N2N Compendium Booklet_48 Pages

N2N

Compendium

“A Complete Guide to N2N Leasing for Dealers”



N2N Leasing Retail
Opportunity Leasing

Captive Corporate
Leasing Leasing



Foreword

Dear Dealer Partners,

N2N Leasing is an attractive selling proposition
from Maruti Suzuki which not only provides
unique customer benefits but also improves
Dealer’s profitability. Moreover customer is
retained for the entire term of lease.

N2N Leasing initiative can be instrumental for additional growth and
enhancing competitiveness while improving the dealer’s bottom-
line. Here, we have an opportunity for earning more per car as
compared to other modes of purchase by customer such as loan or
cash. Furthermore, Dealer gets a unique edge of differentiation vis-
à-vis competitors.

Market for N2N Leasing can be classified into 3 key segments:
• Retail Leasing
• Corporate Leasing
• Captive Leasing

The N2N Compendium covers above three areas in detail. We hope
with this compendium, you will be able to leverage the proposition of
N2N Leasing. The role and responsibility as a Dealer is also covered
along with support to be provided by Maruti Suzuki. We invite you to
join us in this new endeavour.

Together, let us make this a successful venture!

Best wishes,

Tarun Garg
Executive Vice President

CONTENTS 01

N2N Leasing Opportunity

1.1 Opportunity for Dealerships in N2N Leasing 10
1.2 What is lease? 11
1.3 Roles and responsibilities of Stakeholders 13
1.4 Retail Leasing Opportunity 15
1.5 Corporate Leasing Opportunity 17
1.6 Captive Leasing Opportunity 19

02

Retail Leasing

2.1 Benefit of Retail Leasing for dealership 24
2.2 Role of Lease Champion 27
2.3 Retail Leasing at Dealership 30
2.4 Dealer Service Level Agreement
31
with Lease Partner 32
2.5 Credit process 33
2.6 Miscellaneous Claim Processes 36
2.7 Promotion

03

Corporate Leasing

3.0 Corporate Leasing Process 38

04

Captive Leasing

4.0 Captive Leasing 42



N2N Leasing Opportunity

N2N Leasing
Opportunity



1.1

Opportunity for Dealerships in N2N Leasing

Maruti Suzuki is the only OEM offering leasing option at dealership
through N2N Leasing. It is an attractive opportunity for the dealer to
earn more per car. Leasing is a way for customers to acquire a vehicle for
usage, alternative to finance. In leasing, a customer uses the vehicle for
fixed monthly mileage and fixed tenure in return for a monthly charge.
In most cases, fleet management services (comprehensive coverage
including insurance) is also covered in the lease agreement.

1. Dealership service revenue is assured for the entire tenure of lease.
In case of accident repairs also revenue is guaranteed.

2. Dealership earns margin on insurance renewals for the entire term
of lease.

3. At the end of tenure, Dealership has the option to acquire a well-
maintained car for resale in True Value through mutual understanding
with lease partner. This means profit in True Value sales.

4. Payouts from lease partners may be applicable depending on the
segment of leasing.

Overall,
N2N Leasing packs
a powerful punch when
compared with the earning
opportunity in loan or cash
down purchase, where neither
service retention nor
insurance renewal

is assured.

11 N2N Compendium

1.2

What is lease?

Lease is a contract (agreement) by which one party provides
assets (land, property, vehicles etc.) to another party for use for
a specified time, in return for a periodic payment.

Lease Customer is the lessee who pays
Company fixed monthly lease rental to the
(Lessor) lessor and fleet management
service (FMS) charges to the FMS
provider (lessor or MSIL N2N).

Customer
(Lessee)

The monthly rental covers vehicle usage charges for fixed tenure and
mileage. It is the monthly portion of asset value less residual value.
FMS rental covers all scheduled and unscheduled repairs, zero depreciation
Maruti insurance for the entire term and value added services. In case
if customer doesn’t opt for fleet management, Maruti insurance is still
mandatory for the entire term.

N2N Compendium 12

In case of corporates, additional services are also provided such as
chauffeur management, vehicle tracking, fuel management etc.

