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 focused on:
- Vehicle type
- Fleet size
- Contact job titles
And those are all essential to targeting your market.
May we suggest another important one. It’s often overlooked because it’s rarely available:
- Fleet locations
Why are locations important? Because the availability of fleet locations opens up a new world of potential prospecting:
In this case of a national waste management company many of us know, if you are a local vendor or mobile fleet service anywhere other than the Houston area, this fleet data will not show up for you if your data source focuses on headquarters only.
But if you’re in California, Florida, Illinois, this company’s vehicles are on the roads right alongside you.
Location level data is how you find these fleets.
Let’s look at another example in the Los Angeles area, to see how local this can get. For very large metro areas, you can see how a fleet is distributed across the whole area. This is useful if you serve a smaller radius:
In this example, if you’re very local in San Luis Obispo, the headquarters closer to Los Angeles might not be in your geographic market. But, there is a location in your area. You would not know this if you’re using data with only headquarters addresses.
Sometimes, headquarters data is sufficient. Other times, you will benefit from 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 only at the headquarters address. The total fleet count or power unit count represents the whole fleet.
If you sell nationally, this can be fine. For many of our customers that sell nationwide, headquarters info and total counts are all they want.
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 fleet location data
When you serve a limited geography or local service area, location data will uncover more prospects for you. This includes fleet vendors that need to be physically present to deliver their product or service:
- 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 contact this company’s fleet locations. When you have access to location data, a whole world of fleets becomes available to you.
But in the “Only HQ” map, only local fleet vendors in the Houston area would be able to prospect to this fleet.
Another issue is, 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.
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.
If you haven’t seen or used local fleet data before, contact us to learn more about what data is available for your area. Our online platform, ProsperFleet, lets you choose data down to ZIP code level, including radius around a ZIP.
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, preventing distracted driving. Now working with marketers and sales teams to connect with their next fleet customers.