Evaluating the attractiveness of the Brazilian market for car fleet remarketing

Our client

Our client is the largest vehicle remarketing business in Europe, with 5,000 employees and an annual turnover in excess of EUR 4 billion. It is specialized in physical and online auctions with and coordinates the sale of over 1 million vehicles per year in 12 European countries. The company sells on behalf of a wide range of vendors including fleet owners and small companies, leasing and finance companies, car dealers, car importers and manufacturers.

case 12

Background:

  • Our clients was holding a minority share of a car remarketing business in Brazil that was operating under its license and using its brand and technology.
  • It was considered to step up its footprint in Brazil and possibly acquire the majority of the local business.
  • In order to support this decision, the company asked us to evaluate the market and its future attractiveness.

Approach:

  • We evaluated the macro-economic development and profiled the Brazilian car market, its players, structure, size and trends with focus on fleet remarketing.
  • Consequently a market model was developed, reflecting the transaction flows of cars between the different segments and market players.
  • Relevant fiscal and auction-specific regulation for car transactions was analyzed
  • Finally, the attractiveness of different target clients was assessed and a recommendation for an appropriate go-to-market strategy given.

Outcome:

  • The attractiveness of the Brazilian market for car fleet remarketing was confirmed based on overall car market development, significance of fleets (companies and government, rental, repossessions, banks/leasing) and the needs of the fleet owners.
  • As result of our study, the client decided to acquire a majority of the Brazilian entity and invest into growing the business in Brazil and possible in a next step in other countries of Latin America.


 

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