Breakup of Gross Monthly Rental:

Monthly lease
rental

Gross monthly VAT
rental inclusive

of taxes

Fleet Management
Charges

Service Tax

Customer pays gross monthly rental which includes vehicle usage,
comprehensive maintenance and insurance charges.

N2N Leasing comes with tenure options ranging from 2 to 5
years and monthly mileage options ranging from 1000 to 2500
kms per month. Other mileage options are also available on

case to case basis.

13 N2N Compendium

1.3

Roles and responsibilities of Stakeholders

N2N operates on a tripartite model involving N2N Leasing, Lease Partner
and dealership. Let us see the role and objective of each stakeholder:

Stakeholder Role Objective

N2N Leasing Business aggregator Sustainable model for
dealership profitability

Lease Partner Product provider Increase in market reach

Dealer Service Provider Opportunity to earn
more per car

Our current lease partners are LeasePlan, ALD Automotive, Orix, SMAS,
FortPoint, Sundaram Finance and Kotak Mahindra Prime Ltd. Based
on lease partner’s presence and commitment of resources, various cities
are mapped with them.

Each stakeholder of the model has clearly defined responsibilities:

N2N Leasing: Responsibility

Area N2N will create a sustainable model for
Dealer on-boarding dealership to earn more through leasing

Branding and N2N will promote leasing through ATL
promotion promotions in various media and create
visibility in showroom by developing
Dealer Manpower marketing collateral and POP display
Development
N2N will train and handhold dealer manpower
Fleet Management (exclusive lease champions, DSEs, senior sales
staff, finance managers). N2N plans to provide
attractive incentive schemes to motivate the
entire sales chain.

N2N and Lease Partner to provide Fleet
Management through MSIL dealer’s workshop

N2N Compendium 14

Lease Partner Responsibility

Area Lease Partner will provide lease product that
Product is competitive in the market
Process
Lease partner will meet commitments
Risk Management in terms of Turn Around Time for credit
Fleet Management appraisals and release of payments

Lease Partner will bear risk of payment
collection, invoicing, repossession of asset
and resale

N2N and Lease Partner to provide Fleet
Management through MSIL dealer’s workshop

Dealership Responsibility

Area

Recruitment of Recruitment of exclusive manpower for

Exclusive Manpower Lease Champion role as per set guidelines

Showroom visibility Appropriate POP display to be used effectively
for creating visibility in showroom.

Training and Manpower covering DSE to GM to be trained
internal awareness on leasing. Awareness to be raised amongst
DSEs during morning meeting. Dealer CEO
to review N2N leasing progress regularly.

Documentation Quote generation, enquiry tracking,
documentation associated with credit appraisal,
agreement signing and post-delivery paperwork

Relationship Maintain relationship with the end customer by
management servicing him during the tenure of the contract

15 N2N Compendium

1.4

Retail Leasing Opportunity

Retail leasing involves selling of lease concept through dealerships to the
small and medium business owners and self-employed professionals.

Worldwide, the lease penetration is 10% of the global car park which
amounts to about 70 lakh* vehicles. Out of this 37%* customers are small
business owners. While globally this segment is relatively more aware of
leasing concept, in India it is virtually untapped due to low awareness.

*(Source: LeasePlan)

Target market for Retail Leasing:
Let us see the business potential of this segment in India.

Target Customer Business Potential

Small business 15.64 lakh registered SMEs across India
owners, SMEs, 4.5 crore unregistered MSMEs
MSMEs
1.2 lakh Chartered Accountancy firms
Self Employed 2 lakh Doctor clinics
Professionals 40000 Architectural design firms
Lawyers across India

N2N Compendium 16

The vehicle requirement for this segment is as follows:

Usage Description

Personal utility Personal transport for proprietor or director

People carrier Employee transport, staff cars

Tools of trade Vehicle requirement for business purpose
(distribution vans, ambulances, cars used by
field teams)

Payout from lease partner is applicable in case of retail leasing which is
explained in the “Retail Leasing” section.

A. Benefits of Retail Leasing for Customer:

Benefits to customer can be categorised into financial savings and
convenience of fleet management. The following are some of the benefits
of retail leasing for the customer.

