Competing For Share Of UK Fleet Spend In 2010-2011: Supplier Marketing & Sales Strategies & Industry Outlook


#75303

120pages

ICD Research

$ 2000

In Stock


Competing For Share Of UK Fleet Spend In 2010-2011 is a new report published by ICD Research that analyzes how company vehicle and services suppliers' media spend, marketing and sales strategies & practices and business planning will be shaped in 2010 to 2011. In an uncertain economic climate this report gives you access to the media channel spending outlooks, media budgets, marketing agency selection criteria, business challenges and sales tactics of fleet and fleet service suppliers. The report also identifies fleet users and suppliers future growth, M&A and investment expectations. The research is based on an extensive survey of senior and C-level industry executives from our market leading panels.

Scope

  • Opinions and forward looking statements of over 289 business vehicle buyers, users and suppliers are captured in our in-depth survey, of which over 52% represent Directors, C-levels & Departmental Heads
  • Analysis on media channel spend, marketing and sales practices and industry developments by UK fleet and service providers
  • Key topics include suppliers media spend activity, marketing and sales behaviors & strategies, threats & opportunities for the industry and how these have been affected by the economic uncertainty
  • In the report buyers identify what suppliers need to do to maintain their business and the key actions being taken by industry players to overcome the leading business threats
  • The research is based on primary survey research conducted by ICD Research accessing its B2B panels comprised of senior purchase decision makers and leading supplier organizations
  • The geographical scope of the research is UK-wide drawing on the activity and expectations of leading industry players across the UK
Reasons To Buy

  • Benchmark your sales and marketing plans with industry competitors to effectively determine strategy
  • Identify the specific marketing approaches your competitors are using to win business during the recessionary climate
  • Better promote your business by aligning your capabilities and business practices with your customers changing needs during these times of market uncertainty
  • Predict how the industry will grow, consolidate and where it will stagnate
  • Uncover the business outlook, key challenges and opportunities identified by suppliers and buyers in the industry
Key Highlights

  • The majority of respondents from the UK vehicle leasing and fleet management industry identify software, risk management and driver training as the fastest growing industry sectors in the next 12 months. 
  • 79% of industry players are looking to increase their marketing expenditure over the next 12 months, with only 20% looking to decrease it
  • 67% of companies believe that the demonstration of confidence to their customers from increased marketing activity in the current business climate can give their company an edge
Table Of Contents

Chapter 1: Executive Summary

Chapter 2: Introduction
Heading: Profile Of Survey Respondents

Chapter 3: Industry Dynamics
Heading: Revenue Growth Expectations In The Vehicle Rental, Leasing And Fleet Management Industry
Heading: Future Developments In Competitive Structure In The Industry
Heading: Merger And Acquisition Activity Predictions

Chapter 4: Vehicle Rental, Leasing And Fleet Management Market Growth Outlook
Heading: Regional Growth Forecasts In The Vehicle Rental, Leasing And Fleet Management Industry By Country
Heading: Market Growth Forecasts By Industry Sector

Chapter 5: Threats And Opportunities For The Vehicle Rental, Leasing And Fleet Management Industry
Heading: Leading Business Concerns For The Period 2010-2011
Heading: Key Actions To Overcome Business Threats: Cost Management
Heading: Key Actions To Overcome Business Threats: Driving Sales
Heading: Key Supplier Actions To Maintain And Win Buyer Business

Chapter 6: Vehicle Rental, Leasing And Fleet Management Industry Supplier Marketing Spend Activity
Heading: Annual Marketing Budgets: Vehicle Rental, Leasing And Fleet Management Industry Suppliers
Heading: Planned Change In Marketing Expenditure Levels: Vehicle Rental, Leasing And Fleet Management Industry Suppliers
Heading: Future Investment By Media Channel: Vehicle Rental, Leasing And Fleet Management Industry Suppliers
Heading: Supplier's Future Investment In Marketing And Sales Technology

Chapter 7: Marketing And Sales Behaviors And Strategies In 2010-2011
Heading: Key Marketing Aims For 2010: Suppliers To The Industry
Heading: How Suppliers Are Adapting Marketing Activities During The Economic Uncertainty
Heading: Most Rated Uses Of New Media For Prospecting For Business: Suppliers To The Industry
Heading: Critical Success Factors For Choosing A Marketing Agency: Suppliers To The Industry

