We first asked Deane how Volvo’s fleet business had been in 2024.
He said: “Fleet is almost a third of what we do, it’s a strong part of the business, and it’s something we’re looking to expand next year.
“Jumping back 12 months, if you look at the portfolio, we had a handful of SUVs, but now we have the EX30 as our entry-level BEV, we’ve brought back the V-models, which was great to add that depth to the portfolio – and that was primarily under the fleet lens.
“To be able to not only expand the portfolio with a small SUV, but also bring some breadth with plug-in hybrids in the V products has been good. And now we have the EX90 as a halo to sit on top of it all.
“We’ve had a good fleet mix of models this year – the V models not so much, as they’ve only just landed. EX30 is about 4,000 units this year in fleet – it has been popular with some of our bigger fleet operators. It is certainly having an impact, which is great to see. With the removal of the XC40 plug-in, this has offered an alternative.
“If I look at our sales in the fleet sector, the XC60 Plug-in Hybrid has been strong, the XC90 continued to do well right up until the facelift. We were able to secure extra production of the XC90, so that really helped there.
Deane was also able to give us early details of his plans for 2025.
He said: “Next year we’re looking to really expand, and there are a couple of ways we’re going about it. We’re changing our BCH (business contract hire) offers, so we’re remarketing BCH next year, which I think will really help expand into the SME sector.
“We’ve got a couple of core fleet retailers – across the whole network, but we’re looking to expand that out. And we’re working with our retailers to reset the basics. So, we’re putting in more standards, and giving them access to a fully-funded demo fleet for use with fleet customers.
“I think the basics are there, now we’ve got the portfolio, we just want to really double that down. It is just about refreshing the dealers on fleet and getting them re-focused on it. Then, getting them back out and talking to people – via local business managers.
“We moved direct to consumer in terms of sales, but we went earlier in fleet. One of the things we changed earlier this year, is that we were taking all the orders centrally – we didn’t need to do that, as we ‘ve got fleet operators that have dedicated fleet teams. So, they’re either speaking to end users, fleet managers, or leasing companies day in, day out. So, we said, you can have access to our systems, you can search the cars, you can provide quotes, and by doing that it has really helped shift that balance from just the team based in Maidenhead and Daventry trying to satisfying the needs of all the leasing companies, and we’ve now utilised the network again.
“We’ve also just launched video mystery shopping, to make sure the handovers despite not coming through non-retail channel, get the same Volvo experience. These are the easy things to fall back – if you’re not checking it!
“We are looking towards re-engaging those fleet customers that have gone to other brands – or are in Volvo models they can’t replace. It is all about having the offers set up and talk the customer through the new range. It is all about having that conversation with the driver next year, especially with BCH relaunching.”
