Our industry is showing signs of getting back to some normality

Apr 22, 2021   written by Autorola

This month it is very nice to be able to share feedback from two of our customers: German dealer group Dello Dürkop has rolled out our Fleet Monitor asset management system across its business and BMW dealer network Pala Group BV that has embedded INDICATA within its used car business operations.

Our solution for Dello Dürkop was to create a platform that would support the operation of the car from order to its sale as a used car. The car is managed in one system by Fleet Monitor from the time it enters the stock of the dealer group, through the sales management of selecting channels and pricing strategies, until it is listed online listed via several select auctions and classified platforms for both wholesales and private buyers.

Added value is enormous
Six months on they are very pleased with Fleet Monitor which is now at the centre of Dello Dürkop’s digital landscape as ‘the added value is enormous,’ according to our customer.

Pala Group’s feedback is also very positive after rolling out INDICATA. They said: “It’s all about dynamic pricing – marketability – something we couldn’t do before. Real time data allows us to compare insights to the market, increase stock turn and reduce obsolete stock.”.
Thank you to both customers for being very open and we are glad that both products are adding value to your business.

Showing signs of growth
The used market across Europe is showing the first signs of sales growth as countries come out of their lockdown periods. It is great to see sales growth but as our INDICATA business unit director explains there are different levels of stock in different countries which is causing levels of price volatility.

The used car industry has been very badly affected over the past 12-16 months so we believe it will be a little while before it settles down. However the signs are that everything is moving in the right direction.

Download our Market Watch report for free
Our Market Watch report continues to provide valuable insights into the impact of the pandemic on prices, stock turn, sales, and trends. If you have not done already, we urge you to download it for free at as it is tracking insights every month into 13 European countries.

Online sales have saved the industry and as our vision has been to buy and sell used cars digitally for the past 20 years, we are pleased to see buyers and vendors continue to use our online MarketPlace platform as we come out of lockdown. Online is simple, cost effective and frees up time, something which many companies and employees are struggling with currently as they get their businesses trading again successfully.

We hope you have a very successful trading period as we enter the Spring season and look forward to continuing to support dealers, OEMs, banks, contract hire and leasing companies and vehicle asset owners in making 2021 a record year.

Best regards
Peter Grøftehauge (LinkedIn)

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Dello Dürkops one platform solution

Apr 22, 2021   written by Autorola
Together with the German dealer group Dello Dürkop, Autorola Solutions launched its first end-to-end solution developed for dealer groups in September 2020. The solution has been live for a little over six months and is the result of a close collaboration and partnership between one of Germany’s biggest dealer groups and Autorola Solutions.

Dello Dürkops end-to-end Fleet Monitor with Digital Showroom and direct online ads integration is a one platform solution and the collaboration with the customer is an ongoing process.

For Dello Dürkop the solution is an integral part of its digitalisation process and along with the benefits of having more digitalised work flows internally, also serves to form the foundation for a further growth strategy for the dealer group as the whole operation is now controlled from one single point: The Fleet Monitor.

Streamlining operations with Fleet Monitor
The introduction of the Fleet Monitor is a natural, and necessary step in the merger process that started 6 years ago between Dello and Dürkop that together hold more than 40 dealerships in Germany.

One major challenge encountered in this merger process was to consolidate data across the two entities. There was no one system to manage the DMS and CMS data, nor the fleet management and remarketing of the cars in a uniform way across the two entities, which naturally was necessary to create a streamlined operation.

For that reason, Dello Dürkop together with Autorola Solutions started up the project of implementing a solution that would do just that: create a streamlined and transparent operation across all 40 dealerships.

Fleet Monitor as a one platform solution
The solution was to create a platform that would support the operation of the car right from the start to finish. The car is managed in one system from when it enters the stock of the dealer group, during the data enrichment process where the car is added high-quality technical data and commercial photos, through the sales management of selecting channels and pricing strategies and until the car is listed online via a number of select auctions and classified platforms for both whole sellers and private buyers.

