Posted: February 13, 2014
Sell Truck Equipment, Not Just Accessories, To Get Fleet Business
Bryan Baker of A.R.E. gives tips on getting more fleet businessBy Bryan Baker, A.R.E.
One of the best ways to get additional work-truck and commercial fleet business is to speak their language. Set up an area of the showroom dedicated to work-truck-related products, such as toolboxes, commercial ladder racks, and of course commercial truck caps. Advertise online with the key words "truck equipment" rather than just truck accessories, as that is the term most commercial/fleet buyers tend to use. It’s also good to be involved in local organizations and with local municipalities.
We try to see what many work-trucks and fleets are looking at fiberglass caps for their vehicles. For example, fiberglass is growing in popularity for commercial/fleet trucks. While our more traditional aluminum deluxe commercial units (DCUS) are still doing quite well, the primary growth potential is in fiberglass commercial products. Additionally, as the housing market slowly recovers, we will see the benefits of that with more contractors adding new work-trucks for their businesses.
At A.R.E. we also make sure our products have specific features that work-truck owners are looking for. Customers who are using a cap or cover to work out of, want function first and foremost. Their top priority is to keep equipment dry, safe, and secure. Once those needs have been met, they want organizational tools, lighting, and convenience. A.R.E. has been catering to some of these wants with our ultra-bright LED rope lighting, and the use of the BOLT lock system by Strattec. The one-key technology has become a desirable feature for commercial fleets and work-truck owners who want to keep their tools secure. With the BOLT lock system, you can use your truck key to lock and unlock our commercial products. We also recently released our WorkCover LS Fiberglass Commercial tonneau cover, which features side-door access from both sides of the truck, as well as easy access at the tailgate.