Meet Paul Burrows, new to Fleet Alliance and its Appointed Representative programme, but well-known to many trades people he served during his time working at Vanarama, now part of Autotrader.
Highly established in the automotive sector, Paul was a dealer principal by the age of 21 and continued in automotive retail until he was 38. One of his favourite moments during that time included turning a retail branch on termination notice into a successful dealership.
More recently Paul has worked as a franchisee of Vanarama, engaging with SME customers, trades and local businesses with a particular emphasis, as you might expect, on vans and commercials.
“That experience gave me a strong understanding of the van market, the importance of practical advice, and the value customers place on dealing with someone who understands their business rather than simply quoting a monthly rental,” says Paul.
“I come from the Cotswold area and that was my area for Vanarama. I like SME business users, and I like to find the right solution and deliver in terms they can understand. For example, they wouldn’t use a dodgy old drill for work, so why would they turn up in a dodgy old van? A van is a cost to the business, the same as a drill. So I tell them to get over the ownership bit and embrace the benefits of leasing.”
What attracted Paul to the Appointed Representative model with Fleet Alliance?
Paul says he was keen to replicate the Vanarama model after five years away from the automotive sector, and had been watching Global Vans, “because they would beat us every time we came up against them”.
So when Fleet Alliance became part of the Global Vehicle Group, Paul seized the opportunity to contact Laura Muir, Head of Appointed Representative and Partnership at Fleet Alliance.
“I knew that Fleet Alliance operated an Appointed Representative model whereas Global Vans did not, so I knew it was a conversation worth having. It felt like a natural way back into a market that I understood well, but with the backing, systems, funding relationships and credibility of a larger national business, along with access to the stock and deals offered by Global Vans,” explains Paul.
What van customers need
Paul explains that his experience with Vanarama had taught him that van customers needed clear, straightforward guidance. “A van is not just transport; it remains central to how they work, earn their money and serve their own customers. Getting the right vehicle, funding structure and support matters.”
He adds that working within Fleet Alliance, with its array of prime funders, means he doesn’t have to spend the first half hour explaining to a customer that the deal they’ve seen is not available – as was his previous experience as an AR – but that the marketing deal is doable. “It’s a much better experience talking to a customer in that way,” he adds.
He also believes that the van market is going through a transitional period, with businesses facing a complex range of decisions over vehicle suitability (diesel or electric), different funding options and running cost clarity.
“That creates a real opportunity for Fleet Alliance to provide practical, trusted advice rather than just headline offers,” he says.
Paul Burrows on growing his customer base
Paul says his ambition is to build a healthy and locally based business in Wiltshire where he now lives, mainly with trades people and local business operators as their ‘go to person’ for vehicles. “I’m a commercial vehicle specialist so I can speak ‘van’ fluently and deliver on those business relationships,” Paul adds.
That doesn’t mean he’s adverse to developing relationships with bigger companies, while also introducing salary sacrifice to businesses as well.
At the moment he is concentrating on building relationships through LinkedIn and establishing relationships with traders such as groundworkers, landscape gardeners and so on.
“I’m using LinkedIn to release approved Fleet Alliance marketing,” says Paul. “It’s a bit like hiring a rotavator. You don’t often need one, but when you do you head to Speedy Hire. It’s the same with trades people who use vans. They’re not looking to replace their vans every year, but when they do it’s my job to ensure I’m front of mind.”
Would you like to join Paul Burrows as a Fleet Alliance Appointed Representative? More information below
Download the Fleet Alliance AR brochure here, or contact Laura Muir, Head of Appointed Representatives and Partner, on laura.muir@fleetalliance.co.uk
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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.