Chapter 8: Appendix

Table 1: Count Of UK Vehicle Rental, Leasing And Fleet Management Industry Survey Respondents By Company Type (Number Of Respondents), 2010 Industry Survey
Table 2: Buyer Respondents By Job Role (% Buyer Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 3: Buyer Respondents By Organization's Global Turnover (% Buyer Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 4: Buyer Respondents By Organization's Total Employee Size (% Buyer Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 5: Supplier Respondents By Job Role (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 6: Supplier Respondents By Organization's Global Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 7: Supplier Respondents By Organization's Total Employee Size (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 8: Company Revenue Growth Optimism Trend By UK Vehicle Rental, Leasing And Fleet Management Industry Company Type: Company Vehicle Users, Company Vehicle And Service Suppliers (% All Respondents), 2009-2010
Table 9: Company Revenue Growth Optimism In The UK Vehicle Rental, Leasing And Fleet Management Industry By Turnover (% All Respondents), 2010
Table 10: Company Vehicle User Predictions Of The Fastest And Slowest Growing Industry Sectors (% Company Vehicle User Respondents), 2010
Table 11: Company Vehicle And Service Supplier Predictions Of The Fastest And Slowest Growing Industry Sectors (% Company Vehicle And Service Supplier Respondents), 2010
Table 12: Company Vehicle User Vs. Company Vehicle And Service Supplier Vs.: Leading Business Concerns For The Period 2010-2011 Among UK Vehicle Rental, Leasing And Fleet Management Industry Buyers And Suppliers (% All Respondents), 2010
Table 13: Leading Business Concerns For The Period 2010-2011 Among UK Vehicle Rental, Leasing And Fleet Management Industry Buyers And Suppliers By Company Turnover (% All Respondents), 2010
Table 14: Most Important Actions Being Implemented To Facilitate Cost Containment In 2010-2011 In The UK Vehicle Rental, Leasing And Fleet Management Industry (% All Respondents), 2010
Table 15: Most Important Actions Being Implemented To Facilitate Cost Containment In 2010-2011 In The UK Vehicle Rental, Leasing And Fleet Management Industry-Senior Level Responses Only (% Ceo/Md/Board Level Respondents), 2010
Table 16: Most Important Actions Being Implemented To Facilitate Cost Containment In 2010-2011 In The UK Vehicle Rental, Leasing And Fleet Management Industry: Buyer Vs. Supplier Comparison (% All Respondents), 2010
Table 17: Most Important Actions Being Implemented For Driving Sales To Overcome Present Business Challenges In 2010-2011 In The UK Vehicle Rental, Leasing And Fleet Management Industry (% All Respondents), 2010
Table 18: Most Important Actions Being Implemented For Driving Sales To Overcome Present Business Challenges In 2010-2011 In The UK Vehicle Rental, Leasing And Fleet Management Industry-Senior Level Responses Only (% CEO/MD/Board Level Respondents), 2010
Table 19: Most Important Actions Being Implemented For Driving Sales To Overcome Present Business Challenges In 2010-2011 In The UK Vehicle Rental, Leasing And Fleet Management Industry: Buyer Vs. Supplier Comparison (% All Respondents), 2010
Table 20: The Most Important Actions For Suppliers To Take To Maintain And Secure Buyer Business In The UK Vehicle Rental, Leasing And Fleet Management Industry: Supplier Responses Vs. All Buyer Responses (% All Respondents), 2010
Table 21: The Most Important Actions For Suppliers To Take To Maintain And Secure Buyer Business In The UK Vehicle Rental, Leasing And Fleet Management Industry: Company Vehicle User (% Buyer Respondents), 2010
Table 22: The Most Important Actions For Suppliers To Take To Maintain And Secure Buyer Business In The UK Vehicle Rental, Leasing And Fleet Management Industry: Analysis Of Buyer Respondents By Company Turnover (% Buyer Respondents), 2010
Table 23: The Most Important Actions For Suppliers To Take To Maintain And Secure Buyer Business In The UK Vehicle Rental, Leasing And Fleet Management Industry: Analysis Of All Buyer Respondents By Procurement Budget (% Buyer Respondents), 2010
Table 24: The Most Important Actions For Suppliers To Take To Maintain And Secure Buyer Business In The UK Vehicle Rental, Leasing And Fleet Management Industry: Analysis Of All Buyer Respondents By Purchasing Decision Seniority (% Buyer Respondents With Purchasing Decision Influence), 2010