Financial Benefits

No Down Payment Off balance sheet asset

8-12% Savings on car value No additional debt

Convenience Benefits
No service liability with
fleet management

Value added services

No hassle of resale

Freedom to focus on own business

17 N2N Compendium

1.5

Corporate Leasing Opportunity

Corporate leasing involves selling of lease concept to large firms,
government entities, PSUs and government departments, various
logistics firms to meet their vehicle requirement in bulk. The concept of
leasing is well-established among the corporates.
While Leasing brings financial advantages such as avoidance of capital
expenditure, the main selling point for corporates is the convenience
which leasing brings along with fleet management and other services.
Corporate customers value maintaining single point relationship for all
their mobility requirements. In corporate leasing, additional requirements
of corporates are addressed, such as chauffeur management, fuel
management, vehicle tracking system etc.
Dealer payout from lease partners is not applicable in corporate leasing.

N2N Compendium 18

Target customer for this segment and their vehicle requirement is
explained below:

Type of Examples Usage
Customer

Corporates, IBM, StanChart, Reliance, Perquisites for senior
MNCs, Private
Limited firms TCS, Lupin, Nestle – 5000 management, employee

BSE/NSE listed firms transport

PSUs ONGC, NTPC, NHAI, Air Staff cars
India, MTNL, BSNL –
nearly 300 PSUs

Other State and central govt. Staff cars
Government departments
entities

Logistic DHL, Gati, e-tailers, Cargo carriers, business
companies vendors, cash vans, purpose (tools of trade)
publishing companies

19 N2N Compendium

1.6

Captive Leasing Opportunity

Captive leasing caters to in-house requirements of MSIL’s extensive
network of dealers, driving schools, spare part distributors and vendors.
Their vehicle requirement is captured in the captive leasing segment with
following specially designed products:
1. Dealership test drive cars (dealer demo cars) for existing, Nexa and

commercial channels
2. Staff car for dealership employees
3. Maruti mobile service vans (MMS) / Nexa Mobile Support (NMS vans)
4. Maruti Driving school (MDS) vehicles
5. Spare part distributors (SPD vans)
Currently we have following products for dealerships:
a. Dealer demo product
b. MMS van product
c. SPD vans
d. Staff cars for dealership employees

There are no payouts applicable in captive leasing. However, if
a dealer wants payout, the lease rentals can be worked out to
accommodate the same.

N2N Compendium 20

A. Dealer Demo Vehicles:

Dealers face challenges in cost management
and timely resale of demo cars. To
overcome these challenges, N2N
Leasing presents a solution
for Test Drive Cars.

Features of Dealer Demo Product: Description
Details

Registration Demo car to be registered in name of dealership.
It can also be registered in name of CEO or
director where higher registration tax is applicable
on company name.

Product tenure Minimum 2 years, 20000 kms per year, options
and mileage also available for 3/4/5 years - Only C form billing
options Demo vehicles are applicable under this option

Residual Value The option of predetermined market residual
value available depending on model / tenure and
Disposal other factors

Profit on resale Lease company takes responsibility to sell car at
of car end of tenure

Loss on resale In case of predetermined market residual value
of car product, lease partner to share profit with dealer
in 80:20 ratio (dealership: lease partner)

Lease partner to bear complete loss, if any

21 N2N Compendium

B. MMS Van Product / NMS Van Product:

With increasing demand for doorstep service, dealers need to put
additional funds for procurement of Maruti Mobile Support vans (MMS)/
Nexa Mobile Support (NMS vans). With the intent to support our dealers,
we have worked out an attractive MMS/NMS leasing option through N2N
Leasing. The following product includes both the MMS van and the MMS
equipment kit. Similar product is available for NMS vans also.

Features of MMS van product: Description
Details

Registration MMS van (Eeco) to be registered in name of
dealership. It can also be registered in name of CEO
or director where higher registration tax is applicable
for company name.

