Crossways Vehicle Consultants (CVC), launched last week, said that too many fleets concentrated on net price achieved and failed to look at such items as pre-sale planning, logistics, vehicle appraisal, damage recharging and refurbishment, where huge amounts of money could be saved or lost.
Director Mark James said: 'With pressure on fleet owners to achieve the highest possible residual values, it is vital they look at the whole picture, including the pre-sale and staff costs and assess the results from a net return point of view.
'We look at the client's existing cost base and re-engineer the processes and sales packages to increase net residual values.
'This could mean introducing more competition in tendering for support services, opening new sales channels to maximise the exposure and sales values of the client's ex-fleet vehicles, and even getting the documentation right first time, every time, can have a major effect on bottom line results.'
James said South Wales-based Crossways worked with fleets by analysing the company's current vehicle sales operation and then highlighting areas of 'weakness or poor opportunities.'
The group provides an audit and report for fleets which covers the de-fleet and sales programme.
It then designs and manages a programme which it claims will increase sales values and reduce costs. James added: 'Fleets are concerned about maximising their used vehicle residual values, but many only focus on the final sales value the vehicle achieves when sold.
'They forget, or in many cases, are simply not aware of, the total cost in bringing their vehicles to market and the overheads associated with the entire de-fleeting process.'
Crossways provides a range of additional services including vehicle inspection, pre-sale refurbishment, fleet administration, sales training, logistics reviews and recruitment campaigns.