GLASS cost management was the new concept highlighted at the show this year by Silver Shield Windscreens, which it believes will be a leading concept in the market in the future. It sees the firm bring together a number of individual services that takes the emphasis off winning business purely on price.

The company is now prepared to take less money on each individual contract to win new business. Glass cost management will concentrate on comprehensive pricing, offering fleet inspections and greater control for call-outs. David Pearse, Silver Shield sales director, said: 'Too often fleet managers decide on a supplier on price and ignore the service they get for it. Management should make them look wider.'

The new package will see Silver Shield increase its emphasis on carrying out inspections of fleet vehicles at company premises. Silver Shield also wants to more efficiently match its service to the customer's time constraints. 'A daily rental company may need a vehicle back on the road in an hour or two, while a fleet customer could wait four or five hours. Our role will be to identify a fleet's true needs - and this could again reduce costs,' said Pearse.