"1 Table of Contents 2
1.1 List of Tables 4
1.2 List of Figures 6
2 Introduction 8
2.1 What is This Report About? 8
2.2 Methodology 8
2.3 Profile Of Survey Respondents 9
3 Executive Summary 14
3.1 The UK Business Vehicle Industry Is Generally Optimistic About the Recovery of the UK Economy 14
3.2 The Level of Optimism about Revenue Growth Is Higher Among Suppliers than Fleet Users 14
3.3 Business Vehicle Industry Suppliers Companies Will Be Marginally Decreasing Their Marketing Spend Over the Next 12 Months 14
3.4 Industry Players Face a Number of Key Challenges Due to the Recession 15
3.5 Suppliers Are Adapting New Marketing And Sales Strategies During Recession And Recovery To Face Immediate Business Concerns 16
4 Economic Outlook and Confidence 17
4.1 UK Economy Recovery Expectations 17
4.2 Revenue Growth Expectations 21
5 Business Vehicle Industry Investment Outlook 24
5.1 Fastest and Slowest Growing Markets 24
5.2 M&A Activity Predictions 26
5.3 Suppliers’ Industry Outlook 27
6 Recession and Recovery: Threats and Opportunities for the Business Vehicle Industry 30
6.1 Leading Business Concerns due to Recession 30
6.2 Key Actions to Overcome Business Threats 33
6.3 Key Actions to Maintain and Win Buyer Business 37
6.4 Leading Recession and Recovery Related Business Opportunities 46
7 Marketing Spend Activity 50
7.1 Annual Marketing Budgets: Suppliers To The Industry 50
7.2 Expected Change In Marketing Expenditure Levels: Suppliers To The Industry 52
7.3 Change In Expenditure By Media Channel: Suppliers To The Industry 55
7.4 Future Investment In Marketing & Sales Technology: Suppliers To The Industry 59
8 Marketing & Sales Behaviors & Strategies & The Impact Of Recession & Recovery 63
8.1 Key Marketing Aims: Suppliers To The Industry 63
8.2 Marketing & Sales Practices During Recession & Recovery: Suppliers To The Industry 66
8.3 Expected Adaptations To Marketing Activities During Recession & Recovery: Suppliers To The Industry 69
8.4 Critical Success Factors For Choosing A Marketing Agency: Suppliers To The Industry 74
8.5 Marketing Attitudes & Approaches: Suppliers To The Industry 78
9 Appendix 80
9.1 Full Survey Results-Closed Questions 80
9.2 Methodology 85
9.3 Contact Us 86
9.4 About Global Markets Direct 86
9.5 Disclaimer 861.1 List of Tables
Table 1: Count of UK Business Vehicle Industry Survey Respondents By Company Type (Number of Respondents), 2009 Industry Survey 9
Table 2: Buyer Respondents By Job Role (% Buyer Respondents), UK Business Vehicle Industry, 2009 10
Table 3: Buyer Respondents By Organisations’ Global Turnover (% Buyer Respondents), UK Business Vehicle Industry, 2009 10
Table 4: Buyer Respondents By Organisations’ Total Number of Employees (% Buyer Respondents), UK Business Vehicle Industry, 2009 11
Table 5: Buyer Respondents By Organisations’ Office and Premises Locations in UK and Ireland (% Buyer Respondents), Business Vehicle Industry, 2009 11
Table 6: Supplier Respondents By Job Role (% Supplier Respondents), UK Business Vehicle Industry, 2009 12
Table 7: Supplier Respondents By Organisations’ Global Turnover (% Supplier Respondents), UK Business Vehicle Industry, 2009 12
Table 8: Supplier Respondents By Organisations’ Total Number of Employees (% Supplier Respondents), UK Business Vehicle Industry, 2009 13
Table 9: UK Business Vehicle Industry Expectations of UK Economy Recovery Timings By Company Turnover (% All Respondents), 2009 19
Table 10: UK Business Vehicle Industry Expectations of UK Economy Recovery Timings By Company Type: Company Vehicle Users: Small Fleet, Company Vehicle Users: Large Fleet, Company Vehicle and Service Suppliers (% All Respondents), 2009 20
Table 11: Company Revenue Growth Optimism By UK Business Vehicle Industry Company Type: Company Vehicle Users: Small Fleet, Company Vehicle Users: Large Fleet, Company Vehicle and Service Suppliers (% All Respondents), 2009 22
