For GM Fleet and Commercial Operations: Gaining Share, Expanding Leadership . . . Delivering More
Focus Is On New Products, Wide Range of Services, Easy Access to Help and Information
Any long-term goal worth achieving takes a clear vision and a solid commitment. So when GM Fleet and Commercial Operations (FCO) set out a while back to grow its truck business, it focused on developing new, high-value vehicle lineups, establishing wide-ranging programs and services and providing easy access to useful information.
In doing so, FCO rededicated its efforts to serve the many kinds of unique companies that come to GM dealers for their fleet and commercial vehicle needs. The idea wasn’t just to grow market share but also to attain a leadership role, and then strengthen that leadership by continuing to deliver more – more of what the customers want and what the dealers need to succeed.
Thanks to FCO’s unwavering efforts to listen and respond to the specialized needs of the fleet and commercial business, GM has scored a number of recent accomplishments that indicate the organization is right on target to achieve its goals. At the top of the list is the news that, according to R.L. Polk registration data, GM now holds the largest market share in the business-to-business industry, outpacing its competitors by more than 10,000 units by the end of 2001. In fact, GM Fleet and Commercial Operations accounts for nearly a million-and-a-half vehicle sales – or more than a quarter of all GM new vehicles sold in the United States.
What’s more, exhaustive initiatives to improve the company’s order-to-delivery (OTD) performance and overall customer support has paid off, raising GM’s ranking to among the best while earning a “Most Improved” rating from Automotive Fleet magazine, a prominent industry publication. GM’s multibillion-dollar investment in the development of new products for the full-size van and medium-duty truck markets provides a competitive advantage for dealers, while its joint venture with American Isuzu Motors Inc., known as General Motors Isuzu Commercial Truck (GMICT), combines operations to better serve the medium-duty commercial customer.
And there are other important areas where GM Fleet and Commercial is delivering more. The brand-new lineup of re-engineered and redesigned products, with special option packages tailored for fleet buyers, offer even more value to customers. Plus, a wide range of e-fleet tools and technology – including online order tracking and e-fleet product availability via the www.gmfleet.com website – lead the industry in putting high-tech business tools at customers’ fingertips. Together with consolidated service and parts billing and direct access to senior management, it’s clear that GM intends to continually strengthen its market leadership role.
A variety of innovative programs help to support FCO’s efforts to enhance the fleet and commercial customer’s experience. A broad array of customized products – such as specific upfitter packages, contractor vans, work trucks and alternative- and flexible-fuel vehicle availability – help to streamline purchase decisions. FCO is also working on enhancements to its Commercial Core Dealer program. Improved prospecting tools, manager and salesperson recognition, commercial-specific training, a co-op advertising program, and special marketing and incentive programs are being targeted to help core dealers sell more vehicles to small and medium sized business fleets. Look for more information to come on these improvements.
“GM’s overall vision is to be the world leader in transportation products and related services,” notes David A. Hansen, General Manager of Fleet and Commercial Operations, “and I’d say Fleet and Commercial Operations is doing its part to contribute to that goal.”
Because GM customers believe there’s no other business like theirs, FCO and GM dealers have teamed up to provide a fleet and commercial organization like no other available on the planet. Delivering more customer value through quality products and innovative services will ensure that GM Fleet and Commercial remains the leader in the business-to-business marketplace.
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For the most detailed and up-to-date product information, please visit www.gmfleet.com.