A new fleet favourite?Mondeo diesel tested p24

Tackling changeReport from the FN50 conference p10-11

NEWS P5 FEATURE P31 CAREERS P39 COMPETITION P47London’s morning rush hour traffic now moves more slowly than before conges-tion charging was introduced three years ago, despite 21% fewer vehicles entering the zone.

Technology is available to help the environment by cutting down on business mileage – but fleets have been slow on the uptake. A new report shows that some 77% of fleets do not have any kind of policy to reduce mileage.

GE Fleet Services has appointed Simon Leitch as its new corporate business development manager. Find out who else is on the move in our Careers section.

This week, we’re giving away an Anycom HCC-250 Bluetooth car kit enabling hands-free mobile phone calls. The unit boasts features such as voice recognition, redial, mute and three-way calling.

FleetNewsBusiness motoring strategy and finance

15.11.07 £2.25fleetnews.co.uk

HELPING

YOU RUN A

CHEAPER CLEANER

SAFER FLEET

At-work crashes under-reported

Taking on the big fishRemarketing battle hots up p34-35

Despite efforts to keep road-building costs in check, the Government committee charged with overseeing the costs of such projects has criticised the Highways Agency for allowing schemes to run over budget and over schedule.

“More than a quarter of the agency schemes due to start construction by the end of 2005-06 had not done so,” pointed out the Select Committee on Public Accounts, which then went on to highlight a typical example: “The A46 Newark to Widmerpool improvement scheme has been delayed until 2012-13.”

Such delays and cost overruns – 36 completed road schemes reviewed by the committee ran 40% over budget – are unaccept-able it said, while recommending that the Department for Transport should “hold the agency to account for delivery to time, cost and quality through rigorous assessment of progress against milestones and forecasts; and investigate the differences between actual costs and original estimates. It should use this information to challenge future forecasts made by local authorities.”

The committee also pointed out that the current system of priori-tising regional road building projects was flawed, suggesting that large schemes of major strategic importance, which would otherwise absorb the majority of a regional budget, should come under the national, rather than the regional, roads programme.

Agency fails to deliver on time or on budget

Concerns raised that the real extent of at-work accidents is being masked BY DANIEL ATTWOOD

The number of road accidents involving drivers who were working at the time is being significantly under-reported.

Since 2001 and the publication of Richard Dykes’ report from the Work-related Road Safety Task Group, it has been accepted that one-third of all road acidents involve an at-work driver.

However, the road incident reporting system used by the police – known as Stats 19 – puts the figure at just 17% last year and 15% the previous year.

Now road safety organisations and some Government agen-cies, including the Health and Safety Executive (HSE), are raising concerns that the report-ing mechanism does not give a true picture of the extent of at-work crashes. HSE spokesman Mark Wheeler said the execu-tive has become aware of prob-lems with the accuracy of Stats 19 data. “It is an issue, we recog-nise that,” he said, describing the current reporting system as “a messy approach”.

In 2005, the HSE succeeded in getting changes made to the Stats 19 form to include a section on whether those involved in a

crash were at work. Despite this, the Stats 19 figures remain unre-liable.

Robert Gifford, executive director of the Parliamentary Advisory Council for Transport Safety (PACTS), explained why: “My suspicion is that the police would be quick to put ‘work’ under the purpose of journey for HGVs, LCVs and buses and coaches, but not so quick for cars,” he said. “Remember this

is a substantial document that the police have to fill out in often very difficult situations. It’s always a balance between gath-ering robust data and not over-loading a police officer.”

Saul Jeavons, from road safety consultancy Transafe, said this under-reporting could have serious implications for fleet managers. “This could be a major issue for fleet managers trying to persuade their board to

take action if these new figures are used by the board to under-mine their argument as to the scale of the problem,” he said.

“Our view is that it is actually more likely that the data collec-tion is flawed.”

Mr Gifford said this should not stop fleet operators pressing management to ensure all driver safety obligations are met.

The Stats 19 form will not be reviewed again until 2010.

The under-reporting of at-work accidents could have serious implications for fleet managers

EVENTS ROUND-UP

Time running out to book your place at conference

Leasing starExcellence and best practice in the leasing industry were rewarded with two major awards during the FN50 dinner. The FN50 Customer Service Award recognises the backroom staff that are the foundation for success. This year’s winner was Louise Ricketts, a senior customer services executive at Lloyds TSB Autolease.

Roddy honoured

The second annual Leasing Personality of the Year Award was presented to Roddy Graham, of Leasedrive VELO, at the FN50 dinner. Martyn Moore, editor of Fleet News, said: “Roddy’s campaign-ing work this year in a number of roles is to be applauded, especially for raising awareness of the support networks that are available to fleet manag-ers, such as through his work with the Institute of Car Fleet Management.”

Focus pricesPrices for Ford’s updated Focus range, which goes on sale in January, will start at £11,945 – a £250 increase over the outgoing model.

NEWS

IN BRIEF

2 15.11.07 www.fleetnews.co.uk

Fleet managers have just one week left to reserve their place with more than 100 other decision-makers at the inaugural Fleet Van Conference on November 22.

Among the major fleets already signed up to attend the event are Open Reach, Siemens, National Veterinary Services, Centrica, Shell, Royal Mail, Environment Agency, BT Fleet, E.ON, Northcliffe Fleet

Services and Majestic Wine Warehouses.

Overall, the estimated fleet purchasing power of the assembled delegates already runs into hundreds of thousands of vehicles.

Delegate roles include fleet managers, senior managers,

fleet operations managers, logistics experts, directors, general managers, HR manag-ers, and transport controllers.

A range of key issues will be covered, including risk management, environmental issues, technology, racking and loading, driver training and fleet finance.

The event is sponsored by Volkswagen Commercial Vehicles and it is supported by

the BVRLA and ACFO, the fleet operators’ association.

This year’s Fleet Van conference will be taking place at the Concept Centre, Milbrook Proving Ground, in Bedford-shire.■ To book, call Lorraine Goodwin on 01733 468859 or email lorraine.goodwin@emap.com■ Book online at www.fleetvanconference.com

ppl/ppgDIESEL..............................101.6/462SUPER UNLEADED........104.9/477UNLEADED........................98.6/446FOUR STAR......................101.0/459LPG......................................48.9/222

UK FUEL PRICES

BY PHILL TROMANS

The Government has earmarked £50 million to bring more low carbon vans on to Britain’s fleets.

Transport minister Jim Fitzpat-rick announced a programme of funding to procure green vans for public sector fleets and kickstart the market for low carbon vehicles. The move has been welcomed, but amid criticism that the Government is still not doing enough to tackle climate change.

Initially, £20 million – originally proposed under the Low Carbon Innovation Strategy earlier this year – will be available for trials of the procurement programme, with a further £30 million avail-able in the future.

“Bringing cleaner, greener

vehicles on to the market as soon as possible is a priority for the Government, but we want to direct our efforts where they will have the biggest impact in reduc-ing emissions and tackling climate change,” said Mr Fitzpatrick.

“Vans account for around 15% of carbon emissions from road transport, but currently there are no mass market low carbon models on offer to the UK van buyer – although the technology to create them exists.

“By using the public sector’s considerable purchasing power, we aim to give investors and manufacturers confidence in the existence of a market for lower carbon vans, to encourage them to bring them to market more quickly than they would do other-

wise. This could have a big impact in cutting carbon emissions.”

However, Tony Bosworth, senior transport campaigner for Friends of the Earth, said: “The Department for Transport (DfT) has got to do a lot more if it wants to be credible about tackling climate change. This has got to be part of a concerted, coherent programme and that’s something we’re still not getting.”

The programme will be deliv-ered on behalf of the DfT by a low carbon vehicle specialist partner, due to be appointed early next year. Initial public sector partici-pants are expected to include the Metropolitan Police, Transport for London, the Government Car and Despatch Agency and the Royal Mail.

Louise Ricketts receives her FN50 award from Fleet News editor Martyn Moore

Roddy Graham (left) receives his award from Fleet News editor Martyn Moore

A web-based system designed to automate the vehicle quotation to order process for contract hire and leasing operators has been launched by CAP.

The system – CAP Quote powered by Bynx – allows contract hire leasing operators to bring together every front-end quotation requirement into a single system without the need for IT infrastructure alterations.

The system, which is constantly updated with new vehicle details, was developed in conjunction with end users so that new contract corporate tenders can be created rapidly and accurately.

It also provides management/import tools for future vehicle values, service and maintenance budgets, manufacturer volume related bonus and dealer discounts and associated costs and profit margins built into monthly rentals.

£50m low carbon van investment

The MP who claimed for an esti-mated 49,000 miles in car and parking expenses (Fleet News November 1) has been criticised for risking her own safety and that of other road users.

In addition to claiming she drives almost 1,000 miles a week, Janet Anderson also claimed £1,700 in rail expenses over the same 12-month period.

“Ms Anderson needs to come clean on these quite unbelievable expenses,” said Roddy Graham, Leasedrive VELO commercial director. “If the expenses claim is justified then she must take a long hard look at the safety of all road users, as we can only assume that she is driving while very tired.”

He said the MP “poses a threat to herself and other road users due to her obvious tiredness and fatigue at the wheel”.

When the House of Commons is sitting, which it does for 276 days a year, MPs can work more than 80 hours a week, with days

starting before 9am and debates often running until 10pm.

The safety implications of an employee working a seven-day week including many nights, and then driving some 1,000 miles would have fleet managers seri-ously concerned. According to research in the British Medical Journal, 20% of collisions are caused by sleeplessness. More than 300 people in the UK a year are killed as a result of drivers falling asleep at the wheel.

In response, Ms Anderson said: “I confirm that I frequently drive between Westminster and my constituency, though I am trying to travel more often by public transport in future.”

MP criticised over ‘unbelievable’ expenses claim

Driver tiredness is a major cause of accidents on the UK’s roads

CAP launches quote system

BY DANIEL ATTWOOD

The Minister for Transport, Rosie Winterton, has called on the fleet industry to engage more with her department. She told the industry that the decisions the fleet indus-try makes have a major impact on policy decisions.

She revealed that her depart-ment is planning policies that will affect the fleet industry in particu-lar.

“We will set out a broad array of measures that will impact on the fleet sector,” she said. However, before these measures are intro-duced, she wants more dialogue with the industry. “You have an influential voice in the debate on transport and the environment,” she said. “You make up one of the most important stakeholder group. Your views matter.”

As a result of her wish to enter into discussion with the industry, Fleet News has organised an exclusive interview with this influ-ential minister – who has a port-folio covering cities and regions

and so will be instrumental in establishing and overseeing local road pricing.

It is road pricing that is on many fleet managers’ minds. After the allocation of the Transport Innovation Fund monies – £200 million per year – and the assess-

ment of how local authorities who adopt road pricing have performed, national road pricing is expected to follow.

The minister assured fleets that each local system will be interop-erable with drivers needing only one in-car tag and receiving only

one bill, even if they enter several different zones.

But fleet managers remain sceptical about the interopera-bility of different systems, or whether a car with CO2 emissions of 120g/km or less could enter London for free but may be subject to one charge in Manchester and yet another one in Cambridge.

There is also the question of what to do with the £20 billion that has not yet been allocated for transport initiatives from 2014-19.

The minister also stressed that the fleet industry must help achieve the Government’s target of a 60% reduction in CO2 from cars by 2030. “We will provide you with the legislative framework to allow you to run cleaner fleets,” she said. “We are working with fleets to bring cleaner cars to market.” ■ If you have questions you would like to put to the minister send an email to fleetnews@emap.com – please put Rosie Winterton in the subject box.

Police trialHampshire Constabulary is to trial two new battery powered Vectrix Electric Maxi scooters. The scooters will be used for high visibility patrols in Hampshire and the Isle of Wight. The bikes cost 20p to charge, have a top speed of 62mph, a range of approximately 68 miles, and are cheap to maintain.

A4 roadworksThere are overnight roadworks on the A4 near Bath at the junction of the Newbridge Road with the A36 at Twerton Fork for the next eight weeks. During the work, one lane of the east-bound carriageway will be closed and a 40mph speed limit in place between 9.30pm and 5.30am each day.

Cut emissions

Rising fuel prices present fleet managers with an opportunity to cut their carbon footprint. Cfc business leader Andy Leech said: “A fleet that moves to tackle fuel use in order to control costs is also one that could easily put in accompanying measures to control its carbon footprint at the same time.”

Free healthcheckDrivers are being encouraged to ensure their cars and vans are prepared for winter by taking advantage of a free vehicle health check from nationwide ‘fast-fit’ network ATS Euro-master.

Special ratesReflecting the growing appeal of eastern Europe for both business and leisure travel, National has launched a special hire car offer for the 13 countries in the region. It is offering a 10% discount off its inclusive web rates.

IN BRIEF

www.fleetnews.co.uk 15.11.07 3

Minister calling for more fleet dialogue

The car remains the number one choice for UK business travellers who describe public transport as “not fit for purpose”.

The majority of business travel-lers rely on the car, despite 86% of them complaining that road congestion detrimentally affects their business. “The average busi-ness traveller wastes 11 days a year stuck in congestion,” said a report by the RAC and Chambers of Commerce.

Despite this, company drivers are travelling 20% further on busi-ness than 13 years ago.

The report also found that 70% of small and medium enterprises (SMEs) said public transport, in its present form, is not fit for purpose.

Yet, one in five businesses have taken steps to increase their use of public transport. Trains were considered a viable option, but improvements, especially to the

whole journey experience are required.

In addition, over a half of all SMEs have opted to carry out more business over the virtual superhighway than take to nation’s congested roads.

According to the RAC, IT solu-tions are preferred by many employees to car-sharing and public transport as the best way to cut business miles. It found that while 50% of SMEs use telephone

conferencing, just 19% have adopted car-sharing and just 4% use car-pooling.

Elizabeth Dainton, RAC research development manager, said: “Greening a business is often thought to be at odds with provid-ing a business benefit, but our research demonstrates that tech-nology solutions can help SMEs realise both the environmental and business benefits of the virtual super-highway.”

The sight of light commercial vehicles on Britain’s roads is becoming more common after it was found that LCV use is rising well above that of car or HGV use.

According to the Department for Transport’s National Statistics 07, total traffic levels rose by just 1.1% between the third quarter of this year compared to the same period in 2006.

However, LCV use rose by 12%

over the same period. As a result, demand for used vans is also reaching an all-time high.

Lex has reported that demand for used LCVs from migrant workers is helping to drive high residual values for many models.

There has been a 15% increase in transaction prices for sales of LCVs in excess of four years old compared to the same period in 2006, with more than 94% of such vehicles selling at the first time of

entry. Lex says it has seen a significant increase in the number of immigrants attending its sales and bidding on LCVs.

“It’s interesting to see the posi-tive impact that the increase in immigration has had on the used van market in 2007,” explained Jon Walden, Lex managing director.

“Performance in the used van market this year has exceeded everyone’s expectations.”

