme, customers under contract with drivers. Last year 1. Station-based have access to a long-term car rental Fair acquired the active leasing portfolio Peer-to-peer 1994 which they can share on SnappCar’s of Xchange Leasing, a service first This is still the dominant model with platform when they don’t need it. established in 2015 to lease new and 61% of all operators1 running this model, nearly-new vehicles. Spanish player Bipi although other models are catching Hiyacar is a UK-based platform which offers a monthly subscription service up fast. One such example is Spanish allows owners to lend their vehicles for

109 company Respiro which operates on a where you can lease a car from 10 days 35 15 14 days or months at a time, and uses a pay-as-you-go basis, and was acquired up to a month via its app. SnappCar JustShareIt Drivemate Getaround Turo keyless smartphone app to give drivers by SEAT last year. access to lent cars. Last year the Share Now has become Traditional automotive companies company raised €5.7m from Japanese are also being drawn to the model’s Top 10 countries with 2. Free-floating the world’s largest car conglomerate Itochu. Meanwhile Spanish attractions. Volvo offers a flat-rate the most operators Cars are not at fixed rental stations but players in this market include Social Car -sharing provider and

model via its Care by Volvo platform Operators Peer-to-peer Free-floating Station-based available across an entire city. One such and Amovens. which allows customers to drive a car offers its service to more 1 33 7 18 8 provider is Miles Mobility which charges without any minimum contract duration. than 2 27 0 16 12 customers by distance rather than 4. Ride-pooling VW has also entered this space via 3 Russia 21 0 14 11 time, and earlier this year it raised more This model refers to the sharing of car Volkswagen Financial Services, while 4 Canada 20 2 13 5 than €5m in a funding round. A leading journeys so that more than one person car rental company offers a wide 5 Germany 19 3 11 5 Spanish player is Zity which provides travels in a car. selection of different car models which 6 14 1 8 5 access to a fleet of 500 electric Spanish player Bipi offers a do not have a fixed contract duration. Clever Shuttle offers a service where million 7 11 2 4 5 cars across . monthly subscription service users in different cities can book a 40 8 9 1 5 3 where you can lease a car from driver via an app to pick them up, and customers 9 China 8 0 6 2 then the company automatically forms 10 days up to a month via its app. 10 Australia 8 2 6 0

1: Car-sharing Market Growth and Analysis 2019 - movmi and Association, 2019

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Last year Vimcar raised Digital marketplace and dealerships Software €12m in a funding round led by Acton Capital Partners along with existing investors

