It is the role of fleet management companies answering the tender to meet with executives and produce a final document that will meet the needs of the company on a country-by-country basis. Once the fleet has given the supplier the go-ahead to launch a fleet policy, it is important that a number of considerations are taken into account if implementation is to be successful, delegates at the Fleet News Europe Conference, in Brussels, were told.
Tony Elliott, international sales manager at DaimlerChrysler Services Fleet Management (DCSFM), said: 'We recently received a tender from a company requesting ECO (Employee Car Ownership) schemes in nine countries. Why would they want that if it is only relevant in one or maybe two countries? It is important for suppliers to understand that the different service needs of fleets in Western and Eastern European countries can vary enormously.'
Elliott added that suppliers must also be sensitive to the feelings of local fleets while also being firm about implementing an international policy.
'You've made friends on an HQ-basis - now make friends with those who really matter,' he said. He added that it is vital regular review meetings are held to ensure the smooth implementation of a new contract.
During the first six months of the contract, these should ideally take place locally every two months and internationally every three months.
Afterwards, it should be every three months locally and a minimum of six months internationally. There are a number of aspects involved in such a supplier deal and it is important to assign a representative to look after a specific area, delegates were told.
Elliott said: 'You have to list them and put a name to it. Work out how to measure how things are done and ensure you receive reports from local people.'
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