Fleet consolidation can happen anywhere, and can significantly impact a fleet’s relationship with distributors.
Consolidation equals change, and that can transpire any number of ways.
Though not without challenges, there is money to be made for distributors willing to service large, consolidating fleet customers.
When presented with a consolidating customer, industry professionals recommend distributors evaluate how the relationship with the customer would function before bidding for their business.
Not every fleet consolidation benefits a distributor; but the ones that do — when properly identified and examined — can prove to be excellent business drivers.
When dealing with a current customer’s consolidation and expansion, the first step is uncovering how much a customer is changing, says Don Purcell, partner at Stone Truck Parts.
A 20-truck fleet adding five trucks might not require changes, but a customer who is adding 60 trucks and expanding into a different state is likely to require a different level of service.
