Download - Business Fleet Magazine March/April 2011

A BOBIT PUBLICATION : MARCH/APRIL 2011

MANAGING 10-50 COMPANY VEHICLES : WWW.BUSINESSFLEET.COM

SCIENCERIGHTSIZINGAN ENGINEER BY TRADE, STEVE FISHER IS TAKING A SCIENTIFIC APPROACH TO REBUILDING THE CII FLEET

THE

OF

DOES YOUR

FLEET DEALER MAKE THE GRADE?

5NEW

NISSAN NV RAISES THE ROOF

TRAILERING MISTAKES TO AVOID

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fl eet.ford.com* Optional, available on select models. **EPA-estimated 17 city/25 hwy/20 combined mpg (Taurus SHO/MKS); 16 city/22 hwy/18 combined mpg (Flex/MKT), EcoBoost AWD.

GREENER.At Ford Fleet, we believe in getting the most out of green technology. We’re continually working to improve vehicle performance while decreasing negative environmental impact. Our proprietary EcoBoost™ engine* can do just that for your fl eet. It combines turbocharging and direct-injection technologies to provide the performance of a V8 with the fuel economy of a V6.** Our ultimate goal is to go beyond producing a more powerful and greener fl eet — to ensuring every mile your fl eet drives barely leaves an impression at all. Ford Fleet. Get More.

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12 7 Tenets of a Good Fleet DealerThe best fl eet dealers offer their customers fair pricing, dedicated staff and multiple options for selection, trade-in and upfi tting. Does your dealership make the grade?

16 The Science of RightsizingSteve Fisher uses a proactive approach to fl eet cycling and procurement to rein in fl eet costs for Communications International.

20 2012 Nissan NV Raises the RoofNissan’s fi rst entry into the CV segment was designed to turn heads.

22 5 Trailering Mistakes to AvoidGM’s resident expert outlines fi ve common mistakes fl eet operators must avoid to ensure safe and productive trailering.

INTERIOR

ON THE COVER

DEPARTMENTS

FEATURES VOL. 12, NO. 2

Like many small-fl eet operators, Steve Fisher already had a full-time job when he took on the task of right-sizing CII’s fl eet of 80 service and sales vehicles. Learn how Fisher’s engineering train-ing is helping him complete the project. Page 16

PHOTO BY VEROLA PHOTOGRAPHY

For weekly updates, visitwww.businessfl eet.com

4 Exhaust

Legislative roundup

6 Road Signs

■ Ram Adds Tradesman Model to 1500 Lineup

■ Commercial Tire Prices on the Rise

■ DOT/NHTSA Complete Toyota Probe

24 Executive Showroom

■ 2011 Chrysler 200

■ 2011 Hyundai Elantra

■ 2011 Volkswagen Jetta

30 Toolbox

32 Selector Index

35 WEX Index

36 Revving Up

Keys to building a healthy fl eet/dealer relationship

ON THE WEB

WWW.BUSINESSFLEET.COM2 BUSINESS FLEET MARCH/APRIL 2011

20

6

8

26

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EXHAUST

New DOT Rule Seeks to Prevent Vehicle Ejections

U.S. Transportation

Sec. Ray LaHood

on Jan. 13 announced

a new rule aimed at de-

creasing the number of

people partially or com-

pletely ejected through

side windows during

rollover crashes. The

rule will begin phasing

in during 2013.

Under the new rule,

issued by the Depart-

ment of Transporta-

tion’s National Highway

Traffi c Safety Admin-

istration (NHTSA),

vehicle manufacturers

must develop a counter-

measure for light pas-

senger vehicles under

10,000 pounds that

prevents the equivalent

of an unbelted adult

from moving more than

four inches past the side

window opening in the

event of a crash. Under

the new standard, all

newly manufactured

vehicles will be re-

quired to provide this

protection by model

year 2018.

The new rule is part

of NHTSA’s initiative

to improve the overall

safety for occupants in

the event of a rollover

crash. In recent years,

the agency issued rules

requiring that all new

vehicles come equipped

with electronic stability

control and upgraded

its roof crush standard

to help keep occupant

compartments intact in

rollover crashes.

DOT Proposes EOBRs for Interstate Carriers

The DOT’s Fed-

eral Motor Carrier

Safety Administration

(FMCSA) issued a

regulatory proposal that

would require inter-

state commercial truck

and bus companies

to install electronic

on-board recorders

(EOBRs) to monitor

their drivers’ hours-

of-service (HOS)

compliance.

The DOT said the

rule would relieve in-

terstate motor carriers

from the need to keep

certain HOS supporting

documents, such as de-

livery and toll receipts,

which are currently

used to verify the total

number of hours driv-

ers spend operating a

vehicle.

Under the proposal,

the rule would require

interstate carriers that

currently use Records

of Duty Status (RODS)

logbooks to document

drivers’ HOS to switch

over to EOBRs. The

rule would not require

EOBR use for short-

haul interstate carriers

that use timecards to

document HOS.

Carriers that violate

this EOBR require-

ment would face

civil penalties of up to

$11,000 for each offense.

Noncompliance would

also negatively impact

a carrier’s safety fitness

rating and DOT operat-

ing authority.

Power Window Mandate Scrapped

In another recent deci-

sion, NHTSA decided

to scrap the ruling that

would have mandated

automatic reversal of

power windows, which

can be raised and low-

ered with the touch of a

switch. This regulation

was designed to prevent

injuries, but automakers

were concerned about

greater potential for

vehicle theft.

Rear-view Camera Rule Delayed

NHTSA has re-

quested an exten-

sion for the creation

of the regulations that

will mandate rear-view

cameras in vehicles by

2014. The regulation is

designed to help elimi-

nate blind zones behind

vehicles that can hide

the presence of pedes-

trians. NHTSA prom-

ised a regulation by the

end of this year.

To meet the require-

ments of the proposed

rule, 10 percent of each

automaker’s new ve-

hicles must comply by

Sept. 2012, 40 percent

by Sept. 2013 and 100

percent by Sept. 2014.

NHTSA did not say if

the extra time would

delay the implementa-

tion of backup cameras.

For the latest fl eet news,

sign up for our free,

biweekly e-newsletter at

www.businessfl eet.com!

