Fleet managers deserve more support

Fleet insurers and intermediaries have an enviable opportunity to assist their clients in managing the risks associated with operating a fleet of motor vehicles. However, their failure to understand the issues faced by fleet managers, such as rising fuel and maintenance costs, environmental concerns and duty of care to employees, has led to a market driven by the lowest price, rather than best value.

The fact is that, on average, fleet insurance premiums only account for around 10% of the total fleet budget, yet the associated administration takes up much more time than is justifiable. Motor Insurance Database updates, driver licence checks, mid-term adjustment transactions and inefficient claims processes all drag resource away from the client's core activity. Brokers should be asking:

- When was the last time you, as a broker or insurer, created a coherent risk management programme to meet the wider objectives of a fleet customer?

- What management information do you provide to assist fleet managers to maximise the efficiency of their fleet?

- How do you assist fleet managers expedite their responsibilities to their 'grey fleet' and execute their duty of care to employees?

- When was your performance regarding downtime of vehicles and drivers following an incident last reviewed?

Research among fleet managers undertaken by the Jelf Group during the past 12 months has placed these issues above problems related to the associated fleet insurance. Only by understanding the underlying problems faced by fleet managers and broadening the approach from one of commoditised product sales to bespoke solutions will the fleet market return to profitability.

- Phil Barton, Group commercial director, Jelf Group.

Jelf has launched SureFleet, a fleet management offering, with RAC and Norwich Union.