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What's Rugged and Luxurious?

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What's Rugged and Luxurious? SOLUZIONIISSUE 5. MARCH 2019 What’s rugged and luxurious? The all-new Wrangler, of course! We look at how the Jeep has progressed over the decades n GROWING LEVELS OF CUSTOMER CONTACT n GENEVA MOTOR SHOW n DRIVERS CLUB + n TIPO SPECIAL EDITIONS n FULL RETURN TO F1 n MANAGING GREY FLEET n TCO INSIDE THIS ISSUE WELCOME CUSTOMER CONTACT IS KEY 4 Having the right level of customer contact is a priority for Andy Waite THE FIAT PRO RANGE. WORK NEVER STOPS. A VEHICLE FOR ALL REASONS 6 The breadth of the FCA Group’s range elcome to issue five of FCA means there is a vehicle for every need Soluzioni. GENEVA MOTOR SHOW Inside this packed edition, fleet 8 FCA Group unveils four new models and remarketing director Andy – each with an electric powertrain W Waite gives an update on our GREAT YEAR FOR AWARD WINS company plan in fleet and how he is balancing 12 Vehicles of all shapes and sizes have a flood of new model launches with a desire to been picking up the accolades in 2019 continue to improve on the levels of service for CLUB HAS ITS BENEFITS customers. 13 Members of the FCA Drivers Club TCO manager Chris Lovegrove and head of enjoy perks such as VIP hospitality used cars, remarketing and rental Laurence RAISING RESIDUAL VALUES Hagger explain how a new approach to rental and 14 RVs increase as efforts to reduce in- volvement in rentals is paying off remarketing is boosting residual values across the FCA range and reducing our models’ total ALL TOGETHER NOW 15 Group takes unusual step of combining cost of ownership. used car, remarketing and rental roles Meanwhile, over at the Geneva Motor Show, we revealed our first electric vehicles and in this GETTING TO KNOW YOU 16 FCA Group initiates sponsorships of issue we give you an exclusive insight into what lease partners’ sales meetings these cars will mean for your fleet. TIPO SPECIAL EDITIONS The spotlight shines on Tipo special editions, 18 New special editions offer Italian flair the new Jeep Wrangler, our Mopar Connect but at a price companies will appreciate system and we also detail the benefits of our FIAT PROFESSIONAL ‘Ready for Professional’ commercial vehicle 20 More than just a panel van – conversion programme. programme is Ready for Professionals With all the talk about connected cars and latest FOCUS ON JEEP WRANGLER technology, we reveal how our Mopar connect 22 Tough and safe, yet sophisticated apps and services are helping fleets to manage – that’s the Jeep Wrangler their operations more efficiently and safely. FOCUS ON ABARTH We hope you enjoy this latest edition. 24 We examine why motorcycling’s loss was a gain for car tuning FULLY BACK IN FORMULA 1 25 After a year sponsoring Sauber an Alfa Romeo team is back on the grid CLEARING UP GREY FLEET 26 Put a robust policy in place or maybe PCH can provide a suitable alternative VALUE OF MOPAR CONNECT 28 Telematics technology can help FIAT PROFESSIONAL RANGE businesses make significant savings CASE STUDY: GREENTHUMB FROM £13,535* 30 Why lawn treatment service chose Doblo after months of due diligence MODEL OVERVIEW 32 A closer look at six vehicles – FOR MORE INFORMATION, CALL OUR BUSINESS CENTRE FREE ON cars and vans from FCA Group 0800 652 841 OR VISIT FIATPROFESSIONAL.COM/UK A PRO LIKE YOU DEMO FLEET PROGRAMME 34 Corporate and SME fleets can Fuel consumption fi gures for the Fiat Professional range in mpg (l/100km): Combined from 37.7 (7.5) – 61.4 (4.6). CO2 emissions 120g/km – 196 g/km. Fuel consumption and CO2 values are SIMON WHEELER access more than 200 vehicles obtained for comparative purposes in accordance with EC directives/regulations and may not be representative of real-life driving conditions. Factors such as driving style, weather and road conditions may also have a signifi cant effect on fuel consumption. *CVOTR price refers to Fiat Professional Fiorino 1.4 Cargo 75hp petrol. CORPORATE MARKETING MANAGER 3 37983-Q1 FCA Fleet Central Press Ads-FN-Fiat Pro-FP-297x210.indd 1 08/03/2019 09:06 FLEET INTERVIEW Andy Waite FLEET AND REMARKETING DIRECTOR, FCA UK FCA has kept the pricing guides informed about its rental targets Having the right level of contact with which has resulted in a consistent rise in residual values for many existing and new customers is among the models during 2018. Waite is confident all residuals will rise this year, helping to increase group’s priorities for 2019 and beyond the total cost of ownership (TCO) competitiveness of the cars. He is also in no doubt that FCA has opportunities to boost its ne year in and FCA fleet and remarketing director true fleet sales across all