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Martin Hendricks (EurotaxGlass International AG): “Data is the new currency”
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EurotaxGlass International AG is a leading provider of decision critical information and solutions for all areas of the European automotive community. Chief Operating Officer Martin Hendricks talks about specific product offers and offers details for the Fleet sector.
Fleet Europe: EurotaxGlass can be a solid partner in fleet, rental and leasing operations. Could you in plain words provide us with some additional information ?
Martin Hendricks: With over 70 years experience in providing data to the automotive sector we are able to fully understand the automotive market and meet the needs of our customers in all specific sectors. Customers are demanding greater service with faster and more accurate decision support. Data is the new currency, which enables businesses to react to their clients’ needs. For the fleet sector, we have a specific product offer that covers the whole lifecycle of a vehicle: Compare - provides local and international comparison of vehicle specifications. Technical - data to support vehicle-servicing decisions. Forecast - enables accurate fleet valuation and forecasts for future residual values. Repair Estimate - enables quick and inexpensive calculation of vehicle repair and deflation costs. All of these products are available online.
Fleet Europe: Do you assist international operating companies that are looking for decision information to round off all business related contacts at a national level ?
Martin Hendricks: We operate in 28 countries and seek to provide local service and international continuity. Clients may approach us for support either on a national or on an international basis. As all of our products use an international data structure, we are able to support clients with the same tool across national boundaries. Where this happens, it is the role of our International Key Account team to ensure continuity and to assist the client in transferring best practice. Whilst the majority of our clients operate only in a single market, we acknowledge that the trend is towards multi national systems and solutions.
Fleet Europe: Is EurotaxGlass regularly involved in consulting activities requested by international operating Fleet owners ?
Martin Hendricks: During 2003 we counted many of the major fleet operators amongst our customers for specific products and services. As I mentioned we recently launched a series of major new solutions and services, and we will be launching more in 2005. As a result, we have observed a strong development in our fleet sector business. One of our key challenges in 2004 is to communicate more extensively the products and services we offer.
Fleet Europe: Personally, do you see new trends or new marketing strategies from automotive groups or International operating Consultancy organisations to meet ever growing demands from international clients ?
Martin Hendricks: We see a growing internationalisation of the industry. Recent and ongoing consolidation of ownership in the sector is probably going to accelerate this effect. We have seen some of the major players use the changes in the Block Exemption to adopt a different, and direct approach to the vehicle manufacturers, with the objective of improving efficiency with major players introducing more sophisticated vehicle sourcing and disposal processes - again internationally. We have detected a change in the commercial profile of the business with manufacturers more reluctant to accept any end-of-term residual value risk. Finally, we have seen the development of more sophisticated consumer products broadening the attraction of vehicle leasing to a wider audience.
| 01/01/2007 |
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Registration 
