Most sales people have their pitch prepared long before they speak to you. They have their script memorised, they have worked out all the common objections and they are ready to steer you back if you try to deviate from their chosen course. It is as true with fuel card companies as with anyone else.

Do not tolerate it. When that salesperson calls, have a list of questions to hand. To be specific, arm yourself with a list of really awkward questions. If you can get them into areas where they do not have a polished response prepared, you might just get an honest answer.

Question 1: “Do you levy transaction charges?” You need to hear a simple, “No.” It does not matter how they try to explain or justify it, nobody should want to load your fuel invoice with an extra £2 for every time you fill up. If other companies do not need to charge extra, nor do they. If they insist, tell them to clear off.

Question 2: “Do you give discounts?” Anything other than a straightforward, “Yes,” should have you hanging up the phone. Believe it or not, some suppliers will want you to pay full retail price for your diesel or petrol. There is no way to justify this. The whole point of fuel cards is to spend less, so tell them to sling their hook.

Question 3: “Which fuel cards do you offer at a discount?” This is where you hope to hear, “All the major brands: BP, Esso, Shell and Texaco.” That is the minimum answer, but you should be offered specialist networks, such as Diesel Direct and UK Fuels, as well. Any less than this means that you are not being offered a choice from the whole market, so tell them to take a hike.

Question 4: “Do I get a dedicated account manager?” You really want to hear, “Yes, of course, because that level of personal service shows that they will value your custom. In practice, almost everyone will expect you to sit in a call centre queue before talking to a random, anonymous operator who has never heard of you. You might think that always speaking to the same person, who understands your needs, would be more efficient. If somebody wants you to tolerate a call centre, tell them to get on their bike.

Question 5: “Will my fuel card work at supermarkets?” If you hear, “No,” you know what to do. All fuel cards are different, so the honest answer would be that it depends which one you choose. So, if a supplier says, “Yes,” before you have made your choice, you know that you are going to be steered towards whatever is best for them, not for your particular needs. If that happens, tell them to go away.

Question 6: “Do I need one card that can be used everywhere?” The truth is that you do not, so anything  else you hear is nonsense. BP, Esso, Shell and Texaco all have huge networks, so being able to use one of these is hardly a problem unless you think that their filling stations are rarities. If anyone suggests otherwise, tell them to take a walk.

You need to get the right answers to ALL of these questions. Any time that a potential supplier fails on even one of them, you know what to do: just call us on 0844 870 6942 and, as always, we will give you a straight answer.