What if the future of EV salary sacrifice isn't new?
Twelve months ago, when Zenith launched a used salary sacrifice proposition, there was one question hanging over the industry: Would employees embrace a used vehicle through a scheme traditionally associated with brand-new cars?
The answer has been a definitive yes.
What started as an opportunity to help address a major challenge facing the market today - accessibility to electrification - has become something much bigger. At a time when affordability remains under pressure, used salary sacrifice is proving that more employees can benefit from the advantages of driving an EV without compromising on experience, service, or vehicle quality.
Market gap that became an opportunity
Like many fleet providers, Zenith saw two clear challenges within the salary sacrifice market.
The first was affordability. While salary sacrifice continues to offer significant tax advantages, some employees were still finding their preferred vehicles out of reach when ordered new.
The second was availability. Although supply chains have improved considerably since the disruption of recent years, delivery times remain an important factor for employees who increasingly expect quick access to a vehicle.
By introducing fully maintained used vehicles into the salary sacrifice model, Zenith found a way to address both challenges. Drivers can access lower monthly costs, often benefiting from higher vehicle specifications than they might otherwise afford, while also enjoying significantly shorter delivery times.
Demand has come from across Zenith’s customer base rather than being concentrated within a specific sector or demographic. The proposition has resonated with cost-conscious drivers, employees looking for a second household vehicle and those wanting to access an EV without the higher cost of a brand-new model.
Perhaps most tellingly, demand has remained strong even outside major customer launches, suggesting interest is being driven by the strength of the proposition itself rather than short-term marketing activity.
Changing perceptions of used EVs
For years, salary sacrifice has been closely linked with new vehicles, so some uncertainty around driver perceptions was inevitable.
What we've learned is that quality and confidence matter far more than vehicle age.
Drivers want reassurance that vehicles have been prepared to a high standard, supported by comprehensive maintenance and backed by a straightforward customer experience. We recognised that from day one and built the proposition around those principles.
Customer feedback consistently highlights two factors: the quality of the vehicles and the speed of delivery. To me, that reflects a broader shift in attitudes towards used EVs. Employees are recognising that a well-maintained used vehicle can offer many of the same benefits as a new one at a much more accessible price point.
Benefits beyond the driver
The advantages of used salary sacrifice extend far beyond individual employees.
For employers, lower-cost vehicles make schemes accessible to a wider proportion of the workforce, helping more employees benefit from the financial and environmental advantages associated with EV adoption. At a time when many organisations are looking for meaningful ways to support staff through ongoing cost-of-living pressures, that wider accessibility is particularly valuable.
There are important benefits from a fleet perspective too. Extending the life of vehicles within a managed ecosystem creates additional opportunities to maximise value, improve asset utilisation, and support sustainable fleet growth.
Looking ahead
One of the biggest lessons from the past year is that innovation doesn't always mean creating something entirely new. Sometimes it's about finding smarter ways to unlock more value from existing assets while solving genuine customer challenges.
Drivers value affordability, flexibility and faster access to vehicles. Employers value greater inclusivity and choice. Fleet operators benefit from stronger asset utilisation and extended vehicle lifecycles.
As the salary sacrifice market continues to evolve, used vehicles will become an increasingly important part of the conversation. The industry has spent years looking for ways to make EV adoption more accessible. Used salary sacrifice may not be the only answer, but it is proving to be a highly effective one.
And based on everything we've seen over the past 12 months, demand is only heading in one direction.
Supplied by REBA Associate Member, Zenith Vehicles
Headquartered in Leeds, Zenith has been a leader in salary sacrifice car schemes for over 25 years.
