FLEET200 A vital challenging £3 billion market

Name.name@bauermedia.co.ukPhone number

What is Fleet200?

VehiclesVehicles

• The Sewells Fleet200 report is an annual market segmentation report on the U.K.s largest professional fleet operators

• This report provides business critical insights into the structure and strategy of fleets providing a valuable indicator of performance and future intention, across 10 key industry sectors

The Fleet200 Market Dynamics Report objectives are to:• Provide key insights and trends into the top 200 fleets in the UK• Identify the 20 most significant fleets in 10 key industry sectors, by fleet size and include funding

method, number of perk versus job-need vehicles, replacement cycles and fleet policy restrictions including CO2 emissions.

• Review the future strategic priorities of Fleet200 companies• Identify, manufacturer and leasing exposure to Fleet200 companies • The Fleet200 Survey benchmarks the health of ten key industry sectors to identify key areas for

potential improvement, which potentially lead to increased market share should the key recommendations be actioned

By focusing on specific customer and sector intelligence

Will leverage real points of advantage

£14 million* worth of vehicles on choice list

£4.5 million typical value of Fleet relationships

A third of Fleet200 currently reviewing choice list/suppliers

600 vehicles typically replaced each year

VehiclesVehicles

1 FLEET200: Why this market is important

2 FLEET200: Market shape and value

3 FLEET200: Deliverables

Typical individual Fleet200 member*

These relationships are disproportionately important to you

On-going economic, legislative and market confidence challenges are changing the spending patterns of a £3 billion industry sector

The stakes are high and the competition is fierce• On average, Fleets choice lists consist of 10 car, 4 van manufacturers and where applicable 1 leasing company • Responsible for nearly 260,000 cars and 230,000 vans.

‘Developing and now maintaining relationships amongst the Fleet200 is of paramount importance to our business. Fleet200 consistently delivers a strong return on our investment. Its market overview and insight into the trends and decision-making process of the largest fleets supports our businesses aspirations amongst big fleets.’ Bluechip Manufacturer and Fleet200 purchaser.

Advantages of Fleet200 2013

Fleet 200OEC1 Trusted market intelligence

• Provides market, sector and business intelligence • Outlines industry and Fleet 200 business direction • Rationale behind segment and sector growth

2 Helps direct your business• Identifies immediate and potential opportunities, as

well as barriers to business growth• Identifies investment opportunities• Identifies sales prospects

3 Explores the impact on the wider Fleet community

Advantages

1 Assist in strategy evaluation and priorities of each of the car and van Fleets or segments• Allows subscribers to overlay their exposure across Fleet 200

market segmentations• Informs budgeting and forecasting • Can be used to direct suppliers and stakeholders• Maps client and competitor exposure to Fleet200

2 Informs customers of sector expertise– Assists sales targeting– Assists business position discussion points

3 Provides independent understanding around decision making• The role of independent authority decision makers• Role of external partners in the DM process• Exploration of the drivers of Brand Loyalty

Including trends, predictions and outcomes over the last three years

Their importance is recognised, valued and understood

FLEET200 continues to successfully assist in identifying business and sector specific competitive advantages on behalf of a number of Blue-Chip companies

Unsurprisingly there are key themes that are top-of-mind

“We are going to change our fleet as work

comes in and just be as fluid as possible in

these economic times. There is a big

change that we are aware of occurring at

the end of this year..”

“We are looking into technology to

reduce the cost of fuel expenditure,

and also looking into possibilities of

reducing the fleet size in order to be

more efficient overall.”

“Reduce the amount of van

manufacturers, and then look to re

grade the list. We also want to

reduce CO2 levels by 10% by the

next report.”

Communicating the right added value point of differentiation becomes ever more important

Source: FLEET200 2013. What are your priorities this year?

“Always looking to appoint new

manufacturers for commercial side of

fleet.”

“Aim to increase the number of Hybrid

and electric vehicles within the fleet.”

“Introduction of Telematics. We are

about to start looking at Tenders on

Fleet management and Leasing, Car

Rental, Accident Management and

Fuel Providers.”