Vans experience a significant upsurge in use

Light commercial vehicle use is rising faster than that of cars

Car still the number one choice for business travellers

Minister for Transport Rosie Winterton at the FN50 conference

NEWS

www.fleetnews.co.uk 15.11.07 5

Congestion gets worse in London

w

Are you caring for yournon-company car drivers?Nearly 1in 4 vehicles driven on business is a ‘grey fleet’ vehicle

To receive your copy of our alarming report, visit

www.arval.co.uk

Diesel pleaNew research has revealed that the recent 2p increase in diesel duty will cost the UK’s van drivers an extra £108 million a year. Vansunited is now calling on the Government to provide subsidies for the UK’s small businesses.

CitySprint awardCitySprint has won the Corporate Social Responsibility (CSR) award at the 2007 UK Mail Awards. CitySprint was the first UK courier company to introduce the Vectrix zero emission electric motorbike to its fleet. It also has a fleet of low-emission Smart cars and a number of LPG fuelled vehicles.

Fleet serviceA new fleet manager service has been added to ALD Automotive’s ProFleet2. The new system is designed to help firms reduce vehicle operating costs, increase compliance with at-work driving health and safety legislation and cut their carbon footprint.

Top hire firmEuropcar has been voted the ‘best car hire company’ by the Sunday Times Travel magazine. The judging panel agreed that “reliability, speedy assistance in times of trouble and a wide spread of pick-up and drop off points were crucial” to customers.

IN BRIEF

The likelihood that the Chancel-lor will amend company car tax in the 2008 Budget has edged closer to reality.

Professor Julia King, the influ-ential chair of the King Review, indicated that her forthcoming policy advisory report will recom-mend that the tax should be changed to further incentivise the adoption of efficient vehicle tech-nology.

The second part of the King Review will be used by the Chan-

cellor to form policy decisions aimed at cutting CO2 emissions from transport in the Budget.

“We must give the right economic signals and encourage-ment,” Prof King told Fleet News. “We need to give a strong signal to fleet participants to go for low CO2 technology.”

She said getting the fleet indus-try to adopt low-carbon vehicles is critical in order to achieve the rapid introduction of these cleaner vehicles into the national parc –

something that is essential if the Government’s target of a 60% reduction in CO2 emissions is to be achieved by 2050.

“Fifty-five per cent of new cars go into the fleet industry so a policy that encourages fleets to acquire more low-carbon vehicles will accelerate the pull through of new technology.”

However, she advised that her recommendations would not be all about incentivising. “I believe in a carrot and stick approach.”

Company car tax changes more likely

BY EMMA COOPER

London’s morning rush hour traffic now moves more slowly than before congestion charging was introduced three years ago.

Traffic moving through the congestion zone during the rush hour travels at an average of just 9.3mph, compared to around 9.9mph in 2003.

Statistics compiled by Trans-port for London (TfL) show that charging did improve traffic flow initially. However, congestion relief has slowed and journey times are on the rise.

Though the volume of traffic entering the zone has fallen by 21%, the improvement in conges-tion has fallen dramatically since 2003, from 30% to only 8%.

Off peak and evening rush hour travel speeds have also decreased after an initial improvement.

TfL blamed road maintenance for the growing congestion, point-ing out that the number of street works doubled last year, taking up road space and constricting traffic flow.

A TfL spokesperson defended congestion charging: “Without it,

London would have ground to a halt. We have made real progress, and the benefits in central London remain clear.”

Meanwhile, complaints that luxury car drivers were using a loophole to avoid the capi- tal’s congestion charge have prompted TfL to review all cars that are registered as private hire vehicles.

All private hire cars registered with TfL are exempt from the charge.

A spokesman said it is now checking its list of exempt vehi-cles. “We have already been in touch with many of the owners of luxury vehicles registered as private hire vehicles and are satis-fied that the vast majority of these are being used for legitimate private hire purposes,” she said. “Only a relatively small number of luxury vehicles are licensed as private hire vehicles.”

London’s traffic is slowing down

Motability keeps ties with 1linkA new seven-year deal has been signed by Motability Operations to continue to use the 1link Service Network e-commerce platform.

The deal will see Motability, the UK’s largest fleet with around 465,000 vehicles, use 1link to process all authorisations for car maintenance work.

The system allows a team of Motability maintenance engi-neers to process 420,000 transac-tions every year across 3,500 service providers.

1link Service Network creates online links between major fleets and providers of maintenance services. It replaces the previous phone and fax method of authoris-ing fleet work with an online mechanism.

Around 40% of maintenance actions handled through 1link are authorised automatically on-line and the rest are dealt with by Motability Operations’ engineers in an average of five minutes.

“1link Service Network provides us with the means to see exactly what is happening to the maintenance of our fleet, controlling costs, raising service levels and resolving any issues rapidly,” said Steve Thurman, general manager of fleet techni-cal services at Motability Opera-tions.

Motability has been using 1link Service Network since January 2003 and was among the first UK fleets to adopted the system.

1link Service Network is designed to provide an online trading platform bringing together suppliers and purchas-ers, such as fleet operators.

EUROPEAN NEWS

www.fleetnews.co.uk 15.11.07 7

Fleet News Europe is sponsored by

www.bca-europe.com

www.fleetnewseurope.com

FleetNewsEurope

BY KEITH NUTHALL

Company car fleets that use inde-pendent garages for repairs are increasingly risking their vehicles being fitted with counterfeit parts that could fail – the world’s largest think tank has claimed.

A detailed report from the Organisation for Economic Co-operation & Development (OECD) has cited the US Federal Trade Commission claiming counterfeiting costs the global automotive parts industry $12 billion a year.

It also cited analysis that coun-terfeiting-related annual losses incurred by the Japanese machin-ery industry (including motor vehicle manufacturers) in Asia approach $7.5 billion.

In a survey by OECD research-ers, a major car manufacturer

claims that already 5% of all spare parts sold in the European Union are fakes, with up to 30% of all parts sold in some Middle Eastern and Asian markets – the bulk being manufactured in China.

However, with the use of inde-pendent repair and service outlets likely to grow in the EU as a result of changes to the block exemp-tion regulations and European

Commission forcing manufact-urers to release technical infor-mation, the likelihood of fake spares being used in Europe will probably grow.

According to the OECD, thou-sands of mainly small repair firms “are amenable to using non-genuine parts if these are cheaper and thought to be reasonable substitutes”. It said the vehicle aftermarket often sees parts “purchased on the basis of an acceptable visual similarity between the copies and the origi-nals, rather than on comparisons of their technical performance”.

As for the risks, the OECD said: “The use of fake brake pads, hydraulic hoses, engine and chassis parts, suspension and steering components and airbag mechanisms could seriously impair the safety of vehicles.”

Warning over fake parts risk

European Union researchers have devised a way of reducing the weight of noise insulation materials in cars without making them less effective.

The EU research network Eureka says the €4 million French-led project – ERTAC – has discovered that by layering compressed felt with a low density felt, the weight of sound insulation can be cut by 50%.

A prototype Peugeot 207 model is being manufactured using the technology. Tests on a Citroën C4 cut its weight by 8kg.

Scientists cut weight of noise insulation materials

The European Commission has approved the takeover of Italian fuel retail chain – Italiana Energia e Servizi (IES) – by Hungary’s MOL Hungarian Oil and Gas. Brussels has imposed no conditions on the deal. IES also runs roadside catering services, as well as oil refineries. MOL wholesales and refines fuel as well as retailing to motorists.

Fuel chain takeover approved

Already 5% of all spare parts sold in the EU are counterfeits

FN50

10 15.11.07 www.fleetnews.co.uk

Be prepared to meet challenges of the futureBig changes are ahead in the coming years for the fleet industry. Daniel Attwood, Phill Tromans and Emma Cooper report from the FN50 conference. Pictures by Chris Lowndes

Consolidation and outsourcing – two words that will continue to dominate the European vehicle lease industry over the next decade. This was the message Peter Soliman, chief executive officer, Fleet Logistics International, gave to members of the industry at the FN50 conference.

Driving this momentum of consolida-tion, which in the US has seen the number of vehicle leasing companies fall to just two or three players, is price

pressure. Exactly the same scenario will play out in Europe (including the UK), Mr Soliman warned.

Profits in the US vehicle leasing sector are now just 6%; in Europe they are currently 20%, but are falling. “It is common opinion of leasing companies that we will see consolidation in Europe and the UK will not be an exception,” he said. “The European leasing industry will become more consoli-dated – there is no question of that.”

There is also a major drive to outsource by large European fleet operators. In a scene being witnessed across the continent, Mr Soliman gave the example of one large fleet looking to dramatically reduce its operational staff numbers. “This is a common theme among large fleets,” he said. “I have seen some fleets go down from 40 people to just five managing a pan- European fleet – there is massive outsourcing going on.”

Fleet managers have been assured that the capital’s Low Emission Zone (LEZ) will not suffer the same administrative problems as the current congestion charging scheme when it comes into force next year.

While it is HGVs that will initially be targeted, LCVs and minibuses are next on the list.

Coinciding with the introduction of the LEZ, Transport for London (TfL) has proposed that cars with a CO2 output of more than 225g/km should pay £25 for entering the expanded congestion zone.

John Mason, head of enforcement at TfL, said that administration problems, such as correctly identifying vehicles and assessing liability, will be reduced under the new scheme.

“TfL has been pushing the Depart-ment for Transport over the issue. We are very happy to transfer liability if necessary,” he said.

Referring to plans to introduce congestion charging in Manchester and Cambridge, Mr Mason said: “It’s very important that we speak to cities looking

to introduce these schemes in order to smooth over such issues before they go live.”

He also told the industry that TfL and the Department for Transport are in the process of working out discounts and exemptions which may apply to fleet vehicles operating in the LEZ.

Low Emission Zone ‘will avoid congestion charging problems’

TfL head of enforcement John Mason

Supplying fleets with the vehicles they need and that their drivers desire is a big enough challenge.

Mix into the equation the issue of reducing CO2 emissions and the challenge becomes what Tim Hudson, commercial director of LeasePlan, described as the “big ugly monster that the fleet industry is facing”.

Mr Hudson is instrumental in delivering LeasePlan’s GreenPlan green fleet programme. The plan was created to offer fleet customers a holistic solution to enable them to reduce their carbon output.

“Our customers have been driving this approach and it is incumbent on us to come up with the solution,” he explained.

One customer specified vehicles that produced no more than 120g/km of CO2, had a five-star EuroNCAP safety rating and were cheaper than the current offerings.

While this approach was not adopted by LeasePlan for its financial benefits, its customers have found it beneficial both from an environmental and financial view.

In just three years, one customer reduced its fleet emissions by more than 20%, achieved a 12% drop in journeys, a 36% drop in hire car spend and saved £70,000.

“Going green makes environmental and economic sense,” said Mr Hudson.

Environmental issues are industry’s ‘big ugly monster’

The leasing sector has been advised to develop a better understanding of its individual fleet clients.

Chris Cooper, managing director of Challenge Consulting, explained that fleet suppliers need to understand their customers and not just slash prices.

“Customer service can and does matter,” he said.

Mr Cooper said many suppliers fail to differentiate between the different needs of similar-sized fleets.

He said that taking the time to

understand customer values proves more effective for business than simply providing a product at face value.

“What customers want doesn’t necessarily make them satisfied. Understanding what they value and what they are really paying for is more important,” he said.

By analysing their client relationships and understanding customers true values, leasing companies can also determine what aspects of the relation-ship are most costly to provide.

Understanding individual fleet clients is vital to leasing sector

Price pressure is set to drive consolidation in Europe

Peter Soliman

LeasePlan’s Tim Hudson

Conference & dinner sponsors: Dinner sponsors:

www.fleetnews.co.uk 15.11.07 11

Be prepared to meet challenges of the futureBig changes are ahead in the coming years for the fleet industry. Daniel Attwood, Phill Tromans and Emma Cooper report from the FN50 conference. Pictures by Chris Lowndes

Outside pressures are changing the fleet market, and guidance is needed to for manufacturers to keep up.

Peter Stokes, Volkswagen UK’s vehicle compliance manager, said we live in a time of mixed messages.

“We can build a vehicle that the European Union says is absolutely fine to sell anywhere, but then we hit brick walls in certain markets,” he said.

“Likewise with biofuels – one minute they’re great and will save the Earth, but the UN says they’re a blight on humanity.”

The vehicle market is no longer dependent only on competition and consumer demand, he continued. Outside cost inputs are being applied to consumers to trigger behavioural change when it comes to the environment.

Mr Stokes called on governments to stand by their pledges under the 1997 emissions reduction agreement – to provide financial incentives and public green information campaigns.

He also called for guidelines to local authori-ties so localised initiatives don’t contradict others elsewhere. A lack of uniformity in local environ-mental schemes makes it difficult for manufacturers to develop a car suitable for the whole of Europe, he said.

Stay on top in changing fleet market

Car manufacturers are adapting to the environmental demands of today and tomorrow, but need time and a greater understanding of the way they work from society and legislators.

Simon Barnes, environmen-tal affairs manager for the Society of Motor Manufactur-ers and Traders, said: “Since the 1990s there has been a

levelling off of emissions from cars, while emissions from aviation and haulage are growing. Today, 58% of road transport emissions come from cars, but that level has fallen since 1997 despite an 8% increase in distance travelled and a 16% rise in the total number of cars on the road.”

A huge challenge for the industry is to encourage the purchase of more cars with emissions of 120g/km or less. In 2006 just 5% of cars fitted into this category, and Mr Barnes said that figure needed to be closer to 50%.

“Getting the mass market to move is really the challenge we face,” he said. He urged the Government to scrap the 3% surcharge on diesel for BIK tax to encourage the take-up of lower polluting vehicles.

Manufacturers challenged to encourage green switch

Simon Barnes

Customer service means looking beyond price and requires an in-depth knowledge of a company’s operations.

Discussion between leading industry figures who made up the FN50 panel debate raised some interesting points when it came to identifying good customer service.

Whatever fleets want, it’s more than just a competitive price.

“In any sector there will always be customers that don’t just value price,” said Chris Cooper, managing director of Challenge Consulting.

Nick Bridle, fleet manager at Royal Mail, said: “I want to deal with suppliers I can trust, to work in partnership with and who really understand

our product and strategy.For Susan McDonald, head

of strategic sourcing at Virgin Media, cultural fit was important, as was an understanding that the supplier was the fleet expert.

“We supply television, telephony, broadband – we’re not a fleet company,” she said.

“You generally find when you get to a certain scale that the price is very similar between different suppliers. So then you have to focus on things that differentiate.

“Service can be looking after the drivers and the vehicles and then there’s looking after the fleet manager, so that you don’t have so much administration. Too often we forget that the main thing is to keep the drivers on the road.”

The hidden depths of good customer service

Peter Stokes

Delegates vote on one of the many conference topics: Green cards = approval; red cards = “not for me”.

www.fleetnews.co.uk 15.11.07 13

BY JULIAN KIRK

Renault is to expand its recently-launched Laguna range with two new models next year as it aims to rebuild its reputation in the upper-medium sector.

In January a Sport Tourer version will go on sale, offering more load space than the hatch-back and aimed at “lifestyle” drivers, while later in 2008 the sleek Coupé will arrive.

