IronPlanet is looking for 2015 to be another big year in its history, according to the international online auction firm for used machinery’s vice president of European sales, Felipe Fernández-Urrutia Massó. The senior IronPlanet figure’s positive outlook comes after the firm’s recent launch of a new website offering customers a host of new features and significantly enhanced functionality. “With so much going on, and very thorough preparation for any changes in the markets, I really see this year as a stro
IronPlanet is looking for 2015 to be another big year in its history, according to the international online auction firm for used machinery’s vice president of European sales, Felipe Fernández-Urrutia Massó.
The senior IronPlanet figure’s positive outlook comes after the firm’s recent launch of a new website offering customers a host of new features and significantly enhanced functionality.
“With so much going on, and very thorough preparation for any changes in the markets, I really see this year as a strong year for growth for IronPlanet, and I’m excited for this,” said the senior IronPlanet figure. “Of course, this is not just exciting for us as a company, and myself as an employee; this growth means that we will be offering our customers a continually better service, which is, after all, what we are always and continually striving to achieve.”
Fernández-Urrutia Massó said that IronPlanet’s 2015 performance will be aided by work done last year in consolidating a number of large, international accounts – from rental companies like Loxam and Ramirent, to major contractors throughout Europe, such as Bouygues and Vinci in France, and FCC and Ferrovial in Spain. “These renewed, bolstered partnerships are made possible thanks to the strength of our unique, online business model, which enables us to sell equipment after a project has finished from any part of the world – whether from Tanzania, Equatorial Guinea, Morocco, Colombia or Australia,” said Fernández-Urrutia Massó.
“For IronPlanet, success largely depends upon understanding the construction market conditions, and how well we respond to these,” Fernández-Urrutia Massó continued. “When the market is up, there is usually new equipment being bought, and this consequently means there is old equipment that needs to be sold,” he continued. “Equally, if the market is down, people are more likely to buy used machines rather than make large investments on new machinery – it’s very circular.”
IronPlanet’s VP of European sales predicts that 2015 will bring with it – once again – relatively mixed European construction equipment market performance. “The Southern European markets will remain the same, without much activity. The French construction market has also dipped somewhat, and this is not likely to change in 2015. However, we recognise that, as a result of this, there are opportunities for us to sell equipment from France, as fleets are downsized.”
Fernández-Urrutia Massó emphasised that the construction markets of Northern Europe were a different story. “The North is far more stable,” he said. “The UK market is doing well, Ireland is beginning to pick up again, and whilst the Dutch market has dipped slightly, it is nowhere near at the same rate as the South. Scandinavia looks set to have mixed successes – whilst Denmark is picking up at a very slow rate and Finland is likely to be heavily affected by problems in Russia, by contrast there are large projects happening this year in both Sweden and Norway. These projects mean new equipment is being bought, and therefore used equipment will be sold to make way for the newer machines.”
So how does IronPlanet prepare itself to deal with these market fluctuations? “IronPlanet will ensure that it is ready to meet the needs of customers,” said Fernández-Urrutia Massó. “We are very quick to reinforce our sales teams in regions where we see an emerging trend that will have an effect on the buying or selling of used equipment. We have already done this in France and in Scandinavia. The IronPlanet teams in these areas are now even better prepared to cover these trends, and ready to advise customers looking to downsize fleets, or to buy used equipment as opposed to new.”
As IronPlanet EMEA shares many customers with its US counterparts, it’s no surprise that Fernández-Urrutia Massó is eager to highlight successes from across the Atlantic. “We are a truly global company,” he explained. “Wherever we have successes, they are celebrated in all regions. Everyone on the IronPlanet team is aware that an achievement for one brings benefits to us all – better brand recognition, and a stronger IronPlanet.”
Of two notable US-based developments, Fernández-Urrutia Massó said: “We won the DLA Rolling Stock contract, and this win drove us to launch GovPlanet. Through this, we are selling all the rolling stock from the military of the US army. It’s a truly outstanding contract, and it really gives IronPlanet huge visibility. The equipment for sale is fantastic quality, and always generates a huge audience.
“One of the most important events that occurred last year was the signing of an agreement to merge IronPlanet and Associated Auction Services LLC, an alliance of Caterpillar and several of its independent Cat dealers, that operates under the name of Cat Auction Services,” Fernández-Urrutia Massó continued. “The power of IronPlanet’s technology, multiple marketplace formats and global buyer base coupled with Cat Auction Services’ live, onsite auction format and deep equipment expertise will provide the most powerful and complete suite of auction remarketing tools in the industry.”
