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LeasePlan UK, one of the world’s largest vehicle management and leasing groups

Objectives of the project

LeasePlan UK is one of the world’s largest vehicle management and leasing groups. The group operates a fleet of more than 1.3 million vehicles worldwide and provides innovative leasing and fleet management solutions in more than 32 countries.

With the aim of becoming the leaders in leasing in the UK in 2015 in the face of economic austerity and an increasingly commoditized market, LeasePlan UK wanted to improve its business model to offer an unrivalled customer experience.

This included defining and developing a tailored customer segmentation program and also optimizing its commercial division from sales and service organizations to support teams (finance, product and services).

BearingPoint automotive and customer management experts collaborated closely with LeasePlan UK to provide solid guidance and support on the development of a new and bold customer strategy.

What BearingPoint did

BearingPoint’s strategy to differentiate LeasePlan UK centered on looking for new ways to improve the service the company delivers. To achieve this, the team:

  • Analyzed and identified key customer segments
  • Developed the customer experience for each proposition
  • Designed and developed the organization model for the sales and service delivery teams
  • Established measures of success and track performance using data supplied by work streams
  • Provided governance for the test and learn cycles
  • Supported value propositions review sessions
  • Assisted in implementing the customer strategy
  • Provided program management support
  • Implemented the change strategy to prepare and embed change
  • Assisted in training the sales teams on the new sales approach

Key success factors

The customer strategy we have developed with BearingPoint is a key foundation of how we love to do business at LeasePlan and BearingPoint has supported us beyond our expectations in this transformational program.

Matt Dyer, Managing Director, LeasePlan UK

Measurable & concrete results

BearingPoint’s work in designing and creating innovative value propositions has differentiated LeasePlan UK in the market.

The firm now has a deeper understanding of its customers and can tailor its sales approach to be more relevant, innovative and proactive.

In 2014, LeasePlan increased its new business wins by 50% from 18 new clients to 27 and more than trebled the total fleet potential from these wins after winning major accounts.

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