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itemprop="itemListElement" itemscope itemtype="http://schema.org/ListItem"> <span itemscope itemprop="item" itemtype="http://schema.org/Thing" itemid="#3"> <span class="easy-breadcrumb_segment easy-breadcrumb_segment-3" itemprop="name">Features</span> </span> <meta itemprop="position" content="3" /> </span> <span class="easy-breadcrumb_segment-separator"> » </span> <span itemprop="itemListElement" itemscope itemtype="http://schema.org/ListItem"> <span itemscope itemprop="item" itemtype="http://schema.org/Thing" itemid="#4"> <span class="easy-breadcrumb_segment easy-breadcrumb_segment-title" itemprop="name">“Remarketing was made for AI”, Forum hears</span> </span> <meta itemprop="position" content="4" /> </span> </div> </div> </div> </div> </div> </header> </div> <div id="page"> <div id="main"> <div id="left-content"> <div id="content" class="column" role="main"> <a id="main-content"></a> <article class="node-780313 node node-features node-promoted view-mode-full view-mode-full clearfix" about="/en/remarketing/europe/features/remarketing-was-made-ai-forum-hears" typeof="sioc:Item foaf:Document" data-uid="50" data-contentGroup1="auteur-Frank-Jacobs"> <header> <span property="dc:title" content="“Remarketing was made for AI”, Forum hears" class="rdf-meta element-hidden"></span> </header> <div class="required-fields group-image field-group-html-element"><div class="field field-name-field-image field-type-image field-label-hidden "> <div class="field-item even field-item-first field-item-last field-item-0"><div style="background-image: url("https://www.fleeteurope.com/sites/default/files/styles/headlines_width_850/public/field/image/fed24-2311-0343.jpg?itok=oq5G7D3v");" class="single-image-background"></div></div> </div><div class="field-ct field-ct-transliterated field-ct-features">Features</div><div class="addthis-wrapper"> <div class="addthis_inline_share_toolbox" data-url="" data-title="“Remarketing was made for AI”, Forum hears" data-description="Put the warm bodies of 330 remarketing professionals in a room air-conditioned alla Milanese , and you get a Fleet Europe Remarketing Forum that was at times steamy, but always sizzling: with..." data-media="https://www.fleeteurope.com/sites/default/files/field/image/fed24-2311-0343.jpg"> </div> <div class="label-share"> <span>Share</span> </div> </div> </div><div class="required-fields group-content field-group-html-element"><div class="field field-name-field-published-date field-type-datetime field-label-hidden "> <div class="field-item even field-item-first field-item-last field-item-0"><span class="date-display-single" property="dc:date" datatype="xsd:dateTime" content="2024-10-24T10:15:00+02:00">24 Oct 24</span></div> </div><div class="field field-name-title-field field-type-text field-label-hidden "> <div class="field-item even field-item-first field-item-last field-item-0"><h1>“Remarketing was made for AI”, Forum hears</h1> </div> </div><div class="field field-name-field-tags field-type-taxonomy-term-reference field-label-hidden multiple "> <div class="field-item even field-item-first field-item-0"><a href="/en/tags/fleet-europe-remarketing-forum" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Fleet Europe Remarketing Forum</a></div> <div class="field-item odd field-item-last field-item-1"><a href="/en/tags/fleet-europe-days" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Fleet Europe Days</a></div> </div><div class="field field-name-body field-type-text-with-summary field-label-hidden "> <div class="field-item even field-item-first field-item-last field-item-0" property="content:encoded"> <p><strong>Put the warm bodies of 330 remarketing professionals in a room air-conditioned <em>alla Milanese</em>, and you get a Fleet Europe Remarketing Forum that was at times steamy, but always sizzling: with actionable insights, thought-provoking presentations, and incisive debates. </strong></p> <p>The over-arching theme for the Remarketing Forum 2024, which took place on 23 October, the first of the two Fleet Europe Days 2024 in Milan, was ‘The Remarketing Shift & Electrification Dilemma’.</p> <h2>Three axes</h2> <p>The event, which has tripled in size since its debut in Hamburg in 2014, was also better than ever, if we can depend on a random sample of attendee opinions, and our own impressions. Loosely structured around three axes – Smart Sales, AI, and Electrification – the Forum scratched the industry where it itches. </p> <p>Common thread: change is critical. Or, as event moderator <strong>Johan Verbois</strong> worded it: “If you’re going to continue doing things like before, winners will turn into losers.”</p> <p><img alt="" src="/sites/default/files/fed24-2311-0062.jpg" /><em>Bigger and better than ever: the 2024 Fleet Europe Remarketing Forum.