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Re-engineering strategies to maximise the use of technology and optimise used vehicles sales
There is still much to be done to ensure that the European used car market reaches its full potential.
The automotive industry as a whole remains in a complex situation. The shifting supply and demand pendulum calls for newer
and more dynamic strategies from key remarketing players. Changes and market fluctuations in the new car business today, give
us an insight into the opportunities and challenges of tomorrow.
This year’s agenda highlights the key trends and market potential to help you ignite future profitability and business success.
Today those involved in the remarketing and used car arena must develop strategies as flexible and innovative as the industry
itself. This event continues to focus on the issues to prepare you and your team for that challenge.
Some of the key issues that will be explored this year in Frankfurt include:
• Designing a global approach to remarketing to improve
• Growth opportunities in the remarketing of LCVs and
the vehicle lifecycle value chain
Trucks
• Revising sales channels and route to market for optimal
• Analysing digital behaviour and employing the most
profit
effective approach to remain connected to your used
• Modernising residual value estimation to develop
vehicle customer
dynamic pricing strategies
• Best practices to maintain and move remarketing stock
An international executive summit with leading speakers including
Sebastian Fuchs
Director International
Used Car
Rui Ferreira
Vice President Fleet
Remarketing
Erdem Kizildere
Head of RAC Sales,
Remarketing & RV
Erik Boere
Head of Sales Used Vehicle
Development
Hugues Fabre
Managing Director West
Europe
Tim Albertsen
Deputy Group Chief Executive
Officer
Adrian Porter
Fleet Sales & Remarketing
Director
Ed Spitzer
Vice President European
Remarketing Director
Karima Benyaich Debiazi
UC Retail and ELV General
Manager
Manuela Pachoinig
Head of Leasing CEE
Coordination First Vice
President
Susanne Ruckdäschel
Project Leader Business
Development
Bram Stakenburg
Manager Used Trucks & Rental
Benelux
Jan De Vos
Manager Remarketing
Hans-Peter Kott
Rollout Coordinator Das
WeltAuto
Marcos Ortega
Head of CRM & Internet Iberia
Eric Lacouture, International
Key Account Manager
Pedro Arroyo, Networks
Director Spain
Steffen Schick
Chief Product Officer
Dean Bowkett Technical
Director & Chief Editor
Jörg Höhner
Global Business Director
Registration:
Peter Dietrich
European Sales Director
Fax +34 91 535 9804
David Gray
Head of Sales and Client
Management
Phone +34 91 535 7087
Diamond Sponsors
Email remarketing@engevents.com
Official Automotive
Manufacturer Partner
E.N.G.’s Vehicle Remarketing Summit, Day One: Wednesday 28th January 2015
08:00 Registration and welcome coffee
08:45 Opening remarks from E.N.G. and the Chairperson
Jean Thomas, Chief Executive Officer
MACADAM EUROPE
09:00 Case study
Infiniti: A new stakeholder in the EU used car market
33 The challenge of a young brand with limited used cars availability but
with some RV pressure as all stakeholders keep traditional mindsets
(need to have awareness, network, large structure, history, etc…)
33 Evolution of the premium new cars market, a chance for the challenger
premium brands to get better RVs & UC values: Established premium
brands that are fighting as mainstream OEMs increasing discounts
and taking the risk of decreasing the premiumness of their UC offer
(high discounts jeopardising RV / future UC values)
33 Developing a best in class program to engage and excite the used
cars customers in Europe: “Infiniti Approved UC label”
33 Finally, what is the roadmap and the key success factors to set up a
successful UC activity
Hugues Fabre, Managing Director West Europe
INFINITI
09:45 Partner presentation
The future is here: Experience the benefit of real-time
data and monitoring of the used car market, used car
prices and performance of your dealer network
33 Identify opportunities to increase your residual value
33 Know the “real” pricing strategies of your dealer network and protect
your residual values
33 Monitor your market share on the used car market
33 Used car KPI reports presenting stock turn, age of stock, pricing
strategy
Jörg Höhner, Global Business Director
Autorola
10:05 Market analysis
Shifting or Drifting? Using the current period of calm
in the market to better prepare for future storms
33 The challenge of no change and the danger of underestimating
potential future challenges and crisis points
33 Moving from a reactive approach to more active strategic planning in
context of the future landscape of the used car market
33 Finding opportunities to leverage current trends and gain competitive
advantage. What trends are worth building on now?
