In un mercato in cui le condizioni di finanziamento diventano più complesse e la concorrenza si intensifica, fornire la soluzione giusta richiede creatività, flessibilità e solide partnership. Da oltre un decennio, la collaborazione tra Haulotte e DLL si fonda su questa ambizione condivisa, evolvendosi di pari passo con le aspettative dei clienti e le sfide del mercato. Dunque, come continua ad adattarsi oggi questa partnership?
A seguito del loro articolo sul blog del 2020, Christophe Debatisse (Haulotte) e Britta McSparen, Vicepresidente della strategia finanziaria globale per OEM e concessionari presso DLL, condividono come la loro partnership si sia evoluta e come continui a generare valore attraverso flessibilità, competenza e innovazione.
A global partnership built for customer needs
Since 2014, Haulotte and DLL have been working together to support customers worldwide with financing solutions tailored to their needs. From the very start of their collaboration, the challenge was clear: find a partner capable of matching Haulotte’s global footprint while delivering consistent support locally.
DLL quickly proved to be the right fit. As Christophe Debatisse explains, "We were looking for a leasing company able to support our sales teams worldwide. DLL stood out because its geographical coverage matched ours perfectly."; This alignment made it possible to roll out a global approach while maintaining strong local anchoring.
Christophe Debatisse continues: "Our goal is to provide our customers with a full solution, that includes the machine and the financing at the same time."; This integrated approach simplifies the purchasing process and strengthens the overall value proposition for customers.
Unlike traditional banks, DLL considers both the customer and the asset when evaluating a deal. "We have strong asset knowledge and an in-depth understanding of whats going on in the marketplace because of the manufacturers we work with."; shares Britta McSparen. This combination of technical expertise and market insight allows both partners to design solutions that go far beyond standard financing.
Unlike traditional banks, DLL considers both the customer and the asset when evaluating a deal. "We have strong asset knowledge and an in-depth understanding of whats going on in the marketplace because of the manufacturers we work with."; shares Britta McSparen. This combination of technical expertise and market insight allows both partners to design solutions that go far beyond standard financing.
Adapting to diverse markets and customer expectations
Operating globally means adapting to a wide range of customer expectations and regulatory environments. Britta McSparen points out, "The equipment isn’t different, but the customer profiles are.";
These differences are particularly visible between regions. Christophe Debatisse agrees: "In Europe, customers focus on how much it costs, while in the US they focus more on how easy and fast it is to get the deal done."
A market shift: from rates to full solutions
Over the past few years, the financing landscape has undergone a significant transformation. As Christophe Debatisse explains, "Before, discussions were mainly about rates. Now, we need to provide an all-in-one solution, including financing and extended payment terms; because competition is now offering very aggressive conditions.";
This shift has challenged financing providers to rethink their approach and deliver more integrated, value-added offers.
This shift has challenged financing providers to rethink their approach and deliver more integrated, value-added offers.
Creativity as a key differentiator
In this evolving environment, creativity has become a critical success factor. Rather than relying on standardized models, Haulotte and DLL focus on building tailored solutions for each customer. Christophe Debatisse emphasizes this point clearly: "Creativity is the key word today. We need to find the right combination of product, cost, and payment terms to stay competitive."
This is where DLL’s expertise plays a central role. As Britta McSparen explains, "Customers expect quick answers, so we need to be able to adapt fast. Really, it’s about combining our expertise, understanding the customer, and working closely with Haulotte to build the right offer. That’s exactly where our partnership is strong: we design solutions together that truly fit the customer’s needs."
This is where DLL’s expertise plays a central role. As Britta McSparen explains, "Customers expect quick answers, so we need to be able to adapt fast. Really, it’s about combining our expertise, understanding the customer, and working closely with Haulotte to build the right offer. That’s exactly where our partnership is strong: we design solutions together that truly fit the customer’s needs."
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A relationship built on trust and collaboration
More than 10 years after the start of their journey together, the Haulotte-DLL partnership is stronger than ever. As Britta McSparen puts it: "We work as one team with Haulotte, sharing information, discussing challenges, and finding solutions together."
Christophe Debatisse concludes: "With DLL, we don’t just say “no” and call it a day; we discuss how we can build the deal and what the deal conditions would be, and we find a way to accept these conditions. That’s the partnership quality that will make the difference to offer good solutions to our customers."
Christophe Debatisse concludes: "With DLL, we don’t just say “no” and call it a day; we discuss how we can build the deal and what the deal conditions would be, and we find a way to accept these conditions. That’s the partnership quality that will make the difference to offer good solutions to our customers."
