Fleet Auto News: Trevor, thanks for talking to Fleet Auto News, how did you first get into the fleet industry?
Trevor: It was 1986 and I had moved to Sydney to play Rugby League with the Roosters. As the major sponsors of the Roosters, City Ford offered me a sales role in the retail team. It was evident very early that it was difficult to sell retail when you didn’t work weekends.
Don Carter was the fleet manager at City Ford and the department delivered between 200 and 300 vehicles every month. He is a Queenslander (so was I). He gave me a shot. I really haven’t looked back since.
Fleet Auto News: Describe your current role?
Trevor: I am the fleet manager here at City Ford Sydney and the Dealership is positioned right in the middle of Zetland near East Village (fantastic vibrant location).
I have a small team of four. Chris Barbuto (the best corporate fleet representative in Sydney) , Billy Papadopoulos (experienced delivery coordinator finding his feet in sales) and Ashley Bashford (the glue holding us together as the fleet coordinator). I also have a driver/trainee role that assists Ashley.
I am only as good as my team and recognise that I only get to network and create valuable working relationships because the team are slogging it out with the day today frustrations that all Dealers and car sales people cope with.
Fleet Auto News: You have worked in dealerships for many years and also spent time at a leasing company. How does your knowledge of both sides help you when dealing with fleet managers?
Trevor: Having now worked in this industry now for close to 30 years and like you said ‘on both sides’ I really do have a holistic view of what we do.
I can see what everyone is trying (having) to achieve; ‘everyone’ being the fleet manager, the leasing company and the dealer. I think that this insight is probably the most powerful tool I can offer.
The key to this though is to earn the trust of your customers and become their go to person when it comes to bouncing ideas around. The key to earning your fleet managers trust is to promise and provide defect free on time delivery. If you can do this consistently you will earn trust.
Fleet Auto News: What is it about the fleet industry that you enjoy?
Trevor: The people I meet and not working weekends.
Fleet Auto News: What has been your biggest challenge in fleet to date?
Trevor: Demise of Falcon, novated leasing and departmental profitability.
Fleet Auto News: Is there a strong fleet community in NSW?
Trevor: Absolutely. Wherever there are company motor vehicles there are people that manage the fleet (investment). We are cooperative and respectful to each other and some great longstanding friendships are forged. I am a chapter member of AfMA for over ten years and really am proud that I participate with the body that speaks on behalf of us fleeties to government and business.
Fleet Auto News: You are a committee member of the AfMA NSW chapter, what challenges does a fleet manager face in 2015?
Trevor: Senior management wanting fleet costs to decrease with increased productivity from the fleet and in the same breadth want safety, performance and environmental impact to be first class.
Fleet Auto News: What is the most popular vehicle you are currently selling to fleets? Why do they like it so much?
Trevor: Without doubt the Ranger series has been the shining light for the Ford franchise for the past few years growing in market share year on year. Some will say we have become the Ranger company instead of the Falcon company and it’s hard to disagree (from a fleet perspective).
The fleet community has embraced the Ranger simply because it’s second to nothing in the market. This vehicle is best in group and just keeps charging away from all of it’s competitors.
Whether it be power, towing, styling or comfort the Ranger wins. The Transit van is a solid performer and is as good as anything else in this segment (maybe even better).
These two commercial vehicles are now being supported by a technologically fitted out and eye catching Mondeo range with the Everest (Prado equivalent) and the iconic Mustang all here by the end of the year.
It’s really exciting times for Ford and City Ford. We can only grow our market share from now on. Bring on the next 12 months!
Fleet Auto News: If you were a collector, which is the one car you would keep in the garage to admire?
Trevor: Mustang (and just to show I’m not locked into the past) with the 2.3 GTDi Ecosport engine that has 233kw of power. Incredible technology in the Ecosport engines.