Vehicle Safety Regulations Update STAFF

PublisherEdward J. Bobit

Group PublisherSherb Brown

Executive EditorChris Brown310-533-2499

[email protected]

Managing Editor/Art DirectorTariq Kamal310-533-2470

[email protected]

Editorial ConsultantHoward Rauch

Production DirectorKelly Bracken

eMedia and PrintProduction Manager

Brian Peach310-533-2548

Great Lakes Sales Manager Robert Brown, Jr.

[email protected]

Sales ManagerEric Bearly310-533-2579

[email protected]

Sales & Marketing Coordinator

Tracey Tremblay

Business and Editorial Offi ceBobit Business Media

3520 Challenger St.Torrance, CA 90503Phone: 310-533-2400

Fax: 310-533-2503E-mail: info@

businessfl eet.com

Subscription Inquiries888-239-2455

[email protected]

Chairman Edward J. Bobit

President & CEOTy F. Bobit

Chief Financial Offi cerRichard E. Johnson

Printed in U.S.A.


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mailto:[email protected]





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Ram Truck has

announced the

launch of the

Ram Tradesman, a

new trim package for

the Ram 1500.

Designed to

meet the needs of

small businessmen,

construction job

sites and commercial

fl eets, the Tradesman

starts with the Ram

1500 ST trim pack-

age and adds features

such as a standard

HEMI engine with

fi ve-speed automatic

transmission. HEMI-

equipped Ram 1500s

are rated at 390 hp /

407 lb-ft torque and

20 mpg highway

(4x2).

Also included is

a standard Class IV

trailer hitch with

lighted, above-

bumper four- and

seven-pin trailer wire

connectors. Trades-

man also features

heavy-duty engine

cooling and a heavy-

duty transmission

oil cooler. Properly

equipped, the Trades-

man trim package

has a towing capacity

of 10,450 lbs.

The truck is avail-

able in either regular

cab short-bed (6 ft.,

4 in.) and long-bed

(8 ft.) models, with a

choice of 4x2 or 4x4

powertrains.

Scheduled to go

on sale in the second

quarter of 2011,

Tradesman pricing

starts at $22,780,

including $975 desti-

nation charge.

Ram Adds Tradesman Model to 1500 Lineup

COMMERCIAL TIRE PRICE INCREASES

With rising materials

costs come higher

tire prices. The following in-

creases have taken effect as

of press time, unless noted:

■ Michelin and BF-Goodrich:

12 percent.

■ Michelin Retread

Technologies and Oliver

Retread: 12 percent.

■ Hankook medium truck

tires: weighted average

of 9 percent.

■ Cooper Tire: 12 percent.

■ The Bridgestone Off

Road Tire, U.S. & Canada

Commercial Tire Sales divi-

sion: 12 percent for mining,

construction and industrial.

■ The Bridgestone Agri-

cultural Tire, U.S. & Canada

Commercial Tire Sales divi-

sion: 4 percent, effective

April 1, on Firestone agri-

cultural, construction and

forestry tires; Bridgestone

garden tires; and Regency

replacement tires.

■ Michelin: up to

8 percent for replacement

agricultural tires.

■ Michelin: up to 7 per-

cent for earthmover and

industrial replacement tires

and Oliver and MegaMile

retread rubber products.

■ CGS Tyres Group (7.5

percent to 10 percent on

farm and industrial tires),

Titan Tire Corp. (up to 8

percent on farm and OTR

tires), Yokohama Tire Corp.

(up to 5 percent on bias

and radial OTR tires) and

Continental Tire the Ameri-

cas LLC (up to 8 percent

on truck tires).

BMW debuted its new

“i” sub-brand, which will

include the automaker’s new

BMW i3, an electric

vehicle, and the i8, a

plug-in hybrid. Both

are slated for global

release in MY 2013.

The i3 is based

on BMW’s Megacity

Vehicle (MCV). Designed

for urban driving, the MCV will

be powered by electricity alone.

The company’s i8 is a plug-in

hybrid based on the BMW Vi-

sion Effi cientDynamics concept

study. BMW based both models

on an architecture type that

the company calls LifeDrive. An

aluminum chassis houses the

powertrain, and the passenger

cell consists of carbon-fi ber-

reinforced plastic (CFRP).

“Both cars have

been designed specifi -

cally for their respec-

tive alternative drive

systems,” said Klaus

Draeger, BMW board

member responsible for

development. “We used the in-

novative architecture and CFRP

to cancel out practically all of

the extra weight added by the

batteries. This means superior

driving dynamics combined

with signifi cantly increased

range using electric power.”

ROADSIGNS


BMW DEBUTS ELECTRIC-FOCUSED BRAND

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A 10-month study

by the U.S.

Department

of Transportation did

not fi nd any electronic

system fl aws in Toyota

vehicles capable of pro-

ducing the large throttle

openings required to

create unintended ac-

celeration incidents,

according to the Na-

tional Highway Traffi c

Safety Administration

(NHTSA).

“We enlisted the best

and brightest engineers

to study Toyota’s elec-

tronics systems ... There

is no electronic-based

cause for unintended

high-speed acceleration

in Toyotas,” said U.S.

Transportation Secre-

tary Ray LaHood.

NHTSA launched

the investigation and

conducted the study at

the request of Congress

and enlisted NASA

engineers to determine

whether any issues

with the electronics in

Toyota vehicles played

a role.

NHTSA stated that

the two mechanical

safety defects previ-

ously identifi ed by the

organization — spe-

cifi cally, “sticking”

accelerator pedals and a

design fl aw that enabled

accelerator pedals to

become trapped by

fl oor mats — remain

the only known causes

for unintended accel-

eration incidents.

Toyota’s chief quality

offi cer for North Ameri-

ca, Steve St. Angelo

responded to the study’s

fi ndings. “We hope this

important study will

help put to rest unsup-

ported speculation

about Toyota’s ETCS-i,

which is well-designed

and well-tested to en-

sure that a real-world,

uncommanded accel-

eration of the vehicle

cannot occur,” he said.

Although NHTSA

failed to identify any

electronic cause — or

any new mechanical

causes — the agency is

considering new rules

that would require the

adoption of brake over-

ride systems, standard-

ize operation of keyless

ignition systems, and

require the installation

of event data recorders

(EDR) in all passenger

vehicles, among other

initiatives.

