Service Sub Menu
A selection of the services we are pleased to offer.
Total Cost Of Ownership
How do you manage your relationships with the full-service lease industry?
How do you brief them on new products and your brand?
What information do you supply?
How do you maximise residual values from launch?
How do you ensure your Service Maintenance and Repair (SMR) budgets reflect the running costs of your cars?
How do you measure your lease rate efficiency?
Even without imminent new product launches, the process to answer these questions could, and should, start immediately.
With over seven years experience and through the launch of numerous new and refreshed products we have learnt the most effective way of preparing the Full Service Lease industry for your new car and promoting the strongest residual values from launch - not in 12 or 18 months time!
Starting from as early in the development phase as you wish, we can ensure that all factors influencing fleet sales success are considered. And when the time comes to preview your new car we will create market-adapted briefings and can design comprehensive product briefing seminars that will ensure a full understanding of your new model and your objectives by this important sector.
In TCO calculations you must take the opportunity to manage every variable factor. Specifically, residual value management is critical to the long-term commercial success of your ranges. The addition of SMR detail (see below) to the brief will provide the complete picture of the variable components you can influence in this equation.
Building relationships now and providing the correct background information will serve to enhance your credibility as a serious fleet supplier and build a platform for future communication.
All Full Service Lease service providers have a requirement for knowledge. The long-term success of their business is dependent on accurately forecasting future values and maintenance costs. Therefore if you are to effect change, you must take control of the information you give and the way you deliver it.
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Total Cost of Ownership for Importers and Dealer Groups
Would you like to move the purchase argument away from acquisition cost?
Would you like to equip your sales staff with sufficient knowledge to show private clients and company buyers the benefits of moving to a total cost of ownership (TCO) based acquisition decision?
Would you like to use TCO to convert more profitable sales?
Would you like your sales staff to understand the relevance of TCO?
TCO affects all owners of your cars, not just fleet users.
Whether you are an importer or dealer group and whether you would like to introduce this to your entire sales team, or just those staff who interface with the full service lease companies or business users, we can help.
The TCO argument is frequently not understood and therefore often omitted from the sales presentation, leading to an increased dependence on the acquisition cost converting the sale. This 'acquisition cost' focus can result in increased discounts thus impacting on your retained margin.
We have developed full familiarisation and training modules to provide an in-depth understanding of this subject that will:
• Help your staff appreciate the relevance of the variable TCO components
• Give them the confidence to introduce this subject to prospective clients
• Show them how to use the information to prepare logical value arguments leading to improved conversion and increased unit profitability.
Equip your sales staff with this additional skill that will differentiate your business from that of your competitors. Demonstrate your business integrity to your clients by being prepared and able to advise on this subject.
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Service Maintenance & Repair Calculation Tool
Do the SMR budgets set by the full-service lease industry truly reflect the maintenance costs associated with your cars?
Are you getting the maximum value from your warranty?
Are parts quality improvements and service time reductions being properly represented in SMR budgets?
Do your national fleet sales managers have the correct data to bring about change in these budgets?
Our innovative SMRdata™ tool will provide your staff with the data they need to challenge SMR budgets and maximise the benefits found in your new car warranty.
Via a secure portal showing your brand identity, we will provide interactive reports showing your maintenance costs for all product ranges and powertrains. Using country-specific parts prices and average oil and labour rates your fleet sales staff will be able to discuss SMR budgets with the Full Service Lease industry with confidence and ensure your investment in this area is reflected in the budgets set.
Unlike some other commercially available SMR budget forecasting tools, these reports are not sold to the Full Service Lease industry. They are unique to you, focussing on the actual costs of maintaining your vehicles and there are no usage or failure rate assumptions. They provide the perfect, cost effective, way to maintain an independent comparison tool.
SMRdata™ and its regular update service ensures your technological improvements (job times, parts quality etc) can be communicated to the full-service lease industry providing them with accurate data for budget setting purposes. They are also invaluable for your staff in regular review meetings with this important client group, thus contributing towards competitive TCO.
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Short-Cycle Car Strategy
How do short-cycle cars influence RVs?
Are you tempted to register slow-selling or old stock?
How do you control the sale of nearly-new cars
Are you using the most attractive models/derivatives for your demonstration and staff car fleets?
Is your re-marketing optimised?
Within the overall TCO management plan the effect of short-cycle cars - that is cars due for resale within 12 months - must be considered as these volumes will certainly impact on your residual values.
All vehicles supplied to short-term (daily) rental companies, registered for demonstration or evaluation (e.g. press) purposes or supplied as staff cars and being re-sold within 12 months of original registration, will have an effect on your RV performance and therefore your TCO.
We will analyse your current volumes to each sales channel and provide you with a strategy with which to maintain the balance of the supply of short-cycle cars and used car demand, avoiding the need for distress re-marketing and its consequent negative effect on your profitability.
Our understanding of these channels recognises the corporate need for new vehicle registrations, profit and market presence, but crucially balances these requirements with the equally pressing demand, and longer term goal, of maintaining strong residual values.
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Profitable Short-term Rental
How do you manage your short-term (daily) rental
Do you have a short-term (daily) rental policy that applies to all countries?
Are your short-term rental car contracts profitable? How do you measure the profit?
How do you re-market the returned cars?
Is your new car marketing integrated with short-term rental?
Short-term rental business can be profitable, but the benefits of this sales channel are often not appreciated and can be lost without control of volumes and the models offered.
Without effective management, the impact of this business on your residual value performance can be severe. We have long experience of short-term rental policies including optimising volumes, profitability goals and residual value protection and we will spend time with you to develop a strategy that answers all your commercial needs and satisfies those of your sales companies and importers also.
We have tried and tested tools for the measurement and control of profit, the condition of returned cars, the selection of appropriate rental models and we can help you develop integrated marketing programmes as well as offer some ideas for the minimisation of time in your stock after de-fleet.
Our knowledge and understanding of this important marketing tool and revenue source is extensive and we can show you how to manage the opportunity that this sales channel presents.
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Multi National Proposals
Are you missing fleet sales opportunities?
Do you have the capacity to respond to pan-European or Global fleet business proposal requests?
Can you co-ordinate and deliver a professional response?
How do you measure the success of an agreement?
These are just some of the questions we can address and the support we can give.
The number of multi-national clients seeking cost-effective solutions to their vehicle requirements is growing and allocating resource from limited headcount can be challenging.
The completion of Request for Information (RFI) and Request for Proposal (RFP) documents is time consuming. If your fleet sales resource is limited, or occupied with existing clients, we can develop responses that carry impact and deliver the correct message.
Our long experience of preparing pan-European and Global proposals, negotiating to achieve the client cost-saving objective (while supporting vehicle manufacuter margin retention), winning contracts and successful implementation structure can help you maximise your returns in this valuable and growing area.
We can support you through every step of the process, providing the input you require to get you to the next stage of the negotiation.
And when the business is won, we will help you start the implementation to maximise your sales opportunity, delivering a positive experience for the fleet manager and driver alike.
As multi-national corporations seek to control or reduce costs, make sure your business capitalises on the opportunities presented.