Small businesses are now beginning to call the shots at dealers – and dealers have geared up to meet their demands, says Network Automotive’s Colin Bruder.Despite the credit crunch, small business fleets are probably buying more company cars than ever before. And dealers are gearing up for this business.
Why?
Because business owners, concerned about operational factors – such as driver duty of care – are concluding that company cars are the best solution to business travel needs.
The argument is this: a car chosen by an employer is much more likely to be safe, green and well maintained than one an employee might buy for themselves – and then charge their company for using for business purposes.
Whatever the reasons, more drivers are being issued with cars.
As a result, car dealers are gearing up to meet small fleet needs. In a market where new retail car sales are stagnating, forward thinking dealers are recognising the potential of the market.
This is a genuine shift for dealers. Over the last decade, most have concentrated on appealing to larger fleets with user chooser drivers who had a considerable say over how their corporate fleet budget was spent. Now the picture is changing.
Getting the best from a dealer
So what can small fleets expect from their local dealership? A whole range of things!
Attractive deals may be available if you put all your business through one dealership or group.
For example, business sales teams are finding that employers – who previously offered their staff a wide choice of vehicles – are now more open to the idea of using just one manufacturer.
Dealers are also recognising that small business fleets are growing more aware of their driver duty of care and corporate environmental responsibilities. Increasingly dealers can offer expertise in these areas: advice on the greenest vehicles available; or guidance on how to construct risk management audit trails to demonstrate vehicles are being properly maintained.
Of course, because most small business fleets tend to work on three- to four-year cycles, these changes are feeding through into the dealer arena in quite a measured fashion.
But there is every reason to believe that the relationship between dealers and small business fleets will grow much closer in the future.
Further information
- Network Automotive Management is based in Bedfordshire and provides people and programmes, consultancy and support services to motor manufacturers, franchise dealers and vehicle rental companies operating in the fleet sector.