Dello Dürkop is one of Germans biggest dealer groups. The Group’s dealerships are located primarily in the Northern, Middle and North-Eastern parts of Germany with more than 40 dealerships in total.

The Fleet Monitor plays an integral part in the core processes of Dello Dürkop: To enrich cars with data and photos and to manage the sales handling across all the dealer groups branches.

It also integrates directly with Webmobile24 which is the data hub for all 8 classified B2C sites where the cars are simultaneously listed, as well as with Autorola Solution’s own Digital Showroom, which is an online B2B showroom for dealerships to access and reserve cars.

From a solutions perspective, Anders Færgemann Jensen says: “As such, the Fleet Monitor configuration is fairly simple compared to some of our other solutions. What adds to the complexity is the many real-time integrations that feed this solution – and with the Fleet Monitor at the very heart of it.

“It is a class-book example of our vision: We will be the preferred global partner on solutions and services within the digital landscape of vehicle fleet owners! With this solution we prove that we are just that.”

From right are Jens Oldemölle, Brigitte Hellwig, Maarten Schlenhoff from Dello/Dürkop and Carsten Kaufmann from Autorola (left) on the go live day of the digitalisation project bewteen Dello/Dürkop and Autorola.

One platform that adds value to all parts of the business
The system holds both new and used cars, some even before they are physically on the dealerships. That means that the dealerships know what is in pipeline and what makes and models they can sell to their customers. At the same time, each car in the system is only a few clicks away from online ads.

Thus, the Fleet Monitor is responsible for the sales processes and cascades cars to platforms all over Germany to reach a wider audience and exploit maximum selling exposure as it is listed online in several channels reaching a huge buying audience.

Anders Færgemann continues: “Fleet Monitor is at the center of Dello Dürkops digital landscape, so although the process in itself is fairly simple, the added value is enormous.”

Go digital with Autorola Solutions
Anders is the head of projects for Autorola Solutions, and together with the Solutions team engage in projects together with clients all over the world.

During the past year, the need for digitalisation has become even more evident, as the world has closed down. This increases the need for more efficient and structured digital platforms for managing and selling cars in a time that requires you to rethink your business: Strategically, tactically, and operationally.

Due to several disconnected internal systems, organisations have lacked a total overview over their assets. The big task is now to tool up and make sure that your organisation is best equipped to succeed in the online workplace.

With the Fleet Monitor at the center, you continue your day-to-day business uninterrupted and with everything you need right at hand to work with your cars and continue doing business – as usual.

Design your perfect way of working and roll out across your organisation. Scalable, secure, safe and simple.

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Pala Group shares positive influence of INDICATA

Apr 22, 2021   written by Autorola
Speaking at a recent Fleet Europe event Jan Peter Oving, CEO of Pala Group BV explained how used car market data is now driving its business decisions.

Improved used car performance
Jan highlighted how the business implemented the use of data to ensure it improved its used car sales performance – a major part of which involved change management across the business.

“We had been very traditional, but the market is changing, and we had to change as well – change management is vital because if the culture is not right it can eat your strategy for breakfast,” said Jan.

Appointing a data intelligence employee
The first step in the business transformation saw the business appoint a data intelligence employee who was dedicated to overseeing the new and used car market data.

The next step was the implementation of a remarketing platform.

The third element was to introduce a central management.

Helping provide data and insights in our used car management
Jan said a “very important” step within the transformation process was introducing Indicata from Autorola – a platform he suggested “really helped us in providing insights and data in used car management.”

Pala Group BV implemented the programme across its nine sites, which offered occasion/sales managers the opportunity to rely on market data instead of gut feeling.

“We wanted to see the right pricing for the market,” said Jan.

Dynamic pricing
He continued, “It’s all about dynamic pricing – marketability – something we couldn’t do before. Real time data allowed us to compare insights to the market, increase stock turn and reduce obsolete stock.”

Indicata provides the individual dealerships with key performance indicators (KPIs) via an online dashboard and at group level allows the business to see each dealerships statistics, as well as an overall business analysis.

