Tony Lewis, Global Head of Fleet at INEOS Automotive explores why operational resilience, lifecycle value, and purpose-built solutions like work-focused 4x4s are becoming critical for customers in utilities, construction, rural SMEs, and tourism — and how leasing brokers can add value by guiding clients through this complex landscape with credible, commercially viable solutions.
This October’s BVRLA Leasing Broker Conference comes at an important time for the industry. Brokers are being asked to do more than ever before: interpret complex market forces, guide customers through regulatory change, and balance environmental imperatives with real-world operational needs.
The central tension is clear. On one hand, the drive towards decarbonisation is accelerating, with fleets under pressure to demonstrate progress. On the other, customers in utilities, construction, rural SMEs, security, and specialist response still require vehicles that deliver uncompromising performance. For brokers, the challenge lies in navigating that gap — and in identifying solutions that bring both credibility and commercial sense.
Operational resilience
Downtime is fast becoming the biggest cost driver for hard-use fleets. A vehicle that is off the road does not just disrupt schedules; it eats directly into productivity and profit. That makes durability, serviceability, and access to parts just as important as the finance package.
For brokers, framing conversations around lifecycle resilience rather than just monthly rentals is a way to add real value. Customers want to know not only what a vehicle will cost, but how it will perform over years of demanding use. Highlighting solutions that are engineered with reliability in mind — vehicles built to tow, carry heavy loads, and withstand hard terrain — helps clients think beyond the first contract and towards total cost of ownership.
Use cases driving demand
This focus on resilience is especially relevant in sectors where uptime and capability remain critical:
- Utilities and construction: requiring dependable towing, heavy-duty payloads, and access to remote worksites.
- Rural SMEs and agriculture: balancing tax efficiency with durability in challenging terrain.
- Tourism and estates: where capability must be combined with brand credibility and customer perception.
In each of these use cases, the broker’s role is not simply to supply vehicles, but to integrate them into a solution that supports lifecycle value.
Where purpose-built vehicles fit
This is where purpose-built 4x4s, such as the Grenadier, are finding their place. Rather than competing with lifestyle SUVs, they sit in the space between SUV and van — designed with work in mind and engineered to cope with tough conditions. For brokers, the benefit lies in being able to point customers towards a clear, work-focused solution at a time when many operators are struggling to find vehicles that combine operational strength with commercial viability.
The broker opportunity
In 2025 and beyond, success will come to those brokers who move beyond transactional supply towards thought leadership: helping clients reconcile decarbonisation goals with operational realities, and positioning vehicles that deliver not just today’s performance, but tomorrow’s value.
