19.02.2026 / Hubs as a way to sell stocks. Interleasing GC

In 2025, the leasing market faced a significant challenge in the form of rising stocks. A number of leasing companies have chosen the creation of hubs as a way to deal with distressed assets. The expediency of opening these sites and their impact on stocks was discussed by the marketing agency NAPI with Sergey Shishkin, Director of Legal Affairs and Work with Distressed Assets at Interleasing Group of Companies.

- What are these sites?

- The hub, in the form it was announced in 2025 by a number of participants of the leasing services market, is an authorized parking lot. It prepares the asset for sale, photographs it, arranges an exhibition and shows it to potential buyers. Moreover, its employees immediately arrange transactions for the sale of the specified asset (for money or under leasing). In fact, it is either a separate division of the leasing company, or a partner organization that carries out a full cycle of sale of the leased item withdrawn.

Many leasing companies have authorized parking lots in large cities where seized vehicles end up and where additional services (washing, photographing, engine starting, batteries charging, tires pumping, etc.) are provided. However, not every company has a hub with full-fledged pre-sales preparation and asset sale support.

- When is the hub opening the best solution?

- The expediency of opening a "full cycle" hub depends on the stock volume. If the leasing company has several hundred seized assets in one region, then this may be justified. If there are a couple dozen, it makes no sense, because operating costs of maintaining the hub's operability and logistical costs of transporting vehicles to the nearest hub may exceed the payback limits of such a site.

- What was the situation with the Interleasing company's stocks in 2025 and how did you prefer to work with them?

According to some analysts, at the peak, stocks of all leasing companies numbered about 50 thousand vehicles. At the same time, trucks accounted for a significant part of these stocks, about 30-40%. Last year, we sold about 1,800 vehicles through direct transactions or with our own financing.

Our company has taken the path of expanding the list of additional services for storage sites. We select contractors who can not only store seized assets, but also provide in-demand services to us and our clients at their own facilities.

- What impact could opening of hubs have on stocks in your opinion?

- The impact of hubs on stocks is quite limited so far, they do not provide an explosive effect on sales. However, conceptually, they can create a good foundation for the sale of additional services and increase the financial result from the sale of seized vehicles.

Currently, most market participants are following the path of discounting the price of seized assets. The discount may vary depending on the company, the type of asset, and its technical condition. In some cases, it amounts up to 30% (liquidation discount), more often 5-20%. An alternative way to discounting the price is to restore the asset (within reasonable limits) and sell it at the upper market median. The competitive advantage is not the price, but the asset quality.