“The difficulty we have had is getting hold of the demonstrators.

“Customers are more aware and accepting of discussing plug-in cars. It’s becoming more high profile.”

 

Profile: Malcolm Pearson

Pearson started in the industry as a car salesman (following a stint as a nightclub manager). The 1980s recession brought a change in sales style, forcing  executives at the time to get out knocking on doors and drum up business.

Pearson found he liked that way of working and it translated well to fleet, getting out of the showroom and talking to local business owners about replacing their cars.

He worked for a Mercedes-Benz dealership and then for Stratstone Mayfair with Jaguar in London. Pendragon acquired Stratstone soon after he joined, which resulted in him heading Stratstone’s business teams for Jaguar.

That led to a nationwide role for Pendragon’s Jaguar franchise. A promotion to Pendragon’s head office in Nottingham followed, with Pearson responsible for all business sales across the group.

“My career path gave me a very good insight into how lots of different dealerships work.

“It gave me experience in working with small businesses and larger corporates, as well as many different manufacturer brands.”