Pioneering the Digital Transformation of Industrial Auctions
Interview with Arno Hendrikse, Commercial Director of TBAuctions
From heavy machinery and industrial equipment to complete business inventories – TBAuctions has established itself as Europe’s largest B2B digital auction platform. By leveraging technology and data-driven insights, the company connects buyers and sellers across borders, making industrial asset transactions more efficient, transparent, and scalable. In this interview, Arno Hendrikse, Commercial Director for the Benelux and UK, reveals how digitalization, sustainability, and an evolving auction landscape are shaping the company’s growth strategy. He shares insights into TBAuctions’ business model, market leadership, and visions for the future.
European Business: Mr. Hendrikse, TBAuctions is known as Europe’s largest B2B digital auction platform. Can you give us an overview of the company’s history?
Arno Hendrikse: TBAuctions was formed through the merger of Troostwijk Auctions and BVA Auctions in 2018. Troostwijk was founded in 1930 in the Netherlands and went online in 2006. Since then, the company has expanded significantly through acquisitions, becoming a key player in the European auction market. Today, we are represented in 16 countries with a total of 9 brands, including Troostwijk, Surplex, and Klaravik. Since 2021, the company is owned by Castik Capital and backed by Summa Equity, which have supported our strategic growth.
European Business: You have been with the company for several years. What has been your career path at TBAuctions?
Arno Hendrikse: I joined the company in 2017 as Managing Director for the Netherlands, initially leading Troostwijk’s valuation and advisory unit. Over time, I took on additional responsibilities, including overseeing sales and integrating BVA Auctions into the group. Since 2024, I have been responsible for the Benelux and UK markets as Commercial Director. This year, we switched to a regional structure: Europe is divided into the three regions Benelux & UK, Continental, and Scandinavia. This structure allows us to respond more effectively to local market needs.
European Business: What industries and products do you cover?
Arno Hendrikse: Our portfolio includes industrial equipment, heavy machinery, logistics equipment, vehicles, and machines for metal, wood, food, and plastic processing. Our largest verticals are heavy equipment, logistics, and industrial machinery. These categories include tractors, cranes, forklifts, and specialized machines for manufacturing. We use predictive algorithms to determine lot values, but ultimately, the market sets the price. Our commission-based model ensures that we always aim for the highest possible auction results.
European Business: How does TBAuctions acquire customers and sellers?
Arno Hendrikse: Each European country has a dedicated sales team that actively acquires sellers. We rely on networking, advertising, and recommendations to expand our client base. Buyers and sellers are connected through our proprietary platform, Atlas, which we developed to optimize transactions. Over the years, we have acquired multiple companies to strengthen our market presence. A significant percentage of our transactions involve cross-border sales, allowing buyers and sellers to access international markets more efficiently.
European Business: What role does digitalization play in your business?
Arno Hendrikse: We are a fully digital auction platform. Since 2006, all our auctions have been conducted online, making the process faster, more efficient, and scalable. The integration of our buyer and seller databases across brands has significantly increased transaction volumes. By leveraging AI and data-driven insights, we optimize auction results and ensure that transactions run smoothly.
European Business: Sustainability is becoming increasingly important. How does TBAuctions contribute?
Arno Hendrikse: Our business inherently supports the circular economy by extending the lifecycle of machines. Many corporations and governments use our platform as part of their sustainability strategies. By enabling the reuse of industrial assets, we contribute to reducing waste and carbon footprints. Auctions provide a direct and efficient way to give machinery a second life, which is becoming even more relevant as companies focus on sustainability.
European Business: What are the key factors behind TBAuctions’ success?
Arno Hendrikse: The success of our platform is driven by the large number of buyers and sellers we connect every day. With over 1,200 employees, we have built an extensive network across Europe. Our business model is scalable, allowing us to handle both large industrial auctions and single-item transactions. We continuously invest in M&A strategies and organic growth, enabling us to expand while maintaining high service quality.
European Business: What are TBAuctions’ future goals?
Arno Hendrikse: We have a three-year growth strategy in place. Our focus is shifting from acquisitions to organic growth, strengthening our market position and increasing transaction efficiency. We aim to make TBAuctions the first choice for businesses looking to buy or sell used machinery. By continuously enhancing our digital infrastructure and expanding our customer base, we are confident that we can achieve this goal.