Women in Fleet: Candice Millar

Tell me about yourself and your role at Custom Fleet

I joined Custom Fleet 5 years ago in New Zealand as an Account Manager, then transitioned to a role as a Relationship Manager supporting corporate clients.

I’m currently working as a Business Development Manager. My experience in various roles has given me the valuable exposure to client’s needs and a comprehensive understanding of Custom Fleet’s systems and processes. Being aware of clients’ needs and being on both sides of business have played a crucial role in shaping my career enabling me to reach my current position.

What advice do you have for other women interested in pursuing a career in fleet management, and how can we create a more inclusive and diverse industry for all professionals?

Give it a go! Fleet management is a very fast-moving industry. Custom Feet has a high level of female engagement at 54%, compared to the overall automotive industry which is currently 14%.

I would recommend joining one (or more) of Custom Fleet’s workstreams like the Diversity Workstream or the Sustainability Committee. Doing this provided me the visibility of the overall structure in NZ and connection to the wider business including Finance, Legal, Operations, Marketing and Sustainability really giving an understanding of how the business is going and how you can contribute.

Also take part and be inclusive of our many culture days (example Harmony Day and Diwali), that are relevant to others in the organisation. Acknowledge that these are important days for some of our staff, and take the learnings. (Plus, the food is often amazing!!)

What inspired you to pursue a career in sales and business management in fleet, and what do you find most rewarding about your role?

I graduated with a Biology degree in 2014, and I saw this as my future. After graduating off the back of the GFC, many of the science roles were aboard and Europe was slow to recover after the GFC. There were very little specialist science roles on offer and NZ government science roles were far and few between. I had a business mentor at the business school, and he said to me: “You’re not a scientist. Get a job in sales”.

I listened to his advice and have not looked back. I love the pace and accountability and I enjoy working in fleet management.

The biggest satisfaction is definitely client’s feedback – this feeds my soul. I am passionate about helping clients and when they say things like ‘thank you for helping me with the onboarding process, it was a seamless experience’, it makes my day.

What unique perspectives and experience do you bring to the table as a woman, and how have these shaped your approach to your work?

Business development is sales driven by a single contributor rather acting as a team. This means certain aspects of the role are touch point sensitive. It’s crucial to establish processes and procedures then leverage the collective sales experience to ensure a more homogenised and comprehensive approach. I think women in particular are strong in this area.

What strategies have you found to be most effective in building strong relationships with clients and stakeholders in the fleet management industry?

The fleet industry is changing very quickly. Ensuring you are setup as an advisor and gaining trust, has helped me build the most meaningful relationships with my clients.

There’s currently a lot of disruption in the fleet industry and clients are looking for a partner to provide support and assist with the level of change required. I do this by working with the whole Custom Fleet Team to assist our clients with their needs, as we are the experts in the industry. We really are a one stop shop!

What do you see as the most significant challenges facing the fleet management industry?

The course of fleet is changing to focus on mobility. This is a huge step-change to the way the fleet industry operates currently. Custom Fleet is very future forward and drives innovation across our products and services. By seeking out the best partners and technologies in the spaces we operate in it allows us to test, advance and implement the new for our clients without the risk of them going it alone.

How do you stay on top of changes in the fleet management industry, and incorporate this knowledge into your sales and business development strategies?

I have an inquisitive mind set (this is my scientific brain). I make an effort to be up to date with trends, touch points in the business across other segments, feedback from our extensive client base, colleagues, industry forums, paid memberships, the supply chain etc – the list is endless. Being able to ingest the information and understand how this effects each client I’m working with is where I am able to show my value.

How do you see the role of technology evolving in fleet management, and what impact do you think it will have in the coming years?

There are two key aspects here:

1. Changes towards mobility as a service.
2. The volume and integrity of the data we collect as a fleet management company.

There’s a movement towards sharing data, away from the previous gatekeeping mindset. This change will allow clients full access to their data, meaning the onus is on the fleet manager to provide real recommendations and insights. If this is happening, you are providing value to your customers.

Other changes are driven by the update of Electric Vehicles and the changes needed to support them. Telematics for Electric Vehicles have unique requirements compared to traditional vehicles.

The focus has to shift towards maximising battery efficiency, optimising charging and range management, and monitoring overall electric motor performance.

Telematics systems for Electric Vehicles will play an increasingly crucial role in providing data and insights enabling fleet managers to make informed decisions about EV adoption and operation.