MEET THE TEAM

The FCA people supporting your fleet

FCA Group has made significant investment in two of its key departments to ensure it has the right people and processes to provide the best possible service to fleets and the leasing industry.

The two teams are responsible for corporate sales and aftersales support and form integral support mechanisms within the fleet operation.

Contract hire and leasing manager Mike Miles co-ordinates the team that interacts with the leasing sector and major corporations, those running more than 500 cars. The team is additionally  supported with a dedicated corporate commercial vehicle team run by Steve Ward.

Providing the aftersales support to leasing companies, fleets and rental customers, is service contracts and fleet and business manager Matt Watkiss. His department, which was created a year ago, also ensures the business centre network has the necessary resources and tools to look after its customers.  

The contract hire and leasing team of four handles major accounts, including FN50 organisations, large corporate fleets and brokers.  

While the department itself is not new, Miles and his colleagues Adam Bowen, Ben Ridge and Simon Cooper with the support of Steve Ward and James Hooker, have all been in their roles for approximately for two years.

Miles says: “As FCA has improved its product line-up for the corporate market and volumes have increased, so the structure works better within the business.

“Whereas previously the business did not have a full fleet-dedicated line-up, now it has a wide and varied product range to cater for all fleet requirements.”

The team’s priorities are to leverage its fleet-focused portfolio in large corporates via its leasing company partners, especially for Stelvio and Giulia; and to tap into the expanding broker market.

FCA’s approach is to boost its visibility with funders by “doing the basics right”. This includes taking its products to the leasing companies by expanding its demonstrator programme, creating the information to back it up and by being easier to do business with.

“Creating this department shows FCA is serious about fleet. It shows our commitment from an aftersales perspective to support leasing companies and fleet customers,”

“We have to make a noise in the market and we are taking a ground-up approach; this is activity to create visibility,” Mike says.

“FCA is in a crowded market, but the leasing companies have given an incredible response to FCA’s latest models,” he adds.

 FCA is also targeting brokers via its funding partners, providing them with terms that they put out to their networks. This is a more effective use of resources than going direct to brokers.

“We are the conduit between FCA and the leasing companies. We pride ourselves on being proactive and available. Because we are a small team, we can react quickly to changing needs,” says Miles.

Aftersales is another vital cog in the fleet machine. Watkiss has a team of fleet specialists out in the field visiting the 78 ‘VIP’ customers, which includes ambulance services, utilities and delivery operators. 

His department, which sits with FCA’s Mopar parts and service division, manages the aftersales relationship and acts as liaison between the customer and the business centre network. It also provides technical support and customer care for mobility solutions and warranty support, working closely with other FCA departments. This includes fine-tuning service contracts and facilitating extended warranties for fleets which operate longer replacement cycles.

“Creating this department shows FCA is serious about fleet. It shows our commitment from an aftersales perspective to support leasing companies and fleet customers,” says Watkiss.

The team’s biggest priority is to nurture and grow the relationship with the fleets. One objective is to increase retention of fleet business within the franchised network from 55% to around 60% this year. 

FCA has introduced a central billing programme which is being used by 11 customers with more coming on board all the time. They benefit from a national minimum parts discount rate that is applied across the retail network. Once set up, fleets receive just one invoice per month, rather than being billed every time they procure a part.

In addition to the central billing, FCA has a national fleet policy where fleets enjoy agreed maximum labour rates and a minimum agreed discount on parts bought through the retailer network. 

FCA has 32 business centres within its network and is looking to grow this to 48-50 over the next couple of years. Each meets a set of minimum standards, including employing fleet specialists, an expanded demonstrator programme and neat touches such as designated quiet zones to enable drivers to work in peace while their vehicles are being serviced. 

Matt Watkiss

MOPAR service contracts and fleet manager


What’s your biggest priority for the next 12 months? 

“To ensure the service our fleet customers receive throughout the dealer network exceeds expectations. We have built a strong aftersales fleet programme in MOPAR, with some key retailers within the FCA network. It is my intention to expand this programme through the network in 2018.”

Mike Cooke

Fleet and business aftersales manager


What’s your biggest priority for the next 12 months? 

“To continue to build a strong fleet and business centre network and provide the highest levels of service and aftersales expertise. Ensuring our products and services are right to safeguard retention and offer new prospects a leading aftersales package across all FCA group brands.”

Tony Wileman

Fleet and business aftersales manager


What’s your biggest priority for the next 12 months? 

“To further develop, enhance and improve the already well established FCA Group Fleet & Business Aftersales programme to provide industry-leading levels of support to our fleet and business customers.”

Allan Atkins

Fleet and business aftersales manager


What’s your biggest priority for the next 12 months? 

“To continue to support our VIP fleet customers, ensuring they obtain the maximum potential from their fleet and that customer retention is ensured.”

Mike Miles

Contract hire and leasing manager


What’s your biggest priority for the next 12 months? 

“To maximise the visibility of our fleet-specific product range within the leasing channel, focusing in particular on the all-new Compass and Stelvio SUV Models. By building strong and effective relationships with clients and making working with us as simple as possible, we will achieve our goals.”

Adam Bowen

Contract hire and leasing manager


What’s your biggest priority for the next 12 months? 

“To build the awareness with our LTR partners of our key fleet vehicles – in particular Giulia and Stelvio. We need our customers to have Alfa Romeo in their thoughts when looking at fleet renewals in 2018.”

Steve Ward

Fiat Professional national Corporate Sales Manager


What’s your biggest priority for the next 12 months? 

“My number one priority for 2018 is to maintain the relationships we have with our existing corporate customers and grow new ones. In a challenging marketplace it’s important to ensure their needs and requirements are central to our activities and we deliver with minimal delays or issues.” 

James Hooker

Fiat Professional Regional Corporate Sales Manager


What’s your biggest priority for the next 12 months? 

“One of my priorities will be to build awareness and engagement with ambulance trusts across the UK to continue to increase our sales rates. Fiat Doblò also represents a significant growth opportunity within the corporate channels having won Van of the Year for the third time.”

Simon Cooper

Contract hire and leasing manager


What’s your biggest priority for the next 12 months? 

“2018 is all about maximising the growth opportunity our new products present through our leasing partners. It’s 

critical to maintain a strong TCO position which will be delivered though constructive discussions across the industry.”

Ben Ridge

Corporate sales manager


What’s your biggest priority for the next 12 months? 

“To continue to strengthen our position within motivational and aspirational fleets with the recently launched models from Alfa Romeo as well as the all-new Jeep Compass. Along with strengthening our relationships within the essential user fleets following success with the Fiat Tipo.”