INTERVIEW | 47
Strong dealer network driving Renault Ireland’s fleet ambitions during challenging times
Paddy Magee is the Country Operations Director for Renault Group Ireland. Fleet Car’s Cathal Doyle sounded him out on the state of the fleet market in Ireland currently, and Renault’s plans for the sector.
Some brands are indicating that the current vehicle shortage is forcing them to prioritise private over fleet customers. Is this a situation Renault Ireland is facing? Supply is tight and, as a result, we’re finding that vehicles are registered and delivered pretty much on arrival. That’s based on customers ordering on production plan rather than buying from stock, but what we have been finding is that on most models, we’re receiving the vehicles we need, but with longer lead times than we’ve been used to. We find that our long-standing fleet customers have developed good relationships with the fleet experts in Renault dealerships, and between them they are able to manage the longer lead times. Is there likely to be any underlying trends in the sector as a result of Covid and the current shortages? - for instance, some industry professionals are suggesting less discounting for fleet customers in the future. If so, what do you see are the key differentiators that will enable brands like Renault be successful in the company car market going forward?
Competition isn’t going away. Even though all brands are currently experiencing shortages, they won’t last forever. So, it will remain important to have an exciting product with strong appeal for drivers, as well as optimum cost of ownership, aftersales service, and finance. Exciting new cars and vans such as this year’s all-new Mégane E-Tech 100% electric, all-new Kangoo and Kangoo E-Tech 100% electric, and 2023’s Trafic E-Tech 100% electric will get drivers and owners excited. Meanwhile our network’s exemplary sales and aftersales capability, and the finance solutions provided by Renault subsidiary, Renault Bank will continue to make Renault ownership affordable and straightforward for fleets. We are starting to see some car brands, particularly those with their own financing capabilities, move into the direct fleet leasing market. Is this an area that Renault sees opportunity in? More than ever, the current climate has demonstrated that our strength is our network. In fact, the network is growing, with Keary’s taking over the South Dublin territory, as well as new dealerships opening this month in Bray and Clonmel. Renault dealers are experts at looking after both retail and fleet customers – in partnership with Renault Bank, they look after our customers throughout the purchase and ownership of their vehicles. Every single one of our Dealers provides a range of financial products on both passenger and commercial vehicles to make ownership easy for fleets of all sizes. What are we likely to see in Ireland in relation to the Mobilize business unit within Group Renault? Specifically, will Renault Ireland be adopting the objectives as outlined on targeting small to medium sized fleets as well as mobility companies and last mile operators? Like Mobilize, Renault Ireland is part
of the global Renault Group. Mobilize is dedicated to finding new ways of reaching and satisfying customers in a world that is changing rapidly, especially in terms of technology. So, absolutely, local adaptations should be expected but in the medium to long term future, Mobilize will enable Renault Ireland to deploy pay per usage payment plans for customers and provide additional services that cater for our customer’s mobility needs. Do you target fleet customers at a dealer or national distributor level (or both?). How important is specialist fleet knowledge within dealerships in view of changing purchasing habits? Both – several of our fleet customers have a national footprint and, in some cases, their first contact with Renault may be via our fleet department. But all our customers deal with the Renault network and most deal with Renault Bank. Within our network we have Pro+ specialists, experts in looking after customers for whom vehicles are an integral part of their business. And whether your fleet is a handful of vehicles or several hundred, it’s important to know you can access our services throughout the country. What would you identify as the key strengths of the Renault brand towards achieving success in the fleet market? Renault Group has a long history as one of the strongest fleet performers in Ireland. The enduring cornerstone of this success has been the relationships between Renault dealerships and our key accounts. It comes down to a level of service in sales, finance and aftersales which is second to none, ensuring easy ownership, optimised total cost of ownership and minimised downtime. Combined with amazing new vehicles such as all-new Mégane E-Tech 100% Electric, all-new Kangoo and Kangoo E-Tech 100% Electric and next year’s Trafic E-Tech 100% electric, we’ll continue delivering in 2022 and beyond. www.fleet.ie
