ARVAL’S Todd Williams explained to the brokers who attended the Federation’s Alderley Edge broker dinner how Arval wanted to bring added value beyond just the funding.
Todd, head of broker, said Arval was about to launch a suite of new tools that would enhance the proposition and provide a “true relationship”.
Todd said: “The one thing I want to bring to our broker business is value add rather than just pricing.”
Todd went on to outline what ‘value-add’ meant:
Launching this month is the Dashboard, an app for Android and iOS devices.
The Dashboard is, says Todd, a unique, user-friendly way for brokers to access key metrics on sales activity, track monthly quotes, credit proposals, order bank, deliveries and renewals , as well as allowing month-on-month comparisons.
The Dashboard also enables brokers to monitor their performance against the rest of the Arval Broker Network.
Toolkit launched Q4
Built by Arval’s consultancy team, the award-winning Toolkit helps customers to assess the best vehicle decisions for their businesses and their employees. Made up of five calculators, with more to follow, the toolkit covers some of the most common decisions a company has to make:
- Lease or buy?
- How to get more from your rental
- Getting a better deal if you own the company
- How to get a better company car
- The crazy cost of ‘free fuel’
A new, refreshed Arval Broker Zone
Also due shortly is an updated and improved Broker Zone.
The Broker Zone provides a one-stop-shop for key resources such as Invoice FAQs, fair wear & tear guides, product information, legislation changes, budget reports, market updates and driver newsletters.
The site will also provide access to the Dashboard and Toolkit. “It will become the ‘go-to Zone’ for Arval brokers,” added Todd.
Arval Consultancy comes to Brokers
Perhaps one of the most exciting prospects for brokers announced by Todd was the opportunity for brokers to access Arval’s consultancy team.
“Arval has a large in-house dedicated consultancy team and I would like brokers to have access to this expertise to support them in growing their business where Arval is the nominated supplier,” Todd continued.
Areas that the consultancy team can assist includes, but is not limited to:
- Right method of funding
- Whole Life Cost
- Alternative technologies
- Capital allowances
- Vehicle Choice List
- Alternative fuels
Launch of Arval Paperless 2
Arval Paperless – which was launched to brokers summer 2015 to reduce the time spent servicing clients – has been updated to embrace further enhancements which will be announced later in Q4.
Current Paperless benefits include:
- Pre-signed contract cooling off period for regulated and PCH customers can begin as soon as the contract is signed by the customer
- Customer convenience: customers’ documents can be signed whether they are using a tablet, smartphone, laptop or PC
- Contract signing turnaround reduced from days to hours
- Safe, secure, tracked process
- Completely auditable with time and date stamps and IP addresses
- Easy storage of signed contracts
PRC: Arval’s fast Credit Rating Platform will extend to BCH
Arval’s automated credit decisions for PCH customers, which are available on 80-85% of contracts within 20 seconds, is to be extended to include business contract hire customers.
Todd concluded: “I want to provide support to our brokers in more ways than our funding, pricing and tactical campaigns. The feedback I receive from principals regarding the internal account team, set up in Birmingham, and the quality of my external sales managers is very positive.
“So now I want to provide more of these value add tools and services to support Brokers in meeting their goals, which I assume is to grow profitable business.”
SME & Broker
Arval has collaborated with a growing network of brokers since 2003. Today there are more than 70 Arval brokers. Some of those brokers are rated as Premier Tier; these brokers receive additional support based on a multitude of criteria including production, fleet size, fleet potential, maintenance %, credit acceptance rates and so on.
“Smaller business are very important to us, and our strong partnerships within the broker channel are proving to be a successful way of adding value to these customers with our cost effective products,” said Todd.
The combined Arval SME fleet, which includes Broker, Dealer, Direct and White Label, is more than 80,000 with funding to the value of £1bn annually. However, Broker delivers the vast majority of this volume at 70% of the total.
“The success of our partnerships is clear, as the total fleet in Arval’s Broker division has continued the huge growth we have shown in recent years to grow month on month in 2016.
“We ended August this year with a total fleet size increase of 20% compared to the same time last year. This is a testament to the dedication of the brokers we work with as they consistently manage to not just maintain the fleet, but to grow it as well.”
Todd Williams, head of broker, Arval – in his own words
I have been working for Arval for the last 16 years, having started within the Accident Management Department as an account executive before progressing into a business manager role with responsibility for the retention and development of fuel and operational leasing with large corporate clients.
In April this year, after nearly five years working as an international business development manager at our group headquarters in Paris, I was appointed the head of broker at Arval UK.
As the head of broker, I have a team of five field-based regional managers and 23 customer support staff in our Birmingham office, all dedicated to developing the channel and supporting the brokers we work with.
How have I found moving from Paris to Swindon and the switch from International business to broker?
As you can imagine, moving from Paris to being based in Swindon and Birmingham has been a big cultural shock!
The Magic Roundabout of Swindon is certainly less pleasing on the eye than the Champs Elysees!
From a UK perspective is has been great to be back and witness first-hand the changes and developments with the UK business such as the investment in IT, the quality of people, the size of fleet growth – and that’s even without the consideration of the GE acquisition.
The broker world is clearly very new to me having worked in the corporate and International arena for the past 16 years.
Although I knew it was a key part of our business, my previous perspective was that it’s primarily a transactional market. My eyes have certainly been opened!
The size, fleet and management systems, processes, product offering and the quality of staff of each and every broker I have met have been really impressive…
And the one thing that I really have understood is that the people are key – I enjoy their honesty and transparency.