However, it’s easier to match the right vehicle to the right buyer through the right channel at the right time if you’re remarketing vehicles all the time.

“If you don’t have that level of exposure to the retail market and you own your vehicles outright,” says Sinclair, “it makes sense to contract the task out to a leasing company or other specialist, since the extra return you’ll make on sales will easily outweigh the cost of the service.”

But, while fleets focus on the end of the process, Sinclair suggests that defleeting actually starts the day a vehicle is chosen.

“As well as looking for vehicles that will have strong residual values, think about what will happen if the driver leaves and you need to reallocate the car,” he says.

“That’s why some of our customers rule out certain bright colours that only appeal to a few drivers’ tastes.”

However, whatever process fleets choose to dispose of their company vehicles there is no getting away from the basics of remarketing, concludes Simon Henstock, UK operations director at BCA.

“Preparation, condition, documentation and presentation all remain crucial,” he says.

Five steps to maximising the return

Don’t leave things until the last minute Give cars a thorough check-up at least 10 weeks before they are due for defleeting, which will provide ample time to rectify any faults.

Make sure paperwork is in order As well as a fully-stamped service history, make sure every car has all its documents including the operation manual, audio handbook, sat nav data and records of audio equipment security codes.

Keep hold of key kit Lost keys can cost more than £250 to replace. Make sure to return all spare keys and locking wheel nuts, if originally supplied, with cars to avoid de-hire charges or marked-down resale prices.

Cleaning counts Require drivers to clean their cars, both inside and outside, regularly. Polishing the exterior three or four times a year helps to minimise stone chip damage and makes routine washing easier.

Claw back the cost of drivers’ carelessness More than 40% of returning lease cars have to be refurbished before resale at an average cost of more than £290 per car. Fleets now commonly require drivers to share the cost of such refurbishment.

Source: Alphabet

Guidelines and guides

The BVRLA (British Vehicle Rental and Leasing Association) produces three fair wear and tear guides, which cover passenger vehicles, light commercial vehicles and heavy goods vehicles.

The aim of the guides is to provide an industry-wide, accepted standard that defines fair wear and tear to their members.

The guides also provide advice for best practice in vehicle maintenance and upkeep that will prevent
unacceptable wear and tear.

The industry standard is defined using both images and text for every aspect of the vehicle’s condition in thefollowing areas:

• General appearance, documentation and keys
• Paintwork, vehicle body, bumpers and trim
• Windows and glass
• Tyres and wheels
• Mechanical condition
• Vehicle interior
• Equipment and controls

Meanwhile, the VRA (Vehicle Remarketing Association) is set to deliver a new ‘best practice’ guide to end-of-contract charges in the next few weeks.

The six-page booklet aims to provide the industry with a more “simplistic approach” to that offered in the BVRLA’s guide.

It recognises that end-of-contract charges remain an issue in the industry, with confusion over the acceptable condition for an ex-fleet car and what justified recharges.