Part 2 of Work Truck’s 2025 Remarketing Report Series dives into how fleet managers are redefining lifecycle timing and using total cost of ownership data to make smarter, more strategic resale decisions.

Read through to the end for links to the rest of the series! 

The Fleet Manager’s Balancing Act

If there’s one universal truth about remarketing, it’s this: no decision is ever simple. Fleet managers are constantly walking a fine line between running trucks longer to squeeze out more value and replacing them early to capture resale strength before the market turns.

As Amber Powell, director of Vehicle Management at Black Book, noted, “Replacement decisions today are best guided by a full view of total cost of ownership. Extending truck life can make sense when vehicles are well-maintained, resale markets are weak, and maintenance costs remain predictable. However, fleets should be cautious about overextending; higher-mileage trucks tend to suffer accelerated depreciation once they pass key thresholds.”

For some fleets, holding on a little longer feels smart. For others, especially those managing aging vehicles, it’s becoming a risky gamble.

Powell explained that, “moving to newer models can be strategic when OEMs offer year-end incentives, when financing conditions improve, or when adopting technology that enhances long-term value, such as EV incentives or advanced safety features.”

With interest rates expected to ease further in late 2025, Powell also noted “many operators are planning to sell aging units later this year and take advantage of model-year clearance deals.”

Data Is the New Decision-Maker

Gone are the days when gut instinct ruled fleet decisions. Telematics and analytics have taken over, and for good reason.

“Telematics and analytics are now essential in remarketing because they provide transparency and help optimize replacement timing,” Powell said. “Buyers increasingly want proof of how vehicles were used and maintained, and fleets that can demonstrate low idle times, controlled driving behavior, and timely maintenance see stronger resale outcomes.”

The data doesn’t just help buyers; it helps fleet managers make better calls on when to sell. 

“Analytics also guide decision-making by identifying when trucks are about to hit depreciation cliffs, allowing managers to sell proactively,” she explained. “For example, fleets that rotated medium-duty trucks at around five to six years or 150,000 miles consistently realized 5–10% higher resale values compared with holding longer.”

That insight is backed by experience. Powell shared a recent success story: 

“A regional delivery fleet shortened its replacement cycle from seven years to five. Even in today’s depreciating market, selling before the trucks surpassed 200,000 miles produced resale proceeds about 7% higher than if the units had been kept longer,” she shared.

Enterprise on the Power of Proactive Planning

At Enterprise Mobility, Nate Lattimer, vice president of Remarketing Sales and Operations North America, said that the fleets that get it right are the ones that make their decisions data-driven and deliberate. 

“Our customers depend on us for reliability and efficiency, which makes it critical to extend the life of existing trucks and invest in newer models,” Lattimer said. “Every decision is made with the customer experience at the center. By carefully analyzing the total cost of ownership, we ensure that operating costs never outweigh the value delivered.”

Andy Bell, corporate fleet strategy manager for Enterprise Fleet Management, agreed that TCO is the cornerstone of good remarketing strategy. 

“Total cost of ownership is a key factor, and it is important to review your fleet economics regularly to make the best decisions. Acquisition costs and resale values are always adjusting, which can create opportunities,” he explained.

He also cautioned that waiting too long can be just as damaging as moving too early. 

“Maintenance and repair costs typically rise as units age in their lifecycle, as does the impact of downtime. Driver satisfaction, safety features, and brand image are all factors that should be part of the decision-making process,” Bell said. “One thing not to do is ‘set and forget.’”

Lessons from the Field: Avoiding Costly Mistakes

The cost of getting remarketing wrong can be significant, and the same missteps tend to come up repeatedly. 

Powell said, “One of the most common mistakes is waiting too long to remarket, which erodes resale value as mileage and wear accumulate. Another pitfall is over-customizing trucks to a single use case, which reduces downstream appeal.”

And while customization can help fleets work more efficiently, it often backfires in resale. 

“Fleets should be cautious with over-specialized builds that limit buyer pools unless they target regional resale markets where that configuration is in demand,” Powell advised. “Fleets underestimate the value of light reconditioning. Small investments in paint touch-ups, decal removal, or cab cleaning can yield significant resale gains by improving buyer impressions.”

Lastly, Powell said, some fleets “fail to monitor broader market conditions, such as freight demand or interest rate shifts, which directly affect buyer appetite. Avoiding these mistakes can protect resale outcomes even when the broader market is under stress.”

The TCO Mindset for 2025 and Beyond

As replacement cycles stretch and resale values stabilize, total cost of ownership has evolved from a buzzword into a strategy.

Bishop of FLD noted that many fleets have learned to run efficiently on older assets, thanks in part to the production slowdowns of 2021 and 2022 and lingering high interest rates. 

“This has put a premium on good spec, low-mileage assets, another trend we are seeing,” he said.

Fleet Street’s President, Steve Bender, added that declining interest rates could soon give fleets more room to make those strategic refreshes. 

“It’s hard to understate the importance of interest rates continuing to come down,” he said. “We expect fleets will start to purchase more vehicles as rates drop.”

No matter what’s happening in the broader economy, all four experts agree that fleets that take a disciplined, data-driven approach to lifecycle management are better positioned to weather change.

“New entrants to remarketing should first understand that depreciation is the single largest factor in total cost of ownership,” Powell said. “Building a strategy around depreciation helps maximize long-term savings. Maintaining standardized specs, keeping detailed service records, and setting a disciplined replacement cycle that avoids both premature turnover and excessive holding ensures consistency and reduces risk from market swings.”

For today’s fleet managers, the sweet spot lies somewhere between patience and precision, and 2025 may finally be the year the numbers catch up with that instinct.

Keep Reading the 2025 Work Truck Remarketing Report Series

Explore the full series for more insights from fleet remarketing experts:

• Part 1: The 2025 Work Truck Remarketing Market: Prices, Pressure, and What Comes Next: How the 2025 remarketing market has stabilized after years of volatility, and what shifting prices, rates, and economic pressures mean for fleets.

• Part 3: Digital Fleet Remarketing: How Tech and Transparency Build Buyer Confidence:
  Discover how technology, transparency, and collaboration are reshaping remarketing success, and why strong partnerships still drive the best results.

• Part 4: Fleet Remarketing Outlook 2026: EVs, Policy, and the Power of People: A look at how electrification, economic policy, and the people behind the wheel are shaping the future of fleet remarketing in 2026 and beyond.