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Business-centric

By / 6 years ago / Features / No Comments

AUDI

Dealer network: 116 sites

Fleet support: All Audi Centres have staff trained to deal with fleet and retail channels. Some areas have fleet hubs, managed by corporate sales managers, which sell the largest volume of vehicles to the corporate sector. SMEs are also a key target area, and Audi UK has a team of 115 local business development managers across the UK, backed by six staff at head office, to cater for this.

 

BMW/MINI

Dealer network: 147 sites

Fleet support: BMW has a direct sales model, and sets its pricing terms centrally. The entire network is able to transact corporate terms and has requirements for a demonstrator fleet, administration support resource and customer contact service levels. There are specialist local business development managers at 110 of BMW and MINI’s retailers, catering for SME customers.

 

CITROËN

Dealer network: 186 sites, including 80 Business Centres

Fleet support: Launched in 2009, the Business Centre programme is the hub of the brand’s fleet activity. All sites feature specialist staff and a large demonstrator fleet, including van conversions, used stock, while-you-wait servicing, a business hotline and courtesy vehicles, including large commercial vehicles. This nationwide network caters for fleets of all sizes, including SMEs.

 

FIAT GROUP AUTOMOBILES

Dealer network: Fiat 167, Alfa Romeo 60, Abarth 30, Jeep 62, Chrysler 54, including 22 fleet specialists

Fleet support: New products such as the Fiat 500X and Jeep Renegade are expected to grow FGA’s fleet presence, so Fiat is anticipating some expansion of its specialist network. Dealers are required to prove they have suitable opportunities in their territory, and have a trained fleet executive responsible for calling and visiting customers, as well as organising demonstrations.

 

FORD

Dealer network: 525 sites, 75 Business Clubs

Fleet support: Ford is rolling out a growing network of Business Clubs targeting growth in the SME sector.

Focused on heavily populated areas, these all employ at least one specialist and must meet criteria for facilities, personnel, response times, and participation in health checks and marketing campaigns. The network is supported by 35 staff based at Ford’s Business Centre in Essex.

 

HONDA

Dealer network: 187 sites, 49 Corporate Centres, 13 Corporate Centres of Excellence

Fleet support: All 49 of Honda’s Corporate Centres are trained to offer objective tax, funding and product advice to fleets, with a focus on SME customers where staff tend to have wider responsibilities. The company went through a tendering process at the end of 2013 to appoint 13 Corporate Centres of Excellence, which oversee the rest of the network.

 

HYUNDAI

Dealer network: 154 sites, including 33 Fleet Business Centres

Fleet support: Launched last year, Hyundai’s Fleet Business Centre network is still growing in line with demand. All sites employ trained Hyundai Business Professionals, target competitive purchase or contract hire rates for SMEs up to 10 vehicles, and offer a free loan vehicle, shuttle service, collection and delivery and free use of WiFi while customers wait.

 

INFINITI

Dealer network: 10 sites

Fleet support: Still a relatively new brand in the UK, Infiniti is targeting 25 dealers each of whom sign up to fleet-specific standards including fixed price servicing, VIP collection and delivery and access to courtesy cars. Reading already has a dedicated in-house fleet specialist, and 60% of the network will have these within six months.

 

JAGUAR

Dealer network: 89 sites, including 23 Fleet and Business Retailers

Fleet support: Jaguar requires all of its specialist dealers to include a dedicated Fleet and Business Sales manager, trained by the manufacturer, who can offer advice on legal, taxation, purchasing and HR issues, as well as product knowledge. These aim to make it easier for SMEs, and Jaguar offers additional marketing support and demonstration vehicles to sites which participate.

 

KIA

Dealer network: 180 sites, including 23 fleet specialists

Fleet support: Local businesses are a focus for the entire dealer network, but Kia is aiming for a network of at least 25 specialist dealers in the near future. This sets requirements for dedicated fleet sales staff and demonstrator vehicles, as well as targets for customer contact activity and the requirement to operate a corporate standard CRM system.

 

LAND ROVER

Dealer network: 118 sites, including 24 Fleet and Business Specialist Dealers

Fleet support: Via a network of 24 dealers nationwide, Land Rover aims to offer a dedicated fleet specialist, a single, named point of contact for SME customers for sales, aftersales, advice. Each site must have two demonstrators and is required to complete training courses and use specific marketing material. Large fleets are handled by a six-strong regionally split central team.

 

LEXUS

Dealer network: 53 sites, including 36 Lexus Business Centres (and 7 service outlets)

Fleet support: All Lexus Business Centre Managers are required to complete annual training, offer demonstrators for extended test drives of up to 48 hours, promote aftersales activities and comply with the manufacturer’s CRM system. Lexus offers national fleet service pricing and funding solutions irrespective of volume, and is targeting network-wide business support as its sales grow.

