Business leasing is making a comeback. This course equips delegates with the essential financial knowledge to sell vehicle leasing to fleets with confidence. Consultative selling involves discussing the facts about the most suitable product for business customers' needs. We cover the lease-v-buy conundrum, and principles of whole life costs and total cost of ownership as enablers of fact-based fleet procurement decisions.
Who should attend?
Aimed at sales directors, account managers, business development managers, sales support and customer service teams who provide day-to-day advice and guidance to fleets and drivers, this course is suitable for staff providing customer support at all levels.
Course content
Introduction to lease accounting
A high level introduction including:–
- UK GAAP
- IFRS 16
- Balance sheet and P&L account implications of moving to IFRS 16
- Commercial considerations
- Profitability
- Solvency
- Gearing
Taxation overview
This session will present an overview of key employee and employer taxation as they apply to fleets, with a view to laying the foundations for the later whole life cost session:-
- Employee tax, including income tax, BiK tax (as it applies to cars, vans & fuel) and Class 1 NIC
- Employer tax, including Class 1A NIC, corporation tax, capital allowances, the lease rental restriction and VAT for purchased and leased vehicles
- Other taxes, including VED, and mileage payments, including AFRs and AMAPs
An overview of vehicle financing options
This session will cover the principal financial products on the market taking into account:-
- Their principal features
- How they’re accounted for and taxed
- The commercial factors that determine when and for whom they’re best suited
- The vehicle finance options considered include:-
- Contract hire
- Finance lease
- Hire purchase
- Contract purchase
- Outright purchase
- Sale & leaseback
- PCH affinity
- Salary sacrifice
- Employee car ownership
An introduction to Whole Life Costs
This session will introduce the concept of whole life costs, examining:-
- What factors should be taken into account when calculating the whole life cost of a car and a van
- Why whole life costs are important, especially when comparing ICE vs PHEV vs EV
- How to compare one funding method against another, particularly lease vs buy
Learning outcomes
At the end of the course, attendees will understand:-
- How employees are taxed and the principal taxes that continue to drive the fleet market
- The critical effect of BiK tax on company car drivers and how it shapes fleet trends
- The employer tax factors that fleet decision makes must be aware of and how these influence the whole life cost analysis
- Corporate and personal funding options available and how tax influences fleet procurement decisions
- The importance of whole life costs, their impact on fleet policy and scheme design and how delegates can influence procurement based decisions
- The key principles of lease accounting and have an appreciation of the commercial impact of IFRS 16
Trainer
Following a successful career with Arthur Andersen and Deloitte, Jeff Whitcombe, a Chartered Accountant with 30 years' experience, founded his own employee reward and employment tax compliance practice in 2008. Drawing on his already extensive automotive experience, within a few years Jeff had set up two other companies, which continue to provide specialist business car consultancy, training and software solutions to the motor industry.
In addition to being a BVRLA Trainer, Jeff developed whole life cost based software to support fleet policy reviews and decision making, the design and implementation of tax efficient schemes such as salary sacrifice, employee car ownership (ECO) and personal contract hire (PCH) affinity, and the preparation of tax focused fleet marketing.
Working under the BCF Wessex and Gensen brands Jeff has developed innovative, multi-platform digital solutions to help clients implement the optimum business car fleet and thereby deliver value to their customers by rapidly transforming complex concepts and calculations into easy to understand results and comparisons, which empower business development and support the transition from low value commodity to high value-added consultative selling.
Duration
4 hours – 9.30 – 13.30
Dates and locations
Please use the drop down menu on the right hand side of this page to see the dates that are currently available.
All courses are now held via an interactive online tool. Details of which will be sent when booking has been confirmed.
Costs
2025 Pricing
*Book your spaces 2 weeks or more in advance of the course date and receive a £100 discount on the course fee*
Member Fee £329 + VAT (Full Price £429 + VAT less than 2 weeks before the course date)
Non-Member Fee £529 + VAT (Full Price £629 + VAT less than 2 weeks before the course date)
Have you thought about this course 'Driven by You'?
This course, alongside our whole course portfolio, can be 'Driven by You' exclusively for your business. Visit our BVRLA Driven by You page find out more.
Cancellation Policy
Requests for cancellation of a training course booking must be received in writing via email to [email protected] for the attention of the Learning and Development Professional. Requests for cancellation received more than 30 days prior to the course start date incur an administrative charge for the processing of the refund at the rate of 25% of the course fee. Requests for cancellation received more 15-30 days prior to the course start date incur an administrative charge for the processing of the refund at the rate of 50% of the course fee. There is no refund on cancellations made 14 days or less prior to the course start date as there is an impact on other delegates who have booked to attend and could result in the course being cancelled overall.
Postponements
Postponement of attendance from one course to a later course can be requested in writing as per the cancellations policy above to training @bvrla.co.uk. Requests to postpone more than 30 days prior to the course start date will incur an administration charge of £35 + VAT. Requests to postpone more 15-30 days prior to the course will incur an administration charge of £70 + VAT. Requests to postpone 14 days or less prior to the course will be treated as a cancellation, with no refund payable.
Substitutions
You can request the substitution of a delegate for another in writing as per the cancellations policy above to [email protected]. There is no charge for this. Requests for substitution must be made no later than one business day prior to the scheduled course start date.
Please note that photographs and/or footage will be taken throughout this training course. These will be used by the BVRLA for marketing and publicity in our publications, on our website and social media platforms.
If you would not like to be included in any photographs or footage please let us know by emailing [email protected].