Product, tenure 1. 48 months, 75000 kms
and mileage 2. 60 months, 90000 kms
options Other options also available on request

Residual Value Market RV product is available as follows:
Disposal
For MMS van:
1. 33% RV* for 48 months, 75000 kms
2. 26% RV* for 60 months, 90000 kms

For MMS equipment kit: (estimated price 2.9 lacs)
1. Rs 30000 RV for 48 months
2. Rs 25000 RV for 60 months
*Depending on model/mileage/equipment kit

Lease Company takes responsibility to sell car at end
of tenure

Profit on resale In case of profit, sharing is dealer (80%) and lease

of car partner (20%)

Loss on resale Lease Partner will bear complete loss, if any
of car

N2N Compendium 22

C. Staff Cars for Dealership Employees

A product can be worked out with lease partners for dealership
requirement of staff cars for their employees.

D. Spare Part Distributers Van

To enhance Spare parts sale, concept of Mobile Retail Outlet has been
launched involving Eeco and Omni models. To make the costing more
economical, a lucrative car leasing proposal has been worked out with
our lease partner to help distributors efficiently manage the Mobile Retail
Outlet fleet.

Summary:
yy Key segments of N2N Leasing are retail leasing, corporate leasing and

captive leasing.
yy While corporates form the mainstay, exponential growth is expected

from retail leasing segment.
yy Retail leasing can be instrumental in enhancing dealership bottom-line

as dealer has opportunity to earn more per car in lease as compared to
loan or cash down purchase.
yy Customer retention is 100% through fleet management service, so
dealer earns margin on Maruti Insurance and assured service revenue
for the entire tenure of lease.
yy Through Captive leasing products, dealer develops operational efficiency
in procurement of vehicles.

23 N2N Compendium



Retail Retail Leasing
Leasing



2.1

Benefits of Retail Leasing for dealership

Through retail leasing, dealership has opportunity to maximise the
revenue from a vehicle during the tenure of the lease agreement.

Dealership receives payout from lease partner per vehicle as per below
criteria.

Criteria Payout*
Up to 4 cars 3.5%
5 cars or more 4.5%
*Payout schemes are subject to change.

Payout is calculated on basis of the total capitalised cost of vehicles.

Total capitalised cost is calculated as follows:
Total capitalised amount = e x showroom price without VAT + road tax and

registration + accessories – consumer offer
and discount

In addition to payout, dealership also receives additional income through
margin on assured insurance renewals and service retention. There is
opportunity for dealer to earn profits through True Value by buying and
selling leased vehicle at end of tenure.

27 N2N Compendium

A sample estimate of dealership earnings in Lease as compared with
Loan is shared below:

Dzire Vxi / New Delhi / Ex Showroom Price - Rs 5.99 lacs
(Dec 2016) / 100000 kms / 4 yrs

Revenue Loan Lease
Stream

Payout Rs 10000 Rs 22000
2% of 85% ex-showroom price
3.5% of 100% on road funding
(ex-showroom price + road tax
and registration + accessories

- discount)

Insurance Margin Rs 6000 Rs 7000
First year MI with 2 renewals First year MI with 3 renewals

Profit from Rs 23000 Rs 45000
Service 100% service retention
50% service retention
during the tenure

Accident Revenue Not assured Guaranteed business

Profit from Not assured Rs 6000
Exchange Assured opportunity

Total Profit Rs 39000 Rs 80000
Over and above dealer margin Over and above dealer margin

In above case, dealership earns double the amount in Lease as
compared with Loan.

N2N Compendium 28

Lease a Car Be a Star Incentive Scheme
In addition to above, N2N also offers
incentive for the entire sales chain in
form of “Lease a Car, Be a Star” incentive
scheme. This way, the entire sales chain is
motivated for converting cases to leasing
from alternate modes of purchase. In this
scheme incentive is disbursed on the spot
by the dealer and 50% of the amount is
claimed from MSIL. Claim process is explained later in this section of the
compendium. The scheme is as follows:

Dealership personnel Incentive*

DSE Rs 3000

Team Leader Rs 2000

Lease Champion Rs 3000

*Incentive schemes are subject to change

29 N2N Compendium

2.2

Role of Lease Champion

Lease Champion profile is created to be the key influencer in converting
cases to leasing at dealership. He is the single most important factor
in success of retail leasing. When target customer walks in, DSE should
pitch leasing to customer and close the case with guidance from Lease
Champion. The requirement for Lease Champion is as follows:

