Dealers could generate hundreds of millions of pounds in additional sales by targeting small businesses, a new report has revealed.
The UK has more than more than 9,000 companies that operate between 25 and 49 cars, and hundreds of thousands that operate between 1 and 24 cars, generating sales worth billions of pounds each year.
Smaller companies are more willing to talk direct to their local dealer about supply arrangements if dealers show that they understand the business market and can provide the service levels required.
The 'UK Fleet Market Report 2013' aims to provide the insight required to help dealers improve business sales, by improving understanding of the business car market, its size, value and the how companies make decisions about vehicle supply.
The report also provides valuable guidance about some of the key issues that fleets consider when it comes to vehicle supply, such as the environment, risk management, funding and replacement cycles.
John Maslen, brand director of Sewells Research & Insight, said: “A vital first step in engaging more closely with local businesses is to understand the environment in which they operate.
“We have reviewed the key concerns of business vehicle operators to help dealers adapt their communication so that it is suited to a business-to-business market.”
In addition to information about small businesses, 'UK Fleet Market 2013' includes a guide to the 200 largest fleets in the country, which operate a combined total of more than 500,000 cars and vans.
There is also a detailed examination of a significant additional opportunity for dealers in the grey fleet market .
Grey fleet refers to drivers who cover business mileage in their own private vehicles and it is a sector that accounts for more than 500,000 cars.
However, companies have identified this as a major area of concern, particularly when it comes to ensuring that grey fleet vehicles are serviced properly and insured for business use.
Maslen added: “The business vehicle sector provides a wealth of opportunities for dealers that understand the market and apply the right focus.
“The first step is to ensure that dealers have the right tools to ensure they can maximise their chances of success in the market. The 'UK Fleet Market Report 2013' aims to provide the best start possible.”
For details about the 'UK Fleet Market Report 2013', click here.