Top 10 Factors in
Selecting an Asset
Disposition Partner
To Maximize Your
Investment Recovery
Presented by:
Tom Burton and Brian E. Thompson
Liquidity Services
About the Speakers
• 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
Background
• 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)
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
1) Vendor Viability, Experience, and
Professionalism
• 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)
2) Buyer Network to Maximize Returns
• 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
Top Selection Criteria for Surplus Asset Management
Providers
13%
Recovery
25%
Service
13%
Expertise
12%
21%
16%
Flexibility
Risk mitigation
3) Investment in the Future
• Commitment to developing longterm client relationships
• Aligned with best practices
• Offer value-added services
• Value a single partner relationship
Scalable Solutions
4) Global Operational Footprint for Seamless
International Business Continuity
• 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
5) Robust Depth and Breadth of
Services
• Ability to manage entire reverse
supply chain
– Comprehensive service offering
Surplus Asset Management
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Warehouse Asset Sale Processing
In-Field Client Allocated Sales Support Teams
Inventory Assurance Programs
Surplus Asset Management Solutions
Asset Discovery & Valuation
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Asset Cataloging
Equipment Inspection
Appraisal Services
Pre-Sale Valuation
Asset Recovery Planning
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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
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Internal Redeployment
Asset Removal Management
Off-Site Storage
Debranding / Delabeling
Hard Drive / Memory 8X Wipes
Light Refurbishment
Scrap Metals Testing
Surplus Asset Investment Recovery
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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
6) Ability to Support Multiple Sales Methods
(Online Auctions, Sealed Bids & Negotiated
Sales) to Maximize Recovery
• Established, online auction channels
– Reputable, transparent marketplaces
• Other approaches
– Customized approach to achieve
recovery
• Sealed bids
• Negotiated sale
• Multi-channel strategy
7) Offers Redeployment Solutions
• Redeployment tool
– Ability to move assets to online sales
platform
• Web-based for global ease of use
– Common standard across enterprise
Service that Makes a
Strategic Impact
8) Leverages Metrics and Marketing
Strategy Best Practices
• 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 Best
Practice Marketing Strategies
• 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
9) Ability to Drive “Green Initiatives”
and Sustainability Programs
• 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
10) Provides Risk Management Solutions to
Address and Mitigate the Top Compliance and
Ethics Risks Encountered by Global Companies
• 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
Contact Us:
sell@liquidityservices.com
www.liquidityservices.com