More Fleet Locations = More Sales to Local Fleets
When you’re looking at data from trucking databases or lists of companies that have fleet vehicles, you might be thinking about:
- Vehicle duty and class
- Leased or owned
- Fleet size
- Contact job titles
May we suggest another important one. Very few people think of this as important. Mostly because, the option is rarely available.
- Fleet locations!
Why are locations important? Let’s take a look:
Most obviously, in this case of a national waste management company many of us know, if you are anywhere else other than the Houston area, this fleet data will not show up in your area if your data source focuses on headquarters only. But, if you’re in California, Florida, Illinois, this company’s vehicles may be on the roads right alongside you. Location level data is how you can find these fleets.
Let’s look at another example in the Los Angeles area, to see just how local this can get. For very large metro areas, fleet location data can help you see how a fleet is distributed across the whole area. This is useful if you serve a smaller radius:
Sometimes, headquarters data is sufficient. Other times, you do really need location data. Here’s how to decide which is right for you …
When you might want HQ data
Most often, trucking and fleet info is available for a company or government at the headquarters address. And there’s a total fleet or power unit count that represents the whole fleet.
If you sell nationally, this is fine. For many of our customers that sell nationwide, headquarters info and total counts are all they want.
And, if you’re targeting companies that have centralized decision-making about their fleets, you may want only the headquarters info. Regarding where decisions are made about fleet services, you could look at the company’s job titles across the country for insight into whether decisions are mostly at headquarters, or are they made at a regional, district, state, or local level.
When you might want location data
The most obvious reason for needing location data is, you serve a limited/regional geography or local service area. This includes fleet vendors that need to be local or physically present:
- Local retail
- Truck and other vehicle dealers
- Fuel delivery
- Maintenance and repair
- Mobile fleet services
- Telematics installation
In the “Locations + HQ” map above, local and regional fleet suppliers across the country could learn about this company’s locations with fleet vehicles.
But in the “Only HQ” map, only local fleet vendors in the Houston area would have data to prospect to this fleet. And it’s the same company!
When you have access to location data, a whole world of fleets becomes available to you.
Plus, total company fleet counts applied to the Houston headquarters could be misleading. It would look like there are thousands of vehicles in Houston. But in reality, the vehicles are spread across the country.
In addition, different vehicles may be in different locations. Light duty vehicles might be at one location, and heavy duty vehicles might be in another location. If you service only some classes or duty of vehicles, this might be important for you to know.
Some of our customers also find the location level data to be helpful in dividing their accounts, leads and contacts data across their sales territories. They can see which territory the headquarters is in, and fleet data for all territories.
Director of Marketing & Customer Success at Valgen
Grew up by the Motor City. A spelling nerd, I wrote Chevrolet in chalk on our driveway. Thought I was a big kid writing a big word. Didn’t stray far from cars … Worked in transportation and fleet safety, passionate about preventing distracted driving. Now helping marketers and sales teams connect with their next fleet customers.