Software systems that helped fuel the growth of fleets in countries like the UK and Germany could do the same for expanding countries, such as those in Eastern and Central Europe.
But the level of sophistication among the newly-developing countries differs greatly so any approaches must be made sensitively, automotive expert Professor Peter Cooke told delegates.
Cooke said at the Fleet News Europe Conference, in Brussels: 'For a European fleet services/support provider, it is important to determine the relative state of readiness for their type of product or service - and probably not treat all markets the same.'
He added: 'If you are moving into new markets ask what their requirements are before you penetrate. Are there products you sold a few years ago in sophisticated markets that could be recycled and sold in developing markets?'
Companies seeking new opportunities in the EU accession countries should also be aware that in some fleet organisations staff may not be able to use a computer.
'I could take you to fleets where computers stand in the corner with plastic lids over them because staff do not know how to use them.'
Cooke urged fleet suppliers not to concentrate all their efforts on new markets.