- Executive management changes for (L to R) Chris Tubbs, Scott Holland and Chris Swallow
NOVUNA Vehicle Solutions has made a number of executive management changes as it continues to invest in its Associate channel following a record year of growth.
Former Head of SME, Chris Tubbs, has returned from his sabbatical sailing around Spain and takes up a new role in the business as Head of Manufacturer Relationships and Partnerships. In addition he will support specialist projects across the Novuna Vehicle Solutions business.
Stepping up as Head of SME is Scott Holland, who has been covering the role during the Tubbs sabbatical period.
Chris Swallow is also taking on further responsibilities with the addition of the dealer channel to his broker responsibilities. Reporting to Scott Holland, Chris is now named Head of Associates.
Management changes follow near 100% YOY growth
The new responsibilities within the executive team at Novuna Vehicle Solutions follows a record year (April 25-March 26) in which the Associates channel virtually doubled its volume to 27,000 vehicles.
Underpinning the growth was the introduction of the new QuotePro platform in January. Developed in partnership with Codeweavers, it has made vehicle ordering highly efficient, the order and delivery system incorporating tactical offers, auto underwriting for both regulated and non-regulated business, with both e-sign capability and a delivery management system.
“QuotePro’s automation has allowed for large volume growth without impacting service levels, while the new integrated ‘Tactical offers page’ has been a game changer for brokers and dealers alike. In addition, tactical volumes have more than doubled in the past 12 months representing a combination of Novuna-led deals as well as broker-funded opportunities.”
Investing in account management to support sustainable growth
Following the record year for deliveries through the Associate channel, Novuna is evolving its Associate strategy to ensure account management and sales support are focused where they can have the greatest impact. the business has decided to reduce the number of Associates it supports.
The change in strategy follows analysis of vehicle orders, with 80% of orders being placed by the top 20 Associates.
“Head count remains the same in our division thanks mainly to the automation benefits of QuotePro,” continued Chris.
“That gives us the opportunity to focus our account management and sales support around broker and dealer partners where we can work more closely to maintain strong volumes, deliver excellent customer experience and support future growth.”
As part of the evolved strategy, Novuna’s Associate programme now comprises 100 broker and dealer partners, made up of 70 broker and 30 dealer Associates.
Supporting consistent growth
As part of the refreshed programme, Associates will need to achieve a minimum annual volume of 75 units, tracked at the end of each quarter, to support a more consistent flow of business throughout the year rather than front or back-loading volume.
“It’s going to be an exciting year for Novuna and we have hit the ground running,” added Chris. “There are further developments coming, the most notable being Finance Lease which we’ve been trialling with a few brokers and shall look to roll it out across our Associates at the beginning of Q4.”
Novuna Vehicle Solutions was the category partner for the Editor’s Award at this year’s Broker News Awards, Chris Swallow handing out awards to Stephen Greenstreet (Greenfleets) and Mark Tongue (Select Car Leasing) on behalf of Editor Ralph Morton.
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Ralph Morton is the leading journalist in the leasing broker sector and editor of Broker News, the website which provides information and news for BVRLA-registered leasing brokers. He also writes extensively on the fleet and leasing market in both the UK and Europe.
