Wessex Fleet celebrates 20 years of broking

Then and now – 20 years of Wessex Fleet. Left, a fresh faced trio of Tim, Spencer and Simon set up the broker business in 2004. And on the right today, 20 years later with a successful and long-standing broker business.

CONGRATULATIONS to Wessex Fleet on 20 years in the broking business.

The story began in 2004 when Tim McNally and Spencer Blake, then part of the senior management team at Enterprise Rent-A-Car, took their knowledge of vehicle management and set up their own business, determined to create an environment where the customer’s experience was at the heart of everything. A third director, Simon Naylor, came on board in year two.

That was then: 18 years later Wessex Fleet is a different proposition with over 50 employees, a turnover of £9m, the Xcite Car Leasing rental brand, Xcite Salary Sacrifice and a network of 11 AR partners.

Spencer Blake, Director, recalls; “Our first office was rented in a shared block and smaller than our current board room, decked out in grey furniture with red trim and red office chairs. Tim always said it looked like a boy’s bedroom and was just missing a poster of ‘The A Team’. In those early years it was very much about supplying one lease and moving on to the next.

“I remember singing and dancing around the kitchen on my own when the company was finally able to afford to support Tim, Simon and me with a wage.”

Tim McNally, Director, adds: “We set up the business to focus primarily on providing company vehicles for the corporate sector. Our business model was straightforward enough but, in the early days, we hadn’t really anticipated changes that were starting to happen in the retail sector and the effect this was going to have on the leasing industry as a whole.

“The concept of an individual leasing a vehicle was alien to many who were accustomed to owning their own vehicle. The change of mindset from ownership to usership has been hugely beneficial to the growth of Wessex Fleet and the subsequent creation of Xcite Car Leasing as a retail brand.”

Simon Naylor, Director, reflects: “To think that 20 years ago, we didn’t know any of the guys that work today, or any of the clients, many of whom are now good friends. It’s been brilliant to see Wessex as not only a business, but a good way to meet some great people.”

Wessex Fleet in the early years — Wessex Fleet staff in the early years

Challenges on the way

Simon recollects that there have been some challenging moments over the 20 years: “It was tough trying to grow Wessex during some difficult times; the 2008 crash for example. My wife and I got married a few weeks after the crash… Some of the funders literally shut the door, and said they had no money. It was crazy.

“However, we got through it, and worked it out. Then Covid…and the same challenges. Overall, those experiences make you stronger, but they are a right pain as well!”

Spencer agrees: “There was Brexit and the Ukraine conflict, but without a shadow of doubt the biggest challenge was Covid. I still remember driving home from the office on the day Prime Minister Boris Johnson announced the first lockdown. I genuinely didn’t know what was going to happen or whether we would still have a company and our employees would still have jobs.

“I also remember Tim calling me the day the Government announced the furlough scheme. We knew then that the business would survive. I’ll be forever grateful to those employees who did battle on through Covid. They were fundamental in keeping the company going.”

What about the next 20 years?

“Certainly, with the tax considerations committed until at least 2028, EVs are here to stay. I think we’ll see better charging infrastructure, more electric commercial vehicles, and a general continuation of the current trend. Longer term, we may well see hydrogen start to challenge EVs, but I think this will be once ICE units are almost gone as an offering,” says Simon.

Tim agrees:; “The shift towards electrification is already well under way. The improvements in charging infrastructure have been substantial recently, resulting in growing confidence among drivers to use EVs in the same way they would use a conventional diesel or petrol car. This will no doubt pave the way for EV adoption amongst the wider public.

“EVs have gone hand in hand with increased levels of tech in terms of both safety features and information systems. The former means we are getting closer to a full self-driving mode of transport, and I can see that will develop to not needing to own a vehicle at all through using a network of linked vehicles that can be called upon as and when required.”

“EV products now make up over 40% of all new leases we supply,” adds Spencer. “With the transition to EV, I think some of the old incumbent manufacturers need to raise their game with the fresh competition coming for the Chinese markets. I do wonder if electric will be the long-term answer. I think if I’m still working in Wessex in 20 years’ time then I suspect we may be leasing hydrogen powered vehicles.”

Money off offer and staff cruise

Wessex Fleet is marking 20 years in business with £50 off its admin fee for orders taken in August.

The Salisbury-based leasing broker also plans to take staff on a sunset cruise on the Dorset Queen around Poole Harbour and, weather permitting, across to Swanage, with a barbeque and live music.

Spencer says: “I have always thought of Wessex as a family in that we all look out for each other and do our best to support one another in collectively doing our best for customers.

If you look after your customers, support and develop your employees, then the profits will take care of themselves.

“We have a number of couples that wouldn’t be together if it weren’t for Wessex. We haven’t had a Wessex wedding or baby yet, but I don’t think we are too far away!”

Landmarks in the 20 years of Wessex Fleet

Wessex Fleet Solutions was founded in 2004 by three friends who were colleagues, Tim McNally, Simon Naylor and Spencer Blake, to create a fleet management company putting the customer experience at the heart of everything. Wessex Fleet combined their 35 years of leasing and rental industry knowledge and a year later in 2005 became FSA approved (now known as the FCA) allowing them to discuss financial products with their clients.
In 2006, the company was appointed as an approved partner of Network, now known as LeasePlan, and a year later launched a new, bespoke online vehicle rental system allowing business users to access a large panel of rental companies.
Wessex Fleet moved from its small Salisbury office to a larger office based in Harnham, Salisbury in 2009, due to a growing team, and was appointed the supplier of Whatcar? Magazine contract hire data in 2011. In 2012, Wessex Fleet Director, Spencer Blake, was appointed to the BVRLA Leasing Broker Committee.
Two years later, Wessex Fleet was selected among a handful of brokers allowed access to the Alphabet Partner funding system. Further growth in 2015 meant another move for the company, to bigger premises in the Wilton Shopping Village, just outside of Salisbury.
In 2016, Wessex Fleet launched an online fleet management tool called Wessex Drive enabling a more streamlined, efficient user experience for corporate customers. A year later, Spencer was appointed the chairman of the BVRLA Leasing Broker Committee, and the company became a finalist in the South Wiltshire Business of the Year Awards for Business of the Year.
In 2018, Wessex Fleet were named Winners of the Marketing Excellence Award at the South Wiltshire Business of the Year Awards. A rebrand followed in 2019, reflecting the company’s core values; Be Genuine, Be Enthusiastic, Be Dedicated, Be Effective.
In 2021, Wessex Fleet’s AR programme was established, helping smaller brokers get better rates and creating a network of 11 trusted partners across the UK. A year later, the company moved to their current, new, modern offices at Milford House in the centre of Salisbury.
In 2023, the firm extended its reach within the personal leasing sector by rebranding its personal lease offering as Xcite Car leasing and launching a separate website.
Wessex Fleet went on to win Leasing.com’s Customer Service Broker of the Year award in 2024 and has just launched the Xcite Salary Sacrifice website for electric vehicles.