Business confidence continues to impact on business & fleet spending policies

2011

2012

2011

2012

2011

2012

2011

2012

2011

2012

2011

2012

2011

2012

2011

2012

2011

2012

2011

2012

20,031

18,936

24,947

25,164

24,201

25,373

24,518

23,310

26,949

21,922

46,963

50,553

20,490

17,169

31,954

32,379

26,613

31,385

15,101

15,647

11,764

9,326

11,538

10,970

17,229

14,614

39,774

40,061

26,145

26,492

36,751

32,666

73,728

71,280

No. Cars£587m

£404m£385m

£504m £323m

£450m

£189m£150m

£322m

£501m

£335m

£340m

£202m£152m

£219m

£221m

£212m

£197m

£302m

£459m

Transport/Communica-tions/Distribution

Business Services

Arch/Construction/Building

Utilities/Energy/Water/Forestry

Insurance/Accountancy/Banking/Finance

Wholesale/Retail/Food/Medical

Gov/Public Sector/Education/Health

Bluelight/NHS Trusts

IT/Software/Leisure/Media

Heavy industries/Mining/Engineering/Other

Increasing competitive

pressures

Business expectations

Innovation requirements

Management of capabilities

£3 billion sector spend. 2010-2011 down £300 million (-9%) Spend

prediction

+1.5%

+2.9%

+1.7%

-0.5%

-0.1%

+1.4%

-4%

-2.9%

+0.6%

-0.7%

+31%

-31%

-39%

+20%

-56%

-1%

+25%

-1%

+7%

-52%

There have been clear business opportunities in previous periodsThe previous 12 months have been demonstrably less volatile

This year we are providing additional sector granularity, as well as adding a third insight dimension to this invaluable market tool

So understanding their specific opportunities/barriers to growthwill drive your business successes

Prospecting/position differentiation tool

Growth (opportunities/barriers)

Drivers of

change

Identify the 20 most significant fleets in 10 key industry sectors, listed according to their car and van (up to and including 3.5 tonnes) fleet size

1

2 Three sector specific case studies built around:• Decision responsibility of independent authority decision makers• Role of external partners• Brand Loyalty

Company compositionSector composition

Fleet 200 market composition

In order to achieve this we undertake a rigorous four stage methodology

4 Approx 16 qualitative interviews amongst common industry sectors.

Identify the right companies

Identify the decision maker

job function

Respondent focused data

collection

Deep dive senior decision maker insight

1, Identify Fleet Manager or HR team

1, Rank top 350 fleets across UK 2, Identify top 250 and revise Fleet 200 listing

Overall response rate typically exceeds 90%

1

Multi-mode data collection 1, Telephone Primary method 2, Postal and online top-up

2

3

3. Understanding Decision makers

Deep dive case studies1, Independent authority decision

makers2, Role of external partners

3, Brand Loyalty

£6,000

£7,500

Deliverables specific

£poa

Commitment on deliverables

£1500

NEWFor 2013

£4.5 million typical value of Fleet relationships per year

Commitment required by end of August. PO required pre delivery

All figures exclude VAT

*caveat on number of business specific reports

• 1. FLEET200: Market Dynamics Report• Full market evaluation • Fleet, manufacturer & Leasing sectors• Full business focused debrief

2. Business intelligence• Individual company intelligence• Targeted/ Key account development tool*• Business focused capabilities

benchmarked against sector market intelligence

Primary insight

Added value

A tailored set of bespoke market driven tools to support greater sales leverage and market opportunity development amongst this business critical audience

FLEET200: Market Dynamics report1/3

A uniquely detailed view of the operations of Britain’s 200 biggest fleets in 10 key industry sectors

Including• Fleet200 Overview• Industry sector Overview• Key trends and changes 2012

• Fleet sizes• Emissions• Funding• Replacement cycles

• Fleet spending analysis• Car manufacturer market exposure and market share analysis• Van manufacturer market exposure and market share analysis• Leasing company market exposure• Analysis of Fleet200 rental supply• Review of fuel strategy including fuel card provision• Grey fleet market analysis• Trends in hybrid and electric vehicle take-up

Prospecting data

Work in progressan electronic database of fleet data is also provided and purchasers will be able to input into the design on an online live database of large fleet being prepared during 2012

• Fleet size information

• Car fleet size• Van fleet size

• Market priorities in 2013• Sector priorities in 2013• Individual fleet priorities in 2013• Includes analysis of trends and wider market information

OEC

Business intelligence

Will leverage real points of competitive advantage – the data below is for illustrative purposes

£14 million worth of vehicles on choice list

VehiclesVehicles

2012 Insight: ‘We are planning to reduce the number of manufacturers we use. We will also renegotiate which leasing providers we use this year and benchmark our CO2 emissions against other fleets. Reducing accident risk is also a major focus.’ Fleet Manager, 1,000 vehicle fleet

