The broker changes its skin and becomes a territorial support to the client
Transformation accelerates in the indirect rental channel: doubled volumes, expanded services and an increasingly central role in after-sales
In 2024, 44% of all long-term rental orders were placed through the indirect network of agencies and brokers, according to Aniasa figures. This percentage has exactly doubled since 2012. Moreover, considering that orders account for around 30% of the fleet, we can estimate that by the end of 2024, out of a fleet of around 1.29 million vehicles, around 170,000 orders will have been made by the indirect network. Quite a number!
There are no official statistics on the number of single-agency agencies and brokers with multiple mandates, not to mention that each has its own sub-network of sub-agents and referrers. In this regard, the launch of the new Dga Nlt app, whereby any user can signpost potential private or business contacts interested in rental services, with a 30% commission guarantee on each successful transaction, is unique.
Over the years, there was a tightening of the number of brokers, so that those who produced less than a hundred orders per year were placed under the control of larger agencies, so as to control and limit access to the quotation systems that created commercial overcrowding on the client lists.
"Each rental company has its own strategy. For us, the indirect channel is strategic,' comments Andrea Pertica, country manager of Leasys Italy. 'At this time, to differentiate yourself on the market, you have to have product availability and speed. Brokers favour us above all because we have pre-ordered and ready-to-deliver vehicles. These are vehicles that we have already pre-ordered or even registered that we are able to deliver in a much shorter time than standard delivery times. Lately on the top brokers we provide not only a virtual stock of vehicles for sale on the shelf, but even the vehicles are physically available to them. This allows them to sell and deliver in less than 10 days'.
The world of brokers is very diverse. The size of Amina's member companies, explains President Iacopo Chelazzi, ranges from 500 to 1,500 contracts per year. The client base consists of 85% SMEs and 15% professionals and individuals. However, there are many brokers who work much more on the consumer side. But the broker is not just a generator of long-term rental contracts. It is changing its skin. For example, Moovix, after almost 30 years under the name Nord Est Group, has transformed itself into an integrated ecosystem of mobility solutions.
