Multiple Channel Remarketing: Best Return on Investment

Ask any fleet manager to name their most pressing issues, and you’ll probably hear a common theme from most of them: control the lifecycle cost of the fleet. And that, of course, includes what happens at the very end of the cycle during the remarketing process.

“Our objective is to get the most eyes possible on the vehicle,” says Gus Xamplas, Donlen’s VP of Remarketing. “‘One size does not fit all’ when it comes to remarketing vehicles, so we utilize multiple channels to give us the most options. More exposure equates to higher dollars for our customers, and that’s always our main goal.”

Donlen’s remarketing group – recently named to Auto Remarketing’s Power 200 List of most influential companies – has developed a process where each car and truck achieves optimal balance between managing the time it takes to sell a vehicle and the selling price of the vehicle.

Gus went on to say, “One of the channels that companies may not know a lot about is employee sales. It’s actually one of the most effective ways to sell vehicles. Not only do employees view it as an added employee benefit, but it also helps companies to mitigate cost.”

Donlen’s employee sales site, ShopCompanyCars™, is unique in that it integrates seamlessly with FleetWeb® so employees have comprehensive vehicle information including maintenance history – but it can be branded with a company’s own logo.

Other benefits of employee sales include:

  • Receive one of the best returns on your investment
  • Employees purchase vehicles below retail value
  • “Buy now” option
  • Customize your process involvement and purchase parameters
  • Secure employee login and transaction management

Other Donlen Remarketing Channels

In addition to employee sales through ShopCompanyCars, Donlen utilizes other channels including:

Auction sales:

For maximum dollar return and fast turnaround, we are highly selective in the auctions that are used. Our national network consists of a mix of ADESA, Manheim, and independent auctions. Collectively, these vendors handle most types of fleet cars and trucks.

“Some in the industry regard auctions as the sale of last resort because vehicles usually don’t pass out of the auction without being sold. Fleet management companies rely heavily on their auction partners to get the remarketing job done quickly and efficiently. We’re often asked how we select our auction partners, and I can tell you that Donlen goes through an extensive selection process to identify the right auctions.” Read more about Donlen’s selection process in Auto Remarketing > Fleets and Remarketing: The Right Equation

Specialty auction sales:

For vehicles that are considered unique – sometimes based on condition or usage – Donlen uses specialty outlets. These vehicles include trucks, wrecked vehicles, construction equipment, and vehicles requiring specialized buyers. Donlen’s outlets include public auctions, equipment auctions, truck auctions, highline auctions, powersports, and salvage auctions.

Hertz Dealer Direct™:

Hertz Dealer Direct is an innovative online program designed to sell high-quality off-rental vehicles at incredibly competitive prices direct to dealers. The program provides the dealer with the ability to search for vehicles that are currently on rent, but are available for sale, as well as grounded vehicles that are immediately ready for purchase and pick up.

If you’d like more information about any of our remarketing services, please contact Gus Xamplas at 847-412-4995.

Remarketing Leaders: Past and Present

The September issue of Automotive Fleet shines the Spotlight on Key Fleet Remarketing Leaders: Past and Present. The article features “23 of the remarketing industry’s notable consignors who have had a hand in shaping and guiding the evolution of the commercial fleet remarketing industry” – including our very own Gus Xamplas. Way to go, Gus!

Remarketing Session: Green Fleet Conference

Be sure to check out this commercial fleet session during this year’s Green Fleet Conference, where Gus will be a panelist:

Maximizing Resale Values When Remarketing Hybrids and Other Alt-Fuel Vehicles
Tuesday, October 2, 2012
4:10 – 5:10 pm

Learn how to recoup as much of your investment as possible when selling your old units. Remarketing experts from several major fleet management companies will share proven strategies to help achieve the highest resale value for hybrids and other alt-fuel models. What you’ll take home: Proven strategies to achieve the highest resale value for hybrids and other alt-fuel models.

