A common theme among buyers and remarketers of surplus assets is the importance of collecting accurate and timely data on those assets that you are looking to dispose of, which sets you up for success when attempting to sell those assets. As a large direct buyer of used fleet vehicles and equipment, the author strives to help clients understand their options when it comes to getting used inventory off the books. Some insight and experiences from the buyer’s point of view will hopefully help sellers have a better understanding of what companies look for when providing an assessment on any given asset. Fleet Vehicle Outlook. With the current economy on the rebound, we’re going to see the used vehicle market start to transition to more of a buyer’s market over the next 2-3 years as vehicle production has returned to pre-recession levels, leading to more used inventory in the marketplace for dealers. With more vehicle inventory in the market there will be a return to market normalcy with buyers having more vehicles to choose from, given a more normal supply and demand. Better Data Brings Bigger Returns. When we as buyers have two identical units to choose from, we are always going to pay more for the unit that has the best description and photos, just like any buyer in the market for a used car would. The better information you are collecting on those vehicle assets and pushing to your buyer base, the more success you will have when it comes time to sell. The information and data that is collected will clearly coincide with your rates of return when it comes time to dispose of those assets. The determining values for a typical fleet vehicle include make and model, obviously, but also age, condition, mileage, mechanical condition or issues, additional equipment and location. There is a “triangulation of value” that includes market results, past sales history and “the books” – the values as published by the major automobile valuation companies such as Kelley Blue Book, Edmunds, NADA and others. As technology continues to evolve, more vehicles are being sold online in comparison to “in-lane” at the auctions. Buyers are becoming more comfortable purchasing and bidding on these assets in an online environment as better and more uniform information is collected on these vehicles being taken to market. In order to keep your assets relevant and maximize your returns, the information you collect needs to be accurate and, most importantly, portable so you can share this data with your buyer base. New technology developed over the past year enables sellers to collect this data from anywhere in the field with mobile applications that can walk your drivers or branch managers through a quick, mobile condition report, which collects all of this vital information so you know what you are selling and then can push that to your buyer base. In short, when selling fleet vehicles and equipment, it’s all about having consistent, accurate and portable data. The more DATA you have and better DATA you have, the more outlets you have to sell. The more DATA you have, the easier it is to sell. And the more DATA you have, the better return you will see on your assets. This is a brief recap of a presentation made at the 80th Investment Recovery Seminar by Rich Mallek as part of a Commodity Roundtable. – Rich Mallek, Director of Business Development, FLD, Inc. rich.mallek@fleetlease.com 561.266.8512