However, a recently-published independent
report on lessors’ fleet remarketing methods, commissioned by grs,
found that there were still significant savings to be made by many
when disposing of assets.

When questioned, many lessors will say that of
course remarketing is a highly visible cost centre, and of course
they take every possible step to minimise costs and maximise prices

Yet a quarter of respondents to the grs survey
said that they do not measure remarketing costs on an
asset-to-asset basis, with 35 percent reporting that they did not
keep track of refurbishment costs at all.

As the saying goes, “if you can’t measure it,
you can’t manage it” – so clearly, there is room for improvement

Asked about which remarketing costs are
accounted for, respondents reported auction fees and transport,
along with sales costs, as the most commonly measured items.

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But the results also showed that large numbers
of lessors are still not receiving a true and complete picture of
their remarketing operation’s success.

“It is surprising that, in an industry where
whole-life costs are so carefully calculated in the process of
acquisition, little analysis of true cost takes place during
remarketing,” the report noted, adding that two-thirds of
respondents said they were not able to estimate what the percentage
cost of remarketing as a proportion of overall operating costs came

This needs to change – you need to account for
every aspect of your business if you want to be successful.

Thankfully, many lessors have the required
appetite to improve their remarketing strategy, for example through

When asked what factors would cause lessors to
consider the use of additional remarketing channels, greater speed
(85 percent) and certainty of sale (95 percent) were the
overwhelming choices.

Cost reduction in the areas of refurbishment
(45 percent) and advertising (40 percent) were also on respondents’
minds. What about you? Why aren’t you looking at other remarketing

Whether working alone or with an outsourcing
partner, lessors of all sizes need take a good, hard look at their
disposal strategy during 2010 – this will not only benefit you and
your customers, but also the sector as a whole.

Jason T Hesse