Recruited by an old colleague to design and set up a new business service to manage all aspects of asset recovery and disposal for Finance Houses. This revolutionary new business model utilises a web based service to manage a network of specialist agents and the resources of the Manheim Group to provide a seamless total service, from debt counselling to asset refurbishment and disposal.

The core aspect of MAM being management system i-cars, built from scratch to provide on-line management environment with real time visibility of case progress. The system is designed to accelerate and amplify recovery performance, to cut client operating costs and maximise returns. Clients signed up to the service launched in Q1 2009 include TFS, BCT and Lombard.

Headhunted in late 2005 to this new venture subsidiary of AutoLogic plc, started in May 2006, to participate in a management buy-in as Business Development Director designate. The business is designed to add a new strategic direction to Walon UK operations, with the emphasis on commercial solution design rather than commodity logistics supply.

The target markets are automotive OEM’s, large fleets, such as daily rental operators and vehicle financing organisations; for the provision of vehicle support services and fleet management; with special emphasis on vehicle re-marketing including web based sales for Motability.

This role was a close fit with my breadth of experience gained over the prior 10 years

Engaged to manage strategic development projects for the fleet and manufacturer services division of Inchcape plc, in the UK. The objective being to establish new, best in class operations for fleet services and to provide a business model for regeneration of the acquired Eurofleet businesses; within the IA vehicle services company concept of the parent plc.

The role exploited my extensive industry experience of manufacturer marketing support, fleet sales, franchise dealer network operations and vehicle logistics. Reporting to the Sales & Marketing Director and Technical Services Director, this challenging role was expected to provide a pathway to a Senior Executive appointment within Inchcape Automotive.

IA customers included global manufacturers, major rental organisations, leasing companies, dealer groups and major fleets.

Projects managed included: -

▪ Managing a major tender to Ford Motor Company for Demonstrators, Event Support and Re-marketing of Company vehicles; spread over 6months. The total tender value to the chosen supplier amounting to £12-15M, in competition with 14 other suppliers. This included a full service audit, 3 major presentations, 2 priced tender response submissions and related research and marketing activity.
▪ New product development, pool fleet management (with IFS) for Telewest and L’Oreal, demonstrator facility development planning for Kia and Renault.
▪ Re-tuned services for Peugeot (re-marketing), Fiat and Alfa Romeo (re-marketing), and LTI (fleet commissioning).
▪ Manufacturer support services tenders for Kia, Fiat and Renault.
▪ Resource planning and specification of new systems (MS .net/Navision/Tripoint) and a detailed structure plan for SOA integrated services facilities for Renault.
▪ New corporate communications strategy author and Sales & Marketing review.
▪ Roll out of a matrix management plan incorporating a KAM strategy.

Responsibilities also included consideration of further A & M opportunities to accelerate business growth. Contract terminated by mutual agreement, in February 2006 as IA was runner-up to the incumbent on the Ford Project and I had an investment opportunity elsewhere.

Inchcape is now planning to sell off this division.

Recruited by the Chief Executive to research and report on the potential development of a new vehicle services business unit. The strategic intention of this business plan was to create added value service offerings, to reduce RLAG dependency on “commodity” vehicle transportation service. The scope of this business was ultimately to be capable of global development within the wider Wallenius Wilhelmsen vehicle logistics domain.

Business Plan scaled to generate £35M in revenues by 2007 – accepted by RLA board.
Project suspended by the Scandinavian parent due to financial problems within the UK Lawson trucking business.

The business employs 650 people at 5 UK sites; delivering systems based sales and marketing solutions for vehicle manufacturers and importers and their dealers and fleet customers. (Demonstrator programmes, rental programmes, used vehicle remarketing, exhibition & event management, fleet call centres, marketing data support, technical services [SVO], with over 25,000 vehicles under management.)

Business Development Director 2000-02

Promoted to the Exel Automotive global business development group, expanded role included working in Germany and the United States to lay the foundations for the entry of AMS services into these markets.
• 2001-2 secured new, long-term contracts with Ford (events), Peugeot (SVO & demos), the Leasing Group (van commissioning), Jaguar and Land Rover (company vehicle management); worth over £15m per annum – 33% increase in turnover.
• During 2001 was the MG Rover Account Director, completely restructuring the service offering and renegotiated an on-going contract worth £5m p.a. securing a site and 120 jobs
• Member of the Ford of Europe S & M Supplier Council in Cologne – regular consulting reviews.
• Responsible for re-branding Exel’s vehicle management businesses- 650 employees at 5 sites.
• Co-opted onto an ELV consulting group representing Exel plc to develop international solutions on product recycling and reverse logistics.

General Manager - Business Development 1997-2000

A wider role where all UK group business development co-ordinated through my office that was responsible for market research, product development, client presentations, new contracts, public relations and client liaison at the highest levels.
• Worked on new proposals with Volkswagen Group, MG Rover, Mercedes-Benz, Fiat, Peugeot, Citroen, BG and the development of new retail business opportunity.
• Chaired the Business Development Board, secured significant new contracts with Ford and Jaguar – Ford Direct contracts and PAG fleet management services.
• Managed a year on year growth in excess of 10%, to fulfil a rolling 5-year business plan to expand marketing support business into Europe and supervised the account management team.

Account Director 1992-97

The position was responsible for the strategic development of Ford client contracts that generated in excess of £10m per year in fees.
• Led contract and annual fee negotiations at board level in Ford on 5 major contracts employing 175 people.
• Project management of new operational teams, interfacing with multiple client business units.
• Creation of product and service offerings, working with other key Ford agencies or consultants (Wunderman, Cato, Johnson; Ogilvey & Mather; Imagination etc.).
• Development of performance measuring processes and quality standards involving SPC management reporting techniques.
• Production of specifications, business plans, cost forecasts and budgets.

Prior to a promotion in 1992 was Ford Divisional Manager, directly managing 47 people in Ford operational areas delivering demonstrator services, vehicle remarketing support and fleet management.
• Generated annual revenue increases from £6m to £10m in 5 years
• Expanded sales to Ford European operations in Germany
• Achieved Ford Tier 1 supplier status for Inside Track (Exel AMS)
• Initiated an Exel Logistics Q1 programme for Ford locations
• Restructured Inside Track’s Ford business and improved profitability by 40% to in excess of £1.2m