Unlike retail which has a defined sales process, a specific training programme for the business centre managers looks at the varying business customer needs and the products that could benefit them.

One-to-one training

Business Effica, the 2012 training/coaching programme, is delivered by both external and internal trainers, with the objective of developing the skills of business centre managers.

This year the programme will also include ongoing one-to-one coaching sessions.

In addition, there are quarterly business finance seminars, e-learning and ongoing dealer development/coaching delivered by the field-based commercial finance managers.

“We need to ensure that the dealer network Business Class programme can deliver and provide the expertise and advice at the very start of the journey while ensuring they have the right product, finance package, maintenance and fleet package that suits their needs with the hope that we have a customer for life,” says Chumley.

Citroën Contract Motoring offers finance only for Citroën products, so Chumley has found winning blue chip contracts difficult as larger companies generally tend to work with one funder for the entire fleet.

SME is where the majority of the business is for Citroën Contract Motoring.

“I think we will see growth in the SME sector as more companies look to manage their costs and become aware of the advantages of owning a newer vehicle,” says Chumley.

“There has also been an increase in the number of people starting up businesses which the Government is supporting.”

One of its initiatives in strengthening its appeal among businesses includes a new fuelcard specifically aimed at SMEs.

Chumley’s main objectives are to develop and promote the finance products within the business centres and build on the success the brand has enjoyed over the past two years.

“The marketplace is very competitive across the board; it brings its own challenges,” he says.