In recent years an immense global Dealerships Aftermarket Automotive commerce software , Coparion, digital automotive marketplace and Atlantic Labs. We have also seen the specific Digital marketplaces also give customers To gain market share, car dealerships has emerged, attracting millions of emergence of digital dealership ready access to information on the are making ever greater use of customers on a daily basis. platforms. Last year Hg invested in prices of parts, and there has been software which eases the process Auto1 Group has become one of Europe’s MeinAuto, a leading B2C online platform strong growth in the online automotive of buying or leasing vehicles. leading car trading platforms, operating for new car purchases which has more aftermarket. Autengo offers a software-as-a-service in more than 30 countries. It grew than 16 million visitors a year. Heycar, Caroobi brands itself ‘Europe’s first online solution for car dealerships, providing revenues in 2018 by 32% to €2.9bn, and backed by Daimler and Volkswagen, garage for car repairs’ and connects digital vehicle records, CRM, document traded more than 540,000 used vehicles currently has more than 1,400 dealers drivers with mechanics, who in turn can management, and integrated financing via its platforms. Auto1.com, the group’s registered and all its listed vehicles come access parts suppliers. Last year the solutions in order to digitalise processes. B2B arm, also expanded its dealer with a warranty, are less than eight years company received €17.7m in a funding Earlier this year the company secured a network to more than 55,000 partners. old, and have less than 100,000 miles on round led by NGP Capital, and the the clock. funding round which it used to further finance has enabled it to further expand Auto Trader Group is one of the UK’s develop its software. largest players. The group was originally AutoScout24, with 10 million users a its operations. Another player is kfzteile24 an automotive classified advertising month and more than two million vehicle which began life as an eBay power seller Another provider which recently gained magazine before being turned into an offers, now has a presence in 18 countries and has grown to become a market more funding is VEACT, a listed supplier online only portal which today handles more and more than 55,000 affiliated dealers, leader for car parts and accessories. of BMW and and a developer of than 10 million transactions a year. Other and is represented in all major European applications, processes, and products led by Acton Capital Partners along for fleet management, corporate leading UK players are Lookers, which markets. that improve sales successes for car with existing investors Venture Capital, car-sharing and mobility sharing. also operates 165 franchised dealerships, dealerships through data-based Coparion, and Atlantic Labs. Combined with an attached telematics BCA Marketplace, and Moneyshake.com marketing. B2B start-up CarOnSale is box fitted to any vehicle, the software which brings together the UK’s leading another player digitising the remarketing High Mobility combines an online testing enables companies to optimise their leasing providers in one place. process of vehicles for car dealers and environment with a live vehicle data occupancy rate and to simplify their car buyers (trade-ins, leasing returns, marketplace, whereby users are able to In the US, Cars.com was a pioneer booking process. long-term users) by bringing sellers and access data from multiple carmakers in online automotive classifieds and buyers together. using a standardised connected car Mandata is a UK-based provider of remains a key player. Last year it interface. Last year it raised €3m in a transport management software, and acquired Dealer Inspire and Launch Fleet management software led by industry expert last year Clearwater International Digital Marketing, technology companies Technological advances are playing Fabian von Kuenheim and the IBB advised on an investment from private that provide digital solutions to automotive a major role in the management of Beteiligungsgesellschaft which invested equity firm LDC in the business. Its dealers, for €146m. Leading French fleets too. in the company for the second time. transport management system integrates companies include Oxylio and Digitcar. a suite of end-to-end products, including Vimcar connects vehicles from different Wunder Mobility has developed a traffic planning and management, manufacturers and has developed an platform that lets companies and local authorities create their own mobility tracking, telematics, and invoicing. on board diagnostic plug built into the services. Its customers include Daimler, vehicle which creates a digital logbook Trakm8 provides vehicle telematics BMW, Volkswagen and Toyota, and million and which can locate vehicles in real solutions for fleet management, as well Wunder has just raised an additional 10 time, an especially relevant tool in as vehicle tracking, route planning and €27m to help expand its platform to transactions per year sectors such as logistics. The service is logistical improvement solutions. the US. are handled by the Auto particularly useful for a customer that Trak Global Group develops hardware Trader Group... uses company cars of different brands Azowo is a cloud-based mobility and app-based connected vehicle data as it can access all its vehicles. Last year platform for the B2B market that platforms for the high-growth usage- Vimcar raised €12m in a funding round provides companies with software based insurance and mobility markets.

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M&A activity

Global deal activity across the and we are continuing to see a lot of or acquisitions across the wider sector automotive commerce market investor interest with fundraisings backed as they seek to ensure that they keep remains extremely strong, as our by both venture capital and private a seat at the automotive commerce overview of recent transactions shows. equity players. table in the future.

More and more deal activity is being Meanwhile leading automotive OEMs driven by smaller technology companies, have also made a string of investments

Date Target Target Country Subsegment Founder Deal / Financing Rounds Investor / Acquirer Date Target Target Country Subsegment Founder Deal / Financing Rounds Investor / Acquirer

