About the Supplier

Our client is a national automotive dealership specializing in fleet sales. Their business focuses on supplying a wide range of light vehicles for commercial and government buyers, including light trucks, SUVs, and cargo vans, as well as expanding into the electric vehicle fleet market.

They work with organizations that require multiple vehicles at once, providing scalable solutions that fit fleet needs across industries.

Problem

When the dealership first joined the platform, they quickly became frustrated. Instead of receiving tenders that aligned with their core fleet offerings, their account was surfacing:

• Heavy equipment and large transport vehicles outside their scope.
• Specialty vehicles such as buses and emergency response units.
• Procurement notices for parts and accessories that had nothing to do with their dealership services.

This resulted in:

1. Wasted time spent filtering through irrelevant opportunities.
2. Risk of missed bids, relevant tenders were getting lost in the noise.
3. Eroded confidence that the platform could deliver value for their business.

The dealership wanted precision and focus: tenders that reflected exactly what they supply, without the unnecessary clutter.

Challenge

The challenge was to restructure their searches so that they only received opportunities for:

• Light duty vehicles suited for fleet procurement.
• Commercial vans and utility vehicles.
• SUVs often required for government and institutional fleets.
• The emerging category of electric fleet vehicles.

At the same time, we needed to ensure that future opportunities in new vehicle categories could also be captured.

Solution

We implemented a search optimization strategy that divided their business into clear categories and tied each one to targeted search terms and relevant GSIN codes.

Instead of one broad search that returned hundreds of irrelevant results, we built hyper-focused searches tailored to each segment of their offering. For example:

• Light trucks were separated from heavy equipment categories.
• Vans and utility vehicles were isolated from passenger cars.
• Electric vehicles were given a dedicated search to capture emerging tenders in that space.

By aligning searches with fleet-specific GSIN classifications, the dealership’s account began surfacing opportunities that matched their business with far greater accuracy.

Results

The impact was immediate:

• Relevance Restored – The dealership now receives tenders that directly match the types of vehicles they supply.
• Time Saved – No more wading through notices for buses, specialty equipment, or unrelated parts.
• Confidence Rebuilt – The team now trusts that each notification could represent a genuine sales opportunity.
• Future-Proofed – With dedicated searches for electric fleet vehicles, they’re positioned to capitalize on the fast-growing EV segment.

Where once the account was seen as a “frustrating distraction,” it is now described as a “reliable source of opportunities” aligned with their sales strategy.

Conclusion

By refining their saved searches and aligning them with fleet-appropriate GSIN categories, we transformed the dealership’s account from being overloaded with irrelevant notices to a streamlined, opportunity-rich feed.

This case highlights how effective account optimization can help suppliers stop chasing noise and start focusing on the tenders that truly matter, leading to more confidence, more efficiency, and ultimately, more wins.

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