Table 12: Company Revenue Growth Optimism By Company Turnover: Industry Suppliers (% Supplier Respondents), UK Business Vehicle Industry, 2009 23
Table 13: Predictions of the Fastest and Slowest Growing Market Sectors for the UK Business Vehicle Industry (% Supplier Respondents), 2009 26
Table 14: Key Growth Areas In the UK Business Vehicle Industry (Analysis of Supplier Respondents), 2009 Industry Survey 28
Table 15: Key Growth Areas In the UK Business Vehicle Industry – Senior-Level Responses Only, 2009 Industry Survey 28
Table 16: Key Declining Areas In the UK Business Vehicle Industry (Analysis of Supplier Respondents), 2009 Industry Survey 29
Table 17: Key Declining Areas In the UK Business Vehicle Industry – Senior-Level Responses Only, 2009 Industry Survey 29
Table 18: Company Vehicle User: Small Fleet Vs. Company Vehicle User: Large Fleet Vs. Company Vehicle and Service Supplier: Leading Business Concerns for the Period 2009-2010 Among UK Business Vehicle Industry Buyers and Suppliers (% All Respondents), 2009 32
Table 19: Leading Business Concerns for the Period 2009-2010 Among UK Business Vehicle Industry Buyers and Suppliers By Region: North England and Scotland, Yorkshire, the Midlands and Wales, London and the South, Northern Ireland and Ireland (% All Respondents), 2009 33
Table 20: Most Important Actions Being Implemented to Overcome Leading Business Concerns In 2009-2010 In the UK Business Vehicle Industry (Analysis of All Respondents), 2009 34
Table 21: Most Important Actions Being Implemented to Overcome Leading Business Concerns In 2009-2010 In the UK Business Vehicle Industry – Senior-Level Responses Only, 2009 35
Table 22: Most Important Actions Being Implemented By Company Vehicle Users: Small Fleet, Company Vehicle Users: Large Fleet to Overcome Leading Business Concerns In 2009-2010 In the UK Business Vehicle Industry (Analysis of Company Vehicle Users: Small Fleet, Company Vehicle Users: Large Fleet Respondents), 2009 36
Table 23: Most Important Actions Being Implemented By Company Vehicle and Service Suppliers to Overcome Leading Business Concerns In 2009-2010 In the UK Business Vehicle Industry (Analysis of Company Vehicle and Service Supplier Respondents), 2009 37
Table 24: The Most Important Actions for Suppliers to Take to Maintain and Secure Buyer Business During the Recession In the UK Business Vehicle Industry: Supplier Responses Vs. All Buyer Responses (% All Respondents), 2009 39
Table 25: The Most Important Actions for Suppliers to Take to Maintain and Secure Buyer Business During the Recession In the UK Business Vehicle Industry: Company Vehicle User: Small Fleet Vs. Company Vehicle User: Large Fleet (% Buyer Respondents), 2009 41
Table 26: The Most Important Actions for Suppliers to Take to Maintain and Secure Buyer Business During the Recession In the UK Business Vehicle Industry: Analysis of Buyer Respondents By Company Turnover (% Buyer Respondents), 2009 42
Table 27: The Most Important Actions for Suppliers to Take to Maintain and Secure Buyer Business During the Recession In the UK Business Vehicle Industry: Analysis of All Buyer Respondents By Company Vehicle Procurement Budget (% Buyer Respondents), 2009 43
Table 28: The Most Important Actions for Suppliers to Take to Maintain and Secure Buyer Business During the Recession In the UK Business Vehicle Industry: Analysis of All Buyer Respondents By Region (% Buyer Respondents), 2009 45
Table 29: The Most Important Actions for Suppliers to Take to Maintain and Secure Buyer Business During the Recession In the UK Business Vehicle Industry: Analysis of All Buyer Respondents By Purchasing Decision Seniority (% Buyer Respondents with Purchasing Decision Influence), 2009 46
Table 30: Leading Business Opportunities During the Recession (Analysis of All Respondents), 2009 Industry Survey 47
Table 31: Leading Business Opportunities During the Recession – Senior-Level Responses Only, 2009 Industry Survey 48
