The way companies renew their fleets is changing. In a market where investment decisions are increasingly careful, leasing schemes are gaining ground as an alternative for incorporating vehicles without a large initial outlay.

Although this model still has ample room for growth in Mexico . According to Miguel Elizalde, director of ON Sustainable Mobility , around 15% of tractor-trailer acquisitions are made through leasing , while in the United States the proportion is closer to 50%.

Based on this market analysis, ON Sustainable Mobility launched its tractor-trailer leasing unit , completing the portfolio of services it had been developing for the automotive industry’s value chain. The operation begins with BAIC Nextar X9 units , although the business model will be multi-brand .

“We started with Grupo Get Motors , to whom we are very grateful. We hope to continue adding more units and expanding our multi-brand offering,” Elizalde explained in an interview with T21.

The executive noted that the company began operations offering specialized consulting services to manufacturers , importers, and distributors in the automotive industry. Later, it added the transport of new vehicles and cross-border operations between Mexico and the United States , while leasing now represents its fourth business unit, through which it seeks to strengthen its presence in the sector’s value chain.

Elizalde explained that this new approach responds to the current situation in the heavy vehicle market , where companies are looking for options to renew their fleets without committing to a high initial investment.

“We see a complex fleet renewal market and an environment where initial investments require increasingly careful decisions. In that context, leasing and financing schemes become an attractive option,” he stated.

He added that the company will offer different leasing schemes, adapting to the needs of each client, and indicated that the next step will be to incorporate semi-trailers , a segment where he sees a greater opportunity for growth.

“There we see a significant opportunity, because it is a market where leasing is much more common,” he commented.

As part of this new stage, the leasing company was established as a Public Limited Investment Promotion Company (SAPI) , a structure that will allow it to attract investors to strengthen the growth of the business.

“Leasing companies are very capital-intensive. This structure also represents an opportunity to attract investment that will allow us to grow at a faster pace,” he noted.

With this addition, ON Sustainable Mobility concludes the implementation of the business units it had planned in both Mexico and the United States.

It currently has operations in Mexico City, Mexicali, San Diego and California, focused mainly on meeting the needs of the automotive industry’s value chain.

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Vehicle leasing is no longer just a financial tool, but an operational one. In an environment where liquidity and efficiency are more important than asset ownership, this model has gained ground as a strategy for companies, including freight carriers, according to TIP Mexico .

The scheme is not limited to light vehicles. TIP Mexico offers solutions for tractor-trailers, trailers and semi-trailers, as well as cars, vans and buses , thus expanding its reach within the business mobility sector.

Given this scenario, the company offers a guide to understand how vehicle leasing works and, above all, what to expect, and what not to expect, when contracting this type of service.

Here’s a step-by-step guide to understanding its scope:

1. It operates on a different logic: you don’t buy, you operate.
   Leasing works under an operating expense (OpEx) scheme, which allows you to preserve capital, improve cash flow and maintain financial flexibility, explained TIP Mexico.

In practice, this means that the carrier pays for the use of the asset, not for its ownership.

2. What a leasing company does

The value of a leasing company is not limited to financing. According to TIP Mexico, its role can directly impact operations:

• Optimizes resources: allows for more predictable financial planning.
• It facilitates fleet renewal: especially towards cleaner technologies.
• Manage the fleet: centralize procedures, maintenance, and telemetry.
• It offers flexible schemes: adapted to the client’s operation.

At this point, support can be as important as unity itself.

3. What it doesn’t do (and is often confused with)

One of the most common mistakes is assuming that the leasing company controls the operation. This is not the case, TIP Mexico warned.

• It does not manage routes or last mile: the strategy remains in the hands of the carrier.
• It does not control the operators: operational performance is the responsibility of the client.
• It does not assume legal responsibility for the use: regulatory compliance falls on the user.
• It does not automatically absorb all costs: expenses such as ownership, maintenance or insurance depend on the user.

This is where the success or failure of the model is defined: in the clarity of responsibilities.

4. The key lies in shared responsibility.

Leasing does not replace the carrier’s management, it complements it.

While the leasing company guarantees the availability of the asset and operational support, the company must ensure its proper use and safekeeping, TIP Mexico indicated.

5. A model that is gaining ground

The sector’s growth supports this change. The fleet of leased vehicles grew 24.4% in the last annual cycle, reflecting a shift towards asset-based leasing models, according to data cited by TIP Mexico.

More than a financial solution, leasing is emerging as an operational tool. But its effectiveness depends not only on the leasing company, but also on how clearly the carrier understands where the service ends… and where their responsibility begins.

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Light vehicle fleet leasing has become a strategic alternative for companies in Latin America, but it remains a challenge in Mexico due to tax and contractual complications, according to experts.

For Cristina Vázquez, coordinator of Economic Studies at the Mexican Association of Automobile Dealers (AMDA) , leasing should boost vehicle renewals for the benefit of corporate users, but currently it barely contributes to the market.

“The structure is there, with agencies offering financing and guarantees, but the segment remains underutilized,” Vázquez said at the Fleet Latam Summit 2025 .

The regional overview confirms the contrasts. Gisele Dutra, Latam Fleet Manager at GE Healthcare , explained that in Brazil and Argentina, corporate leasing is an essential part of the operation, with negotiations on residual values ​​that include finance, human resources, and suppliers.

In Mexico, the complexity goes beyond leasing. Although light used vehicles represent 6.5 million transactions annually, only 8% are channeled through dealerships, or about 450,000 units, according to Vázquez.

He specified that, for dealers, this segment is equivalent to an average of 15% of their income, although it is still seen as a secondary business compared to the sale of new vehicles .