Lease Champion

Exclusivity 1 dedicated Lease Champion per outlet
Standards without any shared responsibility

Lease Champion should be as per set norms,
of Sales Manager level reporting directly to
Sales Head / GM of dealership

The guidelines for recruitment profile of Lease Champion are as follows:
1. Lease Champion should be an experienced individual (minimum 8 years)

with knowledge of basic email application and good communication skills.
2. He should have team handling experience. Relevant experience in

leasing will be an added advantage.
3. He should be conversant with common terms used in finance

(opportunity cost, depreciation etc.)
4. He should have exposure to car loan documentation process.

N2N Field team will evaluate nominated Lease Champion
candidates prior to detailed training and subsequent absorption
in Lease Champion role.

N2N Compendium 30

KRA of Lease Champion:
The key result areas for lease champion are as follows:

1. Target Achievement
a. Achievement of leasing target for dealership – 5 agreements and

5 cars per month
b. Minimum 25 customer visits

2. POP Availability and Placement
a. Ensuring right POP is displayed at prominent locations
b. Communication of incentive schemes to all DSEs
c. Ensuring N2N Leasing is included on Dealer POPs, posters etc.

3. Enquiry Management
a. Ensuring N2N Leasing is pitched at the time of enquiry for all

qualified groups
b. Receiving enquiries from Maruti Print Ad, follow-up of leads

shared by MSIL telecalling team
c. Enquiry updating in DMS

4. Documentation
a. Ensure complete documentation through DSE by using checklist,

ensure correct submission of documents for credit appraisal
with lease partner
b. Monitor DSE to ensure post-delivery documents are submitted
to lease partner within 48 hours of delivery

5. Co-ordination
a. Mobilizing dealer team members for N2N pipeline
b. Communication of targets and submitting plan to achieve targets
c. Ensuring PO from Lease Partner
d. Coordinating with team members for N2N Leasing awareness

events at Industrial/SME hubs

6. Training
a. Training of internal trainers
b. On the job training of DSE/TL during joint visits to customers

Dealer GM / CEO should review Lease Champion on
above criteria.

31 N2N Compendium

Support from MSIL
Lease Champion to receive following support:

Activity Support

Training and Special 2 day training program through SAT
handholding department, Refresher course, joint visits
with N2N Field Manager

Reviews and Monthly meeting with N2N Field Manager
Meetings and Lease Partner, Morning meetings
with DSEs

Incentive* Rs 3000 incentive per car (dealer
contribution – 50%)

*Incentive scheme is subject to change

N2N Compendium 32

2.3

Retail Leasing at Dealership

Dealership is responsible for the following activities to promote the
success of retail leasing initiative at showroom:

Showroom Visibility to be created in showroom with POP
visibility display and word of mouth by DSE

Awareness Awareness at every level from DSE to GM to
be ensured through training

Review Monitoring of performance through indicators and
Mechanism periodic review of Lease Champions by GM / CEO

Enquiry level N2N Leasing to be pitched to target customer at
scanning enquiry stage when various finance options are
being discussed

33 N2N Compendium

2.4

Dealer Service Level Agreement with Lease Partner

With the intent to provide clarity on operational issues and to facilitate
seamless working of leasing concept, Lease Partner and dealer to sign a
service level agreement. The SLA covers following areas:
1. Scope of work and obligations of dealer – lead generation,

delivering value added services like replacement cars, maintaining
service TAT, assisting in repossession of asset etc.
2. Obligations of Lease Partner – payout disbursement, assuming
associated risks, credit appraisal process, providing price lists and
MIS etc.

Payout to be disbursed by Lease Partner only after SLA is
signed by dealership.