DOT Finds No Electronic Flaws in Toyota Probe

A Carnegie Mellon

University study

found that diesel-

engine vehicles are

a better value than

gasoline-engine

vehicles due to lower

operating costs and

higher resale values

over time. Research-

ers determined that

diesel provides better

fuel effi ciency, up to

a 30 percent higher

residual value and

30 percent better

fuel economy than

traditional, port-fuel

injection, gas-pow-

ered vehicles.

The study also

found that diesel

engines retain a

higher percentage of

their purchase price

than gasoline options,

and that as cabin size

increases, diesel ve-

hicles retain a greater

percentage of their

purchase price when

compared to similar

gasoline-powered

vehicles.

HONDA CIVIC GX TOPS GREENEST VEHICLES LIST

The American Council for an Energy-Effi cient

Economy (ACEEE) has released its 14th

annual environmental ratings for the model year.

For the eighth year, the Honda Civic GX natural

gas vehicle wins top honors, despite changes to

rating methods that boosted other technologies.

Below the top spot, however, the “Greenest”

list sees a shake-up. Six new models pushed out

entries on last year’s list, ACEEE said.

1. Honda Civic GX

2. Nissan Leaf Electric

3. Smart Fortwo

4. Toyota Prius

5. Honda Civic Hybrid

6. Honda Insight

7. Ford Fiesta SFE

8. Chevrolet Cruze Eco

9. Hyundai Elantra

10. MINI Cooper

11. Toyota Yaris

12. Mazda2

13. Chevrolet Volt

ROADSIGNS


STUDY FINDS DIESEL VEHICLES A BETTER VALUE THAN GAS

U.S. Transportation Secretary Ray LaHood announces the results of the NHTSA probe.


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Chrysler intro-

duced the new

2011 models

in its 300 sedan line

at January’s North

American International

Auto Show in Detroit.

The 2011 Chrysler

300 and 300 Limited

models feature the

automaker’s new 3.6L

Pentastar V-6 engine,

which provides up to

8 percent better fuel

economy than the pre-

vious V-6 and achieves

EPA ratings of 18

city/27 highway. The

change to the new V-6

from Chrysler’s earlier

2.7L and 3.5L engines

brings horsepower up

to 292 and torque to

260 lb-ft, an improve-

ment of 16 percent

more horsepower and

10 lb-ft of torque over

the 3.5L.

For the Chrysler

300C, the 5.7L HEMI

V-8 produces 363

horsepower and up

to 25 mpg highway.

This engine also offers

Chrysler’s Fuel Saver

Technology, which can

shut down up to four

cylinders based on

power demands. When

running in four-cylin-

der mode, the engine

is 20 percent more fuel

effi cient.

The 2011 Chrysler

300C AWD model fea-

tures an active transfer

case and front-axle

disconnect system,

which improves fuel

economy by up to 5

percent, according to

Chrysler.

The 300 uses

Chrysler Group’s

second-generation

E-segment architecture

with redesigned front-

and rear-suspension

geometry, and new

suspension hardware,

designed to deliver

improved handling.

Chrysler designed

its new 300C AWD

with a 0.5-inch (13

mm) tighter tire-to-

fender fi tment, a 0.15-

inch (4 mm) lowered

overall ride height and

larger 19-inch wheels

with wider, all-season

performance tires.

New Technology Boosts MPG on Chrysler 300

INTELLICHOICE NAMES 2011 BEST OVERALL VEHICLE VALUES

IntelliChoice announced the winners of the

2011 Best Overall Value of the Year (BOVY)

awards at the 2011 National Automobile Deal-

ers Association (NADA) convention in San

Francisco. The annual awards are designed to

identify vehicles that deliver outstanding value

and lower than expected costs over time. The

winning vehicles in each category illustrate the

results of analysis of ownership costs, includ-

ing: depreciation, maintenance, repairs, fuel, fees,

fi nancing and insurance.

Although this year’s awards refl ected a

diverse group of winners across a range of price

points and manufacturers, Asian manufacturers

continued to show the strongest best overall

value, with Toyota taking seven out of 21 total

categories while Lexus accounted for four.

ROADSIGNS


CLASS MAKE/MODEL

Compact Passenger Car Honda Fit

Premium Compact Passenger Car

Lexus IS 250

Passenger Car Toyota Prius

Premium Passenger Car Toyota Avalon

Luxury Passenger Car Infi niti M37

Convertible Mini Cooper Convertible

Premium Convertible Lexus IS 250C

Sporty/Coupe Mini Cooper Hatchback

Premium Sporty/Coupe Volvo C30

Performance Car Chevrolet Corvette

Compact Crossover/Wagon

Toyota RAV4 (4 cyl.)

Premium Compact Cross-over/Wagon

Audi A3

Crossover/Wagon Subaru Outback

Premium Crossover/Wagon

Lexus RX 350

Luxury Crossover/Wagon Volvo XC90 (3.2L)

Minivan Toyota Sienna

SUV Toyota 4Runner

Full-size SUV GMC Yukon

Premium Full-size SUV Lexus GX 460

Compact Pickup Toyota Tacoma

Full-size Pickup Toyota Tundra


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http://www.volvocars.us/fl

21

7I

The best fl eet dealers offer their customers fair pricing, dedicated staff

and multiple options for selection, trade-in and upfi tting. Does your

dealership make the grade? BY CHRIS BROWN

PROCUREMENT


I F RECESS IONS HAVE A S I LVER

lining, it’s the fact that they force smart

companies to reassess their process-

es and streamline operations. This is

certainly true when it comes to small

fl eet operations, which often have

tremendous potential for savings.

One of the most important aspects of

the small fl eet procurement and dis-

posal process is the relationship they

forge with their local dealer.

Are you getting all you need out of

your fl eet dealer? To help answer, we

spoke with a number of fl eet dealers

and small fl eet operators. All of them

feel they’re holding up their end of

the bargain, and the insights they of-

fered in to their fl eet/dealer relation-

ship should help to determine the

strength of yours.

A DEDICATED FLEET DEPARTMENT

Are you working with a “fl eet dealer”

in name only, or does the dealership

truly serve the fl eet market?

“You need to fi nd out if you’re

dealing with a true fl eet manager or

a sales manager doing a fl eet man-

ager’s role,” says Joe David Pacifi co,

president of Pacifi co Marple Ford

Lincoln outside of Philadelphia.

