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Top 10 Factors in Selecting an Asset Disposition Partner To Maximize Your Investment Recovery
Presented by: Tom Burton and Brian E. ThompsonLiquidity Services
• Thomas B. Burton, Executive Vice President, President for Liquidity Services’ Capital Assets Group
• Brian E. Thompson, CPPM, CF, Vice President, Americas for Liquidity Services’ Capital Assets Group
About the Speakers
• An investment recovery market ripe for transformation
• The reverse supply chain can and should be optimized – Core business function to fully capture the value that
exists within every surplus asset across the enterprise– For every $1 invested in an Investment Recovery
program, an organization can expect to receive $31 in return (Source: Investment Recovery Association)
Background
Top 10 Factors in Selecting an Asset Disposition Partner
To Maximize Your Investment Recovery
• Proven Performance• Scalable Solutions• Service that Makes a Strategic Impact
Proven Performance
• Good financial standing– Can manage your business and stay in
business• Management team– Experience and business acumen
• Experience in your industry – Ask for data (e.g. sales figures, winning
bids, bidder counts)
1) Vendor Viability, Experience, and Professionalism
• Evaluate the surplus service providers’ buyer network – Large, targeted group of buyers– Active bidders– Qualified bidders– Buyer retention rate– Buyers by asset type• Likelihood to purchase your assets
– Email marketing strategy
2) Buyer Network to Maximize Returns
• Voice of Customer Survey– 130 investment recovery professionals– 25% identified recovery as top selection
criteria
2) Buyer Network to Maximize Returns
25%
21%16%
12%
13%
13%
Top Selection Criteria for Surplus Asset Management Providers
RecoveryServiceExpertiseFlexibilityRisk mitigationScalable, global cov-erage
• Commitment to developing long-term client relationships
• Aligned with best practices• Offer value-added services• Value a single partner relationship
3) Investment in the Future
Scalable Solutions
• Global footprint– Offer coverage via local offices
• Dedicated account manager– Coverage and coordination of all efforts
• Recurring meetings– Touchpoint for progress on goals,
planning, and project results
4) Global Operational Footprint for Seamless International Business Continuity
• Ability to manage entire reverse supply chain– Comprehensive service offering
5) Robust Depth and Breadth of Services
Surplus Asset Management
• Warehouse Asset Sale Processing• In-Field Client Allocated Sales Support Teams• Inventory Assurance Programs• Surplus Asset Management Solutions
Asset Discovery & Valuation
• Asset Cataloging• Equipment Inspection• Appraisal Services• Pre-Sale Valuation
Asset Recovery Planning
• Brand & Channel Protection• Intellectual Property Protection• Development of "Green" Initiatives• Multi-Channel Sales Analysis• Lotting & Merchandising Strategy• Pro-Active Asset Marketing Plans• Project Sale Management
Surplus Asset Redeployment & Sales Preparation
• Internal Redeployment• Asset Removal Management• Off-Site Storage• Debranding / Delabeling• Hard Drive / Memory 8X Wipes• Light Refurbishment• Scrap Metals Testing
Surplus Asset Investment Recovery
• Online Auctions• Sealed Bid / Reserve• Negotiated Sales• Global Asset Marketing• E-Waste & Recycling Programs• Scrap Material Sales• Dedicated Customer Service Team• Buyer Qualification & Controls• Payment Processing & Reconciliation• Export Services• Transaction Reporting
• Established, online auction channels– Reputable, transparent marketplaces
• Other approaches– Customized approach to achieve
recovery• Sealed bids• Negotiated sale• Multi-channel strategy
6) Ability to Support Multiple Sales Methods (Online Auctions, Sealed Bids & Negotiated Sales) to Maximize Recovery
• Redeployment tool– Ability to move assets to online sales
platform• Web-based for global ease of use– Common standard across enterprise
7) Offers Redeployment Solutions
Service that Makes a Strategic Impact
• Regular reporting– Annual reviews and meeting
• Data efficacy– Base strategy on metrics
• Monitor real-time results– Ability to modify campaign based on
data• Application of data– Relentless improvement
8) Leverages Metrics and Marketing Strategy Best Practices
• Areas for measurement– Recovery
• Example: analyzing sale history reports
– Sustainability• Example: number of items sold in secondary marketplaces
– Efficiency• Example: number of days an asset remains as surplus
– Consistent process across global enterprise• Example: internal cost savings (hours), redeployment metrics,
case studies
8) Leverages Metrics and Best Practice Marketing Strategies
• Support your zero-waste goals and green initiatives – Supply case studies speaking to
sustainability– Understand strategies to defer assets
from landfill
9) Ability to Drive “Green Initiatives” and Sustainability Programs
• Shared commitment to corporate social responsibility (CSR)– Environmental/community
stewardship
9) Ability to Drive “Green Initiatives” and Sustainability Programs
• Ability to support data and information security– Understanding of data privacy
laws/best practices• Ability to support export controls
and trade compliance– Understanding of local laws
10) Provides Risk Management Solutions to Address and Mitigate the Top Compliance and Ethics Risks Encountered by Global Companies
