How to build a fleet repair business

Jan. 1, 2020
Efficiency of repair and controlling repair costs are the keys to developing and building a successful fleet repair business.

Fleet repair is a valuable profit center if managed properly. Efficiency of repair as well as keeping the repairs economical are the keys to developing and building a successful fleet repair program.

Most companies have deductibles in the $1,000 to $1,500 range so providing a repair that prevents an insurance claim provides the best service. The focus should be on keeping the vehicle on the road earning the owner income while keeping their costs at a minimum.

This can be accomplished by pre-planning repairs, using paintless dent repair, performing cosmetic repairs as well as partial serviceable repairs. The state of the economy has motivated companies to downsize in most areas so extra vehicles are considered a luxury. Most companies have reduced their fleets to the minimum required to perform their jobs. Keeping the vehicles on the road will help maintain a strong relationship with fleet operators and make them more responsive to your marketing efforts.

Marketing to fleet managers is different than marketing to the general public. Each fleet manager will have different needs so you need to make sure your marketing efforts address those needs. Some managers keep their fleet looking brand new while others need them functionally serviceable and don't pay as much attention to the exterior appearance.

Fleet managers who keep their vehicles looking brand new are prime candidates for marketing paintless dent repair and cosmetic repairs. Those who need more functional repairs will be receptive to marketing that advertises economical and efficient repairs.

To effectively market the different needs you should create separate flyers that address specific services you can provide for each prospect. A flyer for a funeral home or limousine service would focus on cosmetic repairs while a flyer for a contractor would describe more functional and economic repairs. Usually two separate flyers will fit most prospective targets.

Identifying fleet vehicle repair customers is as easy as driving down the road. Once you notice a fleet vehicle with damage you can send the fleet manager a marketing package. The marketing package should include the applicable flyer and a letter telling the manager you saw their damaged vehicle on the road.

Start the letter with an opening phrase such as, "I saw your vehicle while driving and could not help but notice the scrape on the right front fender. I have a program that will help restore your mobile billboard with a minimum of downtime and expense." Next, describe your program, provide contact information and offer to do an on-site estimate.

Using mobile estimating is the best way to win over fleet managers. Inspecting vehicles at their place of business or a job site is a service fleet managers will look for when selecting a repair shop.

While looking at the vehicle you can determine what actually needs to be repaired to keep the vehicle looking good and serviceable. Some fleet managers are more concerned with serviceability than looks, but reinforcing the fact that their vehicle is a mobile billboard will help you secure more cosmetic repairs.

Using sound scheduling will allow you to repair fleet vehicles quickly and eliminate unnecessary downtime. Since fleet vehicles are great to use for fill-in work to complete your day or week, you should coordinate schedules routinely with your customer to maximize both of your schedules. To do this effectively you will need all the parts available and ready to install.

Pre-painting and pre-assembling parts will reduce the amount of time the fleet vehicle is at your facility. I like to use recycled parts in most circumstances when repairing fleet vehicles because it usually reduces or eliminates paint time. In addition, most fleet vehicles are white and parts for them are usually plentiful in the recycled parts yards.

Fleet repair is not difficult, but it does take a little effort to make it work. Your follow-through and efforts will be rewarded with steady workflow and an increase in profits.

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