“Fleet personnel should have busi-

ness cards that say ‘Fleet Commer-

cial Manager.’”

“We have our own dedicated sales

offi ce and sales team, so when they

walk in here, the fi rst person they

talk to is a commercial salesperson.

They won’t see a retail salesperson,”

says Ken Thompson, fl eet and com-

mercial accounts manager for the

Thompson Group at Classic Chevro-

let in Grapevine, Texas.

The three domestic brands each

have a network of dealers and corre-

sponding dealer programs for small

fl eets. General Motors Co. (Busi-

ness Central), Chrysler LLC (Dodge

BusinessLink) and Ford Motor Co.

(Business Preferred) have fl eet-cer-

tifi ed dealer networks and dedicated

Web sites.

These dealers must adhere to a

set of requirements to ensure they

can serve the commercial market.

All three programs require dedicated

commercial sales personnel, prior-

ity servicing and a wide selection of

commercial inventory in stock. The

programs also offer cash back or up-

fi t discounts on top of published fl eet

rebates.

Most fl eet dealers are single-

branded, but some operate multiple

franchises. Multibrand dealer groups

can offer small fl eet customer many

more choices for their commercial

vehicle needs.

True fl eet departments should

have longevity and consistency of

personnel, which translates to trust

and longstanding relationships with

fl eets.

Tony Sfreddo is the owner of

Triple S Services, a pest control pro-

vider based in Manassas, Va. and a

loyal customer of Battlefi eld Ford of

Manassas.

“We’ve dealt with three people at

the same dealership [Battlefi eld Ford

of Manassas] for 20 years,” Sfreddo

says. “I like that consistency. They

seem to understand that I’m buying

all these vehicles from them.”

Humphrey & Associates, an elec-

trical and mechanical contractor

based in Grapevine, Texas, has been

dealing with the Thompson Group

for more than 30 years. “It’s not just,

‘Here’s your Chevy and you’re out,’”

says owner Randy Humphrey, “but

‘we want to be integrated in every-

thing you do, and help you in your

whole process.’”

INVENTORY: ON THE GROUND OR A PHONE CALL AWAY

Business Fleet preaches factory or-

dering, but small fl eets often have

little choice but to buy out of dealer

inventory. This situation is exacer-

bated by the fact that there are fewer

vehicles in stock as a result of the

recession.

Retail-minded dealers will have

pickup trucks geared toward the

leisure customer. “A loaded Lariat

won’t help the guy needing a basic

work truck,” says Pacifi co.

A good fl eet dealer has a wide se-

lection of inventory — as many as

600 units at larger stores — on the

ground and upfi tted with typical vo-

cational packages. Walk the dealer’s

lot and check the dealer’s Web site to

get a handle on units in stock, says

Thompson.

If a particular unit is not readily

available, the dealer should have re-

TENETS OF A GOOD

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34

5

sources to get the right vehicle from

another dealer.

“We needed two vehicles, and the

two they found were at a dealer in

Florida,” says Sfreddo. “Three guys

drove down that night to Florida and

within three days they were back with

our vehicles — at no additional cost.”

For fl eets smart enough to factory

order, the dealer should be able to

update the customer on the build and

delivery status of his or her vehicles.

TRANSPARENCY ON PRICE

Small fl eets should not expect fac-

tory-invoice, “triple-net” pricing re-

served for large factory orders. Rath-

er, prices based off of the vehicle’s

advertised stock invoice are more

common. In the bigger picture, fair

and consistent pricing from the fl eet

dealer is the most important factor

for small fl eets.

“The value of the vehicle is not

the purchase price,” says Humphrey.

“It’s over the life of the vehicle, and

the service you get after the sale.”

Nonetheless, pricing can get con-

fusing. Small fl eet buyers often have

a menu of discounts and rebates to

choose from. All fl eets with FIN/

FAN numbers can choose the fl eet

or retail rebate, whichever is higher.

Manufacturers’ small fl eet programs

have further discounts, as do many

industry associations.

With still other discounts on parts

and service, upfi ts and fi nancing,

sorting through the possibilities takes

some work. A good fl eet dealer will

know the options and routinely “do

the math” to come up with the best

price scenario.

“Whatever discounts are available

to that customer in the particular in-

dustry he’s in, we’ll know what they

are and make them available,” says

Thompson. “And then we make sure

they get all the rebates and money on

that vehicle.”

“I’m confi dent I’m not missing

any potential savings because of [the

dealer’s] lack of knowledge of what’s

out there,” says Humphrey.

Nonetheless, it is every fl eet’s right

to look for a better deal every once

in awhile. “If we did go out and fi nd

a deal that was signifi cantly better,

we’d go back to our [primary] dealer

and say ‘We found it for less, what

can you do?’” says Sfreddo. “In es-

sence, you’re keeping them honest.”

However, comparison shop-

ping must always be balanced with

maintaining goodwill with the

dealer. “Even if somebody else gets

close [on price], you need to weigh

whether it’s worth jeopardizing the

relationship,” Sfreddo says, noting

that sales fl oor negotiations on each

transaction are not part of the deal.

“We just want the truck,” he says. “I

don’t want to be sold all the bells and

whistles. When we sign, it’s just a

formality.”

True fl eet dealers will have a dedi-

cated commercial fi nance manager

— or a fl eet salesperson — handle

the paperwork. They will know

“how to fi nance a $30,000 truck with

a $20,000 upfi t on it,” as Thompson

puts it.

In addition to fi nancing possibili-

ties, a good fl eet dealer should offer

manufacturer or independent lease

fi nance packages specifi cally for

fl eets.

A PAINLESS TRANSACTION

Over time, that earned trust level

leads to a “sign-and-go” relation-

ship. Fleet dealers routinely deliver

vehicles to the customer with the pa-

perwork missing only a signature.

“They come to my offi ce with the

vehicle. They have the paperwork

ready; all we have to do is sign,”

Sfreddo says. “It’s a very smooth,

painless transaction.”

“Most of the time, I’ll give the

dealer an address and they’ll deliver

after hours or on a weekend,” Hum-

phrey says. “We cover 64 counties

in Northeast Texas. I’ve never had

anyone in the Thompson Group tell

me, ‘No, we can’t get that delivered

for you.’”

Fleet dealers also handle upfi ts of

third-party equipment to deliver the

vehicles in work-ready condition.