N2N Compendium 34

2.5

Credit process

The process from document collection to release of payout from lease
partner is as follows:

Document Credit Appraisal Agreement
Collection from by LeasePartner Signing by
customer
customer

PO released by Delivery of vehicle Payment for
Lease Partner to to customer vehicle released
by Lease Partner
dealer
to dealer

Estimated Turn Around Time (TAT) for credit appraisal is 48-96
hours depending on profile, documentation and location of
customer

35 N2N Compendium

2.6

Miscellaneous Claim Processes

A. “Lease a Car, Be a Star” Incentive Claim Process

Currently, N2N Department offers incentive of Rs.
8000 to entire salesforce comprising of DSE (Rs
3000), Team Leader (Rs 2000) and Lease Champion
(Rs 3000) under the “Lease a Car, Be a Star” Scheme
to promote Retail Leasing. Dealer contribution
is 50% and rest is MSIL contribution. This scheme is subject to change
in future. The incentive is disbursed by dealer on the spot and MSIL
contribution is claimed as per following process:

Car is leased Incentive is Claim Claim is
through disbursed on document processed
the spot by to be sent to
dealership N2N Dept* by MSIL
dealer

B. Retail Leasing Discount Claim Process

To promote retail leasing at dealership, N2N offers additional discount on
all vehicles as a promotional scheme. Currently, the discount varies from
Rs 5000-10000 per model and is subject to change in future. Process is
as follows:

Car is leased Documentation Claim is
with retail is sent to N2N processed by

leasing discount Dept* MSIL
in addition to
consumer offer

*Following claim documents are required:
yy Request letter from the dealer
yy Invoice copy with discount figure
yy Insurance copy
yy Mail communication
yy Summary Sheet (detailed list of all vehicles)

N2N Compendium 36

C. Payout Claim Process

As per our current understanding with our lease partners, the payout
settlement by our Lease Partners is as follows:
1. 3.5% of funded amount up to 4 vehicles
2. 4.5% of funded amount for 5 vehicles or more

Process for claiming payout from Lease Partner is as follows:
yy Invoice to be filled and submitted to concerned lease partners
yy Annexure to be enclosed showing computation of Payout

Car is delivered Payout Payout is
documentation released by
with annexure Lease Partner
is sent to Lease

Partner

It is suggested that dealership claim the payout on a monthly basis.

D. Service Claim Process

The service claim settlement process is as follows:

Customer Customer visits Dealer gives
opts for Fleet workshop cashless service
Management

Detailed entry in Dealer sends Claim is settled by
N2N Portal in DMS covering note, with Fleet Management
hard copies of bills
by dealer if FMS and job cards with provider (Lease
provider is N2N Partner or MSIL)
warranty card to
FMS provider

E. Insurance Process

The insurance policy claim settlement is as follows:

Dealer gets the Dealer sends Claim is settled
insurance policy covering letter, by FMS provider
with Insurance
done for the policy number,
vehicle
client name
premium amount
to FMS provider

37 N2N Compendium

2.7

Promotion

Above The Line Promotion (ATL):

Through above the line promotion, MSIL N2N will target small business
owners and self-employed professionals in various media.

Below The Line Promotion (BTL):

Design for following will be provided to dealership by MSIL to create
visibility:
1. Leaflets
2. One pagers
3. Catalogues
4. Standees
5. Danglers
6. Table top tent cards
Additionally, sales tools will be provided by MSIL for the dealership
sales team as follows:
1. Flip Tools
2. FAQs (Frequently Asked Questions)
3. Sales Folders for Lease Champions

Dealerships to plan events and promotions in local industrial
areas and associations of self-employed professionals at
regular intervals to create awareness of lease product.

N2N Compendium 38

Corporate
Leasing

Corporate Leasing



3.0

Corporate Leasing Process

Corporate Leasing among PSUs and logistic companies has been the
mainstay for N2N Leasing since inception. We plan to maintain and
further enhance our reach and penetration among Corporates.

