How do you attract fleet accounts?

[CAautogroup]

Hello all,

 

We recently started to accept fleet accounts/cards as a supplemental to our business. Any advice on how to let the general public/ company drivers know we accept?

 

We put a sign out front but it's not really attaching must attention.

 

Thanks in advance for your thoughts and opinions.

 

Nick

[mspecperformance]

You need an outside sales guy. Either ownership or a new hire. You have to go out and get fleet accounts, they will not come to you unless there is a severe need for it in your market.

[totalautocare]

Couldn't agree more with Mspec. Have your pricing, terms and plans ready for discussion, go find out who the decision makers are in the organizations are that you're targeting and go get em!

[Shopcat]

You must beat the bushes, and find them. Here are a few things fleets want...

 

1. minimal down time, top priority when they are in for work.

 

2. regular inspections, and keep them abreast of all areas of concern on each unit.

 

3. easily accessible fleet maintenance records and recent recommendations.

 

4. competitive prices, convenient processes.

 

there are always other concerns, but if you market with these things presented to fleet managers, you will get clients.

[JustTheBest]

You don't have to employ an outside sales person unless you expect them to get you so many accounts that they will be busy (and pay for themselves) 12 months a year.

 

You can do it in a lot of other ways.

 

But first, do you have any fleet accounts?? I ask because you have to start with telling new fleet accounts what other fleet accounts think about your service.

 

You don't send a bunch of testimonials from regular customers to fleets - because they have different needs.

 

I have a client with a HUGE NAME fleet. It's not how much - it's how fast. So they have different needs.

 

The other important thing is to get to the person that makes the decision. That's the biggest part of the job. You can get to them easily (and guarantee your message will get read) if you use a FedEx envelope. I know it's expensive, but try 3-5 and see what happens. The first job will probably pay for all the express envelopes.

 

Above that - you have to be to the point and be ready to have a face to face with them. Also, watch that you don't make the mistake of 'perks'. Most companies that are worth dealing with frown on employee perks.

 

Hope this helps!

Matthew Lee

"The Car Count Fixer"

[nge]

Hey Matthew,

 

The FedEx envelope idea is interesting...do you typically just address it to the company? And what do you include in the packet?

[carolinahigear]

My main word of advice is to remember the three rules of business:

 

1) Get the money.

 

2) Get the money.

 

3) Get the money.

 

Several of my fleet clients pay w/ credit cards on pick up.

 

Several pay within 10 days.

 

A select few pay in 30 to 45 days.

 

Make sure you know in advance if, how, and when you will be paid. I suggest faxing or e-mailing each and every invoice to the payer so there is no question if Jim Bob took the invoice

 

to the office.

 

Hi-Gear