Oct-19 Clever Shuttle GER Car-sharing Jan Hofmann n.a. Deutsche Bahn, Mitsui Aug-18 Paul Camper GmbH GER Car-sharing Dirk Fehse €3.7m, seed MairDumont Ventures GmbH, Stava Tschurilin Franziska Schulz Russmedia International Bruno Ginnuth Alex Gluchowski Sep-19 Moneyshake UK Leasing and rental services Eben Lovatt £500,000, angel round Tim Scholes, Development Bank Jul-18 High Mobility GmbH GER Automotive software and Kevin Valdek €3m, venture series Fabian von Kuenheim, IBB of Wales software supply Risto Vahtra Beteiligungsgesellschaft Sep-19 Cluno GmbH GER Subscription services Andreas Schuierer €140m, debt raise n.a. Jun-18 Caroobi GmbH GER Digital marketplace Mark Michl $20m, series B BMW i Ventures, Cavalry Christina Maria Polleti Nico Weiler Ventures, Cherry Ventures, DN Nico Polleti Capital, NGP Capital, Target Global Sep-19 WunderCar Mobility Solutions GER Automotive software and Gunnar Froh $30m, series B Blumberg, KCK GmbH software supply Samuel Baker Jun-18 Azowo GmbH GER Automotive software and Andreas Kopf Seed MBG Baden Wuerttemberg, software supply Patric Schneider Project A Aug-19 Trak Global UK Automotive software and Nick Corrie €44m (minority stake) Three Hills Capital Partners Peter Jegutzki software supply Alan Cottrill Jun-18 Abracar GmbH GER Digital marketplace Orhan Koroglu €11.5m, series A Allianz X Aug-19 Paul Camper GmbH GER Car-sharing Dirk Fehse €7m, series A FJ Labs, Adevinta Ventures, Sebastian Jost Franziska Schulz MairDurmont Ventures, Alex Gluchowski Russmedia International, All Iron Mar-18 Mandata Limited UK Automotive software and n.a. EV £20m (majority stake) LDC Ventures software supply Jun-19 Bipi ESP Subscription services Alejandro Vigaray €6.5m, series A Maniv Mobility, IDC Ventures, TA Mar-18 Drover UK Subscription services Felix Leuschner £5.5m, series A Partech, Cherry Ventures, BP Hans Christ Ventures, Kibo Ventures, Stella Matt Varughese Ventures Maris Partners, Avianta Capital Feb-18 Respiro ESP Car-sharing Claus Biernoth EV n.a. (100% stake) SEAT Jun-19 Castle Tech GmbH (CaronSale) GER Digital marketplace Tekin Has Series A Creandum Ian Paterson Tom Krüger Inés de Saralegui Fabian Roth Philippe Remise Oguz Özgüler Jan-18 Auto1Group GER Digital marketplace Christian Bertermann €460m, venture series SoftBank Vision Fund Jun-19 Ornikar SAS FRA Digital marketplace Alexandre Chartier $40m, series B IDInvest Partners, Bpifrance SA, Hakan Koc Benjamin Gaignault Brighteye Ventures Jan-18 E-Vai Srl ITA Car-sharing n.a. n.a. FNM S.p.A. Apr-19 autengo - GER Automotive software and Sebastian Fischer Pre series A STS Ventures Jan-18 MeinAuto GmbH GER Digital marketplace Alexander Bugge Hg Gebrauchtwagenheld GmbH software supply Carsten Seel Apr-19 Drivy SA FRA Car-sharing Paulin Dementhon EV €232m (100% stake) Getaround, Inc. Nov-17 Firmen-KFZ.de GER Leasing and rental services Thomas v. Hake €1m, seed Catagonia Capital, GPS Nicolas Mondollot Ventures Mar-19 MILES Mobility GER Car-sharing Alexander Eitner €5m, series A Flash, Inventure Partners, Sep-17 CarShare Germany GmbH GER Car-sharing n.a. EV n.a. (100% stake) SnappCar Florian Haus Lukasz Gadowski, Team Timo Nuehrich Europe, Weller Venture Capital, Jul-17 Croove GmbH GER Leasing and rental services n.a. EV n.a. (100% stake) Turo Inc. WestTech Ventures Jul-17 Caroobi GmbH GER Digital marketplace Mark Michl Series A Axel Springer Digital Ventures, Feb-19 Cluno GmbH GER Subscription services Andreas Schuierer €28m, series B Valar Ventures, Atlantic Labs, Nico Weiler BMW i Ventures, Cavalry Christina Maria Polleti Acton Capital Partners Ventures, Cherry Ventures, DN Nico Polleti Capital, Fabrice Grinda, FJ Labs, TA Ventures Feb-19 MHIRI Innovation SAS FRA Car-sharing n.a. n.a. Peugeot S.A. Jul-17 Amovens ESP Leasing and rental services Diego Hidalgo Demeusois €5m, venture round Macif Jan-19 Vehiculum mobility solutions GER Leasing and rental services Lukas Steinhilber €7m, series A Runa Capital, coparion, GmbH Melchior Bauer MobilityFund, Alexander Artope Apr-17 Vimcar GmbH GER Automotive software and Andreas Schneider $5.5m, series A Atlantic Labs, coparion, Guy Moller software supply Christian Siewek Groupe Arnault, Le Peigne, Lukas Weber Unternehmertum Venture Jan-19 easyCar Club UK Car-sharing Stelios Haji-Ioannou EV n.a. (100% stake) Turo Inc. Capital Partners Brent Hoberman Feb-17 Clever Shuttle GER Car-sharing Jan Hofmann €3m, series A Deutsche Bahn, , Unger Dec-18 EYSA PSA City Mobility ESP Car-sharing n.a. EV €12m (51% stake) Peugeot S.A. Stava Tschurilin Group Services SA Bruno Ginnuth Dec-18 Vimcar GmbH GER Automotive software and Andreas Schneider $13m, series B Acton Capital Partners, Oct-16 Happy Car GER Leasing and rental services Anna Lena Mibach €2.6m, series A Capnamic Ventures, Creathor software supply Christian Siewek Atlantic Labs, coparion, Robert Schütze Ventures, HR Ventures, Lukas Weber Unternehmertum Venture Nordwest-Zeitung, TruVenturo Capital Partners GmbH Oct-18 Hiyacar Limited UK Car-sharing Graeme Risby £5m, equity round Itochu Corporation Sep-16 Clever Shuttle GER Car-sharing Jan Hofmann €1m, seed round Unger Group, Ted Beteiligungs Rob Larmour Stava Tschurilin GmbH, Deutsche Bahn Sep-18 WunderCar Mobility Solutions GER Automotive software and Gunnar Froh $30m, series B Blumberg Capital, iEurope Bruno Ginnuth GmbH software supply Samuel Baker Capital, KCK, Kingsway Capital, Mar-16 Veact GER Automotive software and Philip Junge Series A Unternehmertum Venture Piton Capital, Struck Capital software supply Philipp Posselt Capital Partners Sep-18 Veact GER Automotive software and Philip Junge Series B Bayern Kapital, Senovo, KfW, Mar-16 High Mobility GmbH GER Automotive software and Kevin Valdek €1m, seed Ali Alghanim, Fabian von software supply Philipp Posselt Seventue Partners software supply Risto Vahtra Kuenheim, Hampus Jakobsson, Aug-18 Carledo.de GER Leasing and rental services Patrick Waringer n.a. (100% stake) LeasingMarkt.de GmbH IBB Beteiligungsgesellschaft Lennart Buck

