We use cookies to ensure that we give you the best experience on our website. If you continue without changing your settings, we will assume that you are happy to receive all cookies on the Business Car website. However, if you would like to, you can change your cookies at any time
The start point for the best source of fleet information |
Understanding
As the industry becomes more diverse and demanding, taking the time to understand customers' businesses to a higher level than the leasing industry has been renowned for will, according to Dyer, become crucial.
"There are quite big differences between the types of vehicles people operate and the type of relationship they want to have with their leasing and fleet management company," he says. "Understanding the priorities, with LCVs truly wanting to outsource, for example, and cars, where people want to keep fleet management and fleet teams in place - it's very different, and I firmly believe we are in a great position to deliver our expertise and service, and target the specific requirements of the customer.
"Perk fleets wanting to outsource and CV fleets wanting to outsource are very different things," he continues. "We've got to understand how the vehicle is being used and tailor our approach to that. You've got to have the ability to see them. You do need to vary the approach according to the particular approach they have - not everyone wants to do that.
"The point I'm trying to make is that the level of understanding is going deeper - the expectation is to be very close to particular developments," says Dyer, pointing again to the example of light commercial vehicles: "You really have to understand how the company is using these in order to set up the right service around them - how they're using, what is the pressure in terms of productivity. In the past, people paid lip service. It's the same in the perk arena - you really have to understand how an organisation wants to reward and motivate employees and understand what outcome they want."
Looking ahead, Dyer feels increased use of telematics and technology can help morph car leasing into more of an all-round mobility solution.
"The data relationship and digital relationship will be an important bridge to allow us to reflect mobility requirements much more in our offering, and understand at different points in time when people need access to vehicles," he says.
"We almost presume people want a vehicle all the time, but we're growing access through digital capability and taking data from telematics so we can model and be more proactive.
"We need to be bold but evolve at quite a pace - it's exciting times," he says. "And it feels that we've rapidly left behind the doldrums.
We steered a very steady course through the tougher economic times.
"In the space of 12-18 months the landscape has changed very quickly and there are lots of reasons to be positive about the UK economy," Dyer concludes. "And in terms of capability, we can put on the table a stream of new service opportunities and relationship opportunities".
BusinessCar magazine ©2019
Business Car Magazine © 2020 | Business Car is part of NS Media Group.