Both will be aiming to build on the positive reaction to the new Laguna hatch – helped by the fact that the car does feel well built with quality materials.

The Sport Tourer will be launched with an engine and trim line-up which echoes the hatch-back. It will command a £950 premium over the hatch.

Keith Hawes, director, fleet and commercial vehicle sales at Renault UK, said: “The Sport Tourer has got the interior space for people moving out of 4x4s. While the upper-medium market has stabilised this year, the estate part of it is growing.

“We’re planning that the Sport Tourer will take 30% of Laguna sales, but I think it could do more than that – perhaps even 40%.”

The Coupé will be a key tool for Renault in attracting user-choos-ers, as well as moving the brand’s sports focus upwards from the

current offering which consists of hot hatchbacks.

The new additions, plus larger capacity V6 petrol and diesel engines, will help Renault build sales after a fall away this year, part of which is down to the deci-sion to cut back on 5,000 units –

mainly short-cycle business but also in the Motability sector. The same decision was taken in 2006.

Next year Renault will also launch the Koleos SUV, the Grand Modus and Clio Sport Tourer. An all-new Megane will also appear (see Spyshot – page 15).

This week’s vehicle market news and information Edited by Julian Kirk

FRIDAYWent on a full, private charter Boeing 757 to Jerez on the Volkswagen Fleet Congress and Tiguan launch over the weekend.

Volkswagen UK invited more than 200 guests including fleet dealers, leasing and rental customers, and end users.

Dr Ulrich Hackenburg told the delegation of around 500 from across Europe that Volkswagen Group sales

worldwide have gone up 8% to 4,614,000, but sales of Volkswagen in western Europe have slipped by 3.3%. After an hour-and-a-half presentation, then a 45-minute bus ride to and from a monastery for a buffet meal, we all went to bed, ready for the next day’s programme, which included driving the Tiguan on a variety of routes.

It did a really good job on a fairly tame off-road course. The build quality is among the best Volkswagen has produced but the best bit of the car is a new, very clever door design and seal system.

The door seals under the sill, meaning that the sill never gets wet or dirty, so the driver or passengers will

never get dirty clothes from brushing against it while getting in or out.

This fact, and the unique design, was not mentioned once by Volkswagen – it really has missed a trick.

Vince Kinner, head of fleet sales, told me he was confident the Tiguan will be a popular fleet choice, and guests had told him how much they liked the design, price, specification and, above all, the quality.

Volkswagen expects to sell around 10,000 Tiguans in the UK next year, with roughly 3,500 going to fleet.

TUESDAYDown to Barcelona to drive the all-new Chrysler Grand Voyager on the European press launch

(See Steve Moody’s full report on page 17).

We had presentations from a number of senior Chrysler personnel before we took to the roads around Barcelona. The new Grand Voyager is a full seven-seater, but with the clever Stow ’n Go system where all rear seats fold into the floor it becomes a van in less than 30-seconds. Another optional feature is the Swivel ’n Go – not a name I would have choosen, but they know best. This system includes the middle two captain chairs to revolve to face backwards and electrically operated rear folding seats.

We all liked the ambient lighting in the roof and door panels and blue spotlights scattered around the vehicle – real classy. The most popular

engine will be the 2.8-litre Turbo diesel which will account for more than 95% of sales is coupled to a new six-speed automatic gearbox – manuals will not be available – this gearbox is so much more refined than the present one.

The new GV is priced the same as the outgoing model, but with loads more kit as standard – more car, same price.

THINKING CAP Hardworking Martin Ward scours the globe for the week’s insider fleet intelligence

Martin Ward is CAP’s manufacturer relationships manager

Martin with the Tiguan... ...and with the Grand Voyager

Renault’s Keith Hawes with the new Laguna. The range will expand with two extra bodystyles next year

Laguna range to grow

Voyager – p17New people carrier driven

Mondeo – p24Ford’s 1.8 TDCi on test

Touran – p26VW’s MPV joins our fleet

This week

����������������

Lighter hatchThe more hardcore Clio Renaultsport 197 Cup model will cost £1,000 less than the standard Clio 197 model. Priced at £14,995, the Cup has revised gear ratios for better cruising, lower ride height, stiffer suspension and bespoke alloy wheels. However, air conditioning and side curtain airbags are now optional extras.

Flashier hatchFord is to build 500 special Focus STs, priced at £20,495. The ST500s will be finished in metallic black with silver stripes and will feature scarlet leather Recaro seats, automatic xenon lights, rain-sensing wipers and a solar-reflecting windscreen.

Flying high 1

Citroën has supplied a fleet of 17 C1 models to airline company Go-Ahead to be used as airside support vehicles. Ten of the 1.4 HDi cars will be used at Gatwick, with the remaining seven being used at airports across the UK.

Flying high 2

Subaru has donated five Tribeca SUVs to be used as support vehicles for the crews who are flying the only remaining Vulcan bomber. The cars will tow supplies and deliver the crews to the various airshows the Vulcan will be flying at across the UK.

IN BRIEF

This may look like an extreme Renaultsport model, but under the skin is next year’s all-new Megane.

Spotted literally flying around the Nurbürgring, the Megane is due to make its world debut at next September’s Paris Motor Show.

UK deliveries will begin in early 2009 and underneath the Megane will use the platform developed by the Renault-Nissan Alliance for the Qashqai.

Initially available as a three and five-door hatchback, expect a folding metal roof CC version, as well as the Scenic MPV variant.

Powered by...New Megane caught testing www.fleetnews.co.uk 15.11.07 15

IGNITION

Spyshot

BY JULIAN KIRK

October’s new car market has provided a welcome, and unex-pected, boost to the industry by outperforming expectations.

Last month 166,797 new cars were sold in the UK – 10% above the forecast for the month, leading the Society of Motor Manufactur-ers and Traders to revise upwards

its full year forecast to 2.396 million units (an increase of 21,000).

It was expected that October would record a slowdown due to the general economic outlook, but strong demand from the retail sector boosted the month.

Leading the way in sales terms was Vauxhall, with sales up by 21% compared to October 2006. In

the fleet sector, the rise in sales was 19.1% (see table below) thanks to strong performances from the Astra range (up 14.6%), the Zafira mini-MPV which recorded a 13.3% rise in sales, the Corsa which is more than 40% up and the Vectra which still continues to sell strongly despite its advancing years and impending replace-ment.

Ford, meanwhile, saw its fleet sales fall by 9%, with the Focus range taking a 28.6% hit. Mondeo was down by 7.9% due to the ramping up of production of the all-new model, and Fiesta sales fell by more than a quarter.

To the end of October, Ford remains the fleet best-seller with

180,592 sales this year compared to Vauxhall’s 177,139.

Volkswagen, Renault and Peugeot retained third, fourth and fifth places respectively, although Renault’s fall in sales is much less pronounced than earlier in the year, suggesting an evening-out of business after the decision to cut 5,000 short-cycle sales.

BMW sales rocketed again thanks to the introduction of new models and its EfficientDynamics fuel-saving technology. Honda also saw strong growth in the fleet market, with sales up 41.3% in October thanks to the Civic and Accord ranges, plus continuing demand for the CR-V.

October sales exceed industry expectations

The Vauxhall Astra was the best-selling fleet car in October

TOP 10 FLEET MANUFACTURERS Company Oct 07 % change1 Vauxhall 15,839 (19.1)2 Ford 15,003 (-9.0)3 Volkswagen 8,603 (3.5)4 Renault 5,818 (-1.5)5 Peugeot 5,391 (13.4)6 BMW 4,075 (87.4)7 Audi 3,744 (12.2)8 Toyota 3,239 (-4.5)9 Citroën 2,837 (-0.8)10 Honda 2,779 (41.3)

TOP 10 FLEET MODELS Model Oct 07 % change1 Vauxhall Astra 6,163 (14.6)2 Ford Focus 5,492 (-28.6)3 Renault Megane 3,664 (-1.2)4 Volkswagen Golf 3,259 (29.5)5 Vauxhall Zafira 3,214 (13.3)6 Ford Mondeo 2,893 (-7.9)7 Vauxhall Corsa 2,886 (44.4)8 Vauxhall Vectra 2,808 (40.4)9 Peugeot 207 2,534 (144.6)10 Ford Fiesta 2,403 (-27.5)

Voyager sharpens its actChrysler adds more American style and tricks to an already impressively practical package

www.fleetnews.co.uk 15.11.07 17

NEW LAUNCH: CHRYSLER GRAND VOYAGER

Does anybody care how it drives? If they do, it drives OK. The engine is a little clattery still but has enough performance, and the steering is suitably slow while it has a relaxed soft-ish ride.

Of far more importance is what happens further back. The electric sliding doors, standard across the range, are a child-pleasing trick while the Stow ‘n Go seats dive to the floor quicker than a theatrical footballer. The second row features two perfectly comfortable seats but, if you opt for the swivelly contraption, they are much bigger and more heavily cushioned.

Unfortunately they make it a real nuisance to get right in the back as they don’t tip forward. Expect knocked heads and scuff marks on the seats to follow.

Getting into the back is altogether easier with Stow and, once there, there is lots of room for a proper-sized adult.

The dual DVD system seems useful, although controlling the options screens from the front is difficult on the move as you have to use the remote control and can’t see the menu.

Standard automatic climate control in all three zones will keep each row happy. In the UK version, we will be hamstrung by only nine massive cup holders rather than the 13 on left-hand drive models.

BEHIND THE WHEEL

BY STEVE MOODY

What a beleaguered group of vehicles make up the large MPV sector. An ageing, unloved fleet that has been overshadowed by the rugged sexiness and vigour and seven-seat capability of SUVs.

But Chrysler is hoping that its all-new Grand Voyager can inject some life back into the segment, with a dash of chintzy chrome and American style, a plethora of cupholders and some trick seats.

Gone is the amorphous blobbi-ness of the old model, replaced by straight lines and powerful flanks, supposedly reminiscent of the 300C, although apart from the retro grille it’s hard to make a very large metal box look much like a gangster saloon.

That said, it looks very much designed for purpose, which is to be big and trustworthy. It is now bigger and marginally longer, at 5.1 metres.

But these cars are all about what’s on the inside, about what it offers the family on the move in terms of practicality and comfort. Here, there has been no shortage of revisions, and some are very clever. Some are less so. And fortunately some things haven’t been changed at all.

Such as the seating system. The new Grand Voyager retains the Stow ’n Go facility which rescued the old car from obscu-rity. It really is very clever, with the second and third rows tumbling into holes in the floor, eliminating the need to remove them – the bane of every other MPV on the market.

Not only is this system easily the best on the market, but the Grand Voyager also has a large amount of useful luggage space when the seats are in place, which

has been a problem for many MPVs. In this sense, with the key requirement of an MPV to be a multi-purpose vehicle, the Chrys-ler really is very hard to beat.

But Stow ’n Go can now be supplanted at a cost of £750 with Swivel n’ Go which, alongside an electrically folding third row for the terminally lazy if need be, comes with a second row that can spin through 180 degrees, so rear passengers can face each other.

Due mainly to engineering constraints, right-hand drive models lose a few features fitted to left-hand drive cars, including adjustable pedals, the top passen-ger side glove box and the dash mounted gear shift. That now goes to the floor, and with a tradi-tional handbrake rather than foot-brake, which is just as well because the dash-mounted version was distinctly wobbly.

Which brings us to build quality. What exactly did Chrysler learn from its ill-fated relationship with Mercedes-Benz? Nothing about building interiors, that’s for sure. Some of the plastic trims in here are lamentable. Rough sharp

edges and ill-fitting surfaces. But having said that, the layout of the interior is much more ordered and logical than the scattergun approach of the old car, and it has a certain functional aesthetic.

There has also been some thought to lift the cabin above the workmanlike job set out for it. Green halo lighting around the roof storage box casts a comfort-ing glow in the dark, while a clever DVD system allows the second row of seats to watch a DVD of Bob the Builder while the third row enjoys High School Musical, ensuring sibling harmony.

This dual DVD mode (a £1,750 option) can be added to a package called MyGIG, standard on Limited models, which comes with a USB port 20GB hard drive for 1,600 songs and pictures, wire-less headphones, remote control and touchscreen control and navi-gation in the front.

The Grand Voyager still has a 2.8-litre diesel engine (and a 3.8-litre V6 petrol), but it has been significantly upgraded from the clattery 150bhp unit in the old car

and comes with a six-speed auto box and no manual option. It has a new common rail fuel injection system as well as a turbo that delivers power earlier. Top power is now 163bhp, but more signifi-cantly peak torque of 225lb-ft. Official combined fuel consump-tion is 30.4mpg, while CO2 is 247g/km, ensuring a working life in the highest BIK tax band.

Prices start at £25,995 for the LX, rising to £32,995 for the Limited, which is the same as the old model. Residuals for this sector aren’t nearly as strong as equivalently-priced seven seat SUVs but Jason King, forecasting editor, EurotaxGlass’s, reckons this car can expect to achieve mid to high 30s in percentage terms after three years/60,000 miles which, alongside the Ford Galaxy would make it one of the better performers.

As for sales, the huge levels of chauffeur and corporate business out there for a car like this should see fleet and retail split far more evenly than the 80-20 split in favour of retail for the outgoing Grand Voyager.

FACT FILEModel: 2.8 CRD 3.8 V6Max power (bhp/rpm): 163/3,800 193/5,200Max torque (lb-ft/rpm): 266/1,600 225/4,000Max speed (mph): n/a n/a0-62mph (secs): n/a n/aFuel consumption (mpg): 30.4 22.2CO2 emissions (g/km): 247 302Prices (est): £19,500-£32,995On sale: March 2008

VERDICTAs something enjoyable to drive, the Chrysler does nothing to invoke joyful emotion. As an attractive car to own, it hardly tugs at the heartstrings. As a people carrier, it does every-thing asked of it and more. And that’s a very important thing.

www.fleetnews.co.uk 15.11.07 19

NEW LAUNCH: KIA PICANTO

Kia’s star shines brightlyImprovements make popular Picanto even more appealing to cost-conscious motoristsBY STEVE MOODY

The Picanto is one of those fortu-nate little cars that has always seemed right. Right size, right price, right image, right spec.

So it’s no surprise that Kia has sold around 38,000 of them since it was launched three years ago.

And it’s no surprise that halfway through its lifespan comes the facelift.

There’s a new grille, front bumper and bonnet that are intended to give the car a family look more like the Carens and Cee’d, as well as more character-ful headlamps and a minor rede-sign to the rear.

The previous three-model line-up has been increased to six with the introduction of a launch model, called Ice, and an auto-matic version, while the standard range has been simplified to entry-level Picanto, Picanto 2

(plus an auto) and Picanto 3. Prices still start at £5,995 but now reach £7,995 for the 3, rather than the top-end £7,445 previously. This is serious value motoring.

Inside, the lacklustre grey plastic and seats have gone in favour of more swanky black.

The facelift coincides with a change in strategy for the car. In 2006, the Picanto was the UK’s

fourth-best-selling A-segment car. Kia is now doing less fleet (mostly daily rental) sales as part of a plan to concentrate on retail sales.