</em></p> <p>Perhaps the best summary of the state of AI in remarketing came from <strong>Pascal Seeger</strong>, Global Remarketing Director at Arval, in an interview at the start of the sessions: </p> <p>“Remarketing is predestined for AI. It’s an industry that works with a lot of data and that generates a lot of transactions, both of which invite automatization. And remarketing is about finding the right car for the right customer, and about working with a lot of different use cases. That is where the decision-making power of AI comes in.”</p> <h2>Battery anxiety</h2> <p>In the first of several pitch and debate sessions, <strong>Raimund Brandstätter</strong>, CSO at Aviloo, revealed the results of a survey among close to a thousand European consumers willing to buy EVs. “Battery anxiety is an obstacle for buying used EVs. Not only do 63% see low battery state of health as an obstacle, 68% feel the same about the risk of a defective battery.” </p> <p>The answer: independent battery certification: “82% of those considering buying a used EV say this would convince them. Even more 57% of those considering buying a new EV said it could help convince them buy a used EV.” And, because money talks best: “Customers are willing to pay at least €510 more for a used EV with an independent battery certificate.”</p> <p><em><img alt="" src="/sites/default/files/fed24-2311-0159.jpg" />Jon Bulloch, Carsten Kaufmann (both Indicata) and Michael Fromm (Sixt); right: presenter Johan Verbois.</em> </p> <p><strong>Michał Araszkiewicz</strong>, Head of Product at Exacto Group, showed the amazingly advanced state of technological possibilities for enhancing used vehicle promotions, by adding virtual salespeople. But in a sign that the industry is reaching a more mature and nuanced attitude to AI, he also noted: “Not all processes are worth digitizing”. </p> <h2>End of the pricing manager</h2> <p><strong>Bertrand Chataing</strong>, COO, and <strong>Gregory Reboux</strong>, COO and CFO, both of Autobiz, asked a provocative question: Is this the end of the pricing manager as we know it? With an average remarketing margin of about €900 per vehicle, an average remarketing team of between 14 and 30 people, and an increase in challenges, not least electrification, only two solutions are available to remain profitable: increase margins, or reduce staff.</p> <p>Pricing is just one of many areas that can be automated and accelerated – both increasing margin and reducing personnel cost – but that doesn’t mean the pricing manager will disappear entirely: “Their role will be like that of a surgeon: using AI to focus only on the things that really matter.”</p> <p>Sales doesn’t get much smarter than the idea around which Autorola and Sixt are collaborating - pro-active defleeting. But smart isn’t easy. “It’s challenging the traditional model of running a fleet, which is reactive”, said <strong>Jon Bulloch</strong>, European Business Development Director at Indicata, an Autorola Group company. </p> <p>Defleeting vehicles when and where their resale value is optimal is “thinking about what we should do, before it happens”, said <strong>Carsten Kaufmann</strong>, European Business Development Director at Autorola. </p> <h2>Step by step</h2> <p>“Pro-active defleeting means we can plan much better, and making decisions is easier,” said <strong>Michael Fromm</strong>, Vice President Remarketing Europe at Sixt. “But we’re just at the beginning of this journey. We need to test and learn. We have lots of ideas for the future, but unfortunately, you can’t build a house by starting with the roof. So we’ll take it step by step”. </p> <p>Smarter Sales Ahead: the title of <strong>Phil Robson</strong>’s presentation sounded like a promise, or a warning, depending on whether you think you can keep up with the five-point advice he shared. The International Director of Operations for Cars2click offered a conservative calculation of the untapped opportunity in cross-border remarketing in Europe today: €2.15 billion. </p> <p><em><img alt="" src="/sites/default/files/fed24-2311-0364.jpg" />The Remarketing Forum had its own Remarketing Village, sizeable and well-attended.</em></p> <p>What you need to tap in? Among others, a talent for “being the expert of the boring”, including the complex landscape of registration taxes across Europe, logistics, and above all: compliance. Non-compliance risks damaging your reputation, causing legal problems, and worse. </p> <h2>Software company</h2> <p>Last year, <strong>Johan Sundstrand</strong>, CEO of Phyron, made global headlines by predicting that “AI will sell cars in 2025”. A lot has happened in the past 12 months. AI has gotten even better. But we’re also learning to manage our expectations about what it can achieve. “About 80% of all AI projects will fail. That’s double the rate of non-AI projects”, Mr Sundstrand pointed out. Why? Many reasons, but basically: “You need to become a software company first for AI to work for you.”