Hans-Peter Kott, Rollout Coordinator Das WeltAuto
VOLKSWAGEN
12:50 Networking lunch
14:05 Partner track
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Am I making the best use of my professional
Regional UC Manager?
Beyond a tick-box work ethic. What lies behind targets?
The guru… figure-head
Next revolution… Evolution. Impact on the UC Business
The Lone Wolf – Support from the OEM
Tool-box – Does he/she have what they need?
Options – a) Outsource service - Is it really so expensive? b) Invest
in training or c) Do both!
Bernard Asnong, Head of Division Auto Service
TÜV SÜD AUTO SERVICE, CONSULTING DIVISION
14:20 Case study
Remarketing B2B synergies – Creating partnerships
between OEMs and financial institutions
33 Building strategic alliances to reach new heights with the European
car market
33 Combining manufacturer sales channels with in-depth financial
expertise for business growth
33 Allowing each partner to play to their strengths in market analysis
and customer know how
33 Building dealer success and profitability with market leading
financial products for the used vehicle
33 Creating clear two way channels to move reclaimed assets and
create needed stock
Manuela Pachoinig, Head of Leasing CEE Coordination, First
Vice President
UNICREDIT
15:05 Case study
Successful used truck sales strategy: Enhancing
the B2B offering
33 Understanding the demands of used truck customers: Analysing the
impact of economic fluctuation on the decision-making process
33 Used truck sales at the dealer: Improving sales volumes and dealer
profitability through successful dealer-OEM cooperation
33 Offering value-added services and warranty to increase reliability
and trust in the used truck option
Bram Stakenburg, Manager Used Trucks & Rental Benelux
SCANIA
15:50 Chairperson closing remarks main session
15:55 Networking coffee break
10:50 Networking coffee break
11:20 Panel discussion
Evolving and modernising the approach to residual
values for remarketing players
33 The move towards a market by market approach
33 Developing internal strategies to develop your own residual value
determinations in balance with external data
33 How should new car selling use RV intelligently to balance both
revenue streams?
33 Moving from RV classification to dynamic pricing strategies
Panel Facilitator:
Bernard Asnong, Head of Division Auto Service
TÜV SÜD AUTO SERVICE, CONSULTING DIVISION
Panellists:
Adrian Porter, Fleet Sales & Remarketing Director
HYUNDAI MOTOR EUROPE
Rui Ferreira, Vice President Fleet Remarketing
HERTZ INTERNATIONAL
Steffen Schick, Chief Product Officer
EUROTAXGLASS’S
Jan De Vos, Manager Remarketing
KBC AUTOLEASE
12:05 Client case study powered by Cox Automotive
Identifying the best systems to develop an innovative
international platform to manage and optimise your
vehicle portfolio management process
33 How can OEMs and leasing companies optimise the management
and sale of vehicles through the on-fleet, de-fleet and remarketing
process
33 What data and functionality in this value chain is required to drive the
decisions to maximise asset value?
33 What are the benefits of linking remarketing activity to retail activity?
Sebastian Fuchs, Director International Used Car
VOLVO CAR CORPORATION
David Gray, Head of Sales and Client Management
COX AUTOMOTIVE
16:30 Workshops
Attendees will have the option to attend one of the following two
workshops. Please register in advance as each workshop is limited
to 50 participants on a first come first serve basis. The workshop
choices are:
Workshop A - Innovation in pricing
This workshop will involve several tables discussing pricing patterns and
strategies. Topics to be discussed at each table may include:
33 Correlation of price competition in the new car market and its
impact on the future of used vehicles
33 Establishing key factors for competitive pricing of new and used
vehicles in today’s climate
33 The impact of not getting your used pricing right
33 Determining known and forecasted external factors and its impact
on depreciation. What can you plan for now?