Automotive Technology Commerce Source: Clearwater International, 2019 Clearthought 10 11

Our international automotive team

With offices in Europe, the US and Asia, our automotive team can deliver seamless, Recent automotive integrated global advice to SME/owner-managed, corporate and private equity clients. Our team is supported by a number of high-profile senior advisers who are all former top tier executives with relevant product knowledge and a far-reaching technology transactions network of contacts.

Tobias Schätzmüller Barry Chen Partner and International Head Partner, China of Automotive, Germany Working for many years with leading suppliers, OEMs and more recently with new digital players, we have built up an extensive t: +49 69 58302 77 26 t: + 86 21 6341 0699 x 881 network and knowledge of the sector, becoming a trusted adviser for many of the world’s leading automotive players and e: [email protected] e: [email protected] completing 284 automotive deals. Our unique automotive transaction experience covers virtually every system and component of a vehicle, all relevant materials, process technologies and business models.

Lars Rau Jacobsen Thomas Gaucher Partner, Denmark Partner, France

t: +45 25 39 45 71 t: +33 153 890 505 e: [email protected] e: [email protected]

sold licence of sold John Sheridan Francesco Perrini sold to its car rental activities to sold to Partner, Ireland Partner, Italy

to t: +353 1 912 1721 t: +393357551059 e: [email protected] e: [email protected]

Sell-side Sell-side Sell-side Buy-side José Lemos Francisco Gómez Undisclosed Undisclosed Undisclosed Undisclosed Partner, Portugal Partner, Spain

t: +351 917 529 764 t: +34 699 446 314 e: [email protected] e: [email protected]

Jon Hustler Cliff Roesler Partner, UK Managing Director, US

sold sold t: +44 845 052 0364 t: +1 248-605-9502 secured investment from e: [email protected] e: [email protected] received investment from

to to For recipients based in the United Kingdom the document has been issued and approved for the purpose of COBS 4 of the FCA Handbook by Clearwater Corporate Finance LLP (otherwise trading as “Clearwater International”). Clearwater International Sell-side Sell-side Fundraising Sell-side is authorised and regulated by the Financial Conduct Authority (FRN 483062). Any person Undisclosed Undisclosed Undisclosed Undisclosed falling outside of a professional client under FCA rules should not treat this presentation as a promotion or act on it for any purpose whatsoever.

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