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Fleet FAQ? Fuel Management

Q. How do you see the market for fuel card services evolving over the coming years in terms of partner programs?

March 2, 2018, by - Also by this author

A. I think you see most oil companies focus on what they’re good at, what are their specialties. I don’t think that card programs necessarily need to be their specialty.

To succeed, you need to have the systems in place; you need to build scale. When you’ve got a partner like WEX -- who already has the scale and can immediately bring that and drive the operations and the sales, handle the billing and other things -- it just makes more sense to partner with somebody.

And oil companies are now focusing back on their core business. I think you’re seeing them even going further that way. The oil companies are getting out of owning the stations.  Exxon Mobil made the decision a year ago to leave the gas station business. I think companies as a whole are specializing in their core business and partnering with those that do the pieces of their business that’s core to them. So it creates opportunities for WEX and others to do the processing and run the card programs for most of the major oil companies.

We have 20 to 25 oil company partners, including some of the biggest: ExxonMobil, Chevron, Sunoco, etc. Most of the oil companies are with WEX today. There’s just a small handful that are not.

Author Bio

Bernie Kavanagh

sponsored by

Senior Vice President and General Manager

A 27-year fleet professional, Bernie Kavanagh currently serves as Senior Vice President and General Manager of Large Fleet at WEX Inc. He joined the company in 1996 and his career has been a steady progression of increased sales and marketing responsibility. Kavanagh serves on industry related boards and is a frequent speaker at payment industry conferences focusing on fuel trends and technology in the payment space. He earned a bachelor’s degree from the College of New Jersey and is an active member of NAFA, AFLA, NCSFA and AALA. Prior to joining WEX, Kavanagh held a number of roles with Enterprise Rent-A-Car and Enterprise Fleet Management.

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