Leasing companies

Challenges

In recent years, classic leasing companies have often only been able to grow by incurring disproportionately high cost increases – despite the good economic situation. This was accompanied by a long-lasting trend of declining new-business margins. The reasons for this are, for example, an intensification of the competitive situation due to increasing competition from captives, traditional banks and fintech companies, as well as internal processes.

While leasing companies with a focus on vehicles can show strong growth, leasing companies without a direct connection to vehicles or manufacturing have hardly been able to benefit from the growth of the overall market. Volume increases are, in some cases, accompanied by disproportionately high cost increases. This clearly shows that the classic leasing providers have difficulty scaling their business models. They lack flexible infrastructures and automated processes, and often they also lack standardized modular systems for products.

Insights

Among the classic leasing companies without a dedicated focus on vehicles, there is an awareness that the conventional business with individual, manufacture-related contract design is usually no longer sustainably profitable. Business models must be rethought, processes renewed, infrastructures expanded and costs cut in order not to further jeopardize profitability.

These companies understand that they must be able to meet challenges such as digitalization even during periods of economic slowdown – in particular through sustained investment, but also through a change in the mindset of employees and management.

Solutions

1. New business models

zeb supports leasing companies in restructuring their business models. Suppliers can address the broad market with a standardized, scalable product range or occupy a lucrative niche with highly individual requirements.

These companies can continue to rely on traditional direct sales, or they can focus on the new opportunities offered by indirect sales – for example as providers on various platforms, or in the vendor business or at the point of sale.

2. Change management

Regardless of the business model, the organizational structures in the companies have to be adapted to ever-faster-changing customer requirements. zeb supports its customers as they do this.

There is no blueprint for the agile alignment of an organization. Agility is not a cliché, but rather the result of hard work and the ability to achieve things differently in every company.

Learn more from one of our specialists

Profilfoto_Gans_Mathias
Matthias Gans
Senior Manager
Profilfoto_Kruse_Bernd
Bernd Kruse
Senior Manager