Car and van makers targeted with new course by AFP

A new one-day course for motor manufacturers aims to help them build stronger, more effective relationships with fleet customers.  

Offered by trade body, the Association of Fleet Professionals (AFP), it is designed to provide insight into current fleet manager thinking.

The 'Fleet Mindset Masterclass' has been developed by the AFP in partnership with automotive sales, technology and marketing specialists ROI Automotive, who partner with 39 leading automotive brands.

The target audience for the course includes manufacturer corporate sales executives, sales managers and account managers who are looking to deepen their understanding of fleet and the complex range of challenges their fleet customers face.

Paul Hollick, chair at the AFP, said: “For us, the introduction of this training is a win-win. It combines the insight that ROI Automotive provides into the approach of manufacturers with the AFP’s awareness of current fleet manager concerns. 

“It’s very much a bridge between the two bodies and their areas of expertise, sharing knowledge to the benefit of all involved.

“The result is a course that provides manufacturers with an enhanced understanding of what fleet managers are aiming to achieve in 2025 and beyond, and the pressures, complexities and challenges they face.

“This should in turn lead to those fleet managers receiving a higher level of service through greater understanding of their developing needs.”

A pilot of the course has already been held, with the feedback from attendees very positive, according to Hollick. 

“We believe this is a strong addition to the now-extensive training portfolio we offer through the AFP Fleet Academy that will have appeal both to established manufacturers and new entrants,” he added.  

Nigel Sandiford, CEO at ROI Automotive, explained that the company’s automotive clients want to empower their teams to better support fleet managers but have found limited opportunities.

“We have partnered with the AFP to create this unique course where they will gain a deeper understanding directly from fleet managers about what they need from suppliers,” he added.

“A day such as this – spending time refocusing on your customers – is invaluable. 

“Delegates will develop a solid understanding of the landscape of today's fleet management, uncovering how fleet decisions are made, how internal stakeholders are managed and how to develop a client proposition beyond just selling a product.

“This isn’t a commercial venture for us – we’ve simply helped make it happen for the benefit of fleet buyers and fleet suppliers.”

More details about the Fleet Mindset Masterclass are available from administration@theafp.co.uk.