Fleet Management

What is involved in fleet management: surveys; contract writing; intergrating service, parts, sales; and contract management? How does a dealer recognize a customer that is looking for this type of service: focus on cost control, focus on core competencies, focus on uptime? Why should a dealership become involved with fleet management: capture 100% of the customer’s business, raise the cost of changing suppliers?

We frequently hear dealers and customers talking about fixed prices on maintenance contracts. Value conscious customers are looking for partnerships with suppliers that will control their cost of investment. You need to plan a broader vision of what you are selling. When you present a solution to the customer you need to be talking about partnership, cost of ownership, cost containment, the packaging of product, service and information. More and more we see dealers becoming an extension of the customer for data collection, processing and analysis. All of these changes mean that you are constructing solutions and proposals for a new type of buyer.

Fleet management is growing at approximately 25% annually for some of the major leasing companies. Contract maintenance is a function that builds a strong relationship for dealerships with their customers and is very profitable if managed well.

Specific areas to be covered in this seminar include:

• Targeting Accounts For Outsourcing And Selling Fleet Management
• Key Contact Issues
• Estimating, Presenting and Selling Contracts
• Executing and Managing Contracts
  • Cost Control
  • Preventing Downtime
• Determining Internal Resource Requirements
  • Service and Parts Department
• Ongoing Customer Service

Who should attend: Dealer principals, controllers, service managers, and sales managers will benefit from this course.

Course Level: Overview
Length: 2 days
Class Size: Maximum of 25