Skoda, which controls 2% of the fleet market, is turning its attention to attracting more large fleet and lease business to its door.
In an exclusive interview, the Czech manufacturer’s head of fleet sales, Martin Burke, told Fleet News that the company aims to grow its share of the fleet market to 3% by 2015.
This will be achieved he said through securing more large fleet and contract hire and lease business.
“Our whole focus is on national fleet only, we don’t do local business,” he said referring to SME business to sub-25 vehicle fleets.
“For me to attach resources – people and put into place a programme – could cost a considerable amount of money when I think the return based on the opportunity compared to going out to the big fleets is minimal.
“We’re a smaller brand trying to make a big impact, if we are going to get a return on this the opportunity is with the bigger 25+ fleets and the leasing companies.”
This focus on large fleet business rather than SME business runs contrary to the industry trend that has seen the likes of Mazda, BMW and Volkswagen recently renew their focus on getting more small fleet business through their dealers.
However, Skoda is not pulling away from small fleet sales.
“We’ve told our retailers that they are best place to prospect their local retail and business customers,” explains Burke, and they will be incentivised to that.
* Read the full exclusive interview with Martin Burke in May 27 issue of Fleet News