FACT FILEModel: 1.0 1.1Max power (bhp/rpm): 65/5,600 64/5,500Max torque (lb-ft/rpm): 63/2,900 72/2,800 Max speed (mph): 94 960-62mph (secs): 16.4 15.1Fuel consumption (mpg): 57.6 53.3CO2 emissions (g/km): 117 126Prices (OTR): £5,995-£7,995On sale: Now (Ice), January (complete range)

VERDICTThe Picanto was always a good, cheap car to run and the changes have made it an even better proposition.

Once you adjust to the incredibly high and light biting point of the clutch and the sharp bite of the brakes, the Picanto is a rather whizzy thing. The 1.1-litre engine is never going to blow your socks off, but it does its job without being too raucous or wheezy.

The gearbox is light and accurate, as is the steering, and even a big old galoot like me could get a relatively comfortable seating position thanks to

the now standard adjustable height on the driver’s seat.

The all-black interior of the Ice model lends the Picanto an air that, while difficult to call classy, is certainly good quality for its sub-£7,000 price tag. The instruments are all of a meritorious standard and for the first time the Picanto comes with integrated stereo system, due to RDS finally being fitted by the Koreans.

BEHIND THE WHEEL

Cherokee rides the dunesJeep’s new classic SUV is as happy on Tarmac as it is tackling the wastes of the Sahara

NEW LAUNCH: JEEP CHEROKEE

BY STEVE MOODY

Just how important is authenticity in the SUV market? Do buyers,

even if they intend to negotiate nothing more taxing than the local car park, like to think that their cars could scale Everest?

Plenty of SUVs on the market have as much heritage in rough-ing it as Paris Hilton (short jail spell apart) and seem to do quite

nicely in terms of sales. But, as more and more pompous observ-ers tut at the wastefulness of it all, will SUV buyers salve their enforced guilty consciences by turning to vehicles they can defend at the dinner party with the line: “It’s a proper off-roader, not one of these pretend ones. And we’re thinking of buying a pony/worried about flooding/need to drive across the Sahara.”

Because if you need to cross the Sahara, or tow Dobbin about, or just feel better about yourself by choosing authentic over aesthetic, the new Jeep Cherokee really is the SUV for you. SUV launches usually involve a nice hotel, a pleasant drive through picturesque scenery and a quick spin down a gravel track. With the Cherokee, Jeep decided the best approach was to actually drive it

across the Sahara. It illustrates Jeep’s thinking that in order to attract custom, it has to prove it is a ‘proper’ SUV. Leaping over the top of a sand dune, they had me convinced.

The new Cherokee looks great. It has the unapologetic styling of all new Jeeps, which means all curves are banished in favour of bank vault chic, and it’s a design language that has produced some dubious looking cars like the Commander and Grand Chero-kee, but on the smaller Cherokee, it looks just right. Solid, compact, four square. A classic Jeep.

It is also larger than the old model, although very slightly shorter. The car is offered with a Sky Slider roof as an option, made of acrylic cloth similar to a convertible, which pretty much travels the length of the roof, and

Official Fuel Consumption Figures for New Zafira Exclusiv 1.6i 16v mpg (litres/100km): Urban – 29.7 (9.5), Extra-urban – 47.1 (6.0), Combined –Model illustrated is New Zafira Exclusiv 16i 16v £13,710, plus optional metallic paint £350. Prices start from £13,710 on-the-road. Price correct at the time of going to press. 1: Vauxhall does not purport to offer tax advice to individuals and recommends that allsubject to availability. Terms and conditions apply. Programme is for 25+ fleets and is available for Mainland UK only. Telephone lines open Monday-Friday, 8.00am-6.00pm excluding Bank Holidays. Calls may be recorded or monitored for quality and/or training3 monthly payments is payable followed by 35 monthly payments commencing Month Two. For full terms and conditions please refer to the Vauxhall Leasing Master Agreement. All quotations are subject to availability, status, acceptance and agreement andadded to the initial rental for regulated customers. Quotation correct at time of going to print. Valid on all orders until 31 December 2007. Sample quotation is given subject to there being no changes in manufacturer’s list price.

NewZafira Exclusiv. The clever family car.

NewZafira ExclusivBenefit-in-kinderExclusiv models are now a permanent part of the Zafira range, offering great value and a choiceof tax-efficient petrol and diesel engines – all at low P11D-friendly prices.1 So company car driversget a lot more car, with a lot less Benefit-in-kind taxation. And with highly competitive on-the-roadpricing and good residuals, fleet decision makers can look forward to low whole life costs,2 too.

For more information and details of our 3 DayTest Drive Programme call 0870 010 0651.3

From only £13,710 or lease for £225 per month4 (plus advance payment of £675).

company car drivers consult their own accountant with regards to their particular tax position. 2: Source: CarCost (November 2007). Projected Whole Life costs over 3 years/60,000 miles: New Zafira Exclusiv 1.6i 16v. 3: 3 Day Test Drive Programme vehicles arepurposes. 4: Lease figures shown are based on a New Zafira Exclusiv 1.6i 16v on a non maintenance contract hire package for the bailment of goods over 36 months, assuming a maximum of 10,000 contract miles per annum. An advance payment equal toguarantees may be required. Terms unavailable to existing customers where specific end-user terms are in place with Vauxhall Motors Limited. All rentals are quoted exclusive of VAT which is payable at the prevailing rate. A £75.00 + VAT documentation fee is

38.7 (7.3). CO2 emissions 175g/km.

The Cherokee on-road is a pleasant surprise. It is never going to be on a par with an SUV like the X3 for car-like handling, but no longer does it have the performance of a tractor.

It handled long fast sweeping bends with poise and the steering retained enough feel to give you confidence. The diesel engine has plenty of guts and is actually much quieter and has less vibration than it does when detuned in the Grand Voyager.

The seating is adjustable for an ideal, high vision, comfortable position and with the sun out and the Sky Slider cranked wide open, it’s actually a very pleasant cruiser.

But it’s off-road where the

Cherokee really performs. The suspension soaks up rutted and stony roads with ease, fairly charging across them. And when it came to hitting hot, soft sand it blasted through it, with the torque of the engine and the tractive ability of the four-wheel drive system keeping you ploughing forward. When we hit some very large sand dunes, and watched by camels and roaming tribesmen, the Cherokee crested each massive wave like a sandy powerboat. Mightily impressive.

Now I know this sort of talent really won’t mean a whole hill of organic beans when you are driving to Waitrose, but this is the very essence of authenticity that should be so important to a potential Jeep buyer.

BEHIND THE WHEELconcertinas electrically to the front or rear for maximum expo-sure to the sun.

Inside, the Cherokee comes with a lot as standard. In the UK, the decision has been made to only offer one spec model, the Limited at £25,595 for the auto and £24,595 for the manual. It will come with leather electrically adjustable heated seats, rear park assist, remote entry, Hill Descent Control and climate control among others as standard.

Chrysler group product has always been well-specified, but let down by interior build quality (see new Grand Voyager), but the Cherokee is a noticeable improve-ment. It is still nowhere near German standards, but the cabin feels much more keenly bolted together. It’s no thing of beauty, but it looks sturdy.

Jeep is proud of the interior colour schemes and leather quality, which are darker and of higher quality than is usual. But it is not just such frippery as leather colour that should attract the user chooser. We’re back to authentic-ity now, and the Jeep comes with an armoury of off-road weapons and brawny engineering.

It uses the same 2.8-litre diesel engine as in the new Grand Voyager but has been retuned to

suit the extra power and torque need in the sector. With 177bhp and 339 lb-ft, it has the same power as a BMW X3 2.0d, but considerably more torque from its much larger engine. A combined cycle figure of 30.1mpg for the auto and 250g/km of CO2 are high compared to the compe-tition. This is not one of the most advanced diesel engines you will ever find, but the hefty torque could prove very useful in off-road conditions.

So too will the Selec-Trac II full-time four-wheel drive system and using low-ratio gear mode gives it the ability to tackle some

FACT FILEModel 2.8 CRDMax Power (bhp/rpm) 177/3,800Max torque (lb-ft/rpm) 339/2,000 (manual 302/2,000)Max speed (mph) n/a0-62mph (secs) n/aFuel consumption (mpg) 30.1 (manual 32.8)CO2 emissions (g/km) 250 (manual 228)Price from £24,595On sale May 2008

VERDICTThe Cherokee looks good, is well-priced and specced, drives decently on-road and devours deserts, making it the best car Jeep makes. It might even persuade some user choosers out of their ‘soft roaders’.

serious geography. Also standard on automatic models is Hill Descent Control, while the all-new independent front suspen-sion and new five-link rear suspension are intended to give the Cherokee poise on-road as well as off.

Official Fuel Consumption Figures for New Zafira Exclusiv 1.6i 16v mpg (litres/100km): Urban – 29.7 (9.5), Extra-urban – 47.1 (6.0), Combined –Model illustrated is New Zafira Exclusiv 16i 16v £13,710, plus optional metallic paint £350. Prices start from £13,710 on-the-road. Price correct at the time of going to press. 1: Vauxhall does not purport to offer tax advice to individuals and recommends that allsubject to availability. Terms and conditions apply. Programme is for 25+ fleets and is available for Mainland UK only. Telephone lines open Monday-Friday, 8.00am-6.00pm excluding Bank Holidays. Calls may be recorded or monitored for quality and/or training3 monthly payments is payable followed by 35 monthly payments commencing Month Two. For full terms and conditions please refer to the Vauxhall Leasing Master Agreement. All quotations are subject to availability, status, acceptance and agreement andadded to the initial rental for regulated customers. Quotation correct at time of going to print. Valid on all orders until 31 December 2007. Sample quotation is given subject to there being no changes in manufacturer’s list price.

NewZafira Exclusiv. The clever family car.

NewZafira ExclusivBenefit-in-kinderExclusiv models are now a permanent part of the Zafira range, offering great value and a choiceof tax-efficient petrol and diesel engines – all at low P11D-friendly prices.1 So company car driversget a lot more car, with a lot less Benefit-in-kind taxation. And with highly competitive on-the-roadpricing and good residuals, fleet decision makers can look forward to low whole life costs,2 too.

For more information and details of our 3 DayTest Drive Programme call 0870 010 0651.3

From only £13,710 or lease for £225 per month4 (plus advance payment of £675).

company car drivers consult their own accountant with regards to their particular tax position. 2: Source: CarCost (November 2007). Projected Whole Life costs over 3 years/60,000 miles: New Zafira Exclusiv 1.6i 16v. 3: 3 Day Test Drive Programme vehicles arepurposes. 4: Lease figures shown are based on a New Zafira Exclusiv 1.6i 16v on a non maintenance contract hire package for the bailment of goods over 36 months, assuming a maximum of 10,000 contract miles per annum. An advance payment equal toguarantees may be required. Terms unavailable to existing customers where specific end-user terms are in place with Vauxhall Motors Limited. All rentals are quoted exclusive of VAT which is payable at the prevailing rate. A £75.00 + VAT documentation fee is

38.7 (7.3). CO2 emissions 175g/km.

BY JULIAN KIRK

I think we’re all pretty familiar with the new Ford Mondeo now, aren’t we? We know how big it is, what kit it comes with as standard and what it’s like to drive.

There can’t be much left in terms of surprise with the range, with the exception of a new diesel engine which has just been launched.

The 1.8 TDCi unit joins the line up and offers 125bhp, CO2 emis-sions of 154g/km (putting it in the 20% BIK bracket) and claimed combined fuel economy of 48.7mpg.

All well and good, and it also costs £400 less than the 2.0 TDCi version, but the smaller unit’s gains aren’t particularly impres-sive.

The 1.8 TDCi loses 15bhp from the 140bhp 2.0 TDCi, but gains just 0.8mpg in average fuel economy – rising from 47.9mpg to 48.7. CO2 emission reductions are equally slight, falling from 156g/km to 154 – although this is enough to drop the 1.8 TDCi into the band below in benefit-in-kind tax terms.

So although the 1.8 TDCi will offer drivers lower company car tax bills, the savings won’t be massive.

Unlike the car itself, which is simply huge. There’s so much space inside, especially in the

cavernous boot, that it’s not far off an executive car size-wise. Not only is legroom impressive, but the sheer width of the cabin means the driver will never brush shoulders with the front seat passenger.

Fit and finish is up with the best in the sector, and it all feels solidly put together.

Despite the Mondeo’s size, the driving experience is still very good. The Mondeo rides well, with a decent compromise made between comfort and handling. On twisting roads the car remains flat and composed, while on the motorway it feels planted and cruises with ease.

The 1.8 TDCi engine helps with this relaxed cruising gait, being long-legged enough to allow

70mph to be achieved at low revs.

However, it isn’t so accom-plished elsewhere. Pulling out from junctions there is a notice-able lag between applying the throttle and some actual move-ment happening. This requires some forward planning in terms of spotting gaps and accelerating just before you really ought to in order to get over this lag.

Acceleration is fine through the gears, although you can feel the engine is more restricted than the torquey 2.0 TDCi.

Elsewhere, the gearbox shifts easily with a nice, positive feel, while the steering is nicely weighted at all speeds.

So there you have it – the 1.8 TDCi Mondeo is a big, comforta-ble and accomplished car. The only problem is the 2.0 TDCi Mondeo – a better car all round for £400 more.

ROAD TEST: FORD MONDEO 1.8 TDCi ZETEC 5-DR

Smaller diesel does not add upNew TDCi has too few advantages over larger-capacity sibling

■ Honda Accord 2.2 i-CTDi SE (HFT)

■ Vauxhall Vectra 1.9 CDTi 120 Life

■ Volkswagen Passat 2.0 TDI S

The Accord was recently introduced in SE specification to lower the entry price point for the range, but it is still the most expensive car here at the front-end, costing £1,000 more than the Passat. However, it does

offer the hands-free telephone package as standard.

Passat £17,472Vectra £17,585Mondeo £18,005Accord £18,435

THREE RIVALS TO CONSIDER

P11D PRICE

SMR COSTVauxhall’s value-led strategy in terms of service, maintenance and repair put the Vectra easily on top here, costing around £1,700 over three years and 60,000 miles. The Passat dips just below the £2,000 barrier. The Mondeo is the most

expensive – costing £600 more than the Vectra.

EMISSIONS AND TAX RATESThe Mondeo will cost the most in benefit-in-kind tax terms, with a monthly bill of £66 for a 22% taxpayer. The Honda, Vauxhall and Volkswagen will all cost the same taxpayer £64 a month. The Accord

has lower VED bills of £115 a year, compared to £140 for the rest.

VERDICTThe Vectra and Mondeo are the first to be discounted – the Vauxhall simply because a new model is due within the next 12 months which promises to be a massive leap forward, while the Ford costs too much to run. The Accord is a well-equipped and very refined car, but the Volkswagen’s significant wholelife costs advantage give it the win.

■ WINNER: Volkswagen Passat 2.0 TDI S

FUEL COST

DEPRECIATION COST

The Honda is the only model to reach above the 50mpg mark, with a claimed combined figure of 51.4mpg. This equates to a diesel spend of around £5,100 over 60,000 miles. The Vectra returns a

claimed 49.6mpg, with the Mondeo and Passat offering 48.7mpg.