 

MAZDA

Dealer network: 136 sites, including 6 Fleet Specialist Dealers

Fleet support: Mazda’s fleet specialists sign up to minimum annual volume and demonstrator availability, both of which are reported. They must have access to leasing company ordering and delivery systems, be able to trailer cars to end users and are required to attend all central fleet meetings. Mazda offers an online quote system for outright purchases or contract hire.

 

MERCEDES-BENZ

Dealer network: 125 sites

Fleet support: Fleet sales specialists or business development managers are in place across the Mercedes-Benz dealer network. These are supported by 33 regional Fleet Hubs, which are the point of contact for customer enquiries. All dealers agree to two-day appointment turnarounds, health checks, valeting, a while-you-wait service for small jobs, and free collection and delivery.

 

NISSAN

Dealer network: 220 sites, including 63 business centres

Fleet support: As well as employing dedicated staff, Nissan’s business centres commit to rapid response service checks, out-of-hours servicing, collection and delivery and courtesy vehicles for fleet customers. Specialist staff are trained to give advice on tailoring a fleet which could include cars, LCVs and electric vehicles, and tailor financing around the customer’s needs.

 

PEUGEOT

Dealer network: 228 sites, including 76 Business Centres and 38 aftersales dealers

Fleet support: Launched earlier this year, Peugeot set out 35 standards for its network of Business Centres, requiring specialist sales and aftersales staff to give customer advice, as well as providing trained technicians, access to courtesy vehicles and collection and delivery services. The standards enable these sites to cater for large fleets and also for local SMEs.

 

RENAULT

Dealer network: 148 sites, including 36 Pro+ dealers

Fleet support: Renault’s Pro+ network employs specialist sales and aftersales staff and sets targets for training, marketing and demonstration activity in its local area.

Workshops must be able to accommodate vans of up to eight tonnes, offer drop-in servicing, quick quotes and access to conversions as part of the commercial vehicle display and test drive offering.

 

SEAT

Dealer network: 121 sites, including 20 fleet specialists

Fleet support: SEAT is targeting up to 30 specialist dealers over the next 12 months as its sales grow. These require a dedicated Business Development Manager and set targets for local business sales growth, supported by marketing and monitored by a CRM system, and access to demonstrators, courtesy cars and collection and delivery services. Marketing and coaching is provided by SEAT.

 

SKODA

Dealer network: 132 sites, including 30 Business Centres

Fleet support: Relaunched this year, Skoda’s Business Centres all employ a specialist manager provided with needs-assessed training to minimise downtime. All sites have access to a central demonstrator fleet and have additional cars on site, and SMEs are advised using a whole-life cost system.

Skoda also runs monthly conference calls to give its centres market insight.

 

TOYOTA

Dealer network: 185 sites, including 70 Business Centres

Fleet support: Primarily aimed at SMEs, Toyota’s specialist dealers commit to a Fleet Charter setting out service level agreements, a dedicated manager, showroom staff, administration and account managers, use of a CRM system and a direct invoicing process to manage transactions. Toyota targets larger fleets through a direct field sales team.

 

VAUXHALL

Dealer network: 412 sites, including 120 fleet specialists and 100 Premier Van Centres

Fleet support: Vauxhall operates a large central fleet sales department, which manages lead generation and customer renewals, supporting a self-policing dealer network. Premier Van Centres offer nationwide coverage within 30 minutes, offering appointment-free diagnostics, short lead times, collection and delivery and courtesy vehicles, and accommodate large commercial vehicles.

 

VOLKSWAGEN

Dealer network: 206 sites, including 49 Fleet Business Partner Retailers

Fleet support: Supported by a Fleet Sales Excellence Programme, Volkswagen’s key corporate dealers feature a team of sales and key account managers, local business development managers and sales administrators on site. The aim is to provide an extension to the central sales team, while offering advice on management and resource use for local SMEs.

 

VOLVO

Dealer network: 106 sites, including 24 fleet specialists

Fleet support: Through the Business Sales Academy, the entire network is trained in corporate sales, supported by a newly opened national hub which provides advice and referrals for customers. The Business Centres must have a dedicated team in place, offer access to demonstrators and adhere to delivery standards. VCUK also provides a Co-Pilot advice scheme for SMEs.

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Alex Grant

Trained on Cardiff University’s renowned Postgraduate Diploma in Motor Magazine Journalism, Alex is an award-winning motoring journalist with ten years’ experience across B2B and consumer titles. A life-long car enthusiast with a fascination for new technology and future drivetrains, he joined Fleet World in April 2011, contributing across the magazine and website portfolio and editing the EV Fleet World Website.