As the benefits go far beyond the funding

Since 2001, the rental of industrial vehicles (LVI) expressed in registrations increased by an average of more than 4 per year and this dynamism should be of the same order of magnitude at least until 2010. LVI, with and without driver, represents an annual turnover of approximately EUR 4.5 billion, less than 8 billion road messaging, but more than 3 billions of highly publicized express parcels segment. Moreover, with operating sometimes double-digit results, this niche is replacing mail with the same results are rather on a number.

Leasing allows to achieve economies through sharing of costs, increased productivity, even in technical improvements. Among the companies that outsource their Park, 56 per cent placed economic reasons at the top (operating costs and expenses reduced overhead). 44 cite their interest to management in General before the monitoring of the maintenance and management of staff. As the benefits go far beyond the funding.

"The lessor assumes for its customer functions technical, administrative, financial and support various", confirms Daniel Rigal, delegate rental within the Federation TLF (Transport & logistics of France). LVI combines the long, the average and the short duration and activity is not as heavy as light trucks weighing more than a third of the Park of French rental. The park long term is renewed on average every five years, against 10 for the whole of the French Park.

Five leaders

Formerly atomized, the offer without drivers is now concentrated around five leaders who account for about 80 of the market: Fraikin, Clovis rental, Petit Forestier, Via rental and Charterway. Between 2005 and 2006, their fleet grew by an average of 3 and remains of the margin. "LVI represents approximately 20 of the total fleet." "There are points to win the remaining 80 because our services boost the competitiveness of the Chargers in own account as well as carriers in behalf of others," enthuses Nicolas trowel, CEO of Via Location.

Fraikin illustrates the potential of conquest. End of March 2006, the landlord found 3,000 contracts in long term, against 2,000 the previous year. The trend is even the "lease social back" (with resumption of personnel management). "From 2005, we are seeing a resurgence of the consultations in this area", confirms Eric Sarrat, Chairman of the GT group.

However, some clouds obscure customer-supplier relations. The contract guarantees the first dispose of vehicles adapted to its needs, for a duration and pricing fixed in common and reliable. But, during the contract, the rental have great difficulty in passing the often unpredictable increases in charges and various constraints: gas oil, security, controls, etc. The other sensitive point is the State of end contract vehicles. "Do not be confused with normal wear and tear and deterioration." "Educating our customers to this aspect is a necessity," insists Yvon Pouhaër, President of the "rental of VI" TLF and Director General of Clovis Location.

Similarly, the scope and diversity of services are often underestimated by clients. Focused on the funding and maintenance, it reduces the costs of assistance to replace a vehicle accident, detach a driver more, ensure a "reporting" in real-time via the Internet, etc. "Often applicants of new services are ready to pay", asks Jean-André Lasserre, pilot of a study presented in November 2006 by the expert of the AFT-Iftim group pole.