Skoda is implementing a more robust fleet demonstrator programme which will see potential leads logged and followed up more rigorously by its retail network.

A greater number of vehicles will be available for fleet drivers to test, while Skoda’s fleet team will be establishing what they are looking for in order to match cars to needs.

Dealers will be instructed to spend more time on the product handover, better highlighting key features such as the hatch/saloon boot combination on the Superb.

“The test drive experience has to be as good as it can be – and it has to be followed up,” said Martin Burke, head of business sales at Skoda. “The post demo follow up will link the fleet team with the dealer. We are taking it a stage further.”

He recognises that Skoda’s big challenge remains convincing fleet drivers to consider a Skoda.

“We also have to demonstrate that we have a product range that can meet a fleet’s needs, from Fabia to Superb,” he added. “And we have a strong wholelife cost proposition.”

Skoda is looking to create a customer charter for aftersales which will detail the service level agreements that fleets should expect from dealers.

There will also be a single point of contract for the fleet, improving communications. It will be launched later this year.

Burke is keen to push the agenda with fleets as he anticipates the UK will experience a further slump in sales this year.

He predicts that total fleet sales will fall from just over 880,000 registrations last year to around 800,000 in 2010. It will leave manufacturers slugging it out over an even smaller slice of the market.

Skoda is looking to raise its share of fleet from 1.5% last year to 2% this year – taking volumes from 13,367 to 16,000.

It is taking an aggressive approach to getting onto choice lists, using a presentation featuring Kwik Car Cost analysis to show fleets how its cars compare to rivals on wholelife costs.

“The reaction from fleet managers is staggering,” said Burke. “They’ve not seen manufacturers do this before.”