The used truck market can be difficult to navigate for buyers, especially with the wide range in price and quality. Some used truck buyers have smaller fleets and are owner-operators, so they’re more likely to be on the market for a quality truck that won’t break the bank.
Dealers can streamline this search process by offering Certified Pre-Owned (CPO) trucks as a more reliable option for customers looking for an affordable, yet durable truck. Providing higher value selections for customers will make your dealership more appealing now and help it continue to be a trustworthy resource in the future.
The process – Getting certified
Used trucks undergo a series of approvals to be certified, with different CPO programs offering varied services to ensure the trucks’ longevity. The majority of these programs have similar characteristics, as they aim to have trucks in the best possible condition prior to the sale:
- Inspections: Examinations of the truck are a large part of any CPO truck program. Usually completed with a factory-trained technician, these inspections can cover as many as 175 points, including the engine, safety devices, after-treatment system, etc. This makes sure that all parts are in good condition and comply with DOT requirements ahead of offering trucks to buyers. If the truck is able to be certified, items that do not initially pass inspection are repaired or replaced before being sold.
- Low mileage: A large problem with used trucks is they often have high mileage, as most trucks add hundreds of thousands of miles to their odometers yearly. The focus on low-mileage models for CPO trucks guarantees trucks don’t exceed the typical 450,000-600,000-mile range, providing a more long-term solution for buyers.
- Financing: Some CPO truck programs offer specialized financing options, which can be especially appealing to smaller fleet owners. These options also come with competitive loan rates, allowing more buyers to make the most out of their purchase.
- Warranty: Warranties typically vary across programs, but the parts and labor are 100% covered for designated components. Within these warranties, there are usually clauses that state that the services must be completed by an authorized service outlet. This generates business for the dealers while simultaneously providing outstanding service to customers throughout the warranty period.
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Some programs also offer access to roadside assistance, towing and savings on parts and services. The various benefits of these programs can position buyers to not only save on the costs of a new truck, but also offers them peace of mind when it comes to repairs and servicing.
In the dealership
While the offerings of CPO trucks may reel in more buyers, it’s important for sales staff to understand all the benefits that come along with purchasing, and that they’re prepared for objections. For example, let’s say a potential buyer comes into a dealership looking for a used truck, and the salesperson shows a certified truck, which is priced a bit higher than a used truck that was not certified.
The salesperson has to be prepared to explain why the CPO truck is a better investment in the long run, without coming across pushy or like they’re simply trying to land a bigger sale. In this case, the salesperson should reaffirm the customer by letting them know all CPO trucks are inspected by factory-trained technicians and meet standards set by manufacturers. Having this information can make customers feel more secure in their purchase and trust in your dealerships’ capabilities over the competition.
Certified trucks, while they are more costly up-front, are typically a safer and less-risky option for customers seeking a heavy-duty truck that will last longer. Certified vehicles sell faster than ones that are not certified in automotive dealerships, so a bigger focus on certified trucks can boost the used truck market’s credibility. The increased trust buyers feel with certified trucks can also lead them to become a returning customer, securing their future with the dealership.
By offering CPO trucks at your dealership, you can increase customer satisfaction and retention, and potentially reach more buyers interested in affordable, trustworthy trucks.