For small fl eets that factory order

and have out-of-state drivers, fl eet

dealers should be able to arrange to

drop ship the vehicle to a grounding

dealer in the driver’s area.

AN OUTSOURCED FLEET MANAGER

Small fl eet operators who have CEO,

chief cook and bottle washer respon-

WWW.BUSINESSFLEET.COM MARCH/APRIL 2011 13BUSINESS FLEET

FLEET DEALER


67

sibilities must often rely on their fl eet

dealer as an outsourced fl eet manager.

“My dealer not only sets up the

courtesy deliveries, but makes sure

our vehicles are titled and licensed.

My drivers only need to pick up the

cars [at the grounding dealers],” says

Anita Salazar, fl eet and risk manager

for Makita Tools USA.

This service becomes especially

helpful for fl eets with drivers in dif-

ferent states. “I deal nationwide,

and each state has different require-

ments,” says Salazar, who works

with Roy Durham Jr. of RP Automo-

tive, a multi-franchise Penske com-

pany based in West Covina, Calif. “A

dealership has to be up to speed with

the new tax laws [in each state].”

Salazar deals with many dealer-

ships for drop ships, but she is able

to go through RP Automotive for one

invoice. That alleviates the need to

fi ll out W-9 tax forms for multiple

dealerships.

Small fl eets also use their dealer’s

staff to help with spec’ing, upfi tting

and new-model research. Sfreddo’s

dealer installed a heavier duty sus-

pension on his new trucks to prop-

erly handle the payload. When Hum-

phrey was ready to replace an older

one-ton truck, his dealer showed him

how the new half-tons could handle

the same payload and get better fuel

economy for less money.

Better yet, Humphrey says his

dealer has given him trustworthy in-

formation on other products not sold

at that dealership.

THE SERVICE PRIORITY

Fleet dealers understand that out-of-

service vehicles mean lost revenue.

Thus they should bend over back-

ward to get fl eet vehicles in and out as

quickly as possible. Most fl eet deal-

ers offer priority servicing for fl eet

customers and/or a dedicated bay,

as well as appropriate replacement

transportation during the repair.

For out-of-state drivers, good fl eet

dealers will offer factory fl eet cen-

tralized billing programs for service

and parts.

“Go to the fl eet department and

fi nd out who the fl eet service advisor

is,” Thompson recommends. “Ask

about extended service hours and

what type of alternate transportation

is available.”

HELP ON RESALE

When it comes to resale, there are a

few options for the small fl eet that

uses a fl eet dealer. The fi rst step is

to get the vehicle appraised. Fleet

dealers should do this regardless of

whether they will take the vehicle

on trade-in. “We’ve often asked our

dealer how much he’d give us for a

vehicle and how much they’d sell it

for,” says Sfreddo. “And then we’ve

sold it ourselves.”

Thompson advises fellow small

fl eet customers to expect a fair mar-

ket price dictated by auction values.

Dealers understand that fl eet custom-

ers may choose to sell the vehicle

themselves. Dealers will take the ve-

hicles as trade-ins but they generally

do not run the vehicles through auc-

tion for fl eet customers. Most dealers

have wholesale brokers who will bid

on the vehicles.

For out-of-state drivers, the fl eet

dealer should have a way to trade in

the vehicle for a new one.

Some of the larger fl eet dealers

have programs set up to allow the

small fl eet customer to sell used ve-

hicles directly to employees via an

Internet auction. BF

PROCUREMENT


Knowing that out-of-service vehicles represent lost revenue

for their customers, many dealers offer dedicated service bays or priority scheduling for

fl eet-vehicle repairs.

“The value of the vehicle is not the purchase price,”

says Randy Humphrey, owner of Humphrey & Associates.

“It’s over the life of the vehicle, and the service you

get after the sale.”


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Luxury has progressed.

Contact [email protected] for more information.



FLEET PROFILE

L

Steve Fisher uses a proactive

approach to fl eet cycling and

procurement to rein in

fl eet costs for Communications

International. BY TARIQ K AMAL

SCIENCERIGHTSIZINGTHE OF

LIKE MANY FLEET MANAGERS,

Steve Fisher has more than vehicle

acquisition, maintenance and remar-

keting on his mind when he walks

into the offi ce each morning. In fact,

after 25 years at Communications In-

ternational Inc., a Vero Beach, Fla.-

based public safety communications

systems provider, Fisher’s primary

duties remain those of a corporate

sales engineer.

So why take on the administration

of CII’s fl eet of cars, trucks and vans

when his predecessor retired four

years ago?

“The answer is, I’m a car guy,”

Fisher says. “At home, I work on hot

rods. I ride Harley-Davidsons. I have

a passion for it.”

That passion has paid off for CII.

The company’s fl eet, now 88 ve-

hicles strong, is signifi cantly leaner

and greener than it was four years

ago. The secret to Fisher’s success

is a scientifi c approach befi tting his

engineering background, plus buy-in

from management and a new partner

on the leasing side.

RIGHTSIZING TO SAVE MONEY

CII specializes in building public-

sector communications systems,

including 911 centers and phone

systems, in-vehicle hardware and

custom software. The company’s

fl eet is thus tasked with supporting

sales, service, engineering and inte-

gration operations. It’s not a “one-

box-fi ts-all” operation, as Fisher de-

scribes it, but “one-box-per-job.”

“I look at it from an engineering

perspective,” he says. “Get the ve-

hicle that fi ts the job the tech is do-

ing. For a larger territory, that might

mean a larger vehicle.”

Larger, that is, than a Chevrolet

Astro van, which had come to domi-

nate the service side of the fl eet by

the time Fisher took over. The com-

pany operates service facilities in

several municipalities where clients

can take police cars, fi re trucks and

ambulances fi tted with CII radios.

There, the Astro vans were cycled

out in favor of smaller vehicles such

as Chevrolet HHR panel vans and

Ford Transit Connects. Those moves

reduced Fisher’s fuel spend by more

than half for some facilities.

For municipalities where CII techs

have to cover greater distances and

carry more equipment, Fisher went

in the opposite direction, to full-size

Chevy and Ford vans. “It’s a larger

vehicle, but more effi cient because

they take fewer trips,” he says.

