| Who you should co-Brand with and whyWe have | | | | turn you may have to do them some favors, |
| noticed a trend which is getting more popular | | | | such as going out of your way to pick up |
| amongst the larger city, Auto Dealership | | | | vehicles which are beyond your normal trade |
| fleet departments. We are seeing a more | | | | range once in a while or doing some special |
| inclusive bundling of services. We believe | | | | favors for the Auto Dealership. Once you |
| this is due to the need to retain their | | | | create these strong bonds and develop a good |
| customers in a tight and highly competitive | | | | working relationship by showing up on time, |
| market. We see that much of this is also due | | | | doing the job right, doing what you say you |
| to the huge competition in Fleet Leasing by | | | | are going to do and pleasing their customers, |
| Ryder and Penske (Rollins, UPS). As well as | | | | then you will find an excellent customer in |
| the smaller regional and strong fleet leasing | | | | that Fleet Sales office which is extremely |
| companies across the nation and well into | | | | influential with the top 500 companies in the |
| most all parts of Canada. Fleet Leasing | | | | area with small, medium and large fleets of |
| typically has offered things such as | | | | vans, pick-ups, sales cars, SUVs and medium |
| Centralized billing, discount buying, truck | | | | range trucks.Also they can get you into |
| washing, routine maintenance, extended | | | | government cross over work and bids in the |
| warranty services, spare vehicles for down | | | | future. Play your cards right. That |
| time, assigned manager (one call theory), | | | | dealership that you thought was your |
| commercial financing, same day in and out | | | | competitor, maybe able to bring you more |
| services.We are now seeing that the Fleet | | | | business than you ever thought. You may wish |
| Sales Offices of larger dealerships, which | | | | to throw away your von Clauswitz approach to |
| service in the neighborhood of 500 accounts | | | | your once considered Auto-Dealership |
| are offering rebates and incentives on new | | | | competitor and think about the words of |
| vehicles with fleet pricing. They are doing | | | | Machiavelli and build a strong alliance. It |
| low-cost on-site oil changes or oil change | | | | may well be better to cooperate than compete |
| services at their shops with pick-up and | | | | during the expansion of this nearly decade in |
| delivery. Some may even choose to partner | | | | the making trend we are seeing out there with |
| with a fair priced on-site oil change service | | | | Fleet Sales Offices of large |
| company; or a local large bay Quick Lube for | | | | auto-dealerships. There are others who have |
| those oil change services.Many Auto | | | | written about this in several places, one is |
| Dealerships with large fleet sales offices | | | | John Gerhard of Castrol in a monthly column, |
| are offering washing services on-site or with | | | | you can find his information and thoughts on |
| referrals to a strong local fleet washing | | | | also another very good article about |
| type company. Most offer fleet pricing on | | | | LOF-Lube, Oil and Filter "Fleet Business" on |
| parts through their economies of scale at the | | | | article in their archives is called "How to |
| dealership. Many Fleet Sales offices will | | | | Get Your Share of the Highly Profitable Fleet |
| even sell you through dealer trading other | | | | Business." There was also some talk of this |
| brands and still make sure you get a fleet | | | | issue although not as in depth on the |
| price on parts, washing and oil changes | | | | Aftermarket e-Forum. The way we see it, we |
| through their many connections.If you are in | | | | are going to keep after this market, but |
| the Oil Change Business or Fleet Washing | | | | there is way too much for one company to do. |
| business hooking up with a fleet sales | | | | Have at it. We are.Lance Winslow - Online |
| company can bring you lots of business and in | | | | Think Tank forum board. |