Fleet News

Leasing firm calls for an end to dealership friction

A MAJOR leasing company has called for an end to the 'historic friction' between fleet management companies and motor dealerships to help fleet customers.

DaimlerChrysler Services Fleet Management (DCSFM) says the problem is created partly by demands from fleets for consistent competitive prices on vehicles and servicing.

Rael Winetroube, DCSFM sales and marketing director, said: 'In order to fully benefit from the opportunities in the marketplace, each side has to value the other as an essential part of the supply chain. We have responsibilities for improving the way we jointly manage our customers and our own relationships.

'The cornerstone of collaboration between dealers and leasing companies needs to be clearly structured and concise supply agreements with defined service levels showing economic benefits for both parties. Both sides have to realise that they can't exist without each other.'

The company believes that customer relationship management (CRM) experiences with fleet customers and company drivers should be shared between the industries and built upon.

A DCSFM spokesman said: 'With an increased proportion of company car drivers in the user chooser category, or opting for personal finance because of changes in their benefit-in-kind tax status, manufacturers and dealers had an excellent opportunity to foster the loyalty of potential return customers exercising a new freedom of choice.'

He added that DCSFM saw a value in user packages being provided at the dealership level and dealers therefore needed to become fully conversant with all methods of funding and vehicle management.

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