We’ve started to track the amount of miles we are covering in various parts of the business, starting with the sales team. Over a week we wanted to understand how much C02 we are producing through business miles, and also consider the practicalities of the alternatives.
Our sales team passed back details on the miles covered over 5 days (names changed to protect the innocent). Adding in the average C02 production per car per mile, the results of the weeks business miles are below.
So in all we generated almost a metric ton of C02 through our sales miles in a week, and not one of our most active weeks. If we repeated the same experiment with our 30+ project team members, the results would clearly be proportionately worse.
Considering the alternatives, we need to understand some of the drivers (no pun intended) for using a car in the first place:
1) The need to meet the prospect face to face in order to develop a relationship – particularly when the competition is doing the same
2) Busy diaries mean more than one prospect meeting in a day, potentially in different parts of the country, requiring the convenience of a car
3) The cost of public transport (particularly inter-city during peak hours), adding in taxi’s at either end, can be astronomical
There are alternatives - we have tried web-demos in the past, and when meetings are booked in advance public transport can sometimes work, and be cheaper than booking at the last minute. The challenge for me is more cultural. We want to develop a long term relationship with our clients and this means a face to face meeting, particularly at the start of the process. I’m not sure how many of our prospects would accept a telephone conference or a web demo, but then we don’t generally ask. We pay a lot of money for our sales leads, and we want to do everything we can to close every potential opportunity.
We need to think about this one. If we can’t completely take away the car, maybe we could consider the cars we drive (BTW I have a diesel 4×4, probably one of the worst), and perhaps incentivise people to drive cars with lower emissions. But then I read that hybrid cars produce more C02 as part of the manufacturing process, and smaller city cars would not be appropriate for the amount of motorway miles we do.
Any thoughts?



