CARRUSLiNK

    Quick answer · Dealer ↔ leasing

    How does the leasing company get the dealer to sell repurchases?

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    TL;DR

    The leasing company gets the dealer to sell repurchases by providing the dealer with three things: (1) early access to expiry data 90 days before T-0, (2) a margin that makes repurchases more attractive than selling a new financing contract, and (3) a common system where the repurchase task appears on the salesperson's daily task list — not in the leasing company's call centre. CARRUSLiNK provides this common system without either party losing data ownership.

    The classic conflict is that the leasing company builds its own call centre and calls customers directly upon expiry. This often fails — the customer's relationship is with the dealer, not the financing partner. When the leasing company calls, it comes across as debt collection or telemarketing, and the repurchase rate drops. The correct approach is to let the dealer make the call with full overview of the contract, vehicle, and wish list.

    The practical setup: the leasing company pushes contract data to CARRUSLiNK (once during onboarding + automatically for new contracts), the dealer sees expiries 90 days in advance in the same system they use for used car sales, repurchase tasks automatically appear on the salesperson's daily task list, and the leasing company receives real-time reports on the repurchase rate per dealer. Both parties win.

    Key facts

    • Early access: expiry data is pushed to the dealer 90 days before T-0
    • Dealer margin on repurchases must surpass new financing deals
    • Repurchase tasks land on the salesperson's daily task list — not in a call centre
    • Common system: leasing company sees the rate, dealer sees the customer
    • Conflict zone: leasing company must not call directly bypassing the dealer
    • Result: 35-50% repurchase rate vs. 15-25% with a call centre process

    See how the leasing company and dealer collaborate in CARRUSLiNK without conflict.