{"id":2075,"date":"2026-05-21T13:55:06","date_gmt":"2026-05-21T12:55:06","guid":{"rendered":"https:\/\/www.agorastore.fr\/magazine-des-experts\/?p=2075"},"modified":"2026-09-01T11:26:53","modified_gmt":"2026-09-01T10:26:53","slug":"marche-buyer-side","status":"publish","type":"post","link":"https:\/\/www.agorastore.fr\/magazine-des-experts\/marche-buyer-side\/","title":{"rendered":"S\u00e9curisez la liquidit\u00e9 de vos actifs face au retournement du march\u00e9"},"content":{"rendered":"\n<p><strong><strong>Apr\u00e8s plusieurs ann\u00e9es d&rsquo;un march\u00e9 favorable aux vendeurs, l&rsquo;ann\u00e9e 2026 marque une inversion structurelle du rapport de force. Face \u00e0 la reconstitution des stocks et \u00e0 une demande plus s\u00e9lective, les gestionnaires de flottes, et les directions financi\u00e8res et mat\u00e9rielles, doivent imp\u00e9rativement passer d&rsquo;une logique de cession passive \u00e0 une v\u00e9ritable strat\u00e9gie d&rsquo;arbitrage et de pilotage de la liquidit\u00e9.<\/strong><\/strong><\/p>\n\n\n\n<div class=\"wp-block-media-text is-stacked-on-mobile\"><figure class=\"wp-block-media-text__media\"><img loading=\"lazy\" decoding=\"async\" width=\"1000\" height=\"667\" src=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/05\/Depositphotos_836055182_S.jpg\" alt=\"\" class=\"wp-image-2079 size-full\" srcset=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/05\/Depositphotos_836055182_S.jpg 1000w, https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/05\/Depositphotos_836055182_S-300x200.jpg 300w, https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/05\/Depositphotos_836055182_S-768x512.jpg 768w\" sizes=\"auto, (max-width: 1000px) 100vw, 1000px\" \/><\/figure><div class=\"wp-block-media-text__content\">\n<p>Pendant longtemps, l&rsquo;environnement de march\u00e9 permettait aux gestionnaires de parcs d&rsquo;\u00e9couler leurs <a href=\"https:\/\/www.agorastore.fr\/\">mat\u00e9riels r\u00e9form\u00e9s<\/a> rapidement et \u00e0 des valeurs r\u00e9siduelles historiquement hautes. Cette dynamique est aujourd&rsquo;hui r\u00e9volue.<\/p>\n\n\n\n<p>Depuis 12 \u00e0 18 mois, nous observons une nette reconstitution de l&rsquo;offre, aliment\u00e9e notamment par le retour massif des <em>buybacks<\/em> et des renouvellements diff\u00e9r\u00e9s. \u00c0 titre d&rsquo;exemple, le march\u00e9 fran\u00e7ais des v\u00e9hicules d\u2019occasion B2B a recul\u00e9 de 10,9 % au printemps 2026, tandis que les stocks chez les constructeurs se maintiennent \u00e0 des niveaux tr\u00e8s \u00e9lev\u00e9s (plus de 160 000 unit\u00e9s disponibles).<\/p>\n<\/div><\/div>\n\n\n\n<p>La cons\u00e9quence directe de ce basculement vers un march\u00e9 acheteur (march\u00e9 buyer-side) est triple pour les entreprises :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Allongement des d\u00e9lais de d\u00e9cision des acheteurs<\/li>\n\n\n\n<li>Exigence accrue sur la tra\u00e7abilit\u00e9 et l&rsquo;\u00e9tat des \u00e9quipements<\/li>\n\n\n\n<li>Pression structurelle sur les valeurs de cession<\/li>\n<\/ul>\n\n\n\n<div style=\"height:33px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"le-risque-de-lattentisme-et-lillusion-des-valeurs-theoriques\"><strong><strong>Le risque de l&rsquo;attentisme et l&rsquo;illusion des valeurs th\u00e9oriques<\/strong><\/strong><\/h2>\n\n\n\n<p>Le risque majeur pour les entreprises r\u00e9side aujourd&rsquo;hui dans le maintien de valeurs r\u00e9siduelles index\u00e9es sur le pr\u00e9c\u00e9dent cycle haussier. Piloter ses arbitrages \u00e0 partir de r\u00e9f\u00e9rentiels historiques ou de valeurs purement comptables cr\u00e9e une d\u00e9connexion imm\u00e9diate avec la r\u00e9alit\u00e9 de la demande.<\/p>\n\n\n\n<p>Refuser d&rsquo;accepter le juste prix du march\u00e9 ne prot\u00e8ge pas la valeur de l&rsquo;actif, cela la d\u00e9grade. Un positionnement tarifaire inadapt\u00e9 d\u00e9clenche une s\u00e9rie de co\u00fbts cach\u00e9s qui p\u00e8sent lourdement sur le bilan et sur le Total Cost of Ownership (TCO) :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Immobilisation inutile du capital<\/li>\n\n\n\n<li>Augmentation des co\u00fbts de portage (stockage, maintenance, assurance)<\/li>\n\n\n\n<li>Risque de d\u00e9cote brutale \u00e0 moyen terme<\/li>\n<\/ul>\n\n\n\n<p>Dans ce nouveau paradigme, la priorit\u00e9 strat\u00e9gique se d\u00e9place. Il ne s&rsquo;agit plus de poursuivre le prix facial le plus \u00e9lev\u00e9, mais d&rsquo;optimiser le <strong>Time-to-Cash<\/strong>.