Fleet Auto News: Nick, how did you first get into the fleet industry?
Nick: I started with Tynan Motors in 1999 in retail sales. In 2003 I was given the opportunity to join the fleet department and getting my weekends back was an offer too good to refuse.
Fleet Auto News: Describe your current role?
Nick: I manage the fleet team of 24 people across a number of locations dealing with government, corporate and fleet management organisations.
We can offer Mercedes-Benz, KIA, Subaru, Mahindra, Honda, Dodge, Chrysler, Jeep, Mitsubishi, Hyundai, Suzuki, Fiat and Alfa Romeo, all under the Tynan brand.
The whole structure of our team is designed to provide the best service to fleet customers. We’re not an extension of the retail sales department, even though we work closely with them, because our processes are tailored to each customer. We live and breathe fleet.
Fleet Auto News: Tynan Motors sell a number of brands. Which ones are popular with novated drivers? Has this change in the last five years?
Nick: It can change month to month depending on new products and the offers from manufacturers.
There is definitely a demand for higher specification vehicles. Novated customers are prepared to spend a little more for the comfort and technology.
Mercedes-Benz is one brand that has seen an increase in demand over the last five years. The product range has expanded to provide more choice at different price levels. As a manufacturer they are also supporting dealerships with corporate programs and selling their environmental and safety credentials to potential buyers.
Fleet Auto News: What is it about the fleet industry that you enjoy?
Nick: Being busy. Relationships. And repeat business with long standing customers.
Fleet Auto News: What has been your biggest challenge in fleet to date?
Nick: The GFC was interesting. We didn’t see a huge drop in demand. Maybe because we were selling the smaller cars fleets were looking at to reduce costs. At the same time Honda, which was one of our key brands, had massive price rises so it was a challenge to maintain the sales volume.
The proposed changes to FBT by Rudd in 2013 made a huge impact to our business. Keeping everyone motivated and hitting targets during this period was probably my biggest challenge.
Fleet Auto News: You have a large fleet team at Tynan Motors. How do you find and train your people to ensure you continue to provide market leading customer service?
Nick: The first thing is to recognise what people are good at and make sure they’re happy being part of the team.
We have a lot of females in the team and they’re great at administration. Attention to detail is very important when ordering and delivering fleet vehicles so we rely on people with these skills. While our sales people are good at selling, administration isn’t a strong skill set.
So we split the team into people that are good at getting them in, and people that are good at getting them out.
Fleet Auto News: Do you think electric vehicles will be mainstream in Australia by 2025?
Nick: This is a tough question. I think there will be more of them around but not yet mainstream. In 20 years I think they’ll be very common along with autonomous vehicles.
The focus on environment by fleet managers is hot and cold. It seems to be driven by the government and media. A lot of companies want to appear green by having hybrids but safety is a bigger driver for vehicle choice with fleets.
Fleet managers still have concerns about electric vehicles. The first is price, upfront and whole-of-life, then battery life, and range anxiety is still an issue.
Fleet Auto News: What is the most popular vehicle you are currently selling for tool of trade fleets? Why do they like it so much?
Nick: Subaru is one manufacturer that is kicking goals with fleets at the moment. It was a novated brand five years ago but since the introduction of the Eyesight safety technology and an alignment of pricing, the Liberty, Outback and Forester have become popular tool of trade vehicles.
Pro-active manufacturers are an import factor in the sales of tool of trade vehicles and Kia is another manufacturer that understands and focuses on fleet. The seven year warranty is a big factor making fleet managers look at Kia for the first time.
Fleet Auto News: If you were a collector, which is the one car you would keep in the garage to admire?
Nick: I would rather be driving than admiring a car in the garage. So if money was no object I would love the new Mercedes–AMG GT S.
