PAUL Renton was already a broker before he joined Fleet Alliance’s Appointed Representative programme.
Known as The Motor Broker, Paul already had a well-established business, disposing of clients’ vehicles, sourcing and supplying new vehicles, but he was keen to expand into business contract hire and salary sacrifice, two areas that he considered would complement his existing offering.
He now operates as a Fleet Alliance AR while continuing his existing business and, having been onboarded in May, sold his first contract within a week, and has supplied several vehicles on lease since on Business and Personal Contract Hire.
In the trade since school
Paul says that the motor trade has been his living since he left full time education. At first, he went into fleet and corporate, but in 2000 went on his own offering mainly transactional deals.
He sold this business in 2020, taking a step back from the trade to assess his options for several months, but he says, “I later became the motor broker by default! When you’ve been in the trade for so long it never leaves you. The market was so disrupted and full of opportunities I decided to do what I know and get back trading, but as a broker.”
However, Paul very much wanted to consolidate and formalise his business, offering vehicle disposals for fleets and private individuals.
“I started looking at salary sacrifice and leasing for fleets but I couldn’t do that sort of business under my current licence, so that’s when I decided to join Fleet Alliance,” he says.
Choosing the right AR programme
Before joining Fleet Alliance, Paul says he considered three leasing brokers that provided AR opportunities.
“But when you start doing due diligence, once you begin scratching the surface of the promotional material, you soon realise they didn’t offer me what I was looking for,” says Paul.
“However, Fleet Alliance was different. I talked to a couple of existing Fleet Alliance ARs and made absolutely sure that I knew what I was getting into.”
Paul also points out the strength of the Fleet Alliance organisation – recently named a Best Workplace for Financial Services – with advantageous direct terms with OEMs, the capability of the consulting software and the consistent operational backing, making it “a proper company”.
Paul adds: “I like the culture, everyone has been super helpful, especially as I decided to move home and become an AR in the same week! But the operational support from AR Manager Terry Parker has been great – Terry is always there on the end of the line when I need assistance – and the compliance support with the funding makes my business much more fleet focused. I know I’ve done the right thing for the long term.”
Working as a Fleet Alliance AR
Paul says currently he’s sending out plenty of quotations for customers, but unlike the immediacy of his other broker business, it’s a longer term game. Or, as Paul says, “In football terms I’m learning to keep the ball until it’s time to put it in the net.”
He’s started going to networking events where he can now talk about salary sacrifice and fleet in addition to vehicle disposals.
“It’s a really useful offering,” Paul adds. “I can help a company and their staff dispose of vehicles if they need while having the ability to provide new cars via leasing.”
Paul highlights a charity auction where he found he could talk confidently about salary sacrifice, particularly how it works with NI on a £30,000 salary. “As a result I got an appointment to develop a salary sacrifice scheme for the company.”
Paul is based in Doncaster, South Yorkshire, and is also involved in golf networking events with Pro 5 Networking, hosting a monthly networking event at Worksop Golf Club. Paul is also an active member of the local Chamber of Commerce, and is industrious around networking, business and charitable events in the Yorkshire area.
“I’m connected with two golf and four business networks – I like the mixture of the two,” adds Paul. “It’s led me to hosting a golf/business networking event where I’ll be the only leasing broker present. These are the events from where my future prospects will come,” he adds.
It’s typical of Paul’s determination to grow the funding side of his business across multiple sectors and customer types. But it also demonstrates how an experienced business professional can diversify their offering and create new opportunities for growth with the Fleet Alliance AR programme.
“Offering a wider range of services through Fleet Alliance that strengthen my customer relationships is definitely the right decision,” he adds. “I’ve moved from a successful trader to a fully operational business without losing anything along the way. And I have the basis now to really grow the business.”
Does the Fleet Alliance Appointed Representative programme sound right for you?
To create greater business opportunities like Paul, 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.