Accord 8.58/£5,148Vectra 8.89/£5,334Mondeo 9.05/£5,430Passat 9.05/£5,430

With the lowest front-end price and the highest residual value forecast, the Passat is way ahead here. CAP estimates the Volkswagen will retain 39% of its cost new after three years/60,000 miles, compared with

35% for the Honda and 31% for the Mondeo. The Vectra retains 25%.

Passat 17.74/£10,644Accord 19.76/£11,856Mondeo 20.75/£12,450Vectra 21.93/£13,158

WHOLELIFE COSTWith a two pence per mile advantage in the depreciation section, the Passat takes a convincing overall victory, costing around £18,000 over three years and 60,000 miles. The Accord is

second, and just 0.01ppm separates the Mondeo and Vectra.

Passat 30.09/£18,054Accord 31.83/£19,098Mondeo 33.67/£20,202Vectra 33.68/£20,208

ppm/60k total

Vectra 2.86/£1,716Passat 3.30/£1,980Accord 3.49/£2,094Mondeo 3.87/£2,322

Accord 145g/km/19%Passat 153g/km/20%Mondeo 154g/km/20%Vectra 154g/km/20%

FACT FILEP11D value £18,005CO2 emissions (g/km) 154BIK % of P11D in 2007 20%Graduated VED rate £140Insurance group 7Combined mpg 48.7CAP RV (3yr/60k) £5,550/31%Monthly lease (3yr/60k) £410

✔

✖

■ Well equipped■ Solidly built■ Cruising ability■ It’s huge

■ Pricey■ Turbo lag

24 15.11.07 www.fleetnews.co.uk

www.fleetnews.co.uk 15.11.07 25

Trimble Vehicle Tracking SolutionsEasy, simple vehicle tracking from just 71p per day,INCLUDING hardware, installation and warranty

It’s as easy as ABC…Anytime of day, see where all your

vehicles are via the internet

Bring down your fuel costsand keep track ofworkers’ hours

Check routes and mileageand see reports on vehicle activity

To find out which one of ourfantastic vehicle tracking solutions isright for your business contact us on

0845 450 5995email us on

info@trimble.co.ukor visit us at

www.trimble.co.uk

Business talk: here to helpA regular series that offers help, advice and assistance to fleet decision makers on a variety of current industry issues

W hat are whole-life costsand how can I use them toestablish fleet policy?

W hole-life costs (WLCs)are an accurate way ofassessing the real cost of

running a vehicle. Usually expressed inpence-per-mile terms, they representfuel, depreciation and service,maintenance and repair (SMR) costsacross a vehicle’s working life.

Fuel is obviously a large runningcost, and needs to be factored in withany projected fuel price increases.

Service, maintenance and repairincludes the cost of servicing, tyresand other consumables, as well as anaverage cost for repairing typical levelsof damage during the car’s working life.

Finally, the stronger a vehicle’sresidual value, the lower will be itswhole-life costs.

CAP Monitor, the leading guideto WLCs, predicts a Honda CR-V SE2.2 i-CDTi will cost 29.87p/mile* overa 3yr/60,000-mile operating cycle,comparing well with many conventionalcars: a Ford Mondeo Zetec 2.0 TDCi5dr, for example, costs 31.43p/mileover the same cycle, giving the Hondaan advantage of over 2.5p/mile.*Source: CAP Monitor, November 2007

Removing the ‘free’fuel for private mileageperk will benefit mostdrivers’ tax bills

Choosing your fleet usingwhole-life costs

Maximising returns atvehicle disposal time

Produced in associationwith Honda CorporateSales

Company-provided ‘free’ fuel for private mileage: not the perk it might seem

We outright purchase allour vehicles: what is thebest method of disposal

and how can I maximise the return Iwill get at disposal time?

It depends on the number ofvehicles you have and how quicklyyou need to dispose of them.Most auction houses now offer

a vast suite of remarketing options,including internet sales and speciallytargeted programmes, and will behappy to advise. It’s in their interestto get the best price too.

The key factor in getting strongprices is vehicle condition. Carsin good condition will get the bestprices wherever they are sold, somake sure your drivers understandtheir responsibilities. Perhaps achecklist when they hand the carback and possibly even penaltiesfor bodywork damage or scruffyinteriors will concentrate their minds.

Of course, you can only play thehand you are dealt, so try stackingthe deck a little by picking cars withstrong predicted RVs.

Our drivers enjoy ‘free’ fuelfor business and privatemileage but our costs are

spiralling. I am thinking of removingthe ‘free’ fuel perk, but how do I do itwithout upsetting the drivers?

T here is no reason whyremoving ‘free’ fuel shouldupset your drivers. Simply ask

them if they like paying tax on theirsecond company car.

When you get a quizzical look,

explain to them the following: byreceiving ‘free’ fuel for private mileage,they are paying BIK tax on £14,400(increasing to £16,900 in April 2008),the level of which is calculated by theemissions of their ‘first’ company car.

Such is the unadvantageous taxposition of ‘free’ fuel that very fewcompany car drivers actually benefit.

This is an example of how it works:a Honda Accord i-CTDi Sport GTemits 148g/km of CO2, putting it in the19% BIK tax band. So a higher rate

taxpayer running that car would pay40% tax on £2,736 (19% of £14,400)which works out at £1,094, equivalentto 243 gallons of fuel at an averageprice of £4.50 per gallon.

The Accord returns combinedconsumption of 50.4mpg, so thedriver would need to cover 12,247private miles (50.4 x 243) before they‘break even’ on the tax charge. Asthe average annual private mileage is6,000, most drivers will be very happyto have the ‘perk’ removed!

Dawn of a new superheroTouran man is here – and offering seven seats and endless storage space he’s a family favourite

LONG-TERM NEW ARRIVAL: VOLKSWAGEN TOURAN 1.4 TSI SE

BY JOHN MASLEN

By the power of Volkswagen, I have been turned into Touran man.

My latest transport is a versa-tile seven-seat small MPV with an endless supply of cubby holes and ingenious storage devices. Bliss. No really.

Touran man isn’t a figment of my imagination. He exists in every office. It’s the guy (or girl) with the young family, leading a full life with an empty wallet.

He has swapped going places at weekends with his mates for going places with the kids and, as mine are old enough to want their friends with them, suddenly a traditional hatch becomes a compromise.

If you have two kids who each want to bring a friend along, suddenly your standard transport is deficient in the seating depart-ment to the tune of one.

Thankfully, with my new

Touran I can accommodate all of the kids and their friends. The new model has the fresh new face of Volkswagen at the front, includ-ing new-style lights, but from the engine compartment backwards,

space and comfort is at a premium over style.

Passengers in the middle row of seats get airplane-style trays, complete with an inadequate hole for a drink, set into the front driver

and passenger seats. They can also recline and slide each seat individually. Folding the seats forward is as simple as pushing a button. You can remove them easily, too.

It’s the same in the boot where the seats fold flat at the push of a button, although it helps to remove the standard headrests.

Space in the middle row is excellent, but the third row is a more suitable home for small people, rather than fully-grown adults. However, you could squeeze a couple in if needed on a night out.

In the front seats, drivers used to Volkswagen interiors won’t find any surprises as it is based on the three Ss: sombre, sensible and solid. The whole thing is lifted by the addition of a DVD touch-screen satellite navigation/radio system and six-CD autochanger, which costs £1,445.

It also adds a 30GB hard drive, SD card reader, MP3, WMA and DVD video data files compatibil-ity, and an aux-in socket for connection to external multime-dia sources. In short, an enter-tainment system for kids who understand these things.

LONG-TERM NEW ARRIVAL: VOLKSWAGEN TOURAN 1.4 TSI SE

STANDARD

■ ABS, brake assist, ESP, traction control■ Alarm/central locking■ Driver and passenger front/side airbags■ Curtain airbags for front

and second row passengers

■ Cruise control■ Height and reach adjust- able steering wheel ■ Electrically heated and adjustable door mirrors■ Semi-automatic air-conditioning■ 16-inch alloy wheels■ Roof rails

OPTIONS

■ Satellite navigation with 30GB hard drive and six-disc CD changer £1,445

■ Carpet mats £75

■ Metallic paint £365

Price (OTR): £18,262

Price as tested: £20,147

EQUIPMENTAND OPTIONS

THE MANUFACTURER’S VIEW

’

’

The Touran has established itself as a firm favourite with UK buyers, popularity which we expect to be sustained in 2007 with the introduction of a series of subtle but effective revisions. Last year more than 11,500 Tourans were sold in the UK alone. It’s a tremendously versatile vehicle that combines the inherent strength of Volkswagen products with the flexibility of seven seats and the option of advanced new technologies such as the ParkAssist self-parking system and the latest range of petrol TSI and diesel TDI engines.

Vince Kinner, head of fleet services, Volkswagen UK

But one of the interesting parts of the car is something you can’t see – the engine.

Engine size envy will become a thing of the past in a few years, as carmakers offer more power per cc than ever before. So despite offering nearly 140bhp, our Touran displaces just 1.4 litres

and uses both a supercharger and a turbocharger. It’s an award-winning design that offers 162lb-ft of torque from 1,500rpm, a power band that spreads over nearly 6,000 revs, all with an average fuel economy figure of 38.2mpg.

I have tested the engine before in a Golf and it works perfectly, although there are the tiniest hesitations in power delivery in the unit we have on test.

Despite this, it’s a marvel, offer-ing the power to easily lug four passengers and luggage yet still returning 45mpg during a series of recent motorway runs.

Is it good enough to knock diesel off its perch? Well, it all depends on real-world experi-

ences. In terms of useable power, the petrol beats the 1.9 TDI and it is much cheaper than the 2.0-litre diesel. Company car tax is 22% for the petrol and 21% for the 1.9 diesel. Residual values are pretty much the same and fuel economy is reaching diesel levels in pence per mile terms.

The picture should become much clearer over the next few thousand miles, but my initial esti-mates suggest the petrol might come out the winner.

However, the real winners here are my family. The Touran has already been chalked up as a favourite by the Maslen family for a wealth of reasons, from the badge on the front to the number

of seats and even the overhead storage bins.

Touran man has arrived and, according to my family, he’s a hero.

FACT FILEPrice (OTR): £18,262 (£20,147 as tested)Mileage: 1,530Company car tax bill (2007)22% tax-payer: £73 per monthInsurance group: 9Combined mpg: 38.2Test mpg: 40.0CAP Monitor RV: £6,800/37%Contract hire rate: £366Expenditure to date: NilFigures based on three years/60,000 miles

TECHNOLOGY

www.fleetnews.co.uk 15.11.07 31

BY PHILL TROMANS

A sk most fleet managers what the big industry issue is at the moment, and you can bet a sizeable number will point towards the environment.

The green lobby is an influential one, and consequently Government, the trade press and a plethora of other organisations are shouting the advantages of a green fleet from the rooftops.

But are fleets paying any attention? Well, maybe some are, but far too many

are not.Some 77% of fleets do not have any kind

of policy to reduce business mileage, according to the recent Business Car Perceptions report. Mid-size fleets are the most likely to have a strategy, but only 41% of fleets with 100-249 vehicles are taking action.

Of those that are doing something, the most popular course of action is improving journey planning (29%), followed by car sharing and video or phone conferencing.

The use of such technology – removing

the need to travel entirely – is often touted, but take up is slow. A quarter of fleets have some form of technology, but most are the larger operations – the rate of installation is three times greater in business with more than 1,000 vehicles than those at the lower end of the scale.

“It would be interesting to establish if fleets achieved a reduction in business mileage following the installation of any such equipment,” says Prof Peter Cooke, the report’s author.

“One respondent commented ‘you need the technology at both ends of the business – otherwise it’s useless’.”

It could be that firms are not utilising existing technologies enough. Although video–conferencing and conference calls were the most used technologies (57%), email and the internet was placed second, with 25%.

Only 7% of fleets said they used telemat-ics to reduce the need to travel, and just 4% said they encouraged staff to work from home.

Despite the slow take-up of technology, Prof Cooke expects its use to become more widespread.

“One must expect the installation of technology to curtail vehicle use, to grow in the future with links to clients and to other offices,” he says.

“While the use of technology to reduce the need for meetings and travel is most attractive, each organisation will need to be very selective in this regard if it is to protect its business and customer relationships.”

Going green – but slowly

‘ ’THE MOST

POPULAR COURSE OF ACTION IS IMPROVING

JOURNEY PLANNING

Technology is available to help reduce business mileage but fleets are being slow on the uptake

Video conferencing can remove the need for many workers to travel

BREAK FREE...

Flexi-Drive-Train©

Because you work wi th in t ight

budgets, you lease your company

car fleet. So why not have the same

financial predictability when it comes

to company driver training issues?

Just call to discuss Ultimate Car

Control’s industry-leading flexible

driver training packages.

A N O T H E R I N D U S T R Y F I R S T F R O M

Don’t buy piece of mind - lease it

call +44(0)1344 751669 or visitwww.ultimatecarcontrol.comUltimate Car Control Limited, Crowthorne Enterprise CentreOld Wokingham Road, Crowthorne, Berkshire RG45 6AWe: drivesafe@ultimatecarcontrol.com

REMARKETING: AUCTIONS AND BEYOND

34 15.11.07 www.fleetnews.co.uk

Remarketing:Beyond the giants BY STEVE MOODY

I n many ways, the remar-keting of fleet cars is still based on a system of buying and selling that is thousands of years

old: put a product in front of an interested audience and see who bids for it.

Obviously the process is more complicated than selling bags of grain 2,000 years ago, but the need for human interactivity and the laws of supply and demand have remained largely untouched. But technology, and specifically the internet, is threatening to

they can try other routes to get the best prices. That generally means a slightly slower sale, but possibly at a better price in the end. The smaller firms don’t have the capital of the huge bank-owned organisations, so need to be as cost effective as possible.

One of the most high profile business launches in the past decade in remarketing has been Fleet Auction Group (FLAG). With one site in Leicestershire, it has had to offer a different approach from the nationwide groups, carving out a niche for itself in the process.

“FLAG is unique in its stance that customers have to be trade buyers, which is the first time anyone has done that to my knowledge. But it is having success,” says Robert Hester. “Obviously if you went to a sale there, you wouldn’t see the volumes of people you might at an open sale, but those people are there to buy. In a normal auction the audience might comprise of 90% who are there to kick tyres, and find a bargain.

“I thought when FLAG took that step others would follow but nobody else has. It was an unusual approach, and there were a lot of

sceptics saying it’ll never work, but it has.”

FLAG CEO Andrew Walker says: “The greater majority of our customers are main dealer types and we don’t allow the ‘public’ in. That’s not to think of them as the general public – if they do go to auctions, they don’t often buy cars – they just don’t have the expertise. The public in the auction sense are those people buying a few cars to sell off their driveways, dabbling in use car sales, sometimes referred to as the ‘black market’.

“All of our customers have to show qualifying evidence that they are in the trade.”

