Purchasing work vehicles can be a daunting, expensive, and time-consuming task. No one can ignore the rising costs of a new vehicle, the hassle of haggling with a dealer, and the time it takes away from more important business concerns.

Many small business professionals do not think of their work vehicles as a “fleet.” When the time comes to buy a new vehicle, they think and act like the retail consumer. They visit their local dealer and buy something off the lot, negotiating a separate deal for every purchase. This mindset can and usually does cost unnecessary money on the purchase—and unnecessary time as well.

Stop Thinking Retail

The small businessman or woman needs to establish a working relationship with a dealer as a fleet customer. But how can you ascertain which dealerships cater to the small fleet?

For some insider’s advice, we turned to Russ Cass, fleet director at Piemonte National Fleet, a multi-franchised dealer based in the Chicago area, and Bert Grayson, fleet sales manager for Bennage Chevrolet in West Memphis, Ark. Cass and Grayson have many years of dealer experience in the fleet market. Both helped compile a list of questions you’ll want to ask dealers to determine how well they handle the fleet-minded customer.

Questions for a Fleet Dealer

1. Do you set prices in relation to factory invoice for vehicles ordered from the factory by your small-fleet customers?

2. Do you set prices in relation to factory invoice for vehicles purchased out of your existing vehicle inventory?

3. Do you operate multiple franchises, thereby offering a choice between several makes and models?

4. Do you operate a national drop-ship system, allowing a small-fleet customer to factory-order vehicles through your dealership and take delivery of those vehicles anywhere in the U.S.?

5. When factory ordering through your dealership, do you update the customer on the build and delivery status of his vehicle through vehicle status reports?

6. Do you have any small-fleet lease and finance packages offered through your dealership?

7. Do you have any programs that can handle out-of-state sales of retired fleet vehicles?

8. Can you handle Internet auctions for fleet vehicle sales to employees?

9. For customers with FIN’s/FAN’s, do you have a system that automatically affords the highest rebate possible, either fleet or retail?

10. Can you get me rifleshot money, and do you have a program to track rifleshots and customer volume rebates?

11. Do you keep abreast of component rebates to suggest to customers?

12. Do you suggest factory upfit packages rather than have customers upfit locally?

13. Do you suggest Ship To and Ship Thru programs when upfits on trucks make this a good idea?

14. Do you stock fleet vehicles with options geared to fleet customers?

Other Important Questions to Ask:

1. Are your service department personnel ASE certified?

2. Do you offer factory fleet centralized billing programs for service and parts?

3. Do you offer fleet discounts on parts and service?

4. Do you have specific fleet personnel who attend factory meetings on fleet matters and serve fleets exclusively?

5. What national fleet companies utilize your dealership for drop ships and service?

6. Do you offer license and title services for fleet customers and what fees do you charge?

7. Do you actively solicit fleet business?

Ready to Negotiate?

Not many dealerships can answer yes to all of the above questions, but their answers will serve as a benchmark to help you choose your fleet-minded dealership.

Now that you’ve chosen a dealership, check out more about how modern truck dealers are working to be prepared for more electric vehicle purchases.