Table 25: Annual Marketing Budget In US$: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 26: Annual Marketing Budget In US$ By Company Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 27: Annual Marketing Budget In US$ By Region: North America, Europe, Asia Pacific, Rest Of The World (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 28: Company Vehicle And Service Supplier Attitudes And Approaches To Existing Marketing Practices: Level Of Agreement To The Following Statement (% Company Vehicle And Service Supplier Respondents), 2010
Table 29: Planned Change In Marketing Expenditure Levels Over The Next 12 Months: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010 (With Comparison To 2009 Expectations)
Table 30: Planned Change In Marketing Expenditure Levels Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010 (With Comparison To 2009 Expectations)
Table 31: Planned Change In Marketing Expenditure Levels Over The Next 12 Months By Region: North America, Europe, Asia Pacific, Rest Of The World (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 32: Planned Change In Marketing Expenditure Levels Over The Next 12 Months By Marketing Decision Authority (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 33: Expected Increase Or Decrease In Expenditure By Media Channel Over The Next 12 Months: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 34: Planned Investment In Marketing And Sales Technologies Over The Next 12 Months: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 35: Planned Investment In Marketing And Sales Technologies Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 36: Planned Investment In Marketing And Sales Technologies Over The Next 12 Months By Region: North America, Europe, Asia Pacific, Rest Of The World (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 37: Key Marketing Aims Over The Next Year: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 38: Expected Adaptations To Marketing Activities During Global Economic Uncertainty: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 39: Expected Adaptations To Marketing Activities During Global Economic Uncertainty By Company Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 40: Expected Adaptations To Marketing Activities During Global Economic Uncertainty By Region: North America, Europe, Asia Pacific, Rest Of The World (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 41: Company Vehicle And Service Supplier Attitudes And Approaches To Existing Marketing Practices: Level Of Agreement To The Following Statement (% Company Vehicle And Service Supplier Respondents), 2010
Table 42: Most Rated New Media Channels For New Business Generation: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 43: Most Rated New Media Channels For New Business Generation By Company Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 44: Most Rated New Media Channels For New Business Generation By Region: North America, Europe, Asia Pacific, Rest Of The World (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 45: Critical Success Factors For Choosing A Marketing Agency: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 46: Critical Success Factors For Choosing A Marketing Agency By Expected Change In Future Marketing Expenditure (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 47: Critical Success Factors For Choosing A Marketing Agency By Company Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 48: Critical Success Factors For Choosing A Marketing Agency By Company Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2009
Table 49: Critical Success Factors For Choosing A Marketing Agency By Region: North America, Europe, Asia Pacific, Rest Of The World (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Table 50: Critical Success Factors For Choosing A Marketing Agency By Region: North America, Europe, Asia Pacific, Rest Of The World (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2009
Table 51: Company Vehicle And Service Supplier Attitudes And Approaches To Existing Marketing Practices: Level Of Agreement To The Following Statement (% Company Vehicle And Service Supplier Respondents), 2010
Table 52: Company Vehicle And Service Supplier Attitudes And Approaches To Existing Marketing Practices: Level Of Agreement To The Following Statement (% Company Vehicle And Service Supplier Respondents), 2010
Table 53: Survey Data Results-Closed Questions