FleetWeb® Tips

Customize your FleetWeb dashboard quickly with these simple steps:

  • Type “dashboard preferences” into the FleetWeb Search field, located in the top right of your screen
  • Select “Donlen Dashboard Preferences” to open the preferences window
  • Set your preferences using the checkboxes and data fields
  • Click Submit


Upcoming Webinars and Conferences

Hertz Value Lease™: Join us to learn more about this groundbreaking new leasing alternative! Hertz Value Lease™ gives fleets an attractive alternative to a traditional, longer-term vehicle lease. Now, with access to the vast pool of quality Hertz vehicles, fleets can lease for a shorter time at lower cost.

See a live demo; register now
> Thursday, September 13, 2012; 11:00 am – Noon CDT

AFLA Annual Conference: Don’t miss this opportunity to network with your peers and learn about the industry’s hottest topics. Innovation: Shaping Our Future For Growth, September 10-12, 2012, Hyatt Regency Hill Country, San Antonio, Texas.



Discounted Rental Rate for AFLA Attendees

  • To book online, visit:
  • To make a reservation via phone, call:
  • Enter Convention Number (CV) discount code: 022Q5890

Rates vary depending on date of rental and vehicle type. At the time of reservation, the meeting rates will be automatically compared to other Hertz rates and you’ll be quoted the best comparable rate available.

> Detailed description of this offer (PDF)


Green Fleet Conference: Donlen is proud to be a Premier Sponsor for one of the industry’s leading events dedicated to fleet sustainability. Head to the Midwest for the annual Green Fleet Conference & Expo, October 2-3, 2012, Renaissance Schaumburg, Schaumburg, IL.


Driver’s Corner

You’re driving along a busy street or expressway and you see an accident scene up ahead. As you pass, you slow down and turn your head – just for a second – to see what happened. In that second, you don’t notice that the car in front of you has also slowed down or maybe even stopped. Now there’s another accident scene. A recent university study revealed that along with talking or texting on a cell phone, “rubbernecking” is among the leading causes of distracted driving accidents. Even if you don’t get into an accident, you’re endangering other drivers and slowing down traffic behind you. When you see an accident scene on the side of the road, if possible change to the opposite lane to give first responders and accident victims who may be out of their vehicles room. Avoid being another victim by avoiding rubbernecking.

And Finally…

And finally, speaking of auctions, the next time a 1957 Ferrari 250 Testa Rossa comes up in the lanes it can be yours for a mere $16M (yes, that’s million). The last one that was auctioned topped the list as the most expensive car ever sold at auction, selling in 2011 for $16,390,000. The rest of the top ten list of most expensive auction “bargains” range from $12M down to about $8M for a 1965 Shelby Daytona Cobra Coupe. We’re pretty sure none of these came from fleet. Sure are nice to look at though!
> Check out all ten here

Have a nice weekend. Safe travels.

Originally appeared in FridayFleet on September 7, 2012

About Donlen
A wholly owned subsidiary of The Hertz Corporation (NYSE:HTZ), Donlen (, with headquarters in Northbrook, IL, is the fleet industry’s most comprehensive and integrated provider of financing and asset management solutions. Since 1965, Donlen has offered its clients highly personalized and responsive customer service, and their workplace excellence has been recognized as one of Crain’s Chicago Business “List of 20 Best Places to Work in Chicago” each year from 2009-2011, a Leader on “The Global Outsourcing 100®” list by the International Association of Outsourcing Professionals (IAOP) for six of the last seven years, and a National Association for Business Resources “101 Best and Brightest Places to Work For in Chicago” each year from 2007-2012. Donlen’s innovation has been awarded with the Computerworld “2012 Honors Laureate for Economic Opportunity,” named to “2012 InformationWeek 500” for innovative technology; the Stevie® “2012 Gold Award for Business Intelligence Solution,” the Silver Award for “2012 Front Line Customer Service Team of the Year,” and the “2011 Corporate Environmental Responsibility Program of the Year.”