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TLS/TIP go grate E by Toby Clark
Page 12
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GE Capital's TLS/TIP operation is to look beyond straightforward truck and trailer rental and leasing and offer a "strategic consulting" role.
Managing director TJ Tuscai says: "We've limited ourselves—there's a huge ownership market out there that I think we should tap into. We have great sourcing expertise."
But he does not intend to muscle in on retailers or manufacturers. "I want to get away from the discussion on price—we have a lot more to offer than just the product," he said.
The consultancy approach is already applied to business car fleets by sister company GE Capital Fleet Services whose team of consultants considers ways to save money.
Usually, the firm does not charge if no saving is found. Otherwise, the service is free if the cus tomer opts for a GE-based solution, although there is a fee —10% of the saving or less—if the customer goes elsewhere.
Tuscai insists there are no immediate plans to merge the identities of TIP and TLS, or to adopt the GE Capital name. And he hailed the strength of the rental market: "There's definite opportunity in the retail market, and the refrigerated market."
It may also become more expensive to rent a trailer optimised for UK operation. Tuscai is keen to standardise equipment across Europe wherever possible in order to reduce costs and improve residuals.
"If we just concentrate on specifying for the UK there's a limited market for resale," he says.