N2N Leasing’s unique offering for Corporates:
yy The widest range of cars – N2N Leasing caters to entire portfolio of

Maruti Suzuki
yy A dealer network spread across the length and breadth of the country
yy Competitive lease rentals
yy Personalized service support

Benefits of leasing Corporate Fleet through N2N Leasing:
yy N2N leasing entails off balance-sheet transaction
yy Zero Down payment - No blocking of funds
yy Long term accurate budgeting
yy Complete Fleet Care – all scheduled and unscheduled maintenance

covered
yy Choice to keep or return the vehicle at the end of lease tenure
yy Tailor made Chauffeur Management Services & vehicle tracking

facilities
yy Customized Value Added Services

Benefits of corporate leasing for dealership:
1. Opportunity of getting associated with big corporates (bulk orders)
2. Service revenue maximisation during tenure of lease
3. Margin on insurance renewals during tenure of lease

4. Increase in base of repeat purchase customers

41 N2N Compendium

The process for corporate leasing is as follows:

Identifying and Dealer team to Dealer will
exploring leasing explain leasing communicate
requirement of requirement to N2n
concept to Field manager
corporates by customer and
dealer assess their needs

Joint visits
with N2N Field

manager if
required

Delivery of Submission of following:
vehicle - Introduction letter on N2N Leasing
- Presentation on N2N Benefits
- Commercial Proposal
- Tailor-made solution to be offered

Aligning single Agreement Query resolution
point of contact signing and formal

for service negotiation as per
requirement by requirement

dealer

Introduction of leasing at any big or small corporate is a major
policy change for them, therefore it involves top management
and multiple departments. Dealer may use local influence to
arrange meeting with top management for favourable results.

N2N Compendium 42

Captive
Leasing

N2N Leasing Opportunity



4.0

Captive Leasing

Being a progressive business owner, you are encouraged to consider
leasing as an option for procurement of captive vehicles (test drive cars,
MMS/NMS vans, MDS vehicles, staff cars etc.) thus minimizing cost and
improving processes.

Benefits of Captive Leasing Product for dealership:

1. Freeing up of working capital
2. Savings through leasing option
3. No risk of resale
4. Structured monitoring of demo cars
5. One stop shop for financing MMS/NMS van and equipment kit

Process for Dealer Demo product:

Dealer contacts Lease Partner Dealer accepts the
N2N Team for shares quotation proposal and credit
understanding the
with dealer appraisal is done
scheme

Agreement is
signed

Registration in Dealer procures
Lessor / Lessee vehicles through C

format form billing

Leasing is not possible on D-Form billed vehicles except for
Haryana for Demo vehicles / MMS / NMS vans / MDS vehicles /
Commercial vehicles

45 N2N Compendium

Process for MMS Van Product:

Dealer contacts Lease Partner Dealer accepts the
N2N Team for shares quotation proposal and credit
understanding the
with dealer appraisal is done
scheme

Agreement
is signed

Commercial Requisition of MMS/
Registration in NMS vehicle (Eeco)
Lessor / Lessee and equipment kit

format

N2N Compendium 46

Closing Note

This N2N Compendium has been designed with an aim to inform
you about the business potential and benefits of the various
segments of N2N Leasing which offers a sustainable model for
enhancing dealership profitability.

The dealership action plan for making N2N Leasing a success is as
follows:
1. Recruitment of exclusive Lease Champion
2. Ensuring N2N Leasing is reviewed within dealership regularly
3. Creating visibility in showroom with POP display and marketing

collateral
4. Lease option suitably offered to potential enquiries
5. Submitting N2N proposals to all Corporates for B2B purchases in the

area

To help dealership realise the above objectives and implement the
action plan, our field team is in place. The contact details of N2N Field
Team are being shared for your ready reference:

Name Job Location RO Contact Email ID
Description Delhi N1A, N1B, Number
Nikhil Field N3, N5 7042197007 Nikhil.Kumar3@
Kumar Manager Chandi- N2, N4 maruti.co.in
Neha Field garh 8283886090 Neha.Gautam@
Gautam Manager Kolkata East maruti.co.in
Ankur Field 8093003040 Ankur.Kumar@
Kumar Manager Mumbai West maruti.co.in
Yogesh Field 9850802264 Yogesh.Gadre@
Gadre Manager Chennai South maruti.co.in
Hari Field 7738009190 HariPrabu.S@
Prabu S Manager maruti.co.in

We wish you the very best in this endeavour.

Regards

Maruti Suzuki India Limited
Plot No. 1, Nelson Mandela Road, Vasant Kunj, New Delhi - 110070
For any further details you can contact: [email protected]/ 11 - 46781028