FLAG claims its approach means that fleets can liquidate lots of stock in one go to reputa-ble buyers, secure in the knowl-edge they are financially sound.

Trip to the supermarketAnother way of putting metal in front of potential buyers is through car supermarkets.

It’s an approach that some leasing companies use for limited numbers of cars, often on a sale or return basis and can prove a useful alternative outlet for good quality vehicles where they are

Autoquake Tel: 0844 800 9406 www.autoquake.com

Autorola Tel: 01625 507015 www.autorola.co.uk

BCA Tel: 0845 600 66 44 www.bca-europe.com

Bristol’s Car Supermarket (ALD) Tel: 0870 325 0025 www.aldcarsupermarket.co.uk

Cars Direct Tel: 01536 40 99 99 www.cars-direct.ltd.uk

Carsite Tel: 01234 761145 www.carsite.co.uk

Fleet Auction Group Tel: 01530 833535 www.fleetauctiongroup.com

Manheim Tel: 0870 252 0431 www.manheim.co.uk

Scottish Motor Auction Group Tel: 01577 862564 www.smag.co.uk

change the dynamic markedly.British fleet remarketing is

dominated by the two major players – BCA and Manheim –and their huge network of auction houses, and the successful results of their business models are plain for all fleets to see. But what about new firms and new services in the market? Is there a future in the new internet innova-tions, alternative routes to market or differing styles of auction? Or will the ‘traditional’ auction house still dominate?

Size does matterIn many cases, size tends to dictate your remarketing policy, due to the simple expediency of having to move cars on quickly once they have come to the end of their fleet life. Most leasing companies and large fleets will try some ‘alternative’, targeted remarketing channels, but in the end, it is a numbers and volumes game.

Robert Hester, Black Book value relationship manager at CAP, says: “There is definitely an increasing trend in the leasing companies for specific, targeted channels for their cars. But there will always be room for the general auction.

“The bigger fleet operators, the large contract hire compa-nies, are pretty much about 95% auction-only policy, because it suits them. When you’re doing the volumes that they are – tens of thousands of cars a year – general auctions are the only viable way to shift the volume. You need fast throughput. The alternative is hundreds of cars sitting around going nowhere, costing you money and causing huge logistical problems.”

So what can a smaller auction house offer that isn’t covered by the two major companies?

Smaller leasing and large fleets that outright purchase their own vehicles can afford to be a bit more targeted. Because they are not dealing with the same volumes as the really big firms,

CONTACTStrying to achieve the best possi-ble prices.

Robert Hester says: “The arrangement generally is that the car will go to the supermarket at 60 days without charge, and at the end, if it hasn’t been sold, supermarkets agree to buy at a certain percentage. An advan-tage for the leasing company is getting the car moved into a sales arena at little cost.”

Of course, because the sales process generally involves members of the public, the time to sale is longer which may be the car supermarket’s problem, not the fleet’s, depending on the deal struck.

But there are a couple of issues that limit the effectiveness of car supermarkets. The principal one is that there are limitations on space. Although many of these sites are large, compared to the hundreds of thousands of cars being defleeted every year, the available acreage is small.

And of course, in harder economic times, car supermar-kets are reliant on the public still buying cars to turn stock over. If that doesn’t happen, you could find cars coming back to you unsold, and you have to start the selling process again.

Leasing company ALD Auto-motive neatly avoids this problem by having has its own car super-market in its native Bristol.

The UK remarketing scene is dominated by two major players with a huge range of products and services. But what innovations are happening in the rest of the market?

www.fleetnews.co.uk 15.11.07 35

Perhaps the most potential for new avenues for selling ex-fleet cars lies with the internet, and there are a number of different business models, all of which have their pros and cons.

However, a number of firms believe they have cracked the formula. One of those is Autoquake, which remarkets ex-fleet models direct to consumers.

Autoquake claims to offer consumers a simple way to buy ex-fleet vehicles online, using a ‘virtual showroom’ with more than 70 shots of the exterior and

interior of the vehicles, an HPI check and a seven-day money back guarantee.

Of course, with no ‘real’ showroom and no need for salespeople, Autoquake believes it can sell cars at a lower price.

Many of these firms market their cars through eBay, as well as on their own site. This, they believe, allows higher prices as the public pays a higher price for a car than the trade does. And if the car is up for internet auction for seven days before it is sold, then turnaround times are relatively quick as

well.However, even in the most

simple equation it is clear that

this sort of selling process has a niche role at the moment.

Autoquake claimed in 2006 to have sold 2,000 cars through the

internet in the last three years while a

one-site auction house like

Fleet Auction Group clears 45,000 vehicles a year. Because of the nature of the internet buyer, fleets are having to find one buyer for each car, while a trade auction might see one buyer taking away several.

Autorola, which has been selling cars electronically to the trade since the 1990s, is actively marketing its services to fleet managers looking to sell ex-company cars. It has auctions in real time, and eBay-style time-specific auctions.

A spokesperson said: “People are becoming more receptive to buying electronically, and most companies have now got some

sort of electronic remarketing supplier. It will continue and grow,

especially as people become more comfortable with the process. Some people feel intimidated by bidding on the auction floor.”

So while there seems to be a place in the market for targeted electronic, internet-based sales, Robert Hester is sceptical of their ability to make a serious mark, in volume terms at least. He says: “The major problem with

internet sites is dealing volumes of vehicles. It is really difficult to get cars shifted quickly. The issue with the internet is that you still tend to get individual buyers rather than big volume buyers. The used car market is a touchy-feely business, people like to see what they are buying.”

There are innovations out there, but the necessity of dealing with huge volumes involved in fleet makes it difficult to see past big firms able to deal with big numbers.

As the leasing industry increasingly consolidates, it means larger fleets of 100,000-plus, meaning less opportunity for small companies to make a significant impact in volume terms for them. However, as the biggest get bigger in a total market that stays roughly the same size, the smaller fleets and leasing companies will have to find more innovative way of getting good returns for defleeted vehicles. So it could well be that we increasingly see a two-tier market: large leasing firms having to remarket in fast, high volumes, and small companies, lighter on their feet able to explore new possibilities.

‘ ’THERE IS DEFINITELY AN

INCREASING TREND IN THE LEASING COMPANIES FOR SPECIFIC TARGETED

CHANNELS FOR THEIR CARS

ELECTRONIC AVENUE

BY PHILL TROMANS

Car clubs have been in existence in London for a few years now and are starting to crop up in

other cities as well.Various businesses use them

on an ad-hoc basis, but now one local authority is taking things a step further.

Kent County Council (KCC) has a formal relationship with a car club, which sees vehicles permanently stationed at its head-quarters for employees’ use. The deal is believed to be the first of its kind.

The council has been introduc-ing various initiatives, including cycle lockers and showers at its Maidstone County Hall, staff discounts on public transport and the introduction of pool cars.

“The pool cars were reasonably well used but one of the key prob-lems was health and safety, insur-ance and maintenance,” says Graham Tanner, senior transport planner at KCC. “We were respon-sible for administering the scheme which was taking up an awful lot of our time.

“We wanted a solution where an external company would take all that work away from us.”

The council spoke to Car Plus, a national charity promoting responsible car use, and put a

contract out to tender towards the latter half of 2006. The tender was won by one of the UK’s biggest car clubs, Streetcar.

There are currently two cars based at County Hall.

“We provide Streetcar with a guaranteed usage amount for the cars,” Mr Tanner says. “Ordinar-ily, for the public, it costs £4.95 an hour so we said we’d guarantee Streetcar a certain amount per month and agreed a corporate rate for the insurance.”

KCC’s cars are Volkswagen Golfs, and are to be replaced every eight months. Mr Tanner says he hopes to replace the exist-ing vehicles with Volkswagen’s new 72mpg Polo BlueMotion.

“That would help us to raise the green credentials,” he says.

The cars are available for all KCC employees to use during the working day if they need a car for business.

KCC has a page on its intranet site which links to a page on Streecar’s site that allows them to book the car using a smartcard.

“The costs are paid up front and recharged to the various business units within KCC,” Mr Tanner said. “Anyone with a KCC staff number is able to join under our corporate arrangement.”

Thirty miles are included for each use of the car. Thereafter, each mile costs 19 pence. A fuel card is kept in each car and the

FLEET SERVICES: CAR CLUBS

www.fleetnews.co.uk 15.11.07 37

Kent leads the way with its first car-sharing clubCounty council scheme allows staff to use cars for work, and also out of office hours

cost of refuelling is included in the cost of hire. The cars’ road-worthiness is checked by Street-car staff every week.

Outside of working hours, KCC staff can join Streetcar privately and use the cars during evenings and weekends.

The scheme is also open to nearby residents, although take-up so far has been disappointing.

Mr Turner adds: “Take up has been excellent among staff. We’ve exceeded the number of people that were using the pool cars before.

“There are around 75 regular users. We haven’t been so successful to date in terms of attracting local people, probably because we need to do more promotion. It’s relatively early days.

“We’re looking to promote it to local businesses as well. Parking is an issue across Maidstone so it could be quite attractive to them. The housing around County Hall has limited parking too, so on paper it seems to be a good loca-tion to get something kicked off.

“But the scheme needs more awareness. We are working on a programme of promotion.

“It‘s good publicity. We can demonstrate that we’re working with our neighbours to try and achieve something.”

Despite the success of the

scheme so far, things aren’t perfect.

“There are still some issues we need to get around,” Mr Tanner admits.

“Some employees get a travel allowance for using their own cars, which works against it a bit. We have to do more to incentiv-ise people towards these cars. But we employ a lot of people who live locally and only use a car on an ad-hoc basis and it works well for them.”

“One of the slight issues we have to get over is with pool cars. Employees are only charging expenses for when they are actu-ally driving, whereas for Street-car the charges are based on time, so for a short journey to a long meeting costs per hour.”

Streetcar’s commercial direc-tor Andrew Edgar says the

AT A GLANCE■ Kent County Council has two Streetcars based at its headquarters in Maidstone.■ The cars can be used by any council staff during the day.■ The council guarantees a certain amount of usage.■ The cars are available to employees and local residents outside office hours.

arrangement with KCC could herald similar deals for firms isolated from the current commercial Streetcar network.

“As the concept becomes more popular we can add cars in the Maidstone area and build the users in the evenings and at weekends,” he says.

“By agreeing to use the cars during the day, the council is helping to bring the more tradi-tional service that we offer to the local area.”

Mr Edgar says he sees Street-car as part of a wider transport mix for organisations, not as a sole solution. But nevertheless, he foresees wider applications for car clubs, particularly if a national framework can be established. Such a move would allow cars to be used for one-way journeys.

‘ ’AS THE CONCEPT BECOMES MORE POPULAR WE CAN

ADD MORE VEHICLES

Kent County Council has two Volkswagen Golfs from Streetcar which are available for employees to use

Letters – p43Tony Theobold, transport manager at the University of Greenwich, feels the Government cannot solve congestion – instead just moves it from place to place.

Helplines – p45

“We want our staff to switch their phones off completely while driving, but some staff still want to use Bluetooth hands-free phones. What can I do?”

First car – p47

John Lawrence, of RAC Services, remembers fondly his first company car, a 1.6-litre Ford Sierra.

Competition – p47

Win an Anycom HCC-250 Bluetooth car phone kit

BY EMMA COOPER

Fleet managers are struggling to manage workloads, with nearly 90% (89%) finding it a challenge to prioritise tasks.

More than half claim they have no time to plan for future business and short-term targets are distracting many from long-term success.

The findings from a study of almost 1,000 fleet managers show most blame the backlog on bureaucracy and attending too many meetings.

The report, which has been published by the Chartered Management Institute (CMI), also shows just 30% of managers

“understand how their career will progress”.

However, despite difficulties with juggling their priorities, the majority of fleet managers (83%) look forward to being at work.

Jo Causon, marketing director at the CMI, believes companies need to do more to support fleet managers.

She said: “Organisations need to provide a supportive and open environment so individuals can dedicate time to developing fresh ideas.

“If UK employers fail to invest in the skills and competencies of individuals, there will be a serious impact on how well the UK performs in a global market.”

Managers facing growing workloads

GE Fleet Services has appointed Simon Leitch as corporate business development manager. He has 18 years’ experience in the industry, including Lloyds TSB autolease where he was named new business sales person of the year.

David Blackmore has joined the Affinity Partners division of Fleet Alliance as commercial director. Mr Blackmore will be responsible for the group’s fleet broker network and independent dealers. He has been Fleet Alliance’s general manager for the past five years, having previously worked for AutoContracts.

Leitch joins GE Fleet

Fleet Alliance role for Blackmore

Pendragon Contracts recruits RoePendragon Contracts has recruited Mike Roe as sales and marketing director responsible for expanding Pendragon’s contract hire client base. He has worked for the company in several roles, most recently as divisional manager for Vardy Contract Motoring.

SETTLING IN What was your first day like? A little daunting being only the second company I have worked for in 22 years. I quickly realised everyone was passionate and friendly and my fears dissipated. Do you feel comfortable in your role now? Extremely – exciting forth-

coming projects concrete my thoughts that this was the right move. What’s been the greatest challenge? Remembering everybody’s name and understanding the business. The eight flights of stairs to the office are quite a challenge, too.

Have you learnt anything new? I have learnt a huge amount given the short period I have been here. I had no idea how technologically advanced and forward thinking CAP was. What are you enjoying most about the role?

It has to be the people in CAP. They are so passionate about the business.

Do you prefer working with SMEs rather than large companies? Yes. Although our definition of SME can encompass some relatively large organisations.

Clive WilsonNational sales

manager small to medium enterprises

(SME)CAP

How many vehicles are you responsible for?The fleet ranges from cars and small vans to low-loaders and large loading shovels. We have approxi-mately 420 vehicles, mainly light commercial vehicles and 200 small plant. We also have 110 HGVs.

What was the last new policy you introduced? I have been introducing regular servicing schedules to help spread the workload for our five workshops.

What’s your greatest bugbear at work? When drivers refuse to accept responsibility for something they have done or, in some cases, not done.

How could the Govern-ment make your life easier at work? I would like the Government to simplify the driving licence and hours regula-tions.

What are the top three issues which concern you in fleet? Misuse, safety and comply-ing with operators regula-tions such as load weights, etc.

Where is your favourite holiday destination?It has to be Ibiza.

www.fleetnews.co.uk 15.11.07 39

Mike WatkinsFleet

coordinator JDM Accord

Job of the weekVW GROUP LEASINGCorporate sales manager, East Midlands p34

■ email: fleetnews@emap.com

Your views, your queries, your chance to get involved

APPOINTMENTS

Find your favourites

Fleet managers are struggling to cope with their workloads

Edited by Adele Barry

FLEET CV

New director of operationsAutoglass has appointed Nick Henwood as operations director. His experience includes a number of field and central office operations roles. Mr Henwood will be responsible for improving customer services at Autoglass and will manage the company’s contact centre.

