Finding Fleet Fueling Decision Makers

Fleet Management

Jul 29

Request

A top global strategy consulting firm working with a fuel company approached Zintro for help on a project. The firm wanted to gain a holistic view of the fueling needs within the fleet management space by speaking with decision makers (DMs) for fleets ranging from semi trucks all the way down to personal vehicles. Additionally, they wanted these individuals and their fleets to be focused on a 100 mile or less radius. Overall, they requested 49 interviews; these interviews were to be split into seven categories with seven interviewees per category.

DMs for on-demand delivery in cities
DMs of trucks for small businesses (plumbing, electric, HVAC)
DMs of cement trucks and other construction vehicles
DMs of SUVs for private ride-for-hire businesses
DMs of refrigerated trucks doing food delivery
DMs for town or city buses
DMs for town or regional school bus fleets

Solution

Zintro used their extensive experience and panel of more than 26,000 fleet leaders to fill the first 25 interviews in one calendar week. Following this, the client realized that the regional restrictions they initially wanted introduced a conflicting variable ("home base") so fueling needs were different than long-haul services. As a result, they asked that Zintro switch the scope of their search and focus on fleet managers of semi trucks, regional sales people, large-item retail shippers, and bulk supply shippers. After receiving this request, the Zintro team was able to fill the remaining 24 interviews with individuals that were a much better fit for the project at hand.

The firm was very pleased with the results of the study, stating “Great job team! That’s a wrap. Thank you so much for your help with this tough audience. Our client loved every session, and we can’t tell you how much we appreciate that you rolled with our scope pivot. This is why Zintro is always our favorite! p.s. Ken is a phenomenal project manager.”

By the Numbers