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Speaking to a dealer recently who has been in the industry for over 20 years he told me he has never seen it so bad, but there is one thing that is booming at the moment - cold calling.
Those two words are enough to strike fear into any fleet manager's heart.
It's not something that I have ever really noticed that much, it's just one of the hazards of the job. As a fleet manager I'm in a position to buy items related to the industry and as such am always likely to be in the frame for someone to try and get hold of my details and phone me up.
I used to receive a few telephone calls a week from companies who had got hold of my name, but since the beginning of this year I have noticed a significant increase in the volume that I am getting.
For me there are two types of cold call: those where you can hear the hum of the call centre in the background and those from individuals. The difference for me is that call centres are employed by companies to market their products, which puts an additional link in the chain. This extra distance from the product itself usually has a detrimental effect because it leads to a lack of product knowledge. For me this approach doesn't work.
In the case of the individual you can actually get far more detailed information of the product being sold and therefore make a reasonable decision as to whether you want to take the next step and meet with someone. This does work for me.
If the increase in cold calling in the first three months of this year is anything to go by, I will have perfected my "no thank you" in no time at all.
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