<\/p>\n\n\n\n<p><strong>L&rsquo;enjeu du Time-to-Cash (T2C) :<\/strong> c&rsquo;est la capacit\u00e9 \u00e0 transformer un \u00e9quipement r\u00e9form\u00e9 en tr\u00e9sorerie disponible dans un d\u00e9lai ma\u00eetris\u00e9. R\u00e9duire le T2C permet de lib\u00e9rer des liquidit\u00e9s imm\u00e9diates pour fluidifier les renouvellements de parc et s\u00e9curiser les trajectoires budg\u00e9taires, tout en neutralisant les co\u00fbts de possession inutiles.<\/p>\n\n\n\n<div style=\"height:33px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"orchestrer-la-liquidite-par-lingenierie-de-marche\"><strong> <strong>Orchestrer la liquidit\u00e9 par l&rsquo;ing\u00e9nierie de march\u00e9<\/strong><\/strong><\/h2>\n\n\n\n<p>C\u2019est pr\u00e9cis\u00e9ment ici qu&rsquo;Agorastore intervient en tant que partenaire de confiance et expert de la valorisation. Nous accompagnons les grandes entreprises dans l&rsquo;arbitrage strat\u00e9gique de leurs actifs, en d\u00e9ployant une ing\u00e9nierie de march\u00e9 rigoureuse :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Analyse de la profondeur de march\u00e9 :<\/strong> identification des segments o\u00f9 la demande est active.<\/li>\n\n\n\n<li><strong>Mise en concurrence transparente :<\/strong> activation de r\u00e9seaux d&rsquo;acheteurs qualifi\u00e9s pour garantir la rencontre exacte entre votre offre et la demande r\u00e9elle.<\/li>\n\n\n\n<li><strong>S\u00e9curisation juridique et financi\u00e8re :<\/strong> prise en charge int\u00e9grale des flux pour garantir une conformit\u00e9 totale et un Time-to-Cash optimis\u00e9.<\/li>\n\n\n\n<li><strong>Acc\u00e9l\u00e9ration du cycle de vente :<\/strong> les ench\u00e8res entra\u00eenent une pression sur l&rsquo;opportunit\u00e9 d&rsquo;achat qui permet d&rsquo;\u00e9viter les n\u00e9gociations prolong\u00e9es dans un march\u00e9 mouvant.<\/li>\n<\/ul>\n\n\n\n<p>En objectivant la valeur de vos \u00e9quipements r\u00e9form\u00e9s, Agorastore transforme la gestion de vos fins de cycle en un v\u00e9ritable levier de performance financi\u00e8re.<\/p>\n\n\n\n<div class=\"hs-cta-embed hs-cta-simple-placeholder hs-cta-embed-432795481290\"\n  style=\"max-width:100%; max-height:100%; width:690px;height:200.0312557529297px\" data-hubspot-wrapper-cta-id=\"432795481290\">\n  <a href=\"https:\/\/cta-eu1.hubspot.com\/web-interactives\/public\/v1\/track\/redirect?encryptedPayload=AVxigLKVsEGeA%2BvXiR9wDLlPfVJw0Mtx7zRvO9K%2BI%2BVhkVivKO3fg2JvzClrmq4dlnsEvvbbRuNgmEnqgf0ZbnEur7zvXrSTn0PH2FRyGnsO26L1xYP3WNGF1cvjsyXdl6trPFJVwbClBYGoovkq7Ht%2BFAFSsWp7KpO3etMDJKBdnipm5%2FHC1c13TJrF0In8j3C48ggiSw%3D%3D&#038;webInteractiveContentId=432795481290&#038;portalId=145615485\" target=\"_blank\" rel=\"noopener\" crossorigin=\"anonymous\">\n    <img decoding=\"async\" alt=\"Besoin d&rsquo;un avis d&rsquo;expert ou d&rsquo;un conseil sur-mesure ?\" loading=\"lazy\" src=\"https:\/\/hubspot-no-cache-eu1-prod.s3.amazonaws.com\/cta\/default\/145615485\/interactive-432795481290.png\" style=\"height: 100%; width: 100%; object-fit: fill\"\n      onerror=\"this.style.display='none'\" \/>\n  <\/a>\n<\/div>\n\n\n\n<p><strong>Sources<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u00b9<a href=\"https:\/\/www.largus.fr\/pros\/actualite-automobile\/les-stocks-de-voitures-d-occasion-dans-les-reseaux-sont-retombes-au-premier-trimestre-2026-30046178.html\">L\u2019argus &#8211; Les stocks de voitures d\u2019occasion dans les r\u00e9seaux sont retomb\u00e9s au premier trimestre 2026<\/a><\/li>\n\n\n\n<li>\u00b2<a href=\"https:\/\/www.largus.fr\/pros\/actualite-automobile\/le-marche-des-voitures-d-occasion-replonge-en-avril-2026-30046550.html\">L\u2019argus &#8211; Le march\u00e9 des voitures d\u2019occasion replonge en avril 2026<\/a><\/li>\n<\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<div style=\"height:21px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image is-style-rounded\">\n<figure class=\"aligncenter size-large is-resized\"><a