Fleet News

Motiva ready to take on top 20 leasing companies

Motiva Group will use its newly launched fleet management package to help fuel its goal to double the size of the business, putting it into the top 20 leasing companies in the UK.

Part of the top 30 FN50 company’s strategy is to offer fleet management to all companies, regardless of whether they lease a vehicle from Motiva.

According to Motiva sales and marketing director Peter Wright, this will naturally help the company acquire more leasing conquests.

Motiva currently sits at 29th in the FN50, but expects to double its risk fleet to around 10,000 vehicles within the next three years.

Wright said: “When we drew up our long-term business plans for growth, back in 2012, a fleet management package was always a part of that plan.”

Jane White, Motiva fleet and risk management specialist (and former fleet manager), was drafted in February this year to help further develop what would become the new fleet management package.

White said: “The company was doing a really good job of managing the cars, but really wanted to expand to help fleets manage the drivers and the softer side of things.

“Fleet is not just about managing vehicles now, it’s very much about managing the drivers and the huge variety of issues fleets face during the term of their drivers’ contracts.”

Wright believes Motiva’s new package is better than the competition due to the company’s ability to custom fit any element of the fleet management package.

He highlights the fact that 80% of what the business  offers is operated and run in-house, including Motiva’s Motrak telematics system, risk management, and maintenance and repair.

The business also operates its own bodyshop facility.

Wright said: “Competitors will have a lot of third parties involved as part of the fleet management solution and we think having more elements in-house will be a real benefit.”

White added that, while there are three tiers fleets can choose from in the fleet management package, the idea is for fleets to fit what they want around their business.

She explained that, because Motiva operates all the data streams in each element of the fleet management package internally, it’s possible to give a “helicopter” overview in the form of reporting in one place, with fleets able to drill down to granular details should they wish.

Motiva has been pitching the new fleet management service to existing clients and for new tenders since mid-August. This involves a free review and ‘discovery’ session to see where the company can fill gaps within the fleet management process.

White said: “Our system is able to identify areas where potentially significant savings can be made, both in time  and costs.

“We are also able to offer follow-up consultations and resolutions.

“One meeting actually revealed one company thought they didn’t have any grey fleet drivers, but a bit of digging revealed they actually had 300, doing 20,000 miles a year each.

“From a risk management point of view they were very exposed and that’s what we’re hoping to help with by using a consultative approach.”

Wright said the target market Motiva is looking to work with initially will be fleet sizes up to around 250 vehicles.

This will grow in time, with larger fleet business already on the horizon. But he said getting the service right with Motiva’s current core market is necessary to make sure the company does not expand too quickly and negatively impact customer service.

He said: “The sort of companies we’re already speaking to about taking on the package include those that have grown very rapidly and are caught a bit by surprise.

“One company went from 40 to 230 vehicles – a big jump and a management burden they needed to address. I’m confident our package will beat some of the big boys in the market when it comes down to the tender process.”

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