ACCOUNT MANAGEMENT

One of the challenges faced by an emerging group of fleet leasing superpowers (top 5 will all manage in excess of 100,000 vehicles) is that relatively large fleets can feel less important. It also becomes increasingly difficult for customers to establish and maintain contact with senior management.

All of our customers are assigned a board member sponsor who will attend a minimum of 2 quarterly reviews per annum. This gives our customers the opportunity to provide feedback to key decision makers within our business and this is used to constantly review our service delivery proposition.

Minimal management infrastructure within our business enhances the speed at which we can implement change for the benefit of individual customers. We believe that this is another core differential that sets us apart from the majority of our competitors.

At a strategic level we recognise that within any business there are a number of key stakeholders who have an interest in the evolution of fleet policy and performance. In our experience we consider the key fleet stakeholder areas to be:

• Operations – Making your business more efficient
• HR – Helping you to attract and retain the best staff
• EH & S – Helping you keep your employees safe and protecting all road users
• Finance – Helping you to control and reduce costs
• Fleet – Managing your corporate mobility

With the benefit of our outsourcing experience we have refined our fleet management and account review process to ensure that we consider the strategic fleet requirement in line with the 5 areas highlighted above.

Examples of how we do this include:

• We engage with key personnel to ensure that operational critical vehicles (those that are key to delivering service to your customers) are optimised from both a cost and productivity perspective
• We take full responsibility for managing policy and ensuring that it maintains the agreed balance between legislative compliance, cost control and employee attractiveness
• We are increasingly engaging with EH & S personnel to ensure that businesses demonstrate compliance that now covers a wide raft of issues that include CO2 emissions and driver risk management
• Our multi-bid model is proven to deliver significant cost savings that typically range between 3-8% but this only makes up one element of the savings we deliver for our customers. Our Account Managers are measured by their ability to analyse every aspect of your fleet and supplier performance and their success in implementing any recommendations that deliver operational efficiencies or cost savings.
• Outsourcing does not necessarily mean the removal of existing fleet specific resource. We work with a number of customers, particularly those with large fleets, who retain a level of strategic day to day fleet responsibility. This approach allows us to work in true partnership and can often assist with the process of implementing and delivering change.