Dean Bowkett, FCCA, Technical Director & Chief Editor
EUROTAXGLASS’S
Workshop B - Maximising online used car sales and strategy
This workshop will offer the opportunity to share and develop ideas to
increase online sales opportunities in the sector. As above, participants
will break into groups to exchange ideas and make connections.
Topics explored may include:
33 Ensuring that your channel management is in line with customer
2.0
33 Making sure that used vehicle branding is part of the company’s
social media agenda
33 Catering to the demands of internet savvy shoppers
33 Sharing data between OEM/Dealer and other players to maximise
benefits of online contact
Marcos Ortega, Head of CRM & Internet Iberia
PSA PEUGEOT CITROËN
17:45 Close of workshop sessions
19:30 Networking dinner sponsored by
E.N.G.’s Vehicle Remarketing Summit, Day Two: Thursday 29th January 2015
08:15 Registration and welcome coffee
08:45 Opening remarks from E.N.G. and the Chairperson
Eric Lacouture, International Key Account Manager
DEKRA AUTOMOTIVE SOLUTIONS
09:00 Digital case study
‘Standing out in the crowd’: Remaining connected to
the used car customer in the digital world
33 The evolution of the knowledgeable car buyer via the internet and the
impact on the used car retail network
33 Responding to internet competition by building strategies to quickly
reach the customer with exactly what they want the way they want it
33 Instilling consumer confidence and brand power via the internet:
Encoring dealers to take active approach to online strategy
Karima Benyaich Debiazi, UC Retail and ELV General Manager
PSA PEUGEOT CITROËN
09:45 Partner track (B2B session)
12:30 Strategic insight
Introducing the Used Car Buyer: Understanding the
current mind-set of today’s car buyer in the context of
tomorrow’s marketplace
33 A look at buying behaviour today and how pricing, availability,
incentives and governmental implementations have shaped the
current consumer
33 How adaptable will the consumer be when today’s possibilities
become tomorrow’s unattainable?
33 Potential problems in the future from the short and long term incentives
being offered now
33 Seeing success in the used car business as a bridge to brand loyalty
for future new car sales
Peter Dietrich, European Sales Director
BCA Europe
12:50
14:05 Case study
Controlling the flow of young used cars going through
your network
B2B technologies and tools
33 This partner track will focus on the B2B technologies and tools in the
remarketing of vehicles
10:05 Strategic insight
Changing gears for optimal de-fleeting: Maximising
profit opportunities through new and existing sales
channels
33 Revising the balance of sales channels for new profit opportunities
33 Challenges and opportunities of de-fleeting to your user: Dealing with
competition and transparency.
33 Deciding between short and long term re-evaluation of sales channels:
Understanding trends vs actual demand
33 Choosing the right partners and methods to move de-fleeted stock
33 Re-evaluating time frames and costs of de-fleeting
Tim Albertsen, Deputy Group Chief Executive Officer
ALD INTERNATIONAL
10:50
Networking coffee break
11:30 Panel discussion
Formulating CRM systems in a time-challenged and
competitive used car market
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This panel discussion will address key factors that impact effective
CRM activity within the used car market
Meeting the challenge of effective targeting in an increasingly multichannel world and product focused consumer
Using tools and training at dealer contact points for better
implementation and a process driven approach
Employing consistency in your CRM activities across multiple
channels
Integrating used car CRM into the company CRM agenda
Panel Facilitator:
Eric Menoret, Regional Vice President Retail Network Solutions
Sales and Operations
MSX INTERNATIONAL
Panellists:
Ed Spitzer, Vice President European Remarketing Director
ENTERPRISE HOLDINGS
Marcos Ortega, Head of CRM & Internet Iberia
PSA PEUGEOT CITROËN
