The fleet leasing market has consolidated. Supplier choice has narrowed. And somewhere in that shift, too many corporate clients have lost strategic control of one of their most significant cost categories. Three industry veterans, with a combined 100+ years of experience, explore what is happening, why it matters, and what fleet and procurement leaders need to do about it.
One conclusion stands out above all others: the client must own their strategy. Outsourcing it, to a leasing company, to a procurement process, or to price alone, has a cost that rarely shows up until it’s too late.
What This Webcast Covers
Fleet is consistently underestimated at senior level. The assumption, common at C-suite, is that running company cars is straightforward. Anyone who has managed a fleet across multiple markets knows that is not true. The complexity is real, the commercial exposure is significant, and the consequences of getting it wrong compound quietly over a contract term.
This webinar brings three experienced voices together to talk about what is actually happening in the international leasing market, and what it means for the organisations buying it.
— Ivor Johnson, fleet industry veteran
The Topics Covered Include
- Why consolidation has raised the bar for buyers — not lowered it
- How procurement-led deals often cost more in the long run — and no one goes back afterwards to check whether the projected savings were ever delivered
- What leasing companies actually earn money on — and why understanding that is the starting point for any serious commercial negotiation
- Where AI fits in — and why it supports good decision-making rather than replacing it
- How electrification is changing the service model, and what fleet managers need to plan for
— Paul Holick, Chairman, Association of Fleet Professionals
Meet the Panel
Graham has over 40 years in the fleet industry and founded Fleetworx 21 years ago. Fleetworx works exclusively on the client side, never for leasing companies, helping multinational organisations manage their lessor relationships, commercial terms, and fleet data across the UK and EMEA.
Ivor Johnson — Fleet Industry Veteran
Ivor brings more than 40 years of fleet experience across corporate, supplier, and consulting roles, with deep expertise in international fleet management across multiple markets and geographies. Recently retired, he offers a candid, unvarnished perspective on the industry as it stands today.
Paul Holick — Chairman, Association of Fleet Professionals / CEO, Lightfoot Telematics
Paul chairs the AFP, the UK body for fleet professionals, with over 2,000 members, and leads Lightfoot Telematics, a driver gamification and ESG platform. He has held senior roles at Alphabet, Inchcape Solutions (now Kinto), and The Miles Consultancy, with experience on both the supplier and client side of international fleet at scale.
Who’s It For?
Fleet rarely gets the strategic attention it deserves at board level. It is often viewed as an operational overhead rather than a category with meaningful commercial complexity, and that perception creates risk for the people responsible for managing it.
— Paul Holick, Chairman, Association of Fleet Professionals
This webinar is for the people who are, or who want to be, exactly that kind of buyer. It is particularly relevant for:
- Fleet managers and heads of fleet at multinational organisations managing across multiple markets
- Procurement directors with fleet in their category portfolio, especially those approaching contract renewal
- Finance directors with fleet as a significant line on the balance sheet
- HR leaders responsible for company car policy, driver safety, and benefit structures
- Anyone preparing for a lessor review, a competitive tender, or a strategic reset of their fleet programme
If your organisation operates 250 or more vehicles across more than one country, the dynamics discussed here will be directly relevant to your next commercial decision.