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Roelof Hansman, Managing Director for Central Eastern Europe at MHC Mobility, shares how more than 25 years in the fleet and leasing industry have shaped his view on remarketing.
During the liquidity crisis in Germany, he saw how quickly residual values could drop. “The first loss is the best loss,” his operations director taught him, a principle he still applies today. Waiting for better prices may sound logical, but ongoing depreciation usually makes it an expensive gamble.
Why speed and clarity are crucial
Roelof highlights that effective remarketing relies on speed and clear KPIs. “When you think prices will improve, they usually won’t,” he says. According to him, a team only performs well when people truly understand the business. “You can have fantastic tools, but without people who understand the business, you’ll struggle.”
His remarketing colleagues play a vital role. They know the market, understand pricing levels and know which buyers and systems can be trusted.
A streamlined process from contract to sale
Roelof stresses that a smooth, integrated process is essential. “From the moment a contract ends to the moment the money is received, everything needs to flow.” Only then can you scale efficiently, make faster decisions and apply new technologies like AI without adding complexity.
Why MHC chooses CarCollect
Because MHC Mobility is smaller than many global players, building their own remarketing platform simply isn’t viable. “Working with CarCollect gives us the opportunity to scale country by country without heavy investment,” Roelof explains.
CarCollect provides exactly what his region needs, transparency, scalability and a platform that grows with their ambitions.
Working with a partner who truly supports you
Roelof’s team consistently shares positive feedback about the collaboration. “The cooperation between your team and mine is very good,” he says. The support from CarCollect is described as personal, fast and solution-driven. The collaboration with Robin stands out in particular. “When we were looking for a solution to get Hungary going, Robin was extremely helpful, and you jumped in immediately as well.”