Pedro Arroyo, Networks Director Spain
DEKRA AUTOMOTIVE SOLUTIONS
Networking lunch
33 Strategies to increase the number of vehicles that re-enter your own
network
33 The price impact on the volume of vehicles that fall out of network
Erdem Kizildere, Head of RAC Sales, Remarketing & RV
Management
SEAT
14:50 Case study
Building a global remarketing strategy within the
truck sector
33 The impact of Euro 6 on the used truck market: The legislation as a
driver for sales
33 Specific legislative considerations for moving trucks outside of
Europe
33 Managing residual values and margin targets to local and global
markets
33 Using all streams possible to increase or retain stock within the
network
Erik Boere, Head of Sales Used Vehicles Development
Susanne Ruckdäschel, Project Leader Business Development
MAN TRUCK & BUS
15:35
Closing remarks from E.N.G. and the Chairperson
Farewell networking coffee
Thank you E.N.G. would like to thank all who have assisted with the research and
preparation of this event. In particular the speakers, sponsors and media
partners who have supported the event through direct contribution. For
further information, please refer to our website www.engevents.com
To register fax registration form to +34 91 535 9804 or email to remarketing@engevents.com - For more information +34 91 535 7087 or visit www.engevents.com
Vehicle Remarketing, 28 & 29 January 2015, Hilton Frankfurt am Main
Attendees at our previous summits include
Deputy CEO
ALD AUTOMOTIVE
E - Moblity Sales Director
ADAM OPEL
Chief Operating Officer
ALD AUTOMOTIVE
Sales Director New & Used
Vehicles
CHRYSLER
Head of UC
FIAT GROUP
AUTOMOBILES
GERMANY
Chief Executive Officer
ARVAL TRADING
Manager Used Car
Remarketing
FORD
Used Car Global Director
CITRÖEN
INTERNATIONAL
Managing Director
ALD AUTOMOTIVE
Senior Vice President
Operations
ATHLON CAR LEASE
Fleet Director
AVIS AUTOVERMIETUNG
Director European Fleet and
Remarketing
AVIS EUROPE
Business Development
Manager
BUSINESSLEASE
Executive Vice President of
International Operations
FRAIKIN
Chief Marketing Officer
Europe / Senior manager
Vehicle remarketing
DAIMLER
Director - European Fleet,
Remarketing and Used
Vehicles
OPEL/VAUXHALL
Remarketing Director
Europe
ENTERPRISE RENT A
CAR
Vice President Fleet,
Maintenance and Car Sales
Operations, Europe
HERTZ
International Fleet Director
EUROPCAR
INTERNATIONAL
Head of Business
Development
HYPO ALPE-ADRIA
GROUP
Deputy General Manager
Fleet and Remarketing
HYUNDAI
Manager Car Rentals and Used
Car Remarketing
NISSAN
General Manager Business
Development
KIA MOTORS EUROPE
Fleet and Remarketing Manager
NISSAN EUROPE
Manager Fleet &
Remarketing
KIA MOTORS EUROPE
Used Car Director
KULCZYK TRADEX
Senior Vice President Car
Remarketing Operations
and Procurement
LEASEPLAN
Manager Fleet Operations
FORD
Director B.U. CarNext
LEASEPLAN
Director European Fleet
Operations
MAZDA EUROPE
Head of Used Cars
PEUGEOT
International Preowned Car
Manager
PORSCHE
Head of Remarketing
SEAT
Director Volvo Business
Development/ Used Cars
Europe
VOLVO
Head of Global Account
Management
UNICREDIT LEASING
Director - European Fleet,
Remarketing and Used Vehicles
OPEL/VAUXHALL
Testimonials
The best place to keep up on the latest
developments in Remarketing Business and to
share views with experts & competitors.
Very well-organized event from ENG with
passionate speakers and exciting topics.
Specialist Fleet & Remarketing Sales
KIA MOTORS EUROPE
General Manager Fleet Europe
RENAULT
E.N.G. acknowledges the following sponsors:
Diamond Sponsors
Autorola offers cost efficient remarketing services based on online auctioning and automotive IT solutions. Autorola is represented in 17 countries
throughout Europe, in Turkey, Brazil and the US. Autorola employs more than 320 employees worldwide. Autorola has 70.000 buyers from 31 different
countries. Each year, Autorola handles 200.000 cars on the Autorola platform.
Autorola has no limits in scalability and all Autorola solutions can be scaled to fit any customer’s need.
