[UPDATE] Fit for purpose: How to choose the perfect sales rep car (Infographic)

Choosing the right car for your sales rep fleet might not seem like rocket science, but with all the options out there these days it definitely requires some research. 

If you want to keep your fleet running in top condition, you need to wade through the detail and make sure you’re choosing vehicles for the right reasons and that they're fit for purpose. There is plenty of online information about what to keep in mind when buying for your sales rep fleet, but every business is unique. The best advice is to take a step back, evaluate your business needs and what you require from your fleet, and work from there.

You need data such as distances travelled on a daily basis, areas covered, route information, type of cargo carried, as well as how your sales reps function (do they need Bluetooth or SatNav?).

Speak to your sales reps and ask their advice – then take all of that information, compare it to all the potential vehicles, and start cross-referencing to see which cars end up at the top of the list.

Yes, it is labour-intensive as it sounds, but fleet managers know that adding to your fleet requires research. New or growing companies who don’t have years of data to fall back on are well-advised to seek out a reputable fleet management partner who can help them dig through all the options.

Efficiency

At the core of every fleet – no matter its purpose – is efficiency. You want to ensure you choose the most efficient vehicle possible, without sacrificing load space. The most fuel-efficient cars often tend to be the smallest, and in most cases, these won’t work for the purpose of a sales rep.

You likely need a more sizeable car, such as a sedan or small SUV, but there are plenty of other factors that also influence efficiency. Before signing on the dotted line, make sure you’re opting for a vehicle with a good track record in terms of parts and servicing. Get this wrong, and you could end up with some unpleasant repair bills as well as lost revenue due to excessive downtime.

Many bean counters will immediately shout ‘entry-level!’ when it comes to equipping your sales rep fleet, but this is where experience and data earn their keep – an entry-level manual car might not be the most efficient choice for your fleet in the long run. If your sales reps are sitting in a lot of stop-start traffic (and they probably are), your fleet could benefit from choosing automatic vehicles instead. These may have a slightly higher sticker price, but they could save you a small fortune on gearbox repairs and fuel in the long run.

Comfort

Fleet managers need to keep in mind that a sales rep’s car is their office. Comfort is not a luxury in this case – it’s a smart business choice. It comes down to basic human nature – we tend to get demotivated and much less friendly if we’re constantly uncomfortable.

And comfort doesn’t have to come at a premium. Shop around and you’ll see that many affordable cars, such as the VW Golf for example, regularly make the ‘comfort list’.

Technology

Don’t be afraid to add some handy technology to your sales rep fleet. The idea that all fleet cars should be as utilitarian as possible is outdated and completely inefficient. If your employees are required to spend a lot of time on the phone or even online whilst out on the road, you need to make sure they can do this safely and easily.

Since we wrote this blog in 2017, much has changed and progressed in respect of hybrid and electric vehicles in the South African automotive market. Hybrid and electric vehicles most certainly need to be considered by any fleet owner, and as more manufacturers launch these vehicles, we are hoping that the cost of the vehicles will decrease somewhat. Many international corporate companies based in South Africa are now bound by their head offices policies and roadmaps to ‘green’ their fleets. Despite the numerous challenges in South Africa which we do not need to mention, if your sales rep is required to travel mainly in a town area, it may be worth considering a hybrid or electric vehicle. Here is a handy recent article to gain more insight into the makes and models of electric vehicles available, and expected to enter the South African market Click here to read the article published by MyBroadBand.

In addition to communication features, it’s always a good idea to look at advanced safety measures. Vehicle technology advances so quickly that many ‘exclusive’ features become somewhat common just a few years after they’re introduced. Automatic braking, for example, is a brilliant feature for sales reps who spend hours each day navigating through traffic.

Download The CHOOSE THE RIGHT CAR FOR YOUR SALES REP FLEET infographic in the format of your choice:

Speak to your employees and find out what their biggest frustrations are – you might not be able to solve every problem, but with the myriad options out there, you stand a good chance of increasing employee performance through some additional vehicle technology.

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This blog was last updated in December 2021.