How Preventative Maintenance Programs Benefit Truck Dealers and Customers

Maintenance contracts can give your customers peace of mind and boost your Service department’s revenue. No matter how well-made a truck is, it still needs regular maintenance. Truck manufacturers set preventive maintenance (PM) schedules for various components to keep their trucks operating in top condition. Fleets can adjust these schedules based on their duty cycle, compressing intervals so trucks in severe duty come in more frequently. Extending PM intervals can void warranties, so it's not recommended. 

PM programs benefit fleets significantly, but dealers who offer contract maintenance programs to handle PM needs see substantial advantages as well. 

Contract Maintenance Extends Beyond Basic Service

Contract maintenance is essentially an agreement between a fleet and a dealer that outlines the relationship and defines which maintenance events the contract covers. It can include preventive maintenance as well as unplanned repairs. There's no universal approach here; each contract should be written based on the fleet's unique operating conditions, and different types of vehicles in the fleet may require different contracts.

Fleets Value Predictable Maintenance Budgets

A typical maintenance contract includes a monthly fee plus a mileage charge. This allows fleets to budget maintenance costs because they know their monthly fee and can estimate their trucks' mileage, avoiding dramatic swings in maintenance expenses from month to month. The contract also ensures trucks receive maintenance when they need it. Typical maintenance contracts cover items like tires, brakes, oil, lubricants, filters, labor and more. Additionally, maintenance contracts also help fleets stay compliant with federal and state safety regulations.

Contract maintenance also eliminates the need for fleets to invest in diagnostic equipment or employ their own Technicians. As we previously reported, the trucking industry is experiencing a severe Technician shortage — the U.S. Bureau of Labor Statistics predicts 25,600 openings for diesel Technicians annually over the next decade — making this relief particularly valuable. 

Fleets with maintenance contracts typically receive priority in the Service Lane, ensuring their trucks get serviced quickly with minimal downtime.

When executed properly, a strong contract maintenance program reduces fleet downtime because dealership Technicians can identify and address developing problems during PM service, potentially preventing future on-road breakdowns.

Dealers Generate Steady Service Revenue

One clear advantage for dealers is that contract maintenance provides steady income to the Service department. It also creates regular touchpoints with customers, strengthening dealer-fleet relationships and providing dealers with opportunities to discuss other services the fleet might need.

Before offering a contract, fully understand how the vehicles will be used. Ask about routes, terrain, duty cycle, operating conditions, anticipated annual mileage, and more. You want trucks to receive the care they need, but you also want to profit over the contract's typical three- to five-year term. When setting the fee, factor in your fixed costs like electricity and rent, as well as Technician wages and parts costs. Fleets with maintenance contracts usually receive services at a reduced cost compared to customers who pay per visit. 

Consider discussing contract maintenance when selling the vehicle. Talk to the fleet about how they use their trucks and share financial projections showing how much they can save with a maintenance contract. In some cases, you can even wrap the contract's cost into the fleet's truck payment. 

Offering contract maintenance helps with shop scheduling as well. You'll know in advance when each truck's next service is due, making it easier to schedule and plan around available shop bays. 

Maintenance Agreements Strengthen Customer Relationships 

Fleets with maintenance agreements gain peace of mind knowing their vehicles will receive maintenance at the proper intervals by qualified Technicians. Dealers benefit from contracts by building trust and deepening customer relationships, thereby increasing loyalty and boosting long-term revenue.