Fleet Procurement & OEM Selection Study
Fleet Managers, Procurement Heads, and Network Development Leads evaluate total cost of ownership, OEM service terms, and vehicle lifecycle fit, so you can sharpen acquisition positioning, convert high-value fleet accounts, and benchmark pricing against active tender windows.
CONTEXT & RELEVANCE
Why run this survey now
Most fleet procurement heads don't lose OEM contracts purely on unit price. They lose them due to misaligned total cost of ownership models, opaque service network coverage, inconsistent uptime guarantees, weak financing structures, and poor aftersales responsiveness, none of which fully show up in tender scorecards or dealer CRM reports.
If you are...
- OEM fleet sales team
- Fleet procurement or sourcing head
- Network development or dealer principal
- EV strategy or product planning lead
- Corporate fleet policy owner
You're likely facing...
- OEM fit confusion: domestic vs import
- TCO perception gap: fleet vs retail
- Tender drop-offs at service terms stage
- EV readiness vs range anxiety stall
- Renewal switching on aftersales gaps
This will help answer...
- OEM selection drivers beyond price
- Tender drop-off stage and cause
- Segment split: SME vs enterprise fleet
- TCO tolerance and financing preference
- Renewal triggers and switching signals
RESEARCH THEMES
What This Survey Investigates
Eight interconnected research themes that map the complete fleet procurement journey from vendor shortlisting to contract renewal.
OEM Discovery & Shortlisting
- First OEM approached, domestic or import
- Shortlist triggers, fleet renewal cycle
Procurement Criteria & Weight
- Total cost of ownership vs. sticker price
- Fuel type, payload, and segment priority
Tender & Negotiation
- RFQ format, bid evaluation process
- Volume discount thresholds, payment terms
Delivery & Onboarding
- Lead time variance, batch delivery scheduling
- Driver induction, telematics fitment timelines
Aftersales & Uptime
- Scheduled service intervals, breakdown response time
- Spare parts availability, dealer workshop capacity
EV & Fuel Transition
- EV adoption readiness, charging infrastructure gaps
- CNG, hybrid, and diesel replacement timelines
OEM Relationship & Trust
- Key account manager responsiveness, escalation access
- Contract compliance, SLA adherence record
Renewal & Switching
- Contract renewal triggers, incumbent loyalty drivers
- Switching costs, multi-OEM fleet strategy
SAMPLING STRATEGY
Tell us about your ideal sample
Help us understand your target respondent profile. Select what applies, we'll design the optimal sample plan based on your inputs.
METHODOLOGY
Survey approach
For the Fleet Procurement & OEM Selection Study, we recommend a quant-first design with flexible data-collection modes to balance reach, depth, and verification across fleet operators and procurement decision-makers.
EXECUTION PROCESS
How we execute
A proven 9-step process from scoping to delivery, designed to ensure quality, speed, and actionable insights.
Define the decision frame
Confirm objectives, target cohorts, geographies, and reporting cuts
Define the decision frame
Design the instrument
Build workstream modules mapped to outputs (drivers, friction, pricing, retention, trust)
Design the instrument
Lock the questionnaire
Review wording, sequencing, LOI, and competitive context; approve final version
Lock the questionnaire
Pilot and calibrate
Test comprehension and ease quality; refine quotas and remove friction where needed
Pilot and calibrate
Run fieldwork
Execute collection with active quota management and feasibility controls
Run fieldwork
Assure quality
Dedupe, attention checks, speed/consistency rules, removals with audit trail
Assure quality
Prepare the dataset
Clean data and deliver codebook/variable definitions
Prepare the dataset
Analyse and synthesise
Driver ranking, leakage diagnostics, pricing bands, segment insights
Analyse and synthesise
Deliver and align
Executive deck (optional dashboard) and leadership readout with recommendations
Deliver and align
COMMERCIAL TERMS
Request a Commercial Proposal
Pricing depends on cohort, geography, sample size, approach, LOI, and deliverables. Configure below for an indicative estimate.
Select Sample Size
Geography
Select Mode of Survey
Length of the Interview
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Cost Breakdown
Note: Estimate is indicative only. Final pricing is subject to scope finalization after discovery call.
REFERENCE CASELETS
Reference
Real-world examples of survey work in the fleet procurement and OEM selection space.
Aftersales channel preference & switching triggers among fleet operators (India)
OBJECTIVE
WHAT WE DID
DELIVERED
Aftersales channel preference & switching triggers among fleet operators (India)
OEM messaging & positioning audit for light commercial vehicle buyers (West India)
Aftersales channel preference & switching triggers among fleet operators (India)
OBJECTIVE
A commercial vehicle brand needed to map how large fleet operators and mid-size transport companies chose between authorised service networks and independent multi-brand workshops , and which service dimensions drove defection.
WHAT WE DID
Ran a structured quant survey across 320 fleet decision-makers in six states, capturing service channel shortlists, downtime tolerance thresholds, parts authenticity concerns, billing transparency scores, and contract renewal intent by fleet size band.
DELIVERED
A channel preference map by fleet size, a ranked friction list across authorised versus independent touchpoints, and a set of retention levers tied to specific service contract terms and response-time corridors.
FREQUENTLY ASKED QUESTIONS
Common Questions
Answers to frequently asked questions about this survey mandate.
What decisions will this survey enable?
Who is the buyer vs who are the respondents?
Can we see differences between light commercial vehicle fleets, heavy commercial vehicle fleets and mixed-use corporate fleets?
How will you measure OEM selection preference beyond simple ratings?
Will the survey map the full fleet procurement cycle and drop-offs?
Can this survey inform product and pricing strategy?
How will findings improve our OEM contract win rate and fleet retention?
Still have questions?
Schedule a discovery call to discuss your specific needs and get a custom quote.