DealersEdge Professional Forums

Bobgizmo posted a subject about fleet service that really got me thinking. I would appreciate the input from all who might help get my brain engaged!

We are in a location which desperatly needs fleet maintenance shops. I think I would go to a second shift, as a matter of convienience to the companies and fleet accounts. Space, techs etc is not the issue I am looking for input, rather, how to go about really pursuing this type of business.

I have thought about maybe an outside salesperson, given thought to mailers, even looked into, albeit briefly, direct marketing and phone solicitation. Word of mouth would of course come in time, but not soon enough.

I am certain my research has shown there to be definite profit in this area and I want to capture it. I would just like to get all you gurus out there to point me in what you feel is the right direction!

Any takers?

Obviously, the key to fleet service is the Fleet Manager, and they are running a business. As such, they expect the same or better service than they provide, ie, fixed right the first time, on time, every time, and at the agreed upon price.

We are an independent commercial vehicle shop with an OEM sales division (Isuzu and GMC). Our primary customers are local, regional, and national CV fleets. Salespeople, flyers, and phonecalls are not that effective. Our most successful approach to fleet managers is the continuous personal touch by a very high level manager or a company owner. Social interaction is also very important. One of our owners is an avid golfer. He is constantly taking these customers golfing socially or entering local tournaments with them. He spends a lot of money on business lunches, also. Good quality logo'd freebies go over real well. Nicely packaged "beverages" are a big hit during the holidays. It costs you a bit more to maintain these customers, but it pays dividends. As they represent a fleet rather than one or two privately owned vehicles, it is worth the investment to let them know you want and appreciate thier business.

Be prepared to negotiate labor rates and parts prices. As an example, 50 cents an hour or 5% markup could easily make the difference in winning the business. And if managed correctly, you'll make up the that small loss in volume. Negotiate, but don't quibble. Also be prepared to do lots of estimates. Cost per mile play an important role in fleet vehicle maintenance and repair. Your estimate for a repair may make the difference in whether they fix the vehicle or dispose of it.

In any business, good service, good relations, and a good reputation are the key to continued success.

Sorry about the rant, but you asked...

Rick