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Auto Windscreens, the glass company that rose from administration four months ago, is encouraging fleet firms back to the fold by "proving" it is capable of serving them again, according to managing director Nigel Davies.
"A lot of clients had made alternative arrangements. We need to go out and prove ourselves," he said. "The opportunities are there if we can prove we are a high-quality credible supplier. There is a lot of support for the brand name and people in the business."
The firm was bought from administration by Markerstudy Group in March, and Davies said changes to the way the firm operates have led to long-standing fleet customers returning.
"The previous business plan under the old owners was wrong. It was overly centralised and we couldn't listen to our best customers so they went elsewhere," Davies told BusinessCar. "We've put together a very simple business plan combining the technology introduced previously with really simple customer service, going back to tried and tested models.
"We've also changed so that the managers now have the freedom to manage their geographical areas. They have responsibility for their own areas and customer satisfaction has gone through the roof," he continued.
Auto Windscreens is now around 20% of the size of the collapsed predecessor Auto Windscreens Ltd, employing 258 people, and is opening new sites in Tonbridge and Belfast. "Although 90% of the work is mobile, we still need storage and places for the mobile teams to meet, so as we expand the business we will expand the bases," Davies said. "Property costs can be soul-destroying for a business and we need to make sure the costs are kept under control."
Although the insurance market dominates Auto Windscreens' business, a quarter of its work is in the fleet sector. "Fleet is very important. It used to be the core area in Auto Windscreens Ltd, and we've got dedicated sales resource to encourage business back," declared Davies, who said several previous fleet and leasing customers are watching his firm's progress. "The feedback we've had is that some are coming back onboard and some are waiting to see if we can prove the business is as expected, and they will come back when we prove it.
"I've got the opportunity to take a business that obviously failed and move it to become successful - that's a massive high," concluded Davies. "To see customers coming back - it's great."
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