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Partner brand Land Rover is further ahead, as Wackett used to look after that side of the business, and now has a corporate dealer programme in operation. However, the Jaguar version is on the way.
"We're following the same due diligence process to ascertain the relevance of a corporate dealer programme and what it might look like," he says. "I believe we'll conclude we need 20-22 partner dealers to target two-24-vehicle fleets, and my expectation is that they'll come across 25-250-vehicle fleets and they will engage our field team." It is thought that a corporate dealer programme will be in place within six months.
The newly reorganised sales teams for Jaguar and Land Rover targeting those 25-250-vehicle fleets have been aligned, with territories for the separate brands mirroring each other for the first time so that representatives for the two marques share potential leads and opportunities.
"If they qualify customers correctly, irrespective of which brand they work for, they should understand there is an opportunity for Jaguar or Land Rover, and if they uncover an opportunity they have a responsibility to pass that on to their colleague in the other brand," says Wackett.
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