Lombard increases support for SMEs
Lombard Vehicle Management is countering fleet industry trends by reinforcing its commitment to SMEs to help them through the economic downturn, with SME vehicle deliveries in the past year up by more than 50 per cent as a result.
“Our success in the SME sector is because we have a real USP,” says new Lombard Vehicle Management Managing Director, Stuart Houlston, who comes from a customer service background. “In essence we have created a new sales structure specifically to support SME customers more closely. Lombard has 30 Business Finance Centres around the UK and each one now has specialist small fleet staff to provide a dedicated service for local businesses with fleets of up to five vehicles. Customers can obtain quotes and have any queries answered locally and expertly rather than having to deal with someone in a geographically distant office.
“At the next level we have a field-based team servicing SMEs with fleets of more than 5 vehicles, which mirrors the traditional service model in place to support larger businesses. The key is to take the business to the customer – they can even make initial fleet enquiries in NatWest and RBS retail bank branches.
“We have even ensured that van customers, who require a high level of technical expertise and advice, receive specialist SME support from a dedicated SME business manager within our Van Sales Unit.”
Lombard is also committed to launching special SME vehicle campaigns featuring special terms negotiated with the vehicle manufacturers. The company has already run SME campaigns with Ford and Vauxhall since the economy began to turn at the end of 2007.
A live example of Lombard’s SME support is Warrington-based Eurotec Services, a provider of lighting and heating services for major retail chains with a fleet of 67 cars and vans. The deal, involving a sale-and-leaseback arrangement, demonstrates the value for an SME not only in switching to leasing but gaining access to the consultancy, buying power and ongoing professional support of a major funding and fleet management provider with a real commitment to the SME sector.
“We have worked with a fleet manager on more than one occasion but had not previously developed a proper fleet strategy as the company and fleet has grown,” says Eurotec partner Ricky Hall. “We initially leased a small number of senior management cars but since then have purchased vehicles outright. This reached the point where fleet costs were spiralling out of control so we decided to go to a professional provider to create a one-stop solution for a cost-effective and sustainable fleet operation.
“After initially speaking to one of the major high street banks with vehicle funding and management services we used that company as the benchmark and Lombard exceeded their standards. The Lombard solution has been comprehensive and slickly implemented, with competitive pricing and impressively personal attention from dedicated and accessible SME staff.
“A sale-and-leaseback arrangement has already been implemented, and an entirely new solus VW fleet of Passats, Transporters, Maxis and Caddys is being delivered from the start of 2009. There are clear financial benefits to moving from ownership to leasing, and it also relieves much of the administrative burden, which an SME can ill afford. Given the current economic situation this is a very good time to seek professional fleet funding and management support.”
Stuart Houlston adds, “It is very satisfying to capture an SME’s whole fleet as they tend to shop around and often do not adhere to a specific strategy. It is also very pleasing to provide real business support in difficult economic circumstances and underlines the fact that Lombard remains committed to providing funding to businesses at all levels.”
The Eurotec deal was handled by Lombard Key Fleet Business Development Manager Stuart Brown from the company’s Liverpool Business Finance Centre.
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