Bridging the Gap in the Belgian Automotive Market: Alexander Prinssen on the Evolution of Second-Hand Vehicle Sales and the Electric Transition
The Belgian automotive landscape is currently undergoing one of the most significant structural shifts in its history, driven by a complex interplay of corporate fiscal policy, the rise of electric mobility, and a changing consumer mindset. Alexander Prinssen, the Chief Sales Officer for Adevinta Automotive Benelux, provides a comprehensive look into these dynamics through the lens of one of the region’s most influential digital marketplaces. While the name Adevinta might not be a household term for every consumer, the group’s portfolio includes some of Europe’s most dominant classified platforms, such as 2dehands.be in Belgium, Marktplaats.nl in the Netherlands, Mobile.de in Germany, Leboncoin.fr in France, and Subito.it in Italy. These platforms serve as a barometer for the broader economy, reflecting shifts in supply, demand, and the increasing professionalization of the second-hand car market.
The Belgian Paradox: A Market Divided Between Professional and Private Buyers
The Belgian car market occupies a unique position within the European Union. Unlike many neighboring countries where private registrations form the backbone of the industry, Belgium is heavily influenced by its professional and corporate sectors. According to recent data cited by Prinssen, 52% of all new car sales in Belgium are attributed to professional buyers, largely driven by the country’s favorable fiscal treatment of company cars. This corporate-heavy environment has established Belgium as a premier market for high-end vehicles, with BMW, Volkswagen, and Mercedes-Benz consistently occupying the top three spots in sales rankings.
However, this dominance of the premium sector in new car sales creates a distinct imbalance when compared to the secondary market. While the new car market is a playground for high-end German engineering and increasingly expensive electric vehicles (EVs), the second-hand market operates under entirely different economic pressures. Prinssen notes that while new EV registrations have surged to represent approximately 36% of the market—fueled by tax incentives for businesses—they account for a mere 6% of the second-hand market. Conversely, gasoline-powered vehicles remain the staple of the used car world, representing 62% of second-hand sales compared to 44% of new sales.
Perhaps the most striking discrepancy lies in the diesel sector. Once the king of the Belgian road, diesel has effectively vanished from the new car showrooms, accounting for just 2% of new registrations. Yet, in the second-hand market, diesel remains surprisingly resilient at 22%, as private buyers seek out the long-range efficiency and lower entry price points that these older models offer.
The Professionalization of 2dehands.be
As the market faces these divergent trends, the role of digital platforms has evolved from simple peer-to-peer listing sites to sophisticated business tools. 2dehands.be now attracts approximately 1.2 million visitors every month, seeking everything from budget-friendly commuters to high-end ex-lease vehicles. A critical observation from Prinssen is the increasing dominance of professional sellers on the platform. Currently, 60% of the 105,000 vehicles listed on the site are offered by professionals, including 3,200 independent car companies and official brand dealers.
This shift toward professionalization is a response to the growing complexity of the automotive trade. As vehicles become more technologically advanced—and as the "unconfident buyer" struggles to navigate the transition from internal combustion engines (ICE) to electric powertrains—the role of the trusted dealer has never been more important. Dealerships are no longer just selling a car; they are selling the peace of mind that comes with warranties, certified inspections, and professional after-sales support.
The Accelerating Turnaround of Electric Vehicles
One of the most encouraging data points for the future of the Belgian green transition is the rapid reduction in "days to sell" for used electric vehicles. Historically, the second-hand EV market was sluggish. Private buyers were wary of battery degradation, charging infrastructure, and the high initial cost compared to used petrol cars. Prinssen reveals that until last year, a typical ex-corporate EV would remain listed on the platform for an average of 120 days before finding a buyer.
In just twelve months, that figure has plummeted to approximately 80 days. This 33% reduction in time-on-market signals a pivotal shift in consumer behavior. Several factors contribute to this acceleration:
- Price Correction: As the first large waves of leased EVs enter the second-hand market, supply has increased, leading to more competitive pricing that appeals to the private budget.
- Familiarity: As charging networks expand across Belgium and the Benelux region, the "range anxiety" that previously deterred second-hand buyers is beginning to dissipate.
