Strategies for Truck Dealers Serving Regional Transportation Companies

For many fleets, crisscrossing state lines has become standard practice as they balance profitability with customer demands. Expanding into multiple regions can boost revenue, but it also complicates operations, particularly in ensuring consistent maintenance and repair across a wide-operating footprint. 

Today's fleets increasingly expect service providers — especially truck dealers — to deliver complete maintenance and repair solutions, regardless of where the truck is.

Keep Maintenance on Track Across Locations

Given the complexity of today’s trucks, regular, on-time maintenance is more critical than ever. Dealers play a central role in keeping fleets compliant with their maintenance schedules. By working with fleet customers to access operational data, dealers can place vehicles in the right location for preventive service at the right time. 

That same data can uncover emerging issues before they lead to downtime. When customers share fault code information, dealers can advise Fleet Managers on whether a truck needs immediate attention, can finish its route before service, or can wait until its next scheduled appointment. 

Fleets want the same level of service at every dealership location. Standardized policies, procedures and a unified company culture, coupled with the right tools, equipment and staffing at each location, help deliver that experience. Having enough Technicians with the right skill sets and certifications ensures repairs are completed effectively. 

Fleets that operate in multiple states or regions often expect the same billing rate for labor at every location. Service contracts should spell out those terms, and dealers must make sure each store understands the agreed-upon rates for particular customers. 

Turn Emergency Roadside Assistance Into Partnership Wins

Even the strongest preventive maintenance programs can't eliminate on-road breakdowns. Dealers need a plan to triage these situations quickly. Ideally, the truck makes it to one of their own dealership locations. When that isn't possible, reciprocal agreements with other dealer principals in the same OEM network can provide roadside support or bring the truck to their own shop. 

Clear communication makes these arrangements work. Dealers should outline the repair plan, monitor progress and keep Fleet Managers updated. When handled well, these partnerships benefit the customer, the dealer and the broader OEM network. 

Speed Up Repairs With Smart Inventory Sharing

Stocking every part at every dealer location isn't feasible. Common wear items should be stocked at every location, while less common ones can be housed at select stores. Every location needs visibility into the entire network's inventory so Service Managers can set accurate repair timelines based on parts availability. 

Regular parts transfers between stores — or expedited deliveries when needed — ensure each location has the parts its customers need. Fleets will also expect consistent parts pricing across locations, which makes early conversations about pricing structure essential. 

Build Relationships That Work Everywhere

Strong communication remains the foundation of every successful fleet relationship. Fleets must be clear about their expectations and how much vehicle data they're willing to share. Dealers, in turn, must be transparent about their capabilities and their ability to provide consistent service standards across all their locations. 

The good news is that technology makes this easier. DMS now allows fleets and dealers to share information, track vehicle health, and monitor service events across multiple locations. 

CDK’s DMS supports fleets of all sizes, giving dealers the tools to deliver consistent service regardless of the number of states or regions they operate in.