or the pro essional market is actually multiple

Reconnect with the direct sales business: since three years manu acturers initiated a process o conquest o the market until then partly captured by rental. or the pro essional market is actually multiple. It passes through sales to rental companies short and long times and sales to Go ernments and businesses, which represent together not less than 39 o total registrations on a market total o 2.5 million ehicles sold in 2008 (passenger cars and light commercial ehicles).

This le el was equi alent to that o 2007, but it could deteriorate this year because o short and long term rental ha e slowed their updates to the road in the beginning o this year. The requests o the customers are yet not really down but these two categories o purchasers are aced with the collapse o the market o recent ehicle (3.2 in 2008 and 12 since the beginning o the year). The explanation is simple: the sector is leaded by premium case-sensiti e and ecological bonus, which positioned irtually at the same rate the small ehicles and their equi alents on occasion.

Adaptation strategies

Short term rental are hardest hit, their purchases are o ten backed by a "buy-back" clause which requires manu acturers to reco er these older ehicles or six months in General or resale in their networks. acing a big problem o o erage, builders ha e hardened their conditions and limited sometimes deemed unpro itable sales.

As the long rental duration, which bear the risk o rental returns, they undergo head-on the all o the "residual alues" (estimate o resale made at the beginning o lease). Most o them, hoping to return to a more satis actory O market, pushed their clients so that they extend their rental contracts: less than thirty months on a erage in 2006, they ha e exceeded the thirty-eight months last year, according to the SNL D (national Union o long-term rental).

These coping strategies impact the igures: the road to long rental duration updates declined more than 13.8 in the irst quarter o 2009. Those short term rental, their all is dizzying ( 30). Since the beginning o this year, what are these two categories o business sales su er the most.

Direct sales to the sentence

On the other hand, direct sales o manu acturers to companies are not un, but the recent political systems implemented are beginning to bear ruit. And Peugeot, in 2007, began an approach by creating clusters dedicated to client businesses, Opel re iewed completely its label business last year, Honda is associated with earlier this year to Loc-Action (subsidiary o Lease Plan) to pro ide an o er to the companies through its network, and Citroën has launched with great an are a ew days ago his o er "Airdream Business" meant to attract business. A concept in which range the constructor emits less than 140 g o CO2 per km tra elled and is there ore a (tax on company ehicles) T S lean is proposed.

I the concept is more marketing than o the real inno ation, it ne ertheless indicates a desire increased manu acturers to position themsel es in this niche, and a real substanti e work to orm networks. "This is probably the more complicated approach", ind a constructor. "A concession endor cannot approach a company like a particular motorist or lose the market."

The sales training is there ore essential, as well as the allocation o this customer to a single person, a endor o society, able to manage the business approach di erent types o unding as well. I corporations are particularly sensiti e to the LLD, SMEs are much more leasing. EAN di erence that these endors ha e more and more. It is there ore logical that the direct sales to businesses are those who resist the best since the beginning o 2009 by remaining in their le el o last year.