DLL Says Buyer Behavior Knowledge Can Improve Pre-Owned Solutions
FEB 16, 2016 - 7:36 am
DLL launched its fourth whitepaper, which explains how companies can improve pre-owned solutions by understanding buyer behavior.
In order to gain insights into pre-owned buying behavior, DLL conducted a survey toward a substantial number of customers that have leased pre-owned assets through DLL in the Dutch construction, transportation and agriculture industries.
DLL’s research concluded that factors driving organizational buyers to acquire pre-owned products are the price-quality ratio, available funds for investments and value depreciation. The latter is less for pre-owned products, as a significant part of the investment value is already lost to depreciation when the asset leaves the showroom. Additionally, immediate availability and the level of flexibility and asset knowledge are guiding buyers towards pre-owned products, even as the level of risk associated with the purchase decision would appear greater.
“Based on these findings we advise manufacturers and dealers to approach new- and pre-owned buyers differently,” said Rob van den Heuvel, senior vice president of Global Asset Management at DLL. “Taking into account their needs, and as such, perceived objectives will positively contribute to their ultimate expected buying behavior. Our whitepaper presents six focus areas that potentially support manufacturers and dealers in anticipating the behavior of pre-owned asset buyers and thus might support our partners’ business, which is always our ultimate goal. Although new and pre-owned buyers are often compared as separate entities, it is important to realize that these aren’t exclusive titles. The truth is that the new and pre-owned buyer is often the same person purchasing a mix of assets, over time and varying needs, that best supports their business”.
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