href=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/expert-fabien-ravalison\/\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"1000\" src=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/06\/Fabien_Ravalison_2-1024x1000.jpg\" alt=\"\" class=\"wp-image-2190\" style=\"width:164px;height:auto\" srcset=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/06\/Fabien_Ravalison_2-1024x1000.jpg 1024w, https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/06\/Fabien_Ravalison_2-300x293.jpg 300w, https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/06\/Fabien_Ravalison_2-768x750.jpg 768w, https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/06\/Fabien_Ravalison_2.jpg 1514w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/a><\/figure><\/div>\n\n\n<p class=\"has-text-align-center has-black-color has-text-color has-link-color wp-elements-1659b20711f6309ec8f167bf976770d4\"><strong><a href=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/expert-fabien-ravalison\/\"><span style=\"text-decoration: underline;\">Fabien Ravalison<\/span><\/a><\/strong><br>Directeur commercial&nbsp;<br>Agorastore \u00c9quipement<\/p>\n\n\n\n<div style=\"height:29px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator aligncenter has-alpha-channel-opacity is-style-wide\"\/>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"ces-articles-peuvent-vous-interesser\"><strong><mark style=\"background-color:rgba(0, 0, 0, 0);color:#2b4d93\" class=\"has-inline-color\">Ces articles peuvent vous int\u00e9resser<\/mark><\/strong><\/h2>\n\n\n<ul style=\"color:#2b4d93;\" class=\"wp-block-latest-posts__list has-link-color wp-elements-62ac273d0b946375e67e5849347da3f7 wp-block-latest-posts has-text-color has-medium-font-size\"><li><div class=\"wp-block-latest-posts__featured-image aligncenter\"><img loading=\"lazy\" decoding=\"async\" width=\"150\" height=\"150\" src=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/09\/calendrier-voiture-150x150.webp\" class=\"thumbnail-cover attachment-thumbnail size-thumbnail wp-post-image\" alt=\"\" style=\"max-width:150px;max-height:150px;\" \/><\/div><a class=\"wp-block-latest-posts__post-title\" href=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/rentree-tpe-ceder-vehicules-inutilises\/\">Rentr\u00e9e des TPE : pourquoi septembre est le bon moment pour c\u00e9der vos v\u00e9hicules inutilis\u00e9s<\/a><\/li>\n<li><div class=\"wp-block-latest-posts__featured-image aligncenter\"><img loading=\"lazy\" decoding=\"async\" width=\"150\" height=\"150\" src=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/09\/22769441-marteau-en-bois-sur-un-ordinateur-portable-rendu-3d-150x150.webp\" class=\"thumbnail-cover attachment-thumbnail size-thumbnail wp-post-image\" alt=\"\" style=\"max-width:150px;max-height:150px;\" \/><\/div><a class=\"wp-block-latest-posts__post-title\" href=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/encheres-en-ligne-vrai-prix-materiel\/\">Pourquoi l&rsquo;ench\u00e8re en ligne r\u00e9v\u00e8le le vrai prix de votre mat\u00e9riel professionnel ?<\/a><\/li>\n<li><div class=\"wp-block-latest-posts__featured-image aligncenter\"><img loading=\"lazy\" decoding=\"async\" width=\"150\" height=\"150\" src=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/09\/Capture-decran-2026-09-17-143318-150x150.png\" class=\"thumbnail-cover attachment-thumbnail size-thumbnail wp-post-image\" alt=\"\" style=\"max-width:150px;max-height:150px;\" srcset=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/09\/Capture-decran-2026-09-17-143318-150x150.png 150w, https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/09\/Capture-decran-2026-09-17-143318-300x300.png 300w, https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/09\/Capture-decran-2026-09-17-143318-768x770.png 768w, https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/09\/Capture-decran-2026-09-17-143318.png 922w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/><\/div><a class=\"wp-block-latest-posts__post-title\" href=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/podcast-objectif-marches-publics\/\">PODCAST &#8211; Objectif March\u00e9s Publics<\/a><\/li>\n<\/ul>","protected":false},"excerpt":{"rendered":"<p>Apr\u00e8s plusieurs ann\u00e9es d&rsquo;un march\u00e9 