RR 481: David Saline – Start or Grow Your Fleet Business
David Saline is a proven industry leader in the automotive and truck repair business. With over 30 years of experience, Mr. Saline has been ranked as one of the Top 30 Truck Technicians in the nation by the American Trucking Association.
ASE Master Certified in Automotive, Medium-Heavy Truck, School Buses, Service Writer and Parts.
Over 40 different OEM certifications.
Master and Master Elite of Shop Management Awards by DRIVE.
With his background in owning successful shops in New Mexico that applied the DRIVE systems, Mr. Saline is now serving as Vice President of Sales for DRIVE in California. In this senior leadership position, he mentors and helps shop owners improve their business while having a better and more productive life.
Key Talking Points
How much more work can you handle in your shop? Are you prepared for fleet work?
Opportunity for small, medium and large fleets. However, START SMALL
You can use ‘Fleet Seek’ to find fleets in your area that includes vehicle types and their fleet manager
Businesses in the 5 to 20 vehicle range do not have the means to properly maintain their fleet to keep them reliable and safe. They only make money when the fleet runs
Become their business consultant on vehicle maintenance, safety, and cost
Do a cold call on the potential new fleet customer.
A phone call to find out who to talk to
Set an appointment
Send information in the mail with your capabilities
You can offer a form to their drivers to use every day to keep an eye on the vehicle
Do you know the cost per mile to operate the vehicle?
Never promise you can reduce it until you research
The first meeting, walk-in with food. Cookies, Donuts. No one wants to pass up food
Put your sticker or label on the box
Stay away from flyers, they get tossed
Create a press book to leave
The cover should be a professional picture of your shop with your logo
A professional showcase of your shop
Do you specialize
Tell the story of your company, your team, the services you provide
Showcase your community involvement
Showcase other fleets you are doing business with
National supplier affiliations
Special tooling, the latest equipment
Do not go in on the first visit with discounts to try to land the fleet. That comes later once you do your due-diligence
Be observant. Listen. Discover their vision and culture. Keep it light without talking about you and your company or your services
Ask three important questions:
Where do you get your fleet work done now?
What do you like most about them?
If there is one thing you can change about them what would it be?
Discounts will not necessarily drive a new relationship. Don’t lead with it.
Take great notes, if not immediately after the call
You’ll need some promo pieces to deal with what the fleet would like from a fleet provider.
Example a flyer on being ‘on-time’
Consider bringing food again
Keep in mind to the time of day
If fleet sales is not right for the owner, hire someone with an incentive plan
An internal candidate may just be your secret weapon
Instead of discounts offer a fleet a strong maintenance program to help the fleet to last long and to reduce cost per mile
Thanks to David Saline for his contribution to the aftermarket’s premier podcast.
Link to the ‘BOOKS‘ page highlighting all books discussed in the podcast library HERE. Leaders are readers.
Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.
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