Anuário Brasileiro do Setor de Locação de Veículos | 2021

155 2021 Anuário Brasileiro do Setor de Locação de Veículos Brazilian Vehicle Rental Sector Yearbook To open up new markets T he success startups have had in vehicle leasing and rental markets has put the busines in the spotlight, transforming it and improving relationships. From private owners to small and medium-sized car leasing and rental companies across Brazil, everything is business for Tamy Lin, CEO of MoObie. Certain that the rental segment is very fragmented in Brazil, he has for four years headed up a team whose mission is to absorb versatility, monitor trends in supply and demand, and pay full attention to the changes in the way Brazilians see mobility. With a presence in more than 200 cities and a total of 650,000 users, MoObie matches customers with leasing and rental companies, especially small and medium-sized companies – a niche that, since September 2020, has accounted for 10% of the company’s revenues. In 2020, MoObie grew by 32% year on year. With reliable and up-to-date customer data, protected by state-of-the-art technology, Tamy Lin claims to have enough information for leasing and rental companies working with MoObie to avoid problems with default. “We are prudent, but our vision has been to democratize leasing and renting, which means that MoObie does not require security in contracts,” he explains. Creating scale, backed by a robust database and more than 100,000 users accessing its website a month, was the sign to network with ABLA members at the end of last year. Tamy Lin says he got a better understanding of how to contribute with the search, scheduling and payment systems. “Small leasing and rental companies are keen to digitize, a transformation that has been slowed by the pandemic,” he says. Assimilate the new time - Fernando Saddi, the founder and CEO of carsharing company Easy Carros, agrees and adds that leasing and rental companies are facing a new challenge: to digitize to dominate a market that historically is theirs. For him, the sector has to show customers that its players are better prepared to assimilate the new market. Saddi understands that it has become even more important to provide tools so that small and medium-sized car leasing and rental companies can remain in the market. Easy Carros has about 1,000 leasing and rental companies and 300,000 vehicles throughout Brazil on its books. The company’s role is to make financing more accessible, generate efficiency gains in the purchase of cars, in the management of fines, in maintenance and in offloading used assets. “Now, leasing and rental companies have to think more and more about how, where and for how long they will make their vehicles available, since they are the largest holders of assets and cannot let their market fall into the hands of new segments,” reasons Saddi. All in one click. In assessing the impact of the pandemic, the CEO of Easy Carros – which has a network of partners in more than 100 cities and operates in 21 Brazilian states – says that both sides of the coin have been experienced. While restrictions were imposed by financial agents, the search for virtual resources heated up, with people working from home. “The barriers of technology have been broken.” Innovation - In operation since 2017, Turbi operates with companies that are bringing about a digital transformation in car leasing and rental. Diego Lira, CEO of the company, says there are several opportunities to be explored. With 100,000 users, 1,700 vehicles and 300,000 drivers’ licenses registered, Turbi’s main segment is B2C, but last year Turbi Empresas was launched, with great success. “In addition to practicality and a 100% digital experience, we offer the possibility of having all the costs of a trip (rental, mileage, tolls and parking lots) charged directly by Turbi, without the need for additional refunds,” he explains. Excellence is the word that the entrepreneur uses to classify operations in the pandemic. “We were able to anticipate the worst days of lockdown and we had a 40% reduction in demand, in a cost structure that was still healthy for the business,” he says. Recovery followed and Turbi ended last year with a fleet three times larger than in 2019. According to the entrepreneur, there is rapid growth worldwide in carsharing companies, especially emerging economies, where mobility infrastructure is lacking and the cost to buy and maintain vehicles is high. “In addition, countries such as China, Russia and Brazil have a good level of digitization, making access to the product easy and fast,” he concludes.