favorable aux vendeurs, l&rsquo;ann\u00e9e 2026 marque une inversion structurelle du rapport de force. Face \u00e0 la reconstitution des stocks et \u00e0 une demande plus s\u00e9lective, les gestionnaires de flottes, et les directions financi\u00e8res et mat\u00e9rielles, doivent imp\u00e9rativement passer d&rsquo;une logique de cession passive \u00e0 une v\u00e9ritable strat\u00e9gie d&rsquo;arbitrage et de [&hellip;]<\/p>\n","protected":false},"author":5,"featured_media":2076,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[18,65,6],"tags":[],"class_list":["post-2075","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-entreprises-articles","category-acheter-articles-en","category-entreprises"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>S\u00e9curisez la liquidit\u00e9 de vos actifs face au retournement du march\u00e9 - Blog Agorastore<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/marche-buyer-side\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"S\u00e9curisez la liquidit\u00e9 de vos actifs face au retournement du march\u00e9 - Blog Agorastore\" \/>\n<meta property=\"og:description\" content=\"Apr\u00e8s plusieurs ann\u00e9es d&rsquo;un march\u00e9 favorable aux vendeurs, l&rsquo;ann\u00e9e 2026 marque une inversion structurelle du rapport de force. Face \u00e0 la reconstitution des stocks et \u00e0 une demande plus s\u00e9lective, les gestionnaires de flottes, et les directions financi\u00e8res et mat\u00e9rielles, doivent imp\u00e9rativement passer d&rsquo;une logique de cession passive \u00e0 une v\u00e9ritable strat\u00e9gie d&rsquo;arbitrage et de [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/marche-buyer-side\/\" \/>\n<meta property=\"og:site_name\" content=\"Blog Agorastore\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/AgoraStore\/\" \/>\n<meta property=\"article:published_time\" content=\"2026-05-21T12:55:06+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2026-09-01T10:26:53+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.agorastore.fr\/magazine-des-experts\/wp-content\/uploads\/2026\/05\/Depositphotos_649489080_S.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1000\" \/>\n\t<meta property=\"og:image:height\" content=\"667\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Fabien Ravalison\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"\u00c9crit par\" \/>\n\t<meta name=\"twitter:data1\" content=\"Fabien Ravalison\" \/>\n\t<meta name=\"twitter:label2\" content=\"Dur\u00e9e de lecture estim\u00e9e\" \/>\n\t<meta name=\"twitter:data2\" content=\"7 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.agorastore.fr\\\/magazine-des-experts\\\/marche-buyer-side\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.agorastore.fr\\\/magazine-des-experts\\\/marche-buyer-side\\\/\"},\"author\":{\"name\":\"Fabien Ravalison\",\"@id\":\"https:\\\/\\\/www.agorastore.fr\\\/magazine-des-experts\\\/#\\\/schema\\\/person\\\/f4c4c4b0d1e8b66d62652c1ff3f5b7d3\"},\"headline\":\"S\u00e9curisez la liquidit\u00e9 de vos actifs face au retournement du march\u00e9\",\"datePublished\":\"2026-05-21T12:55:06+00:00\",\"dateModified\":\"2026-09-01T10:26:53+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.agorastore.fr\\\/magazine-des-experts\\\/marche-buyer-side\\\/\"},\"wordCount\":659,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/www.agorastore.fr\\\/magazine-des-experts\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/www.agorastore.fr\\\/magazine-des-experts\\\/marche-buyer-side\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/www.agorastore.fr\\\/magazine-des-experts\\\/wp-content\\\/uploads\\\/2026\\\/05\\\/Depositphotos_649489080_S.jpg\",\"articleSection\":[\"Articles\",\"Articles\",\"Entreprises\"],\"inLanguage\":\"fr-FR\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/www.agorastore.fr\\\/magazine-des-experts\\\/marche-buyer-side\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.agorastore.fr\\\/magazine-des-experts\\\/marche-buyer-side\\\/\",\"url\":\"https:\\\/\\\/www.agorastore.fr\\\/magazine-des-experts\\\/marche-buyer-side\\\/\",\"name\":\"S\u00e9curisez la liquidit\u00e9 de vos actifs face au retournement du march\u00e9 - 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