Fisher orders his work trucks and

vans the same way he orders his sales

reps’ sedans: factory paint job, no

outsize logos or phone numbers and

no vinyl-wrap advertisements. The

vans have only a simple vinyl decal

with the company’s initials. “We’re

not a Yellow-Pages company,” Fisher

says. “When a government agency

needs communications, they send

out an RFP.”

MORE OPTIONS, HIGHER RESALE

Most account managers drive a Ford

SUV or Chevrolet sedan, and the

Malibu has emerged as the vehicle

of choice. The look and feel of the

fl eet helps to create the right impres-

sion of the company and retain key


PH

OT

O B

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PH

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employees, according to CII’s presi-

dent, Mark Feurer.

Feurer is leading CII through its

transition to an employee-owned

company following the recent retire-

ment of its founder. Pointing to the

fact that the company’s decisions

are directed by “no shareholders but

ourselves,” Feurer has no objection

to spending more at the outset on ve-

hicle trim levels that serve as an em-

ployee retention tool and bring more

resale value at end-of-cycle.

“A little higher quality than we’ll

need, we’ll get,” he says. “Steve’s

good at getting feature sets that you

wouldn’t normally see.”

One example is the Malibu, which

Fisher usually orders at the 2LT trim

level. For about $3,000 more than

1LT, the package includes luxury

items such as a remote starter, Blue-

tooth connectivity, and powered and

heated seats. True to the company’s

mantra, CII’s account managers ride

in style without breaking the bank.

“We don’t need a status symbol,”

Feurer says. “That would send the

wrong signal to our customers.”

MAXIMIZING VALUE

Fisher remarkets most of the com-

pany’s units through local wholesale

brokers. “Now, I get three calls a

week,” he says. “One said, ‘What-

ever you want, I’ll pay!’”

The demand for Fisher’s end-of-

cycle and off-lease units is not by

accident but design. He spent several

long nights researching the basics of

fl eet management and joined the Au-

tomotive Fleet & Leasing Associa-

tion (AFLA). He met with other au-

tomotive professionals — including

a one-on-one with former GM exec

Bob Lutz — at the organization’s an-

nual conference.

Fisher returned to Vero Beach

armed with new strategies. He re-

considered the company’s remarket-

ing strategy and, with a mix of pur-

chased and leased units, decided to

put the fl eet out for bid before mov-

ing forward. That’s how he met Bill

Lott, his principal contact at North-

brook, Ill.-based Donlen Corp., a

national provider of fl eet leasing and

management services.

“Steve is a guy who appreciates

technology and what it can do for

you,” Lott says. “He said, ‘Show

me the tools and tell me what I

can learn.’”

Lott points to two factors that sep-

arate CII’s wholesale units from the

rest of the pack: fi rst, the aforemen-

tioned trim levels, which offer “more

content” in the lanes and better resale

value. Second, Lott credits Fisher

with exceptional timing, cycling his

vehicles out before they hit certain

plateaus that tend to put serious dents

in the sticker price.

“There are some behaviors I as-

sociate with owning vs. leasing,

and one is a tendency to drive them

until the wheels fall off,” Lott says.

“I think Steve recognizes that it’s a

pay-me-now or pay-me-later situa-

tion. He wants to sell while there’s

still some value in them.”

One example is a 2007 Chevrolet

Trailblazer that reached the end of its

three-year, open-end lease last year.

Fisher paid $20,000 for the unit, de-

fl eeted it at 75,000 miles and sold it

for $10,000 at auction. “If we sold it

a year later, with 100,000 miles, then

it’s worth $3,500 to a buy-here, pay-

here lot,” Fisher says.

ADVANCED EDUCATION

With four years of fl eet management

under his belt, Fisher has already

made several of the big decisions. He

switched to Donlen and Wright Ex-

press fuel cards and decided against

the use of GPS or routing software. He

also has studied alternative fuels and

hybrid powertrains, but neither has

emerged as a viable option for CII.

“Hybrids, for us, won’t make sense

until gas reaches $4.50 or $5.00 per

gallon,” Fisher says. “As for alterna-

tive fuels or electric vehicles, you

need an infrastructure. If Chevy or

Ford built a Colorado or Transit Con-

nect that ran on diesel, I’d convert the

entire fl eet.”

Whatever the future holds, Fish-

er’s engineering skills will continue

to defi ne his approach to the rebuild-

ing project he started four years ago.

“Fleet is just a small part of Steve’s

job,” Lott says. “When you wear

multiple hats, it’s easy to say, ‘If it

ain’t broke, don’t fi x it.’ With Steve,

it’s always, ‘Are there ways to reduce

cost we haven’t considered?’” BF

FLEET PROFILE


The service side of CII’s fl eet, which once depended exclusively upon the Chev-rolet Astro van, now scales up to full-size vans, such as the Ford E-250 (far left), or down to smaller cargo vehicles such as the Transit Connect (left).

“Fleet is just a small part of Steve’s job. When you wear multiple hats, it’s easy to say, ‘If it ain’t broke, don’t fi x it.’”

— Bill Lott, Donlen Leasing

PH

OT

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CII

BF0311cii.indd 18BF0311cii.indd 18 3/7/11 12:36:37 PM3/7/11 12:36:37 PM

For a consultation on how Saab fi ts into your organization,

contact John Gaydash, Saab Cars North America, at 248.581.0855 or [email protected].

See where Saab is headed next, visit saabusa.com.

1Whichever comes fi rst. See dealer for details. 2Whichever comes fi rst, provided the service is performed within 2,000 miles of the recommended service interval.

We mean no disrespect to our Bavarian neighbors. But when it comes to

your executive fl eet, you may appreciate a more Scandinavian perspective.

You see, while Saabs are designed for drivers who demand performance,

comfort and the latest technology, they’re also designed for value. We’re known for engineering

big power from small, turbocharged engines. So a Saab fl eet will keep your fuel costs sensible.

It will also keep your worries low, because our Scandinavian designed lineup comes with

a Four-Year/50,000-Mile Limited Warranty1 and No-Charge Scheduled

Maintenance for three years or 36,000 miles .2 You’ll also enjoy a host of Saab

management tools and a variety of customized fl eet service programs. It all

translates into trouble-free fl eet satisfaction. A language we speak fl uently.

NichtGerman.

