FleetPartners Group Ltd (ASX:FPR) CEO & managing director Damien Berrell talked with Proactive at the ASX Small and Mid-Caps Conference about the company’s operations, market opportunity and growth strategy across Australia and New Zealand.
Berrell explained that FleetPartners has been operating for four decades, providing vehicle leasing, fleet management and salary packaging solutions to corporates, SMEs, governments and employees. He highlighted the essential role the company plays in supporting economic activity, noting that its vehicles are “revenue-generating assets for our customers” and critical to transporting goods, equipment and services.
The discussion outlined the scale of the opportunity across multiple segments. Large fleets remain underpenetrated, with only around 24% of the market currently using fleet providers, representing approximately $138 billion worth of vehicles. Small fleets present an even bigger growth opportunity, with just 5% penetration across a similarly sized $125 billion market. Berrell also pointed to strong long-term industry growth, typically tracking at around 4% in line with GDP.
He also addressed external factors such as fuel costs, explaining that while FleetPartners processes significant fuel volumes, it is not directly exposed to price increases. Instead, the company supports customers with strategies to improve efficiency.
A key milestone discussed was the acquisition of a salary packaging capability, which Berrell said has “opened up a new part of the market that we can go after.”
From an investor perspective, Berrell emphasised the company’s “highly recurring and stable” revenue model, delivering predictable cash flows and consistent capital returns.
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