It Pays to Know the Business
We learn everything we can about a customer's business operation, the role of its vehicles, and how the performance of its fleet can help or hurt business. The more we know, the better we can ensure that the fleet is always working and contributing to the company's success. In the case of a railroad company, we had the really difficult assignment of reviewing the remaining life expectancy—and eventually remarketing—medium- and heavy-duty trucks that had been in service for 10-15 years! This "iron" was to be retired because it had truly reached the end of its useful life.

If there were any potential buyers at all, their number had to be small. With such limited resale options, we did the only thing we could: we went global, extending the market worldwide through specialized equipment auctions that offered competitive bidding and Internet viewing. Ultimately, our team's creativity and railroad industry knowledge generated an overall increase of 22.4% in resale proceeds from the client’s trucks and equipment.