</p> <p>Mr Sundstrand presented an example of a dynamic car ad, with lots of twirling, flashing and moving going on. Is this the future? It is, if Mr Sundstrand’s three kids are anything to go by: “They don’t click on anything that doesn’t move”. </p> <p>In a debate on AI closing the first half of the day, the panelists pointed out how far AI has already come. “There’s a huge difference in adoption just in the period from last year to now,” said <strong>Maarten Bekkers</strong>, CEO and founder of Autochat, and the winner of last year’s Remarketing Innovation Award. </p> <h2>Battery Health check</h2> <p><em><img alt="" src="/sites/default/files/fed24-2311-0413.jpg" />Luis Maria Perez-Serrano, turning over a new leaf at CARA.</em></p> <p>“AI is involved in almost every step of the remarketing chain,” said <strong>Grainne van Berkum</strong>, President of Openlane, also lauding the qualities of Gretchen, the AI assistant that will soon be rolled out to all the company’s customers. </p> <p>So, what’s next for AI in remarketing? “In a word, hyperpersonalisation”, said Mr Sundstrand. “It still takes too long to buy a car”, said <strong>Guido Savi</strong>, Business Development and New Concept Director at Macadam. </p> <p>After lunch, <strong>Luis Maria Perez-Serrano</strong>, the new chairman of the European Car Remarketing Association (CARA), gave a short update on the direction of his organization – focusing on CARA’s battery health check certification, just one highlight among the many that CARA members had been presented with a day earlier at the association’s General Assembly, the first under the capable direction of Mr Perez-Serrano. </p> <p><em><img alt="" src="/sites/default/files/fed24-2311-0430.jpg" />Dr Christof Engelskirchen (Autovista)</em></p> <p>Next up, Dr <strong>Christof Engelskirchen</strong>, Chief Economist at Autovista Group, gave a sobering forecast about the state of residual values for battery-electric vehicles: “BEV RVs will come under more pressure next year, not less. Over time, greater range and more affordable models will help. But not next year.”</p> <h2>Transport is the problem</h2> <p><strong>Stef Cornelis</strong>, Director Electric Fleets at Transport & Environment, gave a frank assessment of the state of decarbonization: “Transport is not a problem, it is the problem. It is the only major sector in which emissions have not gone down since 1990.”</p> <p>As the most efficient and cheapest solution, BEVs are the obvious solution. And corporate fleets are the obvious platform to push the introduction of BEVs, considering they represent 74% of the emissions of new vehicles in the EU. “But counter to general perceptions, corporate uptake of BEVs is actually lower than in the private sector in most countries. Belgium is a notable exception, for three reasons: tax, tax, tax.”</p> <p><em><img alt="" src="/sites/default/files/fed24-2311-0437_0.jpg" />Stef Cornelis (Transport & Environment)</em></p> <p>One solution to the vexed problem of getting more bums on BEV driver’s seats may be to lease and re-lease them. And second-hand BEV leasing is exactly what Lizy does – and with some success. “Six years ago I started a car leasing company, without any prior experience in cars, or in leasing”, said <strong>Sam Heymans</strong>, the company’s CEO. “I think that has actually helped me look at this business with fresh eyes.” </p> <p>In a closing discussion, the panel was fairly unanimous that it was up to the remarketing industry to take action to create the conditions for speeding up the electrification of the used market. “It’s easy to fall into the trap of waiting for others. We should ask: What can we do”, said <strong>Jesper Lyndberg</strong>, Country Manager at Alphabet Denmark. </p> <p>Creating change is not just about incentivizing BEVs, “it’s also about disincentivizing ICE vehicles”, added Dr Engelskirchen. </p> <p><strong>Ian Hucker</strong>, COO at Hyundai Capital Europe, pointed out that “in 2025, stricter emission standards come into force. Achieving those will be a real challenge for the OEMs.”</p> <p><em>Image: Fleet Europe</em></p> <p><a href="https://photos.nexuscommunication.be/fleeteuropedays2024-milan/"><em>Click here for more pictures of the 2024 Fleet Europe Days.</em></a><br />  </p> </div> </div> <div class="author">Authored by: <b>Frank Jacobs</b></div><div class="field-regions-with-themes field-name-field-channels"><div class="field-item"><a href="/en/themes/new-energies">New Energies</a></div><div class="field-item"><a href="/en/themes/remarketing">Remarketing</a></div><div class="field-item"><a href="/en/regions/europe">Europe</a></div></div></div><span property="dc:title" content="“Remarketing was made for AI”, Forum hears" class="rdf-meta element-hidden"></span> </article> </div> <div class="region region-content-footer"> <div id="block-bean-marketplace-link" class="block block-bean"> <div class="entity entity-bean bean-block-image clearfix" about="/en/block/marketplace-link" typeof=""> <div 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