Table 32: Leading Business Opportunities for Company Vehicle Users: Small Fleet, Company Vehicle Users: Large Fleet During the Recession In the UK Business Vehicle Industry (Analysis of Buyer Respondents), 2009 49
Table 33: Leading Business Opportunities for Company Vehicle and Service Suppliers During the Recession In the UK Business Vehicle Industry (Analysis of Supplier Respondents), 2009 49
Table 34: Annual Marketing Budget In GBP By Company Turnover (% Supplier Respondents), UK Business Vehicle Industry, 2009 52
Table 35: Expected % Change In Marketing Expenditure Levels Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Business Vehicle Industry, 2009 54
Table 36: Expected Increase Or Decrease In Expenditure By Media Channel Over The Next 12 Months: Company Vehicle & Service Supplier (% Supplier Respondents), UK Business Vehicle Industry, 2009 57
Table 37: Expected Marketing & Sales Technologies To Invest In Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Business Vehicle Industry, 2009 62
Table 38: Key Marketing Aims Over The Next Year: Company Vehicle & Service Supplier (% Supplier Respondents), UK Business Vehicle Industry, 2009 64
Table 39: Most Rated New Media Channels For New Business Generation By Company Turnover (% Supplier Respondents), UK Business Vehicle Industry, 2009 68
Table 40: Expected Adaptations To Marketing Activities During Recession & Recovery By Company Turnover (% Supplier Respondents), UK Business Vehicle Industry, 2009 72
Table 41: Critical Success Factors For Choosing A Marketing Agency By Expected Change In Future Marketing Expenditure (% Supplier Respondents), UK Business Vehicle Industry, 2009 77
Table 42: Critical Success Factors For Choosing A Marketing Agency By Company Turnover (% Supplier Respondents), UK Business Vehicle Industry, 2009 78
Table 43: Marketing Attitudes & Approaches - Level Of Agreement With The Following Statements: Company Vehicle & Service Supplier (% Supplier Respondents), UK Business Vehicle Industry, 2009 79
Table 44: Full Survey Results - Closed Questions 801.2 List of Figures
Figure 1: Leading Business Concerns for the Period 2009-2010 Among UK Business Vehicle Industry Buyers and Suppliers (% All Respondents), 2009 15
Figure 2: UK Business Vehicle Industry Expectations of UK Economy Recovery Timings (% All Respondents), 2009 17
Figure 3: UK Business Vehicle Industry Expectations of UK Economy Recovery Timings By Company Turnover (% All Respondents), 2009 18
Figure 4: UK Business Vehicle Industry Expectations of UK Economy Recovery Timings By Company Type: Company Vehicle Users: Small Fleet, Company Vehicle Users: Large Fleet, Company Vehicle and Service Suppliers (% All Respondents), 2009 20
Figure 5: Company Revenue Growth Optimism in the UK Business Vehicle Industry (% All Respondents), 2009 21
Figure 6: Company Revenue Growth Optimism By UK Business Vehicle Industry Company Type: Company Vehicle Users: Small Fleet, Company Vehicle Users: Large Fleet, Company Vehicle and Service Suppliers (% All Respondents), 2009 22
Figure 7: Company Revenue Growth Optimism By Company Turnover: Industry Suppliers (% Supplier Respondents), UK Business Vehicle Industry, 2009 23
Figure 8: Predictions of the Fastest and Slowest Growing Market Sectors for the UK Business Vehicle Industry (% Supplier Respondents), 2009 25
Figure 9: Merger and Acquisition Activity Expectations Over the Next 12 Months In the UK Company Vehicle and Service Supplier Industry (% Company Vehicle and Service Supplier Industry Respondents), 2009 27
Figure 10: Leading Business Concerns for the Period 2009-2010 Among UK Business Vehicle Industry Buyers and Suppliers (% All Respondents), 2009 30
Figure 11: Company Vehicle User: Small Fleet Vs. Company Vehicle User: Large Fleet Vs. Company Vehicle and Service Supplier: Leading Business Concerns for the Period 2009-2010 Among UK Business Vehicle Industry Buyers and Suppliers (% All Respondents), 2009 31