Being more efficient with our capital
Jan explained: “Using market data we have been able to increase our margins and we have been more efficient with our capital.”

Pala Group BV is a family owned nine-site BMW dealer network based in mid/south east Netherlands. The business represents over 14% market share within the BMW dealer network and has an annual turnover of €260m.

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European used car market bounces back fuelled by online sales

Apr 22, 2021   written by Autorola
The used car market has bounced back across Europe with year-on-year March 2021 used car sales up 49.1% and 5.4% higher year to date according to INDICATA’s latest Market Watch report.

The INDICATA Market Watch COVID-19 Edition 15 – April 2021 report highlights how online sales have helped the used car market bounce back one year on from the Covid-19 outbreak.

Used car sales shot up in March
This ‘new normal’ for business to consumer transactions sees March 2021 figures 13.8% higher than the pre-Covid-19 March 2019. Overall, in March 2021 used car sales volumes shot up 24.4% over February 2021.

Austria and Italy, amongst the first European countries to be hit by the pandemic, are now seeing the strongest sales recovery operating at 138% and 111% year on year, respectively, in March.

Austria and Italy experience sales growth
In Austria used car sales, month-on-month in February 2021 Vs March 2021, saw a significant increase of 29%, while Italy’s March 2021 figures were 20.4% higher than the pre-Covid-19 March 2019.

Across many markets, manufacturers have supported dealers with a large push in tactical registrations with March seeing a 41% increase month on month (March 2021 Vs February 2021) of sub-12-month-old vehicles.

Stock turn on diesels remains the fastest
All powertrains witnessed double digit growth in month-on-month used car sales with hybrids growing by 40% – outperforming battery electric vehicles (BEVs) at 32%, petrol at 28% and diesel at 21%.

Despite this, diesel continued to be the fastest selling with a stock turn of 7.4x with petrol at 6.9x and BEVs the slowest moving stock at 4.1x.

Europe’s fastest-selling used cars
In line with this stock turn profile, the Mercedes-Benz GLC-Class was the fastest selling diesel at 8.3, while the VW T-ROC was the fastest selling petrol car at 7.9. The Toyota RAV 4 (5.8) takes the hybrid top slot with the Porsche Taycan the fastest selling BEV.

Overall, the VW T-ROC with a stock turn of 7.6 was the fastest selling vehicle under two years old across the board.

Prices are volatile based on stock levels
Andy Shields, INDICATA’s business unit director said: “Going into April 2021 stock levels vary greatly by country with some markets overstocked whilst others are heavily constrained.

“With a consistent pool of three-year-old vehicles, we would expect the lifecycle to show a steady downward movement in average prices month-on-month, but with excess stock in some markets and a shortage in other markets prices are quite volatile.”

For a full copy of our latest INDICATA Market Watch report go to INDICATA

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Autorola is a finalist in the EY Entrepreneur of the Year programme

Apr 22, 2021   written by Autorola
Autorola Group has featured as a finalist in the Innovation category of the Danish EY Entrepreneur of the Year 2020 awards programme.

The EY Entrepreneur of The Year programme was established more than 30 years ago and today operates in more than 60 countries and 145 cities around the world.

Entrepreneurial achievements
The programme recognises unstoppable entrepreneurial achievements among individuals and companies that demonstrate vision, leadership and success.

By participating, entrepreneurs can connect with their peers, access relevant insights to help navigate their growth journey and raise the profile of their companies and teams. The country winners then compete for the prestigious EY World Entrepreneur Of The Year Award.

Peter Grøftehauge, CEO, Autorola Group, said, “The EY Entrepreneur Of The Year programme is recognised globally and to be a national finalist in 2020 was a real honour. The whole experience was highly valuable and I wish everyone we shared the journey with great success.”

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March introduction from Peter

Mar 26, 2021   written by Autorola

For many we are already passing one year of living with a global pandemic. It has been a very tough year for many, and the used car market has seen many peaks and troughs of activity which we have followed via our INDICATA Market Watch insights report.

