A single 25-vehicle fleet account is worth more than 40 retail customers. Here is exactly how to land your first three.
Most shops want fleet work but never ask for it. Fleet managers aren't on Google searching — they buy from shops that show up at their door with a proposal.
Best local fleet prospects: property management companies, plumbing/HVAC contractors, last-mile delivery (Amazon DSPs), landscaping, pest control, county/municipal departments, small school districts. Pull from Google Maps and county business filings.
(1) LinkedIn connect with the fleet manager. (2) Drop off a one-pager + business cards in person. (3) Follow up with a written proposal — labor rate, parts pricing, PM schedule, net-30 terms. (4) Offer a free safety inspection on 3 vehicles. (5) Close.
Standard fleet discount: 10–15% off door labor rate, full parts margin retained. Net-30 billing. PO required. Most fleet managers care more about turnaround than price.
24-hour turnaround on routine, 4-hour for emergency. PM schedule by mileage or hours. Photo documentation on every repair. Monthly fleet summary report. Designated point of contact at your shop.
You will live or die on whether you can handle PO numbers, net-30 invoicing, and consolidated monthly statements. Most legacy shop software does this poorly — a single fleet account exposes this gap fast.
42–55% gross margin is typical — slightly under retail but with much higher volume and zero customer-acquisition cost after signing.
Yes, almost universally. Cash-on-completion is a deal-breaker for most commercial fleets above 10 vehicles.