BF0311cii.indd 19BF0311cii.indd 19 3/7/11 12:36:41 PM3/7/11 12:36:41 PM


VEHICLE SPOTLIGHT

INissan’s fi rst entry into the CV segment was designed to turn heads. BY CHRIS BROWN

2012 NISSAN NV RAISES THE ROOF

IN JANUARY, NISSAN STARTED

production on the 2012 Nissan NV

commercial van. With its fi rst entry

into North America’s commercial

vehicle (CV) market, Nissan is aim-

ing to reinvigorate a segment known

more for its “if it ain’t broke, don’t

fi x it” mentality than innovation.

“We’ve taken a fresh look at every

aspect of the CV business — includ-

ing styling, powertrain, interiors,

cost of operation and ownership,

dealership sales and service opera-

tions and, most importantly, real-

world customer needs,” said Joe Cas-

telli, vice president of Nissan North

America Inc.’s commercial vehicle

and fl eet division.

The Nissan NV comes in half-,

three-quarter and one-ton versions

(NV1500, NV2500 HD, NV3500

HD) with a Standard Roof or High

Roof (NV2500 HD, NV3500 HD).

The standard gas engine is a 4.0L V-6

that produces 261 hp and 281 lb-ft

torque. An optional 5.6L V-8 gener-

ates 317 hp and 385 lb-ft torque. No

diesel engine is planned at this time.

Payloads range from 2,590 lbs. on

the Standard Roof 1500 S (V-6) to

3,747 lbs. on the Standard Roof 3500

SV (V-8).

The 2012 NVs are available now

through a network of 250 newly ap-

pointed Nissan Commercial Vehicle

Dealers (www.nissancommercial-

vehicles.com). That number should

grow to 300 by year’s end, according

to Nissan. BF

Check out a video walk-around of the 2012 Nissan NV at www.business-

fl eet.com/blog/auto-focus.aspx.


A conventional truck engine layout is designed for easier under-hood access.

The NV’s pickup-like cab lacks the traditional van engine “doghouse” that intrudes into the cab due to the setback engine placement.

The van comes with an under-seat drawer and

deep door pockets, and an overhead console is avail-

able on High Roof models.

The available lockable center console (removable) fi ts hang-

ing fi les and laptop computers. The console includes a charg-ing point and a sliding lid that

provides a usable work surface.

There’s enough room between the wheelhouses (70.2 in. max. width) for standard plywood or drywall sheets or pallets. Nearly vertical sidewalls maximize usable cargo space (234.1 cubic feet on the Standard Roof and 323.1 cubic feet on the High Roof).

BF0311nissannv.indd 20BF0311nissannv.indd 20 3/7/11 12:43:35 PM3/7/11 12:43:35 PM

http://www.nissancommercial-vehicles.com



http://www.business-fleet.com/blog/auto-focus.aspx



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BF0311nissannv.indd 21BF0311nissannv.indd 21 3/7/11 12:43:41 PM3/7/11 12:43:41 PM

A

EQUIPMENT


TRAILERING

2

1

GM’s resident expert outlines fi ve common mistakes fl eet

operators must avoid to ensure safe and productive

trailering. BY TARIQ K AMAL

AS LEAD TRAILERING ENGINEER

for General Motors Co., Robert

Krouse knows that adding a trailer to

a vehicle poses a unique set of chal-

lenges to fl eet operators. He works

daily to educate truck buyers on how

to safely tow boats and campers, not-

ing that the average retail customer

may only tow a trailer three or four

times a year.

“Training is every bit as important

on the fl eet side,” Krouse says. “Just

as for personal use, some will drive it

only a couple of times a year, some

every day.”

Even the daily routine can vary on

the commercial side. Loads change

depending on the job, and trailers

may be pulled by a number of dif-

ferent drivers and tow vehicles. This

makes proper trailering techniques

essential, even for the seasoned fl eet

operator.

With all that in mind, Krouse sat

down with Business Fleet to discuss

fi ve common trailering mistakes and

how they can be avoided.

FAILURE TO CALCULATE THE ACTUAL WEIGHT OF THE TRAILER

Krouse points to landscaping trailers

as a good example of how operators

can misjudge the weight they’re ask-

ing their trucks to pull. The weight

of the equipment inside may seem

insignifi cant compared to the trailer

itself, but it’s a principal factor in de-

termining whether your equipment is

pushing the load past your tow ve-

hicle’s capacity.

“Retail or commercial, the same

principles apply,” Krouse says. “The

ratings are based on weight, and

that’s what we go by.”

It’s crucial to weigh your loaded

trailer at the nearest available scale

before towing it. Also check to be

sure the trailer’s tongue weight

— the downward force exerted by

the trailer’s “tongue” — is within

your hitch’s rating.

FAILURE TO ACCOUNT FOR THE ACTUAL CAPACITY OF THE TOW VEHICLE

Now that you know how much weight

you’re pulling, you just have to check

that against your vehicle’s trailer

weight rating (TWR), right? Not

so fast, Krouse says. Pulling your

truck’s rating from the Web might

not provide the right number. Many

manufacturers only provide each ve-

hicle’s maximum TWR, which may

depend on a particular engine or non-

standard equipment.

Your dealer or factory rep should

be able to provide your vehicle’s

TWR and information on how to

upgrade it. Once you have the right

number, be sure to add the weight of

“The operator always has to realize, it’s not like driving the tow vehicle by itself. Don’t ever let that become back-of-mind.”

— Robert Krouse, lead trailering engineer, General Motors Co.

BF0311trailer.indd 22BF0311trailer.indd 22 3/7/11 12:54:11 PM3/7/11 12:54:11 PM

3

5


MISTAKES TO AVOID

4

your truck — including people in the

cabin and equipment in the bed —

to the weight of the loaded trailer.

If that fi gure surpasses the vehicle’s

gross combination weight rating

(GCWR), you’re past the point of a

safe tow.

OVERLOADING THE TRAILER OR TOW VEHICLE

Failing to determine TWR and

GCWR are the most common

weight-rating pitfalls, but there are

several other factors to consider.

Krouse says that tow vehicle and

trailer gross vehicle weight ratings

(GVWRs), individual tow vehicle

and trailer gross axle weight ratings

(GAWRs) and individual tire ratings

are just as important.

There’s also the trailer tongue

weight, which can differ from your

hitch’s rating. Failing to note any of

the factors listed earlier can result in

damage to the tow vehicle or trailer,

not to mention excessive wear on

your brakes or tires.

