Mobility card provider XXImo is in buoyant mood, expanding both geographically and via an increasingly sophisticated network of alliances and services – which are highly adaptable: “We recently added CNG refuelling locations to our app, even though the main trend is towards electric”, says Marco Nederveen, the company's Head of Business Development.
The potential of the XXImo card is vast. “In principle, you can use it for any type of service which you can pay by Visa. This includes fuelling up or charging your electric vehicle; paying for a taxi, rental car, shared car or even shared bike; hotels, trains and airplanes; flexible workspaces; food and drink... I'm probably forgetting a few options. But in short, anything the modern business traveller might need for their trip”.
How big is XXImo these days?
“We currently manage 150,000 mobility cards, most of those in our first market, the Netherlands, then followed by our other markets, Belgium and Germany respectively. The next country where we will open shop is France. But the XXImo card itself is truly pan-European and can be used in up to 27 European countries – anywhere you can pay by Visa”.
The idea is that fleet owners and managers can follow the expenditure on those cards via a portal.
“Yes indeed. The card eliminates the need for individual receipts and offers a convenient overview of travel expenses. For the user, the convenience is that the card, via the associated app Milo, gives a clear picture of the services and locations for which the card can be used, and what the budget is. Those services are tailor-made: the user only sees what he has access to. For example, if I drive a diesel, I won't need to see EV charging stations”.
Talking about fuel: which trends are you witnessing with your clients?
“More and more of our clients are using our guidance on price. Our fuel network is not divided by brand, but by price category. Larger companies especially are directing their drivers to fuel stations in the lower price range”.
“Another trend is the slow but steady rise of electric vehicles. We, our competitors and our clients are already preparing for a large increase in the number of EVs in 2018, 2019; we think the market introduction of the Tesla Model 3 will be a game-changer. But also remember the recent announcement by Volvo that they will only manufacture electric or hybrid vehicles from 2019. So, fleets are preparing for the coming electric wave”.
XXImo already has wide coverage. Yet you recently concluded partnerships with Tamoil and Q8. Why?
“Indeed, in the Netherlands we cover 85% of all fuel stations, in Belgium and Germany we are at about 93%. But we see that our customers are used to multibrand fuel cards, so we aim to offer the best of both worlds: on the one hand, a network that is as large as possible, and on the other hand, the ability to offer reduced prices and other great conditions. The recent partnership with Tamoil in the Netherlands has allowed us to add 200 more petrol stations to our network. With Q8 we now have a partnership in Belgium. We are really happy that Q8 selected our platform for the development and rollout of their Mobility Card.”
Will you continue to expand your services and partnerships?
“Yes, if we feel that it adds value to our customers. And also in response to the business model of fuel stations, which is changing before our eyes. Revenue is coming more from the retail shopping than from fuel itself. This explains why Shell recently announced they would install EV chargers at their fuel stations: so EV drivers can come into the shop to get a sandwich and a coffee”.
And will your own business model change – from fuel management services to pure mobility consultancy?
“But that is something we're already doing: advising companies how best to use the many options offered by the XXImo card. Our card facilitates the introduction of a mobility budget – in fact, that may be why we notice some hesitancy in Belgium towards the mobility card, because of the ongoing debate there about the introduction of the mobility budget. But the rule is clear: you can have a mobility card without introducing a mobility budget, but you can't have a mobility budget without a mobility card”.