“I try and ensure there is a logical step with the product range and our pricing. Consistency is key and we need to ensure our rates match the market conditions.”

The most popular funding methods are contract hire and finance lease, but niche products targeted at small business, like Elect 3, are starting to gain momentum as more companies are sold the benefits of tailored solutions.

Elect 3 is a form of leasing for vans that gives SMEs three options at end of contract: part-exchange the van for another, pay an agreed sum to buy it outright, or hand it back to Citroën with nothing to pay (subject to the usual terms).

“Contract hire is the most popular, probably because it is the easiest to understand and the most marketed on the web,” says Chumley.

“We have seen an increase in maintenance contracts over the past 18 months as more businesses look to set their costs with the added benefit that they can go back to a specialist dealership.”

Forward planning and looking after the customer through the whole life of the contract is an important focus for Chumley and his team.

Customers are regularly contacted and Citroën Contract Motoring tries to ensure the business centres are very much engaged in the customer renewal process.

At the end of the lease the dealers fundamentally get first refusal for the used vehicles, otherwise they go to auction.

Telematics will become a key area of opportunity and, as all Citroën vans are fitted with Trafficmaster as standard, Chumley is looking at a number of options where he can proactively manage customer contacts during the lease.

'Service and funding'

Citroën Contract Motoring is realistic when it looks at future growth aspirations.

Chumley believes it would be unwise to set the future targets at the same pace as the impressive 30% year-on-year growth achieved since 2010.

“Our strategy is understanding that 30% growth will not continue,” he says.

“We have done very well over the last few years and introduced a range of products. We want to continue to develop more products for the different business sectors.

"What is important is to ensure that our customers look at their finance partners for service as well as the funds.”