2/3

Supplierfootprint

Priority Position Existing Partners

s/t financial benefits

Potential Team considerations/Touch pointsOfferAssess 13 Fleets with

no Ford coverage

11,000 cars New supplier Fuel/CO2 efficiency

Aggressive key account team*

Sector footprint

Spend/Size Av cycles Current partnersyoy spend Choice/ Decision driversVehicles

Spend/Size Av cycles Current partnersyoy spend Decision driversVehicles

Supporting the develop of bespoke key/targeted account initiatives

1750 cars 250 vans

£20 million 3.5/70,000

2,240 Lex, Hertz, Europcar, AllStar, Vauxhall, VW, BMW (top 3)

Focused on making leasing more competitive in 2013

22,000 cars 15,000 vans

£335 million 4.0/75,000

36,536Audi, BMW, VW, Mercedes, Toyota, Ford, Lexus, Vauxhall, Lex, LeasePlan

Can be provided

Next steps action plan

* Supplemented by qualitative insights

Next steps action plan

Your client(s)

(Headroomfor growth)

Understanding decision makers

We are introducing Fleet200 Decision Maker case study development programme

Role of external partners

Exploring the drivers of Brand Loyalty

Methodology• 3 or 4 depth interviews (30 in total) across each commercial sector identifying the largest companies • Targeting Car and Van focused and Perk, non Perk focused businesses within each Fleet200 market sector

3/3

The role of independent authority decision makers

Role responsibility• Position• Areas of responsibility• Sector• Reporting structure• Budget priorities• Involvement within decision making• Process behind decision makingMindset• Role priorities• Market perception. Position within:

- Competitive set- Manufacturers- Leasing companies

• Drivers of choice consideration- Prioritise/importance- Gap analysis: Previous and potential

Role responsibility Plus• Role of relationship with fleet• Role within decision making• Influence on decision making

Mindset• As outlined

Role responsibility• As outlined

Strength of relationship• With manufacturer and leasing

companies

Mindset• Power of communications

• Message recognition• Drivers of customer service• Perceived supplier strengths/weakness• Perceived supplier

opportunities/threats• Positioning/gap analysis• Projecting business personalities

onto suppliers of choice

3. Understanding Decision makers

Deep dive case studies1, Independent authority decision

makers2, Role of external partners

3, Brand Loyalty

£6,000

£7,500

Deliverables specific

£poa

Commitment on deliverables

£1500

NEWFor 2013

£4.5 million typical value of Fleet relationships per year

Commitment required by end of August. PO required pre delivery

All figures exclude VAT

*caveat on number of business specific reports

• 1. FLEET200: Market Dynamics Report• Full market evaluation • Fleet, manufacturer & Leasing sectors• Full business focused debrief

2. Business intelligence• Individual company intelligence• Targeted/ Key account development tool*• Business focused capabilities

benchmarked against sector market intelligence

Primary insight

Added value

A tailored set of bespoke market driven tools to support greater sales leverage and market opportunity development amongst this business critical audience

Two year deal option

Why commit to two years?• Advantageous pricing @10% discount

– Market dynamics report 2 year offer £5,400 p.a (£6,000 for single year subscription)

• Access to Fleet200 data updates (we cleanse the data twice per year)• Access to non Fleet200 data (i.e. the master database of 300 companies that informs the top 200)• Access to Sewells Fleet200 planning clinics x 2 places (roundtable)

• This is available for purchasers of the full Fleet200 research and data programme and limited to no more than ten companies

Marketing initiatives and support

Marketing Support Complementary tools

Fleet Operator

New Car Finance House

Jan -

Feb -

Mar -

Apr -

May -

Jun -

Jul -

Aug -

Sep -

Oct -

Nov -

Dec -

2013

Sponsor update

Direct marketing campaign

Sponsor development

Communication campaign w I&II

Project management

Fleet:200 Fieldwork

Deliver 2012 benchmark findings

Qualitative Deep Dive

User chooser Barometer

Case studies available

Contact us:Jacqui Barker

Sewells Research & InsightBauer MediaMedia HouseLynch Wood

PeterboroughPE2 7WE

Telephone 01733 468000Email: jacqui.barker@bauermedia.co.uk

FLEET200 A vital challenging £3 billion market

Name.name@bauermedia.co.ukPhone number