40 15.11.07 www.fleetnews.co.uk

Recruitment Call Daniel Bragg: 01733 468271

email: daniel.bragg@emap.com

Volkswagen Group Leasing, the fleet leasing arm of Volkswagen Financial Services,are specialists in providing competitive fleet solutions and value added services to corporateclients from all market sectors. We aim to deliver a one-stop tailored service to a wide range oforganisations and focus on structuring and delivering an exclusive fleet management solution.

As part of our continued expansion, we have an exciting opportunity for a CorporateSales Manager based in the East Midlands. This is a ‘New Business’ role specialisingin the sale of contract hire and fleet management solutions to the medium fleet sector.Working with our retailer network and the fleet departments across our group brands thesuccessful applicant will be need to build long term relationships to enable them to identifygrowth opportunities in the fleet market. You will be required to develop and present salesproposals directly to customers to meet their needs. The successful candidate must be ableto demonstrate an extensive proven sales track record in the fleet and contract hire industry.They must be highly motivated, organised, PC literate (specifically MS Office platforms)and able to work under their own initiative. In return, by joining a company with a globalpresence we offer a highly competitive basic salary with a generous commission plan plusan exceptional executive level benefits package.

Please respond to our retained agent Steve Bromwich at Meridian Search & Selection (UK) Ltdon 0121 767 1817. Alternatively please e-mail your CV to steveb@meridian-search.com

Corporate Sales Manager

Specialist Search and SelectionTo view a variety of current positions visit our website www.alastairames.co.uk or ring for details.

Tel 0207 917 1855 Fax 0207 917 1856 alastair@alastairames.co.uk 211 PICCADILLY, LONDON W1V 9LD

alwaysthe right person for the job

A L A S T A I R A M E S

01235 536440www.steele-dixon.co.uk

Brighter futureMIDDLE EAST - WORLD CLIENT - TAX FREE + BENEFITS incl ACCOMMODATION

MULTI-NATIONAL AGGREGATES COMPANY WITH FULL TAX FREE SALARY PACKAGE.WORKSHOP SUPERVISOR:You will be responsible for managing a workshop facility majoring on the maintenance of fixed and mobile quarry plant including crushers, screens, conveyors, loading shovels, dump trucks and ancillary equipment. You will require good technical and people management skills and have experience of working in difficult environments and have a CAN DO attitude.FLEET SUPERVISOR To ensure proper scheduling of vehicle movements within & outwith quarry activity within a Middle East country. You will currently be working in a similar job scheduling in excess of 50 heavy commercial vehicles liaising with the Workshop Controller on site regarding repairs and maintenance.Email your current CV to bill@steele-dixon.co.uk or call 07753 982311.

straight talking : smart thinking : fast acting

www.dwc.co.uk

SOUTH NORTHHigh Wycombe ManchesterWill Gardner/Gregg Dampier Marc Bridges/Claire Anderson01494 538866/538855 0161 601 7766/7760fleet@dwc.co.uk manchester@dwc.co.uk

daniel williams consultancySales and Marketing Recruitment Specialists

COLLECTIONS PROCESS LEADERRemarketing Solutions - North West£35K - £45K Basic • Bonus Opportunities • Excellent Pension • Healthcare • CarOur client, one of the most respected organisations in the world, are looking for a highcalibre professional to fill this challenging position. Working closely with their top clientsand the remarketing team, your role, via a team, will be to ensure a fluent transition for allcustomers who are either receiving or disposing of their company vehicle. This is a pivotalrole and will require an innovative and driven individual. Ref: WG3945

CORPORATE DEVELOPMENT MANAGERContract Hire & Leasing - South EastAttractive Basic • £55K OTE (uncapped) • Car • Pension • Share Schemes30 Days' Holiday.Our client is part of one of the world's largest banks and they are looking for a high-classindividual to fill this brand new role. You will be targeting major blue chip companies withsizeable fleets. This company has numerous unique selling points and utilises relationshipswithin the bank in the quest for new accounts. This is a business that will offer you greatsupport and promotional opportunities. Ref: GD4572

STRATEGIC ACCOUNT MANAGERContract Hire & Fleet Management - National£40K Basic • £60K OTE (uncapped) • Car • Pension • Healthcare • 25 Days' HolidayA fantastic opportunity to progress your career within one of the top ten leasing companiesin the UK. You will manage a finite number of strategic accounts, all with fleets in excess of500 vehicles. Working closely with an internal support team, your objective will be to retainand grow these accounts. This is a great opportunity for someone to utilise their ability tobuild lasting and meaningful relationships at a strategic level. Ref: GD4730

BUSINE

SSDE

VELO

PMEN

TMAN

AGER

Britain’s Largest Independent Vehicle Contract Hire Company• Are you a highly motivated self-starter?

• Do you have a structured approach to New Business Sales?

• Can you demonstrate a successful track record in selling Contract Hire and Fleet ManagementSolutions for (at least) the past 2 years?

• Are you working for a company whose inflexible approach to customer solutions or whosemulti-level bureaucratic structure is jeopardising your chances of personal success?

If so, we would like to hear from you!

Established in 1981, Grosvenor Contracts Leasing Limitedis the UK's largest independent Leasing company.

Following recent investment in product development andInformation Technology, we have now entered into a phaseof planned growth.

We are seeking to recruit an experienced sales professionalin Contract Hire Solutions to join the Grosvenor team toassist us in achieving our growth objective.

Remuneration will include a competitive basic salary with anuncapped commission scheme, executive company car andprivate healthcare.

To find out more about Grosvenor or this position, Please call Grosvenor’s Sales Director,Stuart Menzies on 01536 536536 or send a copy of your CV to: stuart.menzies@contracts.co.ukAll applications will be handled in the strictest confidence.

To advertise please call Daniel Bragg

on 01733 468271

www.fleetnews.co.uk 15.11.07 41

Fleet services Call Sheryl Graham: 01733 468256email: sheryl.graham@emap.com

Driver training Software

Franchise Opportunities

flexible fleet softwaresave time • save money • stay legal

0800 093 5535 - www.chevinfleet.com

Recruitment Call Daniel Bragg: 01733 468271 email: daniel.bragg@emap.com

DEALER BUSINESS MANAGERSFLEET BUSINESS MANAGERSCompetitive salary + bonus + car + benefitsHome-based – Nationwide opportunities

As the only true van specialist in the UK, LDV Group continues to drive ahead.

MAXUS already delivers a class leading, award winning range of panel vans,minibuses, multi-purpose vehicles and chassis cabs. Now, as part of the GAZ Group,the Company has the strength of a major global automotive organisation behind itand is even better equipped to answer the needs of commercial vehicle buyers.

As a result of substantial investment, LDV Group are driving forward their sales andmarketing capability. A key part of this growth is to further develop the field basedsales teams, with individuals from a vehicle sales or vehicle finance background.

Dealer Business Manager –The role encompasses all areas of dealershipmanagement including prospecting for new dealers, franchise development planning,working with the Aftersales Development Manager and maintaining the highest levelsof customer satisfaction.

Fleet Business Manager –The role will task individuals to promote the full rangeof LDV capabilities and unique market offers, working directly with end user corporateclients and prospects as well as through the dealer network. A strong emphasis will beplaced on new business development, as well as building on existing relationships.

Are you interested in a really dynamic career opportunity for 2008?

Please forward your CV to our retained consultant, Richard Piperat Southgate Consulting, Bakers Yard, Ardington, Nr Wantage,Oxon OX12 8PT. Tel: 01235 863 525.Mobile: 07887 553 996.e-mail: joanne@southgateconsulting.comAll third party applications will be forwarded directly to Southgate Consulting.

Driver training

PAINT SCRATCHESBUMPER SCUFFSALLOY WHEELS

INTERIOR REPAIR BE SMART AND REAP THE BENEFITS AT RESALE

OUR MOBILE UNITS COME TO YOU.

www.spotonbodywork.co.uksales@spotonbodywork.co.uk

01284 811236

Your road to a successful businessFranchise opportunities with the world’s firstgreen vehicle rental company.

Demand to be green is stronger now than ever before. Green Motion is the world’sfirst vehicle rental company with a strict environmental policy and offering onlyenvironmentally friendly vehicles.

Our franchise system is one of the most developed within the vehicle rental marketplace, offering franchisees a turnkey package to put them on the road to asuccessful business.

Franchise opportunities are now offered for sale with territories availablethroughout the United Kingdom.

For further information please visit us atTheFranchiseFair.com or call 08700 667393.

www.fleetnews.co.uk 15.11.07 43

Get a letter published in Fleet News and you will receive a 512Mb computer memory stick worth £15 courtesy of fleet soft-ware and occupational road safety specialist Jaama.

FREE GIFT

■ By writing to Fleet News you agree to have your details passed on to Jaama and may receive offers from or in association with Emap Consumer Media unless you state otherwise.

I was recently reading an article indicating the Chancellor’s inten-tion to introduce a lower rate of benefit-in-kind tax of 10% –however, there seems to be a variety of different interpreta-tions to this.

Should it be based on emis-sions of “less than 120g/km CO2”, or subtly “120g/km or less” – so in other words does a vehicle with 120g/km emissions qualify?

And would this then be subject to the 3% diesel surcharge?

It is difficult to interpret and as a result could make a significant difference to individuals’ tax liabilities and therefore their vehicle choice.

Clarification of this would be appreciated.

STEVE MILLERGroup fleet manager, CliniMed Holdings

Sound can reduce motorists’ vision

Buy British and support UK industry

Interface■ Email: fleetnews@emap.com. Please include name, job title, company and addressLETTERS

Congestion just moved from place to placeFor many years now the large Dartford A2/M25 interchange has suffered massive congestion problems caused by high volumes of traffic, unreliable traffic light synchronisation and frequent accidents.

In addition, traffic using the Dartford Crossing creates long tailbacks from the toll booths back to the M25 in both direc-

tions and the QE2 Bridge. Long, extensive and well-publicised roadworks are in place to over-come the problem of the congestion surrounding this interchange.

Additional lanes on the A2 to filter vehicles without traffic signals have been built and are shortly due to be opened.

This is not the end of the work

but just part of a much bigger plan. However, I see no end to the problem of congestion in this area because once all new roads are open it will allow traffic a smoother, uninterrupted approach to the Dartford Cross-ing tolls.

These will still be there. They will still be a cause of stacking traffic up waiting to pay and I can

only see the tailbacks growing even larger and more quickly.

It seems to me that road strat-egy of this Government fails in efforts to reduce congestion – it just moves it from one place to another.

TONY THEOBALDTransport manager, University of Greenwich

Having just read your piece on buying British, “MPs urge fleets to buy British” (Fleet News, October 25), I feel I must respond to the negative views offered by Steve Botham and Roy Burke who both seem to be burying their head in the sand over this matter.

What a kick in the face for all the workers who build vehicles in this country.

Whether the manufactur-ers which have plants in the UK are foreign-owned is not a concern, as their Brit-ish operatives earn their salaries and pay taxes into the common purse.

And, additionally, the foreign owners will pay cor-poration tax into the same common purse. If we bought more British-manufactured vehicles we would create more jobs that in turn would pay more taxes.

I find it quite strange the attitude of most public sector buyers who seem to hide behind the European law dictat that we must go out to tender.

I know with having trav-elled extensively through Europe that Germany, France and Italy seem to circumnavigate the law in favour of their own country’s manufactured vehicles. Why can’t we?

Of course, we do not build all the equipment necessary to enable our public sector to function, but when we can, we should.

RAY FRYERGroup corporate sales manager, The Hatfields Group

Are there too many statistics? Do we trot out the latest figures on anything and make every-thing meaningless? If you think so, vote “yes” in the poll at:www.fleetnews.co.uk. Results next week expressed as a percentage.

100

80

60

40

20

0YES NO

LAST WEEK’S POLL

94%6%

Would you like to know which are the most unreliable cars in the UK?

There are lies, damned lies and statistics and the fleet industry has its share of them all.

We put the stats into perspec-tive, asking who is holding them up and what they might gain from them.

But the understating of ‘at-work’ road accidents is an unusual one. It is in nobody’s interest to have the number of accidents involving people

driving for work played down.Apparently, when filling-in

“purpose of journey” in a report on a road accident, the police default to “work” for commer-cial vehicles but not for cars. If this is the case, we’re even more confused.

Is it really harder to use a four-letter word than “dropped off the kids then nipped to the shops for a paper”?

ONLINE POLL FleetNews COMMENT

Following on from the article “Research shows vehicle design adds to dangers” (Fleet News, October 25), new research presented to a Society for Neuro-science conference may suggest that drivers’ vision is reduced when listening to music and complex sounds.

A US study by researchers from Wake Forest University Baptist Medical Centre and the University of North Carolina used functional Magnetic Resonance Imaging, which measured changes in brain activity based on the blood flow to different areas of the brains of 20 non-musicians and 20 musical conductors. Previ-ous research identified different parts of the brain are involved in vision and hearing.

When given listening tasks to perform, both groups showed a rise in the auditory part of the brain as expected, but at the same time – perhaps more surprisingly – activity also decreased in the visual part of the brain.

As the task was made progres-sively harder, the non-musicians diverted more and more activity

away from the visual parts of the brain to the auditory ones.

However, after a certain point, the conductors did not suppress the visual part further, possibly indicating that their training and experience meant they were accustomed to not allowing the visual activity to drop below a certain point.

However, the study did not relate to driving and far more work is needed to explore the relationship.

The initial results are certainly

interesting. It takes us closer towards explaining more of the science of why mobile phone calls or listening to music are so distracting, particularly in complex visually demanding traffic situations.

It also reinforces the need to have robust policies in the use of all in-car technology from phones to mobile data terminals.

SAUL JEAVONSDirector, Transafe Network

Confusion over benefit-in-kind tax changes

Loud music may reduce activity in the visual part of a driver’s brain

QWe have proposed the following text for our

driver handbook: “It is an offence to use a hand-held mobile phone while driving or stationary in traffic. It is also distracting to use a hands-free kit while driving. Phones should be switched off or diverted to voicemail during journeys.” However, the operations staff want to use Bluetooth hands-free phones. What do you think?

AThis is a fairly common issue between fleet

managers and operational departments.

In any policy document there has to be provision for duty of care by the company, protection for the driver and protection for the third party.

State the legal position regarding the use of held-held devices and point out that even with the use of legal accessories, drivers are not exempt from previous legislation.

Be definite – “No use of mobile phones while driving. All phones should be diverted to voicemail or diverted to another number during journeys.”

The police and RoSPA provide evidence that reactions are up to 40% slower when using a mobile phone, whether hand-held or wireless. All organisations involved with safety advise not to use them while driving.

Support from senior manage-ment should be sought, particularly after pointing out that they may well face legal action in the case of a car accident.

You have enough facts and figures to hand to build a robust case against the use of mobile phones while driving.

JACK PRYDEFleet manager,Dunfermline Building Society

MOBILE PHONES

It is an offence to use a hand-held mobile phone while driving

QSome of our managers don’t have company

cars and don’t drive on business. Each month they attend a managers’ meeting and use private cars to travel there. We reimburse 40p a mile but we don’t check their licences or insurance because they are just commuting further that day. Is this correct?

AIf you are reimbursing 40p a mile then you accept the

journeys are for business because you wouldn’t pay commuting costs.