- Market Maturity: The "unconfident buyer" is becoming more educated about battery health and the long-term cost savings associated with electric driving.
The Impact of New Market Entrants
The Belgian market is also serving as a gateway for new global players, specifically from China. Brands such as BYD and MG have seen their market share double in a short period, and collectively, Chinese manufacturers now account for roughly 7.5% of the Belgian market. Prinssen suggests that the professional sector is the primary driver here; lease drivers are often more willing to "experiment" with a new brand when the financial risk is mitigated by a corporate contract.
This trend has a significant "trickle-down" effect. As these Chinese vehicles complete their three-to-four-year lease cycles, they will flood the second-hand market, providing a new tier of affordable electric mobility for private consumers. The data suggests that once a brand establishes a foothold in the professional fleet sector, its acceptance in the private second-hand market follows shortly thereafter.
The Science of Lead Management and Conversion
In the modern digital economy, the speed of communication is often the deciding factor in a successful sale. Prinssen emphasizes that the automotive industry is no longer just about the product on the lot; it is about the efficiency of the digital sales funnel. Data from Adevinta’s platforms shows a direct correlation between response time and sales conversion.
Leads that are followed up within one minute of the initial inquiry see a conversion rate of approximately 60%. This high level of success is attributed to the "active shopping" phase; the buyer is currently engaged, at their computer or on their phone, and ready to make a decision. However, the window of opportunity closes rapidly. If a dealer waits six hours to respond, the conversion rate drops to 15%. For those who wait longer than 24 hours, the likelihood of a sale becomes negligible, as the buyer has likely moved on to a competitor or lost interest.
To facilitate this, 2dehands.be has integrated advanced IT tools that allow dealers to manage leads directly, ensuring that messages from potential buyers reach sales teams without delay. This direct-to-consumer pipeline is essential for maintaining the high turnover rates required in a competitive market.
Chronology of the Belgian Market Evolution (2020–2024)
To understand the current state of the market, it is necessary to look at the timeline of events that have shaped Belgian automotive trends:
- 2020–2021: The COVID-19 pandemic causes a global semiconductor shortage, leading to a massive backlog in new car deliveries. This forces many buyers into the second-hand market, causing used car prices to skyrocket to record highs.
- 2022: The Belgian government clarifies the future of fiscal deductibility for company cars, signaling a hard shift toward zero-emission vehicles. This triggers a surge in professional EV orders.
- 2023: The first large-scale "returns" of early-adoption corporate EVs begin to hit the second-hand market. Initially, these vehicles sit in showrooms for up to four months (120 days) as private buyers remain hesitant.
- 2024: A combination of lower used EV prices and better consumer education leads to a "breakthrough" year for used electric cars. The average time-on-market drops to 80 days. Chinese brands like BYD solidify their presence in the Belgian top-ten lists for new registrations.
Broader Implications for the Automotive Industry
The insights provided by Alexander Prinssen suggest that the health of the Belgian automotive industry is increasingly dependent on the synergy between the professional new car market and the private second-hand market. The "B2C" (Business to Consumer) segment is the bridge that allows the Belgian fleet—one of the newest and cleanest in Europe—to find a second life with private owners.
For automotive professionals, the message is clear: the digital marketplace is no longer an optional extra but a core component of the sales strategy. The ability to utilize targeted campaigns and rapid lead follow-up is what separates the market leaders from those struggling with stagnant inventory.
Furthermore, the "unconfident buyer" represents the largest growth opportunity in the coming years. As the complexity of choosing between hybrid, electric, and traditional combustion engines increases, the platforms and dealers who provide the most transparent data and the fastest service will capture the largest share of the market. The evolution of 2dehands.be from a simple classifieds site into a high-tech sales platform reflects this broader transformation of the automotive retail sector.
As the industry moves toward 2025 and beyond, the data from Adevinta indicates that the "imbalance" between new and used sales is starting to correct itself. While the road to full electrification remains long, the increasing speed at which used EVs are moving through the market suggests that the Belgian consumer is finally ready to embrace the future of mobility, provided the price and the professional support are right.
