The sales process
Selecting the right equipment for your operation depends on a multitude of factors, from freight volume to purchasing power. The first questions, of course, are: What kind of revenue is your small motor carrier generating? Is it enough to support the new truck?
To get a real sense of the questions asked, I spoke with an expert — Kenny Tohn, sales manager at Tri-State International Trucks Inc. in Bowling Green, Ky. In order to spec the correct equipment for your small motor carrier, Tohn suggests knowing the answers to the following questions a salesperson might ask:
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Tell me about the last truck you bought. What made it right for you and your business?
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Are you happy with the way your trucks have performed in the past? If so, would you like the same or similar specs?
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Do you require special equipment such as a PTO, half/full fenders, work lights, etc.?
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Are you adding to your fleet or replacing other units? Are you trading in your used units?
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If you aren't trading, how will you dispose of the unit(s) you're replacing?
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Would you like me to help dispose of your used trucks?
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What is your price range? Are you working from a budget?
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Are you considering financing options? If so, how would you rate your current financial status? Poor, fair, good or excellent?
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Have you considered lease versus own options?
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When will you decide about this purchase?
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When would you like delivery?
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What type of trailer(s) do you pull?
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What type(s) of cargo do you haul? General freight, steel coils, hazardous materials, etc.?
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How heavy are the majority of your loads?
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How many miles do you average annually? Are the majority of your runs local, regional or long haul?
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Do you travel through mountainous regions, flat ground or low rolling hills?
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Do you travel Interstate highways or smaller, two-lane highways? Do you ever go off-road?
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Do you prefer a particular horsepower and torque range? Gear ratio?
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Have you considered AutoShift or UltraShift transmission versus manual shift options for fuel economy and/or less experienced drivers?
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On a scale of one to ten, how important is fuel economy?
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Would you like a basic fleet truck or more of a premium package?
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Do you have a paint scheme in mind?
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Is the comfort of your drivers important to you?
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Are you aware of the changes in the EPA 2010 emissions standards?
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Do you understand the difference between advanced EGR (exhaust gas recirculation) versus SCR (selective catalytic reduction) and how each would impact your business?
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Have I answered all of your questions?
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Given there are no roadblocks standing in our way, are you ready to make a purchase today?
Before you walk in the door of the truck dealership, be ready with the answers to these questions. You'll make purchasing or leasing a truck far more efficient and you'll get the equipment that's right for your operation — both of which will be far better on your bottom line.