the key fleet segments, with his specialist Andy Waite is able to reflect on a successful 12 business centre network playing an important role. months for his quintet of brands. “Despite our improvements in our market share over the past few Fleet and leasing registrations for Abarth were years, significant opportunities are open to us. We have developed up 165%, Alfa Romeo by 12% and Fiat by 16%. our activity through our retailer network for SME and small fleet and O Only Fiat Professional, down 15% mainly due to we have restructured our programme at the start of the year.” customer replacement cycles, and Jeep, down 9%, bucked the Waite expects to have 25 business centres by the end of the year, trend, the latter due to the gradual build-up of the revised Renegade expanding the network further into 2020. and launch of the all-new Wrangler. The public sector is another target market, with FCA riding the Jeep’s time will come though, with a product plan including success of its light commercial vehicles in the ambulance sector. another six model launches or revisions by 2022 and PHEV hybrid “Now, through CCS (the local authority procurement service), we vehicles due in 2020. Together with Alfa Romeo, it has the greatest are on the police framework. There are a number of areas of the potential for growth in the fleet sector over the next couple of years. public sector supply chain where we can make progress, especially “In the short-term, 2019 and 2020, we are looking at growth in now we have an alternative fuel offering” Waite says. true fleet and a lot of that will be Jeep and Alfa Romeo,” Waite says. Meanwhile, in corporate, FCA will continue to work closely with “Our product strategy, coupled with the recent announcements at colleagues in mainland Europe to support negotiations with multi- Geneva that production of PHEV Jeep will begin in 2020, means national fleets. we are now increasing our levels of resource to make this happen.” “As our product offering grows, we will have the right opportunities FCA’s fleet team is going through a restructure as Waite coincides to develop the right relationships this year to gain business into the flood of new models with his plan to build on the momentum of 2020,” Waite says. “We do well with Fiat Professional and we need improved customer experience. He is recruiting a national manager to maintain the momentum we have built with the car fleets.” to oversee all FCA’s relationships with medium and large corporates; A core part of the FCA strategy is the ‘complete coverage’ previously the responsibility was divided between three people. principle. Waite’s team can offer fleets every model from a Fiat 500 “I want a singular approach to our relationships,” Waite says. pool car to a 3.5-tonne van; they can stretch into affinities offers and “To begin with, it’s simply having the right degree of contact with cash-for-car solutions. In short, FCA has something for every fleet. existing and new customers. We have to enhance the quality and “From the practical to the emotional, we can do it all with one quantity of interactions we have.” conversation. There aren’t many fleets that don’t have a fond Relationships will be further bolstered by investment in the back- memory of at least one of our models. It doesn’t win business, but it office team, which will take on day-to-day management of the user- does allow us to start the conversation about how we can add value chooser fleets. Waite describes it as virtual account management. to their business and support them with cost-effective solutions,” “We will be able to focus on at least four points of contact a year Waite says. “And, as our RVs improve, our TCO will improve helping with fleet managers of user-chooser fleets. We’ve not been able to our leasing arm, Leasys, to offer even more competitive rentals. Our do that before,” he says. product range will continue to widen so there are rational reasons He also recognises the importance of engaging drivers, which for choosing us. We are a logical choice for fleets and their drivers.” requires greater familiarity with the brands. That’s why FCA is investing heavily in its field-based and office teams, as well as its marketing activity, to “knock over the barriers”. Waite adds: “As a challenger brand, we have to win people over. When they get into a Jeep or Alfa Romeo, drivers are surprised how “As a challenger brand, we have they live up to the brand values. They deliver whether that’s style and driver appeal, or capability and robustness.” to win people over. When they get Also high on Waite’s agenda is further reduction in short-term into a Jeep or Alfa Romeo, drivers rental volumes.
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