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Honda hails virtual account management success

Date: 27 June 2018   |   Author: Sean Keywood

The take-up of Honda's virtual account management scheme for fleets increased by nearly a third in its second year of operation, the firm has said.

The programme saw a 28% increase in customers and a 26% rise in the number of interactions with clients year-on-year.

The firm says this demonstrates the success of the virtual programme, which offers a full package of fleet management support by telephone and video conferencing, as an alternative to face-to-face meetings.

The scheme was launched in 2016 as part of a major restructure of Honda's sales team. 

The firm says introducing virtual account managers alongside conventional sales representatives has enabled it to give greater time and attention to businesses of all sizes.

The virtual account manager programme is particularly aimed at small to medium-sized businesses that don't have a dedicated fleet manager and have limited time to dedicate to vehicle procurement. 

Since its launch, Honda says the scheme has tripled customer contact and increased its year-on-year sales.

Honda UK fleet sales operations manager Marc Samuel said: "The launch of the virtual account management programme has been pivotal for Honda, and its success speaks for itself. 

"We've disrupted the traditional sales model and it's delivering real value for our customers.

"Many businesses don't have the time or resource to meet with a sales representative face-to-face, but they still need to procure vehicles and receive account management advice.

"Honda's approach allows them access to support in a format and time that works for them.

"We will continue to invest in this programme at Honda to ensure we always have the right resource available for businesses."