Figure 1: Company Revenue Growth Optimism Trend In The UK Vehicle Rental, Leasing And Fleet Management Industry (% All Respondents), 2009-2010
Figure 2: Company Revenue Growth Optimism Trend By UK Vehicle Rental, Leasing And Fleet Management Industry Company Type: Company Vehicle Users, Company Vehicle And Service Suppliers (% All Respondents), 2009-2010
Figure 3: Company Revenue Growth Optimism In The UK Vehicle Rental, Leasing And Fleet Management Industry Over The Next 12 Months: Cross-Industry Comparison (% All Respondents), 2010
Figure 4: Key Expected Changes In Business Structure In The UK Company Vehicle User Industry (% Company Vehicle User Respondents), 2010
Figure 5: Key Expected Changes In Business Structure In The UK Company Vehicle And Service Supplier Industry (% Company Vehicle And Service Supplier Respondents), 2010
Figure 6: Merger And Acquisition Activity Expectations Over The Next 12 Months In The UK Company Vehicle User Industry (% Company Vehicle User Industry Respondents), 2009-2010 Trend Forecast
Figure 7: Merger And Acquisition Activity Expectations Over The Next 12 Months In The UK Company Vehicle And Service Supplier Industry (% Company Vehicle And Service Supplier Industry Respondents), 2009-2010 Trend Forecast
Figure 8: Company Vehicle User Predictions Of The Fastest And Slowest Growing Industry Sectors (% Company Vehicle User Respondents), 2010
Figure 9: Company Vehicle And Service Supplier Predictions Of The Fastest And Slowest Growing Industry Sectors (% Company Vehicle And Service Supplier Respondents), 2010
Figure 10: Leading Business Concerns For The Period 2010-2011 Among UK Vehicle Rental, Leasing And Fleet Management Industry Buyers And Suppliers (% All Respondents), 2010
Figure 11: Company Vehicle User Vs. Company Vehicle And Service Supplier Vs.: Leading Business Concerns For The Period 2010-2011 Among UK Vehicle Rental, Leasing And Fleet Management Industry Buyers And Suppliers (% All Respondents), 2010
Figure 12: The Most Important Actions For Suppliers To Take To Maintain And Secure Buyer Business In The UK Vehicle Rental, Leasing And Fleet Management Industry: Supplier Responses Vs. All Buyer Responses (% All Respondents), 2010
Figure 13: The Most Important Actions For Suppliers To Take To Maintain And Secure Buyer Business In The UK Vehicle Rental, Leasing And Fleet Management Industry: Company Vehicle User (% Buyer Respondents), 2010
Figure 14: Annual Marketing Budget In US$: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 15: Annual Marketing Budget In US$: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2009
Figure 16: Annual Marketing Budget In US$ By Company Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 17: Annual Marketing Budget In US$ By Company Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2009
Figure 18: Annual Marketing Budget In US$ By Region: North America, Europe, Asia Pacific, Rest Of The World (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 19: Annual Marketing Budget In US$ By Region: North America, Europe, Asia Pacific, Rest Of The World (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2009
Figure 20: Planned Change In Marketing Expenditure Levels Over The Next 12 Months: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010 (With Comparison To 2009 Expectations)
Figure 21: Planned Change In Marketing Expenditure Levels Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010 (With Comparison To 2009 Expectations)
Figure 22: Planned Change In Marketing Expenditure Levels Over The Next 12 Months By Region: North America, Europe, Asia Pacific, Rest Of The World (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 23: Planned Change In Marketing Expenditure Levels Over The Next 12 Months By Marketing Decision Authority (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 24: Planned Change In Marketing Expenditure Levels Over The Next 12 Months By Revenue Growth Expectations (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 25: Expected Increase Or Decrease In Expenditure By Media Channel Over The Next 12 Months: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 26: Expected Increase In Expenditure By Media Channel Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 27: Expected Increase In Expenditure By Media Channel Over The Next 12 Months By Region: North America, Europe, Asia Pacific, Rest Of The World (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 28: Planned Investment In Marketing And Sales Technologies Over The Next 12 Months: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 29: Planned Investment In Marketing And Sales Technologies Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 30: Planned Investment In Marketing And Sales Technologies Over The Next 12 Months By Region: North America, Europe, Asia Pacific, Rest Of The World (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 31: Key Marketing Aims Over The Next Year: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 32: Most Important Key Marketing Aims Over The Next Year By Expected Change In Future Marketing Expenditure (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 33: Most Important Key Marketing Aims Over The Next Year By Company Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 34: Most Important Key Marketing Aims Over The Next Year By Region: North America, Europe, Asia Pacific, Rest Of The World (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 35: Expected Adaptations To Marketing Activities During Global Economic Uncertainty: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 36: Expected Adaptations To Marketing Activities During Global Economic Uncertainty By Company Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 37: Expected Adaptations To Marketing Activities During Global Economic Uncertainty By Region: North America, Europe, Asia Pacific, Rest Of The World (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 38: Most Rated New Media Channels For New Business Generation: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 39: Most Rated New Media Channels For New Business Generation By Company Turnover (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 40: Most Rated New Media Channels For New Business Generation By Region: North America, Europe, Asia Pacific, Rest Of The World (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 41: Critical Success Factors For Choosing A Marketing Agency: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 42: Critical Success Factors For Choosing A Marketing Agency: Company Vehicle And Service Supplier (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2009
Figure 43: Critical Success Factors For Choosing A Marketing Agency By Expected Change In Future Marketing Expenditure (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010
Figure 44: Critical Success Factors For Choosing A Marketing Agency By Expected Change In Future Marketing Expenditure (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2009
Figure 45: Critical Success Factors For Choosing A Marketing Agency By Marketing Budget (% Supplier Respondents), UK Vehicle Rental, Leasing And Fleet Management Industry, 2010