Win multiple sales at once by learning a few fleet facts

While big fleet operators might go straight to a major leasing company or the manufacturer, smaller businesses are likely to go to their local retailer.

By ensuring your sales team is well versed in the matters affecting fleet buyers – tax laws, which fees are tax deductible, AMAPs (Approved Mileage Allowance Payments) and secured asset financing – it can open the door to a host of local businesses. These companies will appreciate the process being made simpler by a retailer that knows the potential hurdles or benefits to a particular car or van.

Repeat finance

Look to set standards of excellence when dealing with finance customers, particularly fleet ones, prior to the end of their existing contracts.

Have a strict structure in place for contacting them, and make sure you do so at a time that is beneficial to the customer. Make sure you are not calling them at a time when they are not able to change their car, or they are in negative equity. But equally ensure you are not being reactive and waiting to hear from them when they have already decided to take their business elsewhere.