Does your fleet partner treat you like a customer or a cost centre?

Buyers can develop a complete picture of every business and brand before picking up the phone or visiting a showroom. We all have access to more information on products, prices and partners than ever before – and we use it to drive better deals.

The shift in consumer purchasing is influencing the fleet sector. Does your fleet supplier treat you like a customer or a cost centre? Do they take you for granted, or partner with you to drive your profit?

At Holman, we understand the impact of technology on the customer experience and have refreshed our offer to continue to deliver higher lifetime value. It’s a critical part of driving your profit.

Building brand perception

When we think about the brands we buy from, we talk about their personalities. Holman, for example, is a family business. We’ve developed a global reputation for the quality of service and the care and attention we provide for each customer.

We can describe the process as humanising businesses, and it’s critical to success in B2B and B2C sales.

Our reputation for reliability, fairness and transparency is vital to our success, as it has always been. The challenge for us – and every B2B business – is to ensure our customers understand the brand attributes that make us stand apart from our competitors.

The boundaries between B2B and B2C selling are getting blurred. Today’s B2B and B2C customer journeys don’t start and end in the showroom but in front of a computer screen or a mobile phone.

As customers, we use websites, social media channels, review sites and search engine results to build a perception of every brand we buy from.

We can’t control what our customers say about us and where they say it. But, we can focus on delivering exceptional service because we know that if we don’t, the news will travel quicker than we can control it.

The secret to selling is: don’t sell

When people partner with Holman, they understand the package includes more than the price. We’ve developed a 4-stage model based around driving your profit throughout the process. Our experts provide insights that can drive profit at each stage – from fleet purchase, operation, maintenance and disposal.

We don’t sell to our customers; we work together to develop solutions that work for their organisations and fleets. The key to this is transparent pricing for part of the package. When customers see their value at every stage, they can make an informed decision about the partner they want to work with.

There’s no hard sell, pressure or aggressive promotions. Instead, the choice is simple when customers understand who you are, what you stand for, and what you can deliver.

Managing shifting expectations

Fluctuating fuel prices, global instability and the threat of an impending recession weigh heavily on businesses and consumers. B2C sellers manage this by offering customers flexibility in how and where to purchase products and how to pay for them – and B2B businesses must do the same.

Holman, for example, offers all customers flexibility when purchasing, managing and servicing fleets. We’re also introducing advanced analytics to provide insights that can help customers make the best decisions on when to maintain, repair and replace vehicles.

We’re always searching for ways to add value to the customer experience and improve efficiencies.

Find out more about our fleet management solutions today.