How to Get Fleet Maintenance Accounts

Top Fleet Contacts

Tips for Selling Maintenance & Repair Services to Fleets

Decisions Before Selling

  • Have criteria to know what fleets will be good customers for you. This includes fleet size, vehicle types and geographical distance, but can include other things.

→ See our ideal fleet customer checklist for ideas.

  • Create a packaged service for fleet maintenance.
  • Offer a fleet vehicle inspection package.
  • Consider mobile fleet maintenance – go to your client’s location.
  • Appeal to their need for uptime and vehicle reliability. They need quick turnaround to keep their vehicles on the road. Consider evening and weekend service times for fleet customers, so they can use their vehicles during weekdays Monday-Friday.
  • Your warranty can be a factor in their decision and confidence.
  • If they have their own maintenance and repair facility, there may be opportunity for parts sales.
Prospecting to Fleets

Sales & Marketing

  • If you serve both consumer/households and fleets, have a Fleet Services web page linked in your website’s top navigation menu. So you have content that speaks to fleet needs.
  • Many repair shops market with a direct mail piece like postcards. According to direct mail experts, mailing pieces with envelopes can still work well today, when marketing to businesses.
  • Prepare a packet of info about your services, capabilities, staff experience and certifications. Include fleet customer testimonials. Include a map with your location(s), contact information, website or Facebook address.
  • For recurring services, send advance notifications so fleet customers can schedule inspections and maintenance.
  • If you use a shop management system or fleet maintenance software that communicates with fleet managers, promote this.
  • When you talk with fleets, you could mention other nearby fleets similar to them that you work with – similar industries, similar vehicles. This builds confidence.
  • Remember that employees who work at businesses with fleets may live in the area. You could create a fleet employee program where they benefit from bringing their personal vehicles to you.
  • Maintain relationships with decision-makers as well as the drivers.

Business Issues

  • Don’t allow a single fleet customer to become more than 10-15% of your total revenue.
  • Bigger fleets may likely negotiate prices, but volume can be much higher. Consider how this works with your business. Perhaps discount only when payments are made immediately or on time. Or offer rebates based on volume levels of purchases.
  • Write clear terms: payment and collection terms, purchase order policies, and customer-provided parts policies.
  • Provide your prices in writing and consider guaranteeing prices to fleets for a year.
  • Consider a deposit when picking up vehicles.
  • Know what documentation is important to each fleet.
  • Discuss what makes a convenient drop-off and pick-up for fleets. If this costs you time, cover for it in pricing.
  • You could ask for credit references, and references from previous repair facilities.

ProsperFleet can help you find local fleets within 5 miles of your ZIP code. Learn more about how we can help you reach fleets.