BCA has grown to become Europe’s leading used vehicle marketplace operating in 13 countries, selling more than1 million vehicles per annum. BCA
acquired webuyanycar, the car buying service, in 2013.
Strong customer relationships with both our vendors and our buyers sustain a trusted multi-channel exchange that is fuelled by a heritage of operational
excellence and a portfolio of innovative physical and digital services.
As the new and used vehicle market expands, we are committed to meeting our customers’ needs through continuous development of our core proposition.
Launching market-leading financial, data and digital services combined with the European deployment of the webuyanycar car buying service will deliver
further liquidity to our exchange.
DEKRA Automotive Solutions, Service Unit of DEKRA Group and key component of DEKRA Automotive division, is an international company with
specialist skills in management of the defleet and remarketing of used vehicles. It has extensive experience in delivering bespoke Used Vehicle management
solutions to the automotive motor industry as well as rental and leasing companies.
DEKRA Automotive Solutions provides the widest range of services embracing all elements of used vehicle supply chain and unique services for automotive
distribution performance in new, used and after-sales. From rental or lease defleeting to professionalizing consulting and coaching for brand networks,
DEKRA Automotive Solutions offers the most efficient solutions. All of them are backed up by powerful and innovative IT tools, most of them becoming a
recognized reference.
DEKRA Automotive Solutions carries out operations in 20 countries and relies on DEKRA organizations in more than 50 countries worldwide. In Europe,
DEKRA Automotive Solutions manages over 600.000 vehicles, employs 1 000 highly skilled professionals and has the most extensive customer list.
Cox Automotive is a leading provider of vehicle remarketing services and digital marketing and software solutions for automotive dealers and
consumers.
Cox Automotive, a subsidiary of Atlanta-based Cox Enterprises, includes Manheim, AutoTrader.com, Kelley Blue Book, vAuto, NextGear Capital, and a
host of global businesses and brands serving customers such as auto dealers, manufacturers and financial institutions. Headquartered in Atlanta, Cox
Automotive employs nearly 24,000 employees in over 150 locations worldwide.
The company partners with more than 40,000 dealers, as well as most major automobile manufacturers, and touches over 67 percent of all car buyers.
Official Automotive Manufacturer Partner
Silver Sponsor
Bronze Sponsors
To register fax registration form to +34 91 535 9804 or email to remarketing@engevents.com - For more information +34 91 535 7087 or visit www.engevents.com
28 & 29 January 2015 - Hilton Frankfurt am Main
Vehicle Remarketing 2015
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E-mail
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Title
Name
Business Opportunities
A limited amount of exhibition space is also available at the forum.
Sponsorship opportunities covering luncheons, evening receptions and
advertising in documentation packs are also available. For further
details please contact:
Pam Walter, Business Development Director
+41 44 586 4590
pwalter@engevents.com
To Register
Position
E-mail: remarketing@engevents.com
Fax: +34 91 535 9804
Tel:
+34 91 535 7087
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This programme has been researched extensively and convened with
the cooperation of senior executives responsible for vehicle remarketing
in the automotive industry. It is specifically geared to OEMs, captive
finance, leasing, fleet, rental companies, dealers and distributors.
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Mobile
The executives that will realise the greatest benefit through
attendance are senior vice presidents, vice presidents, directors,
managers and heads of:
Complete Organisation Name
Company VAT Number
33 Vehicle Remarketing
Address
33 Used Car Strategy
Postcode
33 Fleet
City
33 Rental
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33 Operations
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Fax
33 Sales
Date
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33 Business Development
Conference Fee
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For the Tier 1 rate you must be registering from an Automotive OEM/ Independent
Dealer/Distributor/Bank/Captive/Rental or Leasing company
e 1995.00 + VAT
2 Day Tier 1 Fee**
e 545.00
Documentation Package
**Please note if a non-qualifying company makes a booking on this form, you will be charged
the full price of e2500 + VAT
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33 Telematics/M2M
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33 Delegates must be from the same company
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To register fax registration form to +34 91 535 9804 or email to remarketing@engevents.com - For more information +34 91 535 7087 or visit www.engevents.com