As the gatekeepers to this market, fleet managers decide which cars make the buying list. It’s a complicated job requiring proficiency in many fields – from being a contract negotiator to a mechanic, accountant to designer. So the cars they choose say a lot about their skill and talent as fleet managers. The pack used gentle humour encouraging fleet managers to discover the secret of their success via the mysterious magic of the ‘Amazing Stilo’ – based on that traditional children’s toy the ‘Fortune Telling Fish’. This enabled us to deliver technical and financial information in an involving manner.

The response has been unprecedented. In an average year, Fiat fleet sales would receive one or two calls a month. This activity generated 339 responses in four weeks. The majority of responses were from fleet managers with 500+ cars. It has since been established they are responsible for a staggering 51,764 vehicles. 49% of these fleet managers subsequently ordered a demonstration. Fiat are thrilled with the results. The activity has delivered hundreds of fresh sales leads and created new contacts in numerous companies – essential for future sales.