So the managers’ cars must be insured for business and you need to see their certificates. They may ask if your company is prepared to pay the additional premium cost and, if not, cancel the extra cover later.

You should ask to see the V5 and an MoT certificate if the car is old enough. Also ask if they have changed car since the last meeting and, if so, repeat the exercise.

A safer, simpler, and more cost-effective solution would be to use hire cars. You are then assured of a new, well-main-tained car, which presents a good image for your company.

Drivers could be reimbursed for fuel used at Inland Revenue advisory rates, but must be reminded to fully refuel the car before it is returned to the hirer.

Although it is not a legal requirement to see copies of driving licences, it is good practice to do so and your rental company will need to see copies before supplying a hire car.

LIZ HOLLANDSFleet manager,DTZ

BUSINESSMILEAGE

QA company vehicle was fitted with new tyres.

The originals were asymmet-ric and I requested like-for-like changes. When the car was collected, the tyres were fitted incorrectly with the inside marked on the outside of the rims. The company refused to refit as “it doesn’t affect the performance of the tyre”. What should I do?

AI would argue that the tyres would not be marked

to be fitted in a certain way in the manufacturing process if it did not matter which way they were fitted.

I suggest contacting the tyre manufacturers for written evidence that the tyre should be fitted in a certain way according to the markings, or that it does not matter.

If the manufacturer confirms the tyre must be fitted according to the markings, you should insist the tyres are changed.

I would also approach the

larger tyre refitting companies to ask what their policy is and show them the evidence from the manufacturer.

If the company vehicle is leased and tyres are included in a maintenance agreement, I would also recommend you bring this to their attention and ask them to address the issue with their chosen suppliers.

CLAIRE COSTAINFacilities manager, Lloyds Register Quality Assurance

TYRE REPLACEMENT

QI want to publish instructions to ensure

our drivers conduct them-selves within the Health and Safety at Work Act. Is there a standard set of guidelines we can ask drivers to sign?

AIt is important you issue instructions to drivers to

ensure they conduct themselves within the guidelines and regulations to meet your company’s duty of care, legal and moral obligations.

These rules are issued to protect not only your company, but to increase the safety of your drivers, other road users and the general public as far as operating company vehicles.

The Health and Safety Executive has an excellent and informative website – www.hse.gov.uk – which covers this topic and publications covering the legislation and guidelines can be purchased. They also have a useful information line (0845 345 0055) that can be used for advice.

Within my organisation, we incorporate these rules and guidelines into our own drivers’ handbook which is updated and issued periodically. The use of a

company-issued handbook that incorporates the legislation will allow you to draw up and issue company standards of conduct as far as your drivers are concerned.

It can also incorporate a signed declaration and can be used to give safety advice within one publication. It can also be updated on a regular basis.

CHUCK IVESHead of fleet,Network Rail

SAFETY GUIDELINES

Stopping your drivers fromusing their mobile phones

HELPLINE

www.fleetnews.co.uk 15.11.07 45

Fitting instructions on tyres are not there for purely cosmetic reasons

■ Do you have a problem with your fleet? email fleetnews@emap.com Interface

46 15.11.07 www.fleetnews.co.uk

Fleet Services Fleet Services Fleet Services

Fleet Software Solutions Fleet Software Solutions

Insurance Brokers

Contract Hire

Fleet Funding & Management

Contract Hire Contract Hire Info & Research

Body Shop Repair

Contract Hire

Fleet Consultancy

Accident Management Lease Hire

Contract Hire

Fast, Cost-effective, Safe, Fleet Repairs

www.ajc-bodyshop.com

0800 085 4128

marketingrequests@ltsba.co.uk

www.lloydstsbautolease.co.uk

Best Fleet Leasing & Management Company for the third time in five years

Occupational Road RiskTraining and Consultancywww.bigredfleet.comEmail: info@bigredfleet.comTelephone: 01303 298250

www.yourfleet.co.ukThe best car leasing deals for business and personal users. Available to view online

Enterprise Rent-A-Car for your vehicle rental needsTel: 01784 221 329 Email: uksalesteam@erac.comAsk about our unique pick-up (or delivery) servicewww.enterprise.co.uk

Enterprise Rent-A-Car maintains unrivalled coverage with morethan 300 rental locations in the UK and Ireland. In fact, Enterprise

is within 10 miles of 91% of the UK and Ireland population*.

enterprise.co.uk*Autofocus 2005

Nobody is closer to yourcar rental needs

FLEET SUPPLIERS GUIDE Sponsored by Enterprise Rent-A-CarFLEET SUPPLIERS GUIDESponsored by Enterprise Rent-A-Car

To advertise call Sheryl Graham01733 468256

For all your vehicle rental requirements, contact Enterprise Rent-A-CarTel: 01784 221 329 Email: uksalesteam@erac.com Web: www.enterprise.co.uk

“Discover�why�hundreds�of�rental�operators�choose�Aon�Rental�Business�Services�as�their�insurance,�risk�management�and�claims�partner”

Tel:�0118�929�5064

www.rentalbusiness.aon.co.uk

www.carcost.co.uk

www.5clicks.net

Quick and easy leasing quotes

0845458 4448

www.tilsungroup.com

Tel: 0845 470 7887Fax: 0845 470 7997

First Floor • 23 CastlegateBerwick upon Tweed • TD15 1LF

www.switchvehicles.co.uk

Your first point of contact for motorindustry research and reports

www.sewells.co.uk tel: 01733 468254

Info & Research

Your first point of contact for motorindustry research and reports

www.sewells.co.uk tel: 01733 468254

PAINT SCRATCHES • BUMPER SCUFFSALLOY WHEELS • INTERIOR REPAIR

BE SMART AND REAP THE BENEFITS AT RESALEOUR MOBILE UNITS COME TO YOU.

www.spotonbodywork.co.uksales@spotonbodywork.co.uk 01284 811236

www.fleetnews.co.uk 15.11.07 47

NEWS QUIZ

You couldn’t make it up...

EVENTS

NEXT WEEK

Win a Bluetooth car kitThis week’s winner will receive an Anycom HCC-250 Bluetooth car kit enabling hands-free mobile phone calls.

The unit is equipped with call management functions such as voice recognition, re-dial, mute and three-way calling, as well as providing up to 14 hours talk time before it needs to be recharged.

It contains a 16-bit digital signal processor that filters out background noise and reduces any echo when talking.

A 1.5 watt speaker also ensures a clear conversation over loud driving sounds.

Anycom’s Bluetooth

technology also allows users to listen to music from the stereo or other devices through the headset.

For more information visit www.meroncourt.co.uk

To win theAnycom HCC-250

Bluetooth car kit, answer the following questions, based on articles in this week’s Fleet News.1. What speed does traffic move through the London congestion charging zone during rush hour?2. What is the combined mpg of the Ford Mondeo

1.8 TDCi?3. Who is the new opera-tions director at Autoglass?■ Last week’s winner of an AlcoSense digital breathalyser was Fiona Ogilby, ofVirgin Media.

22.11.07When I feasted my eyes on the trophy I knew I had made it –the trophy being a 1.6-litre Ford Sierra.

It didn’t matter that it had several thousand miles on the clock, it was my first company car, the first step away from

filler, a dodgy clutch and scrap-ing through MoTs.

Cruising down the motor-way even the sudden, hurri-cane-like wind impact from a passing lorry couldn’t put me off. I was attaching my shades, winding down the window and tuning in my radio. It doesn’t get much better than this.

JOHN LAWRENCE Director of service delivery, RAC Services

’

‘One of our drivers booked his vehicle in to our workshop to investigate a noise coming from behind the dashboard.

Our mechanics stripped out the dash and tested the vehicle several times but found nothing.

The driver was adamant there was an issue and after the third time it was booked in the mechanic insisted on the driver road testing the vehicle with him.

We eventually discovered he had been wearing musical socks and the tune was the noise he could hear. The scary thing for us was how long he had been wearing the musical socks.

Send your answers and address by email* to fleetnews@emap.com with ‘News Quiz’ in the subject line or post them to Fleet News, Media House, Lynch Wood, Peterborough Business Park, Peterborough PE2 6EA. The closing date is midday on Monday, when a winner will be chosen at random from the correct entries. *By supplying your email address you are happy to receive offers via email from Fleet News. We will not pass your informaion on to other parts of EMAP and/or third parties.

MY FIRST COMPANY CAR

CONTACT US

EDITORIALEDITOR Martyn Moore 01733 468024martyn.moore@emap.comDEPUTY EDITORJulian Kirk 01733 468308julian.kirk@emap.comNEWS EDITORDaniel Attwood 01733 468294daniel.attwood@emap.comSECTION EDITORAdele Barry 01733 468901adele.barry@emap.comFEATURES WRITERPhill Tromans 01733 468314phill.tromans@emap.comREPORTEREmma Cooper 01733 468309emma.cooper@emap.comSUPPLEMENTS EDITOR/EVENTSJohn Maslen 01733 468307john.maslen@emap.comCONTRIBUTING EDITOR Steve Moodysteve.moody@emap.com

ADVERTISINGKEY ACCOUNT DIRECTORSAndy Smith 01733 468339Peter Millis 01733 468268Julie Abell 01733 468273Hayley Willerton 01733 468320PROJECT MANAGERLeanne Patterson 01733 468332TELESALES MANAGERPenny Care 01733 468375RECRUITMENT EXECUTIVEDaniel Bragg 01733 468271CLASSIFIED EXECUTIVESSheryl Graham 01733 468256Dee Kennedy 01733 468275

PRODUCTIONHEAD OF PUBLISHINGSandie Hurford 01733 468312sandie.hurford@emap.comSENIOR ART EDITORLuke Neal 01733 468262luke.neal@emap.comPRODUCTION EDITORSAndrew Ryan 01733 468310andrew.ryan@emap.comAlan Salt 01733 468267alan.salt@emap.comDIGITAL PRODUCERJeremy Bennett 01733 468298jeremy.bennett@emap.comEDITORIAL ASSISTANTColleen Dixon 01733 468306colleen.dixon@emap.com

PUBLISHINGMANAGING DIRECTOREd Kenyon 01733 468862ed.kenyon@emap.comMANAGING DIRECTOR’S PA Vicky Meadows 01733 468319vicky.meadows@emap.comGROUP MANAGING DIRECTORIan Templeton

SUBSCRIPTION RATES: £99 UK (two years £168, three years £238), £149 Europe and Eire (two years £253, three years £358). Call 01733 468659 for special offers

Back issues: 01858 438847Printing: Headley Brothers Ltd, Ashford, Kent

© 2007 Emap Automotive ISSN 0953-8526No part of this magazine may be reproduced without the permission of the publisher. You can purchase words or pictures for your own publications. Phone 01733 465982 or email syndication@emap.com. Fleet News will not accept responsibility for unsolicited material.Member of the Audit Bureau of Circulation

Your business needs Fleet News and a subscription is great value. Call 01733 468659or email: caroline.brown@emap.com

Fleet News, incorporating Company Car, is published by EMAP Automotive Ltd, Media House, Lynch Wood, Peterborough PE2 6EA. Phone 01733 468000. Fax 01733 468296. Email fleetnews@emap.com

Email stories about your drivers to fleetnews@emap.com All entries published will remain anonymous. If yours is chosen you’ll receive £10.

Real-life stories about your fleet’s dimwit drivers

ACFO REGIONAL MEETINGS Nationwide. 01730 260162.

OBSERVER FLEET HERO AWARDS ANNOUNCEDNovember 20.

FLEET VAN CONFERENCENovember 22, Millbrook Proving Ground, Bedford.www.fleetvanconference.com

FLEET SAFETY FORUMDuty of care half day workshopNovember 27, Liverpool

ROSPA: MANAGING OCCUPATIONAL ROAD RISKJanuary 21, Birmingham.

EU ROAD USER CHARGING CONFERENCEJanuary 29/30, Londonwww.roadusercharging.com

FLEET NEWS AWARDSMarch 10, Grosvenor House Hotel, London. 01733 468123

InterfaceAND FINALLY...

ROAD TEST We put the Audi A5 3.0 TDI to the test

FUEL MANAGEMENTSpecial supplement

COMPETITION Win Radio 2’s Sally Traffic Handbook

ADVERTISEMENT FEATURE

48 15.11.07 www.fleetnews.co.uk

The new Ford Focus will be an even better bet financially than the model it will replace,

according to independent figures from leading whole life cost provider CAP.

The best selling Focus derivative, the Zetec 1.6 petrol, will be worth £650 more after three years/60,000 miles, an increase in residual value of 3.8 percentage points, CAP says.

Ford fleet director Kevin Griffin said CAP’s prediction, and the positive forecasts of other whole life cost providers, were

welcomed: “It reflects all the hard work we have put in to the new Focus; the whole life cost providers can see it is a new vehicle and have reflected that in the RV uplift,” he said.

Commenting on the forecast, Martin Ward of CAP said: “New Focus – evolutionary, not revolutionary – will appeal to current drivers, and new customers. It will make a good used car for many years to come.”

And CAP’s Jeff Knight added: “With new Focus, Ford have retained their engineering

integrity, maintained class-leading driving dynamics and successfully added style.”

Other whole life cost providers are in agreement. Jason King, of Eurotax Glass’s, commented: “The enhancements to the exterior of the new Focus are immediately evident, yet the interior improvements are just as significant.

“The whole car has a much higher quality feel than before and, coupled with the additional safety items, is worthy of a significant uplift in residual value over the outgoing model.”

Stylish Focus is noweven better value

Ultra-low CO2 engines offeredThe Focus ECOnetic will be the first of a range of Ford cars with ultra-low CO2 engines.

It will deliver an average fuel consumption of 65.7mpg from its 109PS 1.6-litre Duratorq engine, with best-in-class CO2 emissions for conventional powertrain technology of just 115g/km, which will put it into vehicle excise duty Group B of £35 a year.

A direct result of the work carried out by engineers on the Ford ECOnetic initiative is that all Focus 1.6-litre TDCi variants will achieve average CO2 figures of 119g/km or less.

ESP now fitted as standardDespite its new look, additional features and enhanced interior quality, the new Focus costs, on average, just £250 more than the equivalent outgoing model.

However, as Electronic Stability Programme is now fitted as standard instead of as a £250 option, the 2008 Focus is effectively a new car with no ‘real’ price increase.

Additionally, buyers choosing optional Bluetooth will pay just £150 including VAT, £100 less than on the current Focus, and Ford’s tyre deflation detection option will cost just £50.

Buyers will have a choice of Focus Studio, Style, Zetec and Titanium, all with advanced petrol and diesel power trains, with five-

and six-speed manual gearboxes, conventional automatic or the all-new dual-clutch PowerShift automated gearbox which will be available in the spring.

Three-door, five-door and estate versions will be first in UK showrooms by February 2008, with saloon, coupe-cabriolet and ST variants arriving soon after.

For further information on

any vehicle in the Ford

range please contact the

Ford Business Centre on

08457 23 23 23, email

info@fordfleet.co.uk, or

visit www.fordfleet.co.uk

CAP predicts Focus will have higher residual values than predecessor