Fleet News

Ford woos small fleets with new sales strategy

FORD is introducing a radical new sales strategy which aims to restore profitability and foster closer links between fleets and local dealers.

A series of major changes to the retail operation is designed to significantly improve Ford's share of the smaller company fleet market and improve the service to fleet customers. The changes include:

The new strategy will see Ford paying dealers on a level playing field for fleet sales. The rate will be non-negotiable. 'Ford Motor Company and Ford dealers are not making a satisfactory return,' said fleet director Mike Wear. 'Therefore a new approach was required by both the company and our dealers. We want to offer a consistent approach across the country. Dealers will be encouraged to operate within their own territory.'

The moves come days after Ford announced 1,300 job losses at Halewood, where the Escort is built. A new Escort-based MPV is expected to be built at the factory.

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