Transforming European Vehicle Remarketing Performance
Restoring financial control, management accountability and operational oversight within a major European leasing and rental organisation.
The Challenge
A major European vehicle leasing and rental organisation had incurred significant financial losses arising from structural weaknesses in financial controls, deficiencies in audit and governance processes, and management-level financial irregularities.
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The issues exposed gaps in financial oversight, operational accountability and the effectiveness of established control mechanisms.
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The client required an independent assessment of the underlying causes, followed by the development and implementation of a consistent governance framework across its European operations.
Our Approach
USD Consulting assembled and led a specialist project team to undertake a detailed assessment of remarketing performance, technology and organisational capabilities.
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The review covered:
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Performance benchmarking: Five years of remarketing transactions, comparing achieved sales values at individual vehicle level, stockholding periods and disposal lead times.
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Channel effectiveness: Analysis of vehicle sourcing channels, including fleet, leasing and rental, alongside disposal channels such as franchised dealers, independent dealers, brokers and wholesalers.
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Cross-border opportunities: Assessment of price differentials and opportunities to maximise returns through international vehicle distribution.
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Systems and processes: Country-by-country review of technology platforms, operational practices and opportunities for standardisation.
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Future operating model: Development of a phased Target Operating Model, implementation roadmap and detailed investment business case.
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The analysis identified where changes to sales channels, pricing, processes and organisational structure could improve performance and unlock additional value.
The Outcome
The client's management approved the findings and the proposed transformation programme was implemented.
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The resulting operational changes delivered improvements in remarketing performance, with vehicle sales prices increasing by up to €2,500 per vehicle in priority markets.
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The programme demonstrated the commercial value of coordinated remarketing, improved channel selection and more effective use of international market opportunities.