This gap is exploited by the informal market. Israel Aguilar, general director of LVA Subastas , noted that more than 70% of auction transactions end up in the hands of lottery sellers and resellers, reinforcing the influence of parallel channels.

The emergence of platforms like Kavak , which initially purchased vehicles above the reference price, demonstrated the riskiness of the business: placing inventory acquired at high prices is now its main challenge.

For Alfredo Hernández Hamelberg, Country Manager of Autorola Mexico , the problem lies in the lack of clarity for the end consumer.

Leasing companies and finance companies calculate depreciation and residual values, but this information is rarely communicated transparently, fueling distrust in leasing and used vehicles.

Specialists agreed that light-vehicle leasing and used vehicle sales represent significant potential in Mexico , although limited by the lack of simple regulations and the influence of the informal market.

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Based in the city of Córdoba, Veracruz, and with a presence in the central-southeastern region of Mexico, Grupo Pecuario San Antonio is the third largest producer in its sector nationwide.

“We have grown so much that we have also grown logistically. The market is demanding this service and quality. It is an important challenge because we must be constantly moving, innovating. As part of our growth, we are pleased to establish this new relationship with Idealease,” said Miguel Ángel Ledesma Vera, director of Grupo Pecuario San Antonio.

Although there has been a relationship with Idealease since 2012, in 2024 a new alliance will be established under the leasing or rental modality , which will allow the group to guarantee modern and efficient units, thus maintaining high quality in the distribution service.

“This is a strategic alliance that will strengthen us in order to satisfy our customers and continue being the most reliable chicken in Mexico,” said the executive.

César Rodríguez Soto, manager of Idealease in Veracruz, acknowledged the importance of this reinforcement of joint work. “The idea is for Idealease to be the best business partner that Grupo Porres and Grupo Pecuario San Antonio can have,” he said.

The delivery protocol of the units was carried out at the group’s freight company facilities, with the presence of the Supply Processes Manager, Miriam Contreras Flores; the Purchasing Manager, Carolina Villar Cuesta; the Transportation Manager, Juan Enrique Chávez Quijano and the Transportation Maintenance Manager, Francisco Huerta. Also present were Eduardo Anguiano, advisor to Idealease in Veracruz; Carlos David Elizondo, interim manager; Dulce Martínez, marketing manager; and Verónica Luna, FSL advisor.

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Less than a year after its consolidation as Zinergia, the company is working on diversifying its offerings for the market. In an interview with T21, Luis Morales, CEO of Zinergia, detailed that the corporation plans to launch a new division of car haulers to address the dynamism of the automotive industry and provide the perfect solution to this demand.

“Today, the automotive industry is one of the main industries worldwide, and we must take advantage of being at a turning point. With the pandemic and the disruption of supply chains, North America strengthened, and Mexico, in particular, has a privileged geographical location that we must capitalize on,” the executive said.

Among the company’s long-term plans is also the consolidation of the business in other countries, primarily in northern United States. Additionally, in the rental division with SAR MW, the goal is to continue growing with more equipment, and in transportation, apart from starting with the car hauler segment, they also plan to include 53-foot trailers. “There is a lot we want to do because there is a market to explore,” said the executive.

Morales detailed that shortly before reaching one year as Zinergia, the company has experienced positive evolution. “We have done very well in several aspects; first, we appreciate a good commitment from our people who embraced the brand and the ideology of Zinergia very well. In terms of customers, we have also expanded our reach; we have seen growth with more clients who know our different services such as platforms, different trailers, and leasing. Zinergia has been a watershed moment for us to reach more industries,” he informed.

During this period as Zinergia, the company has experienced growth in practically all its divisions, as road transport has been driven mainly by nearshoring. “Everything goes hand in hand; if there is more transportation, more trailers are demanded, and there is greater leasing,” Morales said.

The Zinergia executive detailed that the success has been mainly due to its people, as talent is a fundamental part of the company’s strategy to offer good service to customers. Another important aspect is the specialization of each of the companies that make up the company.

“Our approach has been to have different business niches, serve them, and adapt to each one because the automotive industry is not the same as the consumer goods or beverages industry. What Zinergia has done very well is to adapt to each industry,” he said.

In addition to this, the company has consistently invested in assets, as, in the opinion of the CEO of Zinergia, it is necessary to have a modern fleet to provide an effective solution to customers.

To date, Zinergia has over a thousand tractors and eight thousand trailers (considering the SAR MW division). “We want to continue growing, which is why we are aiming to generate more employment and be a strong competitor in the market; to date, we are operating 12 (social) reasons, and what we aim for since the formation of Zinergia is to provide more options to the customer,” Morales said.

“We see a good growth dynamic for the company, always also hand in hand with a solid financial strategy, because you cannot grow without a good financial plan, and this is what has characterized Zinergia, taking firm steps while taking care of both the customers and the company,” communicated.

Currently, the rental division of SAR MW has around four thousand trailers. “We see a market with a lot of dynamism, with very good opportunities. Today we are launching different schemes, also adapting to the market to facilitate more equipment to our customers,” he said.

To date, SAR MW’s offering is focused on 53-foot, 40-foot, 35-foot, and 28-foot dry vans. However, the executive shared that the company is evaluating some opportunities, such as the introduction of refrigerated containers. “We are not closed, it depends a lot on the customer and the type of product; we seek to be flexible, and I have no doubt that if there is an interested customer and there is something that can match for both companies, we can also do something.”

To celebrate its first decade of operations in the country, SAR MW will do so in the company of its collaborators because, in the opinion of the CEO of Zinergia, the team is paramount. “We value Zinergia’s talent very much.”

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