We have now published 14 reports which gives insights into 13 countries. All the reports are hosted online at so please feel free to download copies if you need a detailed overview of the pandemic-led market trends.

Italian used car market bounces back
Italy was one of the very first countries in Europe which was impacted but from February 2021 it had experienced nine consecutive months of used car market year-on-year growth. The new NEDC emissions tax scheme like the one in France is already restricting new car sales to the benefit of the used car sector. It shows that the used car industry is very resilient.

According to our Spanish subsidiary it will be the year of the used car as WLTP legislation is impacting on new car sales and already the market is looking to import used cars to satisfy demand. Read more about the Spanish market in our interview with country manager Robert Lohaus in this newsletter.

We are also seeing a change in what consumers want to buy and since the beginning of 2020 ex-fleet stock has replaced older cars in popularity. With more ex-fleet cars coming back into the market after contract extensions in 2020 and as more new cars get delivered then that spells good news for all markets. We will keep a close eye on these trends during 2021.

MarketPlace is balancing used car supply and demand
As always, our Marketplace online used car portal is helping European countries balance their shortage or surplus of cars while more asset owners are using INDICATA’s real time used car insights to make the most informed decisions about buying and selling their used cars. And our global team is constantly innovating with new products and services.

Vehicle equipment levels have always had an impact on the value of used cars, and through the recent launch of INDICATA’s equipment/options functionality this has been made much easier. Feedback from dealers has been very positive and this month we have added further functionality to INDICATA with the launch of its 0km/pre-registered cars.

Three types of used car identified
The INDICATA dashboard now identifies three types of used car category to help dealers accurately assess the value of their own stock and that of their local dealer rivals.
  • 0km/pre-registered vehicles which have been registered by the dealer and sit on their forecourt but have never been driven
  • Demonstrator stock which generally has a few hundred kilometres on the clock and are a few months old
  • General dealer used car stock
Watch our short film to find out more how this functionality can help your used car business.
As always please stay safe and we look forward to seeing more used car markets return to some form or normality during 2021.

Best regards
Peter Grøftehauge (LinkedIn)

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INDICATA Market Watch report tracks the pandemic’s impact on Europe’s used car industry

Mar 26, 2021   written by Autorola

While the Coronavirus pandemic continues to impact Europe’s used car market our Market Watch report provides dealers, OEMs and vehicle asset owners with valuable insights on how individual countries are being affected.

February’s markets continued to be impacted by various degrees but the big winner in every country is online selling of used cars. Online sales have become a key part of selling used cars through the crisis and going forward there is little evidence to support a full return to pre-crisis operating models.

Used car sales are down year-on-year
Overall February used car sales volumes reduced by 0.6% compared to January 2021 and year-on-year February 2021 used car sales were down 5.2% and 8.1% down year-to-date.

Here are some more highlights from our latest report:
  • Typical ex-fleet vehicles aged 3-5-years old are faring better than older used cars
  • Turkish market is showing the strains of a market returning to normality
  • Poland sees some tactical sales activity to try to fill supply constraints
  • Only France and Austria are showing tactical sales activity
  • Used petrol (-9%) and diesel cars (-11%) saw sharp falls in used car sales YoY but there are supply constraints in some markets
  • YoY used car sales increase for BEVs (+131%) and hybrids (+85%) as alternative powertrains become increasingly popular. BEV sales were up 7% month-on-month and hybrids up 9%
  • Total used car stock levels going into March 2021 are 3.2% lower than January but 6.2% higher than March 2020, and 12.3% above the same month in 2019
  • Stock turn for BEVs increases by 7% year-on-year as other powertrains sees a small fall
  • ICE vehicles (diesel 6.0x, petrol 5.3x) remain the fastest selling used cars
To receive your free copy of our 13-country 20-page report every month simply register at

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Autorola Spain’s country manager Robert Lohaus is predicting 2021 as the year of the used car

Mar 25, 2021   written by Autorola


Spain’s new car market fell in 2020 by 32.3% and in 2021 sales have continued to fall. This has been mainly due to the reduction in demand for daily rental by both leasing companies and consumers have been impacted by the pandemic.

During the past 12 months this has reduced the supply of ex-rental cars entering the used market. Combine that with the growing number of extended fleet contracts made by leasing companies then the used car supply has continued to fall.

Used car demand and prices remain strong.
Meanwhile, demand has remained strong and so prices continue to rise which is why some dealers have turned to Autorola for help in importing used cars from other European countries to help meet demand.

Autorola remains at the heart of balancing the supply and demand of used cars within Spain via its MarketPlace remarketing portal using the group’s digital multi-language Cloud based technology.

We protect residuals for our vendors.
“We never shut our business during lockdown as all Autorola systems are based in the Cloud. We carried on servicing the needs of our vendors and buyers with our teams working from home. We are in a unique market position in protecting residual values for vendors by helping them make the right disposal decisions. We are also helping dealers source stock through the adoption of cross border remarketing strategies,” said Robert.

Like many Autorola businesses Spain is using INDICATA’s real time used vehicle pricing portal to help vendors make the right decisions by finding where the best prices are for used cars. That includes exporting stock to other European countries which is where the group’s cross border experience comes in very valuable. When it comes to importing used cars to Spain, Lohaus and his team use INDICATA data to source the best cars at the best prices, making pricing ‘more dynamic’.

The Importance of dynamic pricing is very clear to see. Autorola has noticed a considerable demand increase for real time data from Spanish dealers and leasing and rental companies. Asset owners want to improve their market position by analysing market trends and develop pricing strategies to optimize their used car results and increase revenues.

“Our INDICATA team is consulting with its customers’ to provide bespoke solutions to help them meet their ambition of moving to a digital pricing platform,” explained Robert.

Spain’s used car market is changing.
As with many European countries Spain’s used car market is changing, not just in the type of used cars consumers are buying but also with the greater adoption of digital technology to make remarketing more efficient.

“Diesel has been the favourite fuel with consumers for many years but in 2020 it was the first time that petrol reached more than 56% of registrations. We have not seen big sales of hybrids or electric cars in Spain yet and the consequences of vehicle registration price increases caused by WLTP is another reason why new car sales are not growing back to pre-pandemic levels.

Moving away from spreadsheets
“What we are seeing is more companies moving from valuing their cars on spreadsheets to adopting INDICATA and our digital remarketing workflow management systems. They are beginning to understand the importance of making remarketing decisions on real time data which INDICATA and our remarketing systems provides.

“The pandemic has forced companies to work from home which has created many challenges for employees as their systems do not allow them to access company data from home. For Autorola the Cloud is second nature and Spanish companies are now embracing more technology to increase their productivity and workflows,” said Robert.

It is not just the remarketing sector that is moving to digitalisation but the entire country. Google is investing €500M in a European Cybersecurity Centre in Malaga, while Deloitte will establish its Deloitte Cybersecurity Centre in Madrid providing managed security services for the EMEA region. There is huge investment set to be made in Spain in the coming years as the society and therefore the economy is transformed.

Speeding up change in our country
“The pandemic has helped accelerate the speed of change in our country. There is an ambition to do things better and become more efficient which will help transform our economy to one that does not just rely on one or two key sectors such as tourism.

“Autorola is proud to be at the cutting edge of the reinvention of the Spanish remarketing sector and we already have the tools with MarketPlace, INDICATA and Solutions to become the leading force in the market. Everything is now set for 2021 to be Spain’s year of the used car. I am very proud of the Spanish Autorola team and to be part of the Autorola Group. It is a very good company to work for,” said Robert.

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INDICATA launches 0km/pre-reg feature to help dealers track sales and prices of pre-registered cars

Mar 25, 2021   written by Autorola

INDICATA has launched a new 0km/pre-registered (pre-reg) feature on its used car valuations and sales insights portal to help dealers manage the growing number of cars being pre-registered in their individual markets.

As OEMs look to grow market shares with tactical dealer registrations, it is vital car dealers can initially price 0Km/pre-registrations correctly and continue to monitor the market to remain competitive as other dealers take pricing actions.

Tracking and valuing 0km/pre-reg cars
Generally, dealers aggressively discount 0km/pre reg cars to sell them quickly to avoid costly depreciation which is why being able to track and value these higher risk vehicles separately from the rest of their used stock is important.

This new functionality also allows a dealer to set up specific price strategies for different vehicle categories. INDICATA automatically tracks adverts within the category and now dealers can manually set age and/or mileage criteria that identifies vehicle categories.

Dealers no longer risk comparing a demo car against a pre-reg car
That means when dealers run their vehicle pricing comparisons against similar category vehicles, they do not risk comparing a demo car against a pre-reg car, or pre-reg car against a normal used vehicle. After all each category has a distinct pricing.

The INDICATA dashboard now identifies three types of used car category to help dealers accurately assess the value of their own stock and that of their local dealer rivals.

Three categories of used car
The INDICATA categories are:
  • 0km/pre-registered vehicles which have been registered by the dealer and sit on their forecourt but have never been driven
  • Demonstrator stock which generally has a few hundred kilometres on the clock and are a few months old
  • General dealer used car stock
Pre-reg and 0km cars can comprise 30% of dealer stock
Andy Shields, INDICATA’s business unit director said: “In some OEM brands and models, pre- registrations account for over 30% of new car sales, with 0km and pre-registrations becoming an important part of a dealer’s stock. Therefore, being able to use INDICATA to track values in real time will enable dealers to proactively manage their 0km, pre reg and demo vehicles more efficiently.”

For further information go to

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February introduction from Peter

Feb 22, 2021   written by Autorola

The first few weeks of 2021 have seen the used markets further affected by the Covid-19 pandemic with sales down by more than 16% year-on-year in January.

At the same time, the type of used car being sold by dealers is beginning to change. Used hybrid and electric cars are coming into the market in high volumes but the speed of supply is ahead of where consumers are currently.

Dealers have lots of stocking decisions to make
Consumers are still coming to terms with owning and living with an electric car which means dealers are having lots of decisions to make on how many new low or zero emission cars they stock blended with petrol and diesel cars which drivers are still more familiar with.

This speed of change across each country is amazing, which is where our INDICATA used car insights come into play helping dealers balance buying the right stock and selling it at the right price, to improve stock turn.

INDICATA demonstrates the power of Big Data
As we share the power of INDICATA with more OEMs, dealers, banks and leasing companies in webinars, online conferences and via our monthly Market Insights report so they can understand the power of Big Data when it is brought to life at a local level.

INDICATA can help dealers to decide what stock to buy while MarketPlace provides the online platform which provides the actual metal to bid on and somewhere to dispose quickly of unwanted or repeat stock to the trade. INDICATA and MarketPlace make a powerful combination.

Getting the industry together is very valuable
It has been good to see our teams get together as part of the latest ENG Remarketing conference this week. It is still not the same as meeting up in person, but it is very valuable for the industry to get together and discuss key issues and challenges. I know my colleagues Andy Shields and Morten Holmsten found it very useful when they presented at the conference focusing on how electric vehicles are performing in the used market.

Mobility Solutions is another growing trend where companies are offering people the chance to have access to a vehicle to fit in with their ever-changing transport requirements. These services are definitely shaping the future of vehicle use but of course you need a platform to power the often-complex range of services.

Fleet Monitor – our dynamic Mobility Solutions platform
Fleet Monitor is our platform that enables the company to have an overview in real time of the status of all of its vehicles, while giving the customer access to a range of services. Our colleague Maria Winther shows how our systems can add value to this dynamic new area of the car market.

We hope you enjoy our newsletter. Stay safe and we hope to see you all soon.

Best regards
Peter (LinkedIn)

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