IMPROPER SETUP

Now that your tow vehicle, trailer

and combination weights and ratings

are within range, the next objective

is a proper coupling. If your hitch

ball sits too high or low or your sway

controls and weight-distributing

spring bars are improperly adjust-

ed, you still run the risk of damage

somewhere along the setup.

To be sure the trailer load is prop-

erly balanced, for a weight-distrib-

uting hitch setup, Krouse suggests

measuring the space between the

top of the tow vehicle’s front tire

and the bottom of the fender. That

space will increase once the trailer

is coupled; adjust the spring bars to

get back to the initial measurement

without decreasing it.

Each state sets its own standards

for trailer brakes, but Krouse rec-

ommends adding a brake controller

whenever you’re pulling 2,000 lbs.

or more. In an electric system, a sig-

nal is sent to the trailer brakes when

the tow vehicle’s brakes are applied,

engaging them in unison. Several

manufacturers, GM included, now

offer a factory-equipped brake con-

troller on most models.

Another option is a hydraulic

brake controller, also known as a

surge brake. Surge brakes employ a

self-contained apparatus in the hitch

that engages the trailer brakes when

the tow vehicle slows down.

IMPROPER ROAD PROTOCOL

Krouse sums up his advice for driv-

ing while trailering in one word:

practice.

“The operator always has to real-

ize, it’s not like driving the tow ve-

hicle by itself,” he says. “Don’t ever

let that become back-of-mind.”

Turning, stopping, backing up,

merging and changing lanes all re-

quire more time and space. There’s

no substitute for practicing those

maneuvers in an open area before

hitting the road, and remember to

adjust your mirrors to the length of

the trailer. GM and other manufac-

turers offer extendable side mirrors

as a factory option.

Finally, special attention must

be paid to maintenance when your

pickup is pulling heavy loads.

Krouse lists fl uids, tires and brakes

as particular areas of concern. The

trailer’s own brakes and tires also

should be checked frequently, and

trailers that sit idle for long periods

should be inspected before they go

back on the road. BF

BF0311trailer.indd 23BF0311trailer.indd 23 3/7/11 12:54:12 PM3/7/11 12:54:12 PM

EXECUTIVE SHOWROOM

NEW V-6 OFFERS BEST-IN-CLASS HORSEPOWERCHRYSLER 200

Chrysler made a splash on

Super Bowl Sunday with

“Imported From Detroit,”

the OEM’s Eminem-starring,

gospel choir-singing, gritty city-

scape-featuring commercial. The

message is clear: We’re back in

business, and our business is build-

ing cars.

The 200 is Chrysler’s new offer-

ing in the mid-size sedan — and

convertible — segment, but the

Detroit automaker wants to make

clear the fact that it’s a replace-

ment for, rather than a redesign

of, the Sebring. Only the old car’s

standard 2.4-liter, I-4 engine re-

mains, and Chrysler has added a

new, 3.6-liter Pentastar V-6 as an

optional upgrade.

The base model 200 with four-

speed automatic transmission is a

bargain at $19,995. For a higher

price, the base engine can be mat-

ed to the six-speed transmission

that comes standard with the V-6.

Drivers with an eye toward per-

formance will lean toward the big-

ger engine, but no such upgrade is

necessary to enjoy an array of stan-

dard safety features.

Front, side and side curtain air-

bags, active head restraints, anti-lock

brakes, electronic stability and trac-

tion control are built into every trim

level. An acoustic-glass windshield,

new engine mounts and sound ab-

sorption materials keep the cabin qui-

et, while upgraded seat and surface

materials lend the interior a level of

quality on par with the 200’s peers.

Available creature comforts in-

clude a voice command-enabled

media center wired to the radio

and iPod connector, Sirius’ satel-

lite radio and Travel Link naviga-

tion systems, streaming music ca-

pability and a 30GB hard drive.

Structural refi nements from the

200’s predecessor include a com-

pletely retuned suspension, an

additional inch on the wheelbase

and slightly wider tires. The 200

also sits lower — 6mm in the rear

and 12mm up front — lending a

more aggressive stance, but unfor-

tunately, further reducing the view

through the rear windshield.

The convertible version is rolling

into showrooms at press time and,

like the sedan, that car’s exterior

fails to leave its predecessor’s styl-

ing completely behind. But neither

is lacking in style points, and the

new 200 — especially with its best-

in-class horsepower V-6, offers a

smooth, quiet ride for the money.

Standard engine: 2.4L I-4, 173 hp

Optional engine: 3.6L V-6, 283 hp

Transmission/drive: Four- or six-speed automatic,

front-wheel drive

Cargo space (cu. ft. max.): 13.6

Fuel tank capacity (gal.): 16.9

EPA fuel economy rating (city/highway mpg):

18/29 (I-4), 19/29 (V-6)


BF0311showroom.indd 24BF0311showroom.indd 24 3/7/11 12:51:32 PM3/7/11 12:51:32 PM

BF0311showroom.indd 25BF0311showroom.indd 25 3/7/11 12:51:36 PM3/7/11 12:51:36 PM

EXECUTIVE SHOWROOM

AHEAD OF THE CURVE AT 40 MPGHYUNDAI ELANTRA

The redesigned 2011 Hyun-

dai Elantra is the fourth in

a line of seven new models

the South Korean OEM planned

to introduce in a two-year span.

The full-size Sonata and high-

class Equus sedans each made

headlines in 2010, but the new

Elantra’s 18 percent improvement

in fuel economy may be the big-

gest news yet.

The already crowded and in-

creasingly competitive compact

segment now has a new contender

in highway fuel economy. The

Elantra’s new, lighter, aluminum-

block, 1.8-liter “Nu” I-4 delivers

148 hp at 131 lb-ft of torque, and

a PZEV version produces 145 hp

at 130 lb-ft.

That’s good enough for 40 mpg

at freeway speeds, matching the

Ford Fiesta’s Super Fuel Econ-

omy edition. The leader remains

the Eco version of Chevrolet’s

Cruze, which tops out at 42 mpg

on the highway.

The new engine delivers more

power than the outgoing, iron-block

“Beta” 2.0. That improvement was

made possible by a new, Hyundai-

built transmission, a new alternator,

and a 62-lb. weight loss from the

prior generation — despite adding

