Smaller trucks, big opportunity

News Lucas Deal April 15, 2013
The commercial trucking market is more than just heavy-duty fleets and owner-operators. Medium-duty customers are part of the market as well, and many aftermarket businesses have found that medium-duty customers provide an excellent business opportunity.
The commercial trucking market is more than just heavy-duty fleets and owner-operators. Medium-duty customers are part of the market as well, and many aftermarket businesses have found that medium-duty customers provide an excellent business opportunity.

This is the first in a multi-part series on servicing the medium-duty marketplace. The second installment, Acquiring medium-duty information, will publish later this week. 

When someone mentions commercial trucking, it’s easy for business owners’ and analysts’ minds to turn to the heavy-duty marketplace.

The heavy-duty trucking market has dominated the North American landscape for years, and in the aftermarket, servicing heavy-duty customers provides a great opportunity for business success.

But the commercial trucking market is more than just heavy-duty fleets and owner-operators. Medium-duty customers are part of the market as well, and many aftermarket businesses have found that medium-duty customers provide an excellent business opportunity.

It’s an area all aftermarket businesses need to investigate, says Allan Parrott, president at Tidewater Fleet Supply.

“I think it’s a market that is going to continue to grow,” he says. “I am seeing a lot more medium-duty vehicles on the road and some smaller fleets seem to be gravitating toward them.”

“It’s a growing market, and it’s a good market,” adds Harry Amoroso, president at B&A Friction. “I think some people think ‘We don’t know that market so it can’t be good,’ but that’s not true. It’s a great opportunity. If you spend some time researching your market, you can find [medium-duty] customers in your own back yard.”

Aftermarket companies that take a deeper look at servicing the medium-duty market will find a loyal customer base.

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