BUSINESSCAR AWARDS WINNER: Looking for a leap in corporate business
Date:
29 August 2013
Jaguar's new fleet sales team is being led by corporate field team manager Paul Brittan, who says businesses are keen to talk. "When we're contacting fleets, they want to see Jaguar Land Rover - they've maybe not seen us before," Brittan explains to BusinessCar, claiming that appointments with fleet decision-makers are often "hijacked" by company bosses keen to find out what JLR can offer.
"We've largely been built on retail sales, and the Evoque and XF 2.2 have been game-changers for us, and opened up the corporate market," he continues. "We're only now getting into companies with competitive product.
"It seems people want to see us. There is a need for decision-makers to see Jaguar and understand what we're about. We need to make them aware of the product and what it can offer in terms of benefit-in-kind etc., and that we're a credible alternative now to some of the German marques that have been established long term in the market."
Brittan says the key is establishing the brand on choice lists in order to provoke interest over the big German premium brands. "Previously, if Jaguar wasn't on a list it wouldn't even be considered. People stuck with what they had had for the last three years," he says. "Now we're established on lists, people think they might try it."
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