Fleet Auto News’ Caroline Falls talks with Lisa George, fleet sales consultant at Parramatta Motor Group, NSW. Working in a multi-brand dealership gives George insights into changing trends in vehicle procurement as well as fleet management.
FAN: Welcome to our column Women in Fleet. Firstly, can you tell us what a day in your life as fleet sales consultant at Parramatta Motor Group may involve?
George: I’m on the go from the minute I walk in the door: quoting, communicating with customers, communicating with leasing companies, getting all the paperwork ready, making sure cars are ready on time, prospecting for new business. I am the contact point for everything for certain leasing companies and other customers.
FAN: Tell us how you arrived in fleet?
George: I started in fleet 18 years ago, after 12 months on the retail floor of a dealership. I like fleet because you can build relationships with your clients and there’s more excitement as you have to to go out and find your customers. I’m here to help the fleet customers, to provide them with the information they need to make the right decision for their business. I still get a buzz out of every sale, but I don’t see myself as a salesperson so much as a service provider.
FAN: What are some changes have you witnessed?
George: It’s getting tougher, there’s a lot more competition. When I started in the industry Holden, Ford and Toyota were your three go-to (brands). There’s been a big shift in that: Nissan is improving, Hyundai has come through and Kia is going leaps and bounds. Another big shift has been the move from large cars to SUVs.
FAN: Vehicle sales have slowed markedly recently, do you think that’s a result of economic conditions, or do you think it’s a lag as people wait for a new generation of electric vehicles to come through?
George: It’s a sign of the times; people are doing it tough. It’s not just the car industry, a lot of businesses are downsizing. But fleet sales are actually up in NSW — that’s what the manufacturers are telling us in sales meetings.
FAN: Can you outline some of the benefits for a fleet customer to go through a multi-dealership like yours?
George: What a lot of customers like is that they have one point of contact. We have 12 brands, which is a challenge, but it gives you more opportunity to sell. Everyone is price driven and if they buy multiple brands it makes it so much easier for them. I am aware of what my customers like and how they like things done.