Figure 12: The Most Important Actions for Suppliers to Take to Maintain and Secure Buyer Business During the Recession In the UK Business Vehicle Industry: Supplier Responses Vs. All Buyer Responses (% All Respondents), 2009 38
Figure 13: The Most Important Actions for Suppliers to Take to Maintain and Secure Buyer Business During the Recession In the UK Business Vehicle Industry: Company Vehicle User: Small Fleet Vs. Company Vehicle User: Large Fleet (% Buyer Respondents), 2009 40
Figure 14: The Most Important Actions for Suppliers to Take to Maintain and Secure Buyer Business During the Recession In the UK Business Vehicle Industry: Analysis of All Buyer Respondents By Region (% Buyer Respondents), 2009 44
Figure 15: Annual Marketing Budget In GBP: Company Vehicle & Service Supplier (% Supplier Respondents), UK Business Vehicle Industry, 2009 50
Figure 16: Annual Marketing Budget In GBP By Company Turnover (% Supplier Respondents), UK Business Vehicle Industry, 2009 51
Figure 17: Expected % Change In Marketing Expenditure Levels Over The Next 12 Months: Company Vehicle & Service Supplier (% Supplier Respondents), UK Business Vehicle Industry, 2009 53
Figure 18: Expected % Change In Marketing Expenditure Levels Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Business Vehicle Industry, 2009 54
Figure 19: Expected Increase Or Decrease In Expenditure By Media Channel Over The Next 12 Months: Company Vehicle & Service Supplier (% Supplier Respondents), UK Business Vehicle Industry, 2009 56
Figure 20: Expected Increase In Expenditure By Media Channel Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Business Vehicle Industry, 2009 58
Figure 21: Expected Marketing & Sales Technologies To Invest In Over The Next 12 Months: Company Vehicle & Service Supplier (% Supplier Respondents), UK Business Vehicle Industry, 2009 60
Figure 22: Expected Marketing & Sales Technologies To Invest In Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Business Vehicle Industry, 2009 61
Figure 23: Key Marketing Aims Over The Next Year: Company Vehicle & Service Supplier (% Supplier Respondents), UK Business Vehicle Industry, 2009 64
Figure 24: Most Important Key Marketing Aims Over The Next Year By Expected Change In Future Marketing Expenditure (% Supplier Respondents), UK Business Vehicle Industry, 2009 65
Figure 25: Most Important Key Marketing Aims Over The Next Year By Company Turnover (% Supplier Respondents), UK Business Vehicle Industry, 2009 66
Figure 26: Most Rated New Media Channels For New Business Generation: Company Vehicle & Service Supplier (% Supplier Respondents), UK Business Vehicle Industry, 2009 67
Figure 27: Most Rated New Media Channels For New Business Generation By Company Turnover (% Supplier Respondents), UK Business Vehicle Industry, 2009 68
Figure 28: Importance Of ROI Metric Types For Measuring Media Campaigns: Company Vehicle & Service Supplier (% Supplier Respondents), UK Business Vehicle Industry, 2009 69
Figure 29: Expected Adaptations To Marketing Activities During Recession & Recovery: Company Vehicle & Service Supplier (% Supplier Respondents), UK Business Vehicle Industry, 2009 70
Figure 30: Expected Adaptations To Marketing Activities During Recession & Recovery By Company Turnover (% Supplier Respondents), UK Business Vehicle Industry, 2009 71
Figure 31: Expected Change In Face-To-Face Meetings Over The Next 12 Months: Company Vehicle & Service Supplier (% Supplier Respondents), UK Business Vehicle Industry, 2009 73
Figure 32: Expected Change In Face-To-Face Meetings Over The Next 12 Months By Company Turnover (% Supplier Respondents), UK Business Vehicle Industry, 2009 74
Figure 33: Critical Success Factors For Choosing A Marketing Agency: Company Vehicle & Service Supplier (% Supplier Respondents), UK Business Vehicle Industry, 2009 75
Figure 34: Critical Success Factors For Choosing A Marketing Agency By Expected Change In Future Marketing Expenditure (% Supplier Respondents), UK Business Vehicle Industry, 2009 76"