Leading contract hire and leasing firms have pledged their
commitment to the leasing broker sector, the British Vehicle Rental
and Leasing Association (BVRLA) said, but warned that they are only
looking for long-term relationships that produce high-quality
business.

The BVRLA, which represents companies engaged in the leasing and
rental of cars and commercial vehicles, hosted representatives from
lessors such as Arval, LeasePlan and Lex Autolease at a recent
Leasing Broker Committee meeting.

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Here, the companies all confirmed that the broker channel was
still a significant route to market for them.

“Introducer-based business is a key part of our product mix,”
said Jo Elms, brand director at LeasePlan’s Network small business
division. “We intend to significantly grow our volumes in this area
in 2010, but we will use fewer brokers and will deliver higher
levels of customer service.”

Steve Cocks, national sales manager at Lex Autolease, also
confirmed his company’s continued presence in the sector: “Brokers
play a vital role in bringing a growing number of customers to Lex
Autolease and we are firmly committed to this important
channel.”

Arval’s head of SME divisions, Mike Curtis, also said: “We are
keen to support brokers who offer a relationship-based approach
with their customers and provide efficient back-office processing
and strong risk management.”

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The committee agreed that it would work with the BVRLA on a
series of measures that will continue to improve broker standards
across the sector.

“Most brokers have been raising standards for a few years now,
and our challenge is to show that our channel can produce business
that complements the leasing companies’ direct sales operations,”
said Mike Lloyd, managing director of Central Contracts and
chairman of the BVRLA Leasing Broker Committee.

Jason T Hesse