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HOW SMALL AND MEDIUM SIZED ENTERPRISES CAN UTILISE ZOMBIE ASSETS FOR BUSINESS GROWTH

Alan Bell, UK MD of Troostwijk Asset Management advises SMEs on the opportunities offered by engraining asset management strategy at the core of their operations and utilising zombie assets from other companies. With over 90 years’ experience, Troostwijk is an asset management specialist and the biggest industrial online auctioneer in Europe.

Small and medium-sized enterprises (SMEs) are an integral part of the European economy. They represent 99% of all businesses in the EU[1] and pave the way for continued growth and innovation on both micro and macro levels.

However, SME’s are missing out on huge growth opportunities by not embedding an asset management strategy into their operations or utilising the blooming B2B online marketplace as a source for acquiring new assets.

For businesses that are looking for ways to grow, buying assets at auctions will enable them to react quicker to the changing market conditions and identify opportunities that already exist within their machinery. In many instances, we also see buyers double up as sellers once they realise the true value of their assets.

These auctions can offer an international platform for scalable companies to access unique equipment and machinery, quicker and at highly competitive prices.

Unlocking Growth Potential

The B2B auctions market is continuing to grow rapidly, and is now worth £480m in the UK alone as more companies are identifying them as a viable route to market, gaining access to new customers around the world. As a result, buyers are in a more fruitful position than ever with an influx of new products available to purchase. And yet, we believe only a quarter of businesses currently use B2B auctions as part of an asset management strategy.

So why is it that a significant number of small businesses fail to recognise and more importantly utilise the B2B auctions market in their day to day operations?

Unbundling Asset Management

For businesses wanting to tap into the B2B auctions market there are a number of aspects to consider and take into account to ensure the process is seamless and successful. The key is for buyers to work with asset management specialists who can help businesses to maximise opportunity through managing risk and building confidence.

A complete asset management process includes understanding and identifying the correct value of assets and coupling this with a comprehensive strategy which will guide businesses in meeting objectives and growth ambitions. Such strategies will guide buyers in placing bids at the right level and the right time for the best available asset.

B2B Auctions in Practice

At Troostwijk Asset Management, we specialise in working side by side with businesses to develop effective asset management strategies that deliver optimum value and return on investments. Believing everything has value, Troostwijk Asset Management guides buyers in making smart, long-term investment decisions.

Although the concept of asset management and B2B auctions in general can seem daunting to many, there is a wealth of expertise on hand to guide you on making the right decisions which will in turn stimulate vital growth.

From our experience spanning over 90 years, we’ve identified that key reasons for why businesses are not using B2B auctions to buy assets and have developed a unique and comprehensive platform that addresses the challenges associated.

Top Tips for Maximising Impact

We wanted to give you the benefit of our 90 years of experience of working with hundreds of buyers across numerous international markets and share our top tips to a successful auction.

  1. Know your vendor – Reputation and origin of the vendor is essential in ensuring a seamless transaction. Enlist the help of a specialist who can carry out a comprehensive background check and take this off your shoulders.
  2. Go Global – Accessing the international auctions market means your business will have access to products that might not be available in the UK. At Troostwijk Asset Management we facilitate relationships between buyers and sellers from 127 countries. Most recently, we found a home for a discontinued crumpets machine all the way in New Zealand!
  3. Skeletons in the Closet – Find out who are the dismantling contractors are working on the auction and whether there will be any additional costs? Are they a specialist dismantling contractor? Also, if the Seller is from a known brand you can be confident he will have maintained the assets regularly. These details are integral in making sure the auction is successful and the purchased assets worth your investment.
  4. Decoding Jargon – There are many technicalities associated with online auctions, do you know what the T’s & C’s mean? Payment terms and collections dates are critical in evaluating how attractive an asset is.
  5. Timing is Everything – When should you make a bid? Often auctioneers will consider offers for assets prior to auction, especially for complete lines, so if it is critical or of particular interest to you then buying early maybe the best tactic. Having a strategy in place for the bidding process and knowing when to act is essential to ensure business investment objectives are realised.