McMillan Shakespeare Group (MMS) is expanding its relationships with major automotive brands as novated leasing becomes an increasingly important sales channel for new vehicles, particularly electric vehicles.
The salary packaging and fleet services group has strengthened partnerships with BYD, Denza, GWM, MG Motor and GAC Group, alongside finance relationships with Volkswagen Financial Services Australia covering brands including Volkswagen, Audi, Škoda and CUPRA.
Through its Maxxia, RemServ and Oly brands, MMS is positioning novated leasing as more than a finance product, connecting manufacturers, dealers, financiers and customers through an integrated vehicle purchasing and ownership journey.
Chief Customer Officer at McMillan Shakespeare Group, Antonia Albanese, said the strategy was focused on improving the connection between automotive brands and customers while making vehicle ownership more accessible.
“Novated leasing is becoming an increasingly important growth channel for automotive brands, particularly as consumers look for smarter ways to purchase vehicles and reduce cost-of-living pressures,” Albanese said.
For fleet and automotive businesses, the shift highlights the increasingly important role salary packaging providers are playing in vehicle distribution.
Rather than simply arranging finance after a vehicle has been selected, MMS says it works directly with OEMs on demand generation, customer education, dealership support and digital integration.
One of its longest-running automotive relationships is with Eagers Automotive, which is a major retail partner for BYD in Australia. The partnership, now entering its third year, has included customer acquisition, dealer engagement, digital integration and vehicle finance.
MMS has also formalised a direct partnership with BYD following a visit to the manufacturer’s headquarters in China and has been appointed a preferred leasing partner for premium BYD brand Denza as it enters the Australian SME market.
Eagers Automotive Executive General Manager Paul Warburton said the relationship demonstrated the growing importance of connecting OEMs, dealers and customers.
“MMS has become an important strategic partner, connecting OEMs, dealers and consumers through a highly effective novated leasing platform that continues to support growth across the automotive industry,” he said.
The expansion comes as novated leasing continues to grow. MMS reported a 7 per cent increase in novated leases during the first half of FY26.
Electric vehicles are playing a major role in that growth. According to figures cited by MMS from the Australian Finance Industry Association, novated leasing accounts for approximately 92 per cent of EV finance volume in Australia.
The National Automotive Leasing and Salary Packaging Association estimates the Federal Government’s Electric Car Discount has helped put more than 100,000 EVs on Australian roads, with battery electric vehicle market share increasing from 1.4 per cent in 2021 to 8.3 per cent in 2025.
For manufacturers, the rapid expansion of novated leasing means salary packaging providers are becoming an increasingly influential part of the route to market, particularly as more brands compete for EV and new-energy vehicle buyers.
Albanese said manufacturers were increasingly seeking partners capable of doing more than providing finance.
“They want partners capable of generating demand, supporting dealer networks, improving customer experiences and accelerating growth,” she said.
“By bringing together OEMs, dealer networks, financing solutions and digital capability within a single ecosystem, we are helping automotive brands grow while delivering greater choice, convenience and value for Australian customers.”
