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Mercedes-Benz is aiming to up its game in the fleet sector following the launch in April of the new Vito medium van.
A spokesman told BusinessCar: "We're not as strong with Vito on fleets as we should be. Now we will see a surge [of business]."
The brand has a Business Development division operating through its retail network that works with fleets of 25 to 250 vans. Larger fleets of more than 250 vehicles tend to deal directly with the manufacturer and also arrange finance and repair and maintenance contracts with Mercedes.
"For the smaller fleets it's a hand-held operation," said the spokesman, "they're not necessarily focused on their fleets."
One of the priorities for Mercedes' dealers is to make sure the customer gets the best van to suit their needs.
"Dealers are tasked with getting the right van for the job. For example a tiler should have a Sprinter, not a Vito, for the payload," the spokesman said.
She added that the brand needs to educate customers about the finance deals on offer to show them that they can afford to run a Mercedes van.
"List prices are less and less used because of the finance options - what does it cost every week or month?"
As for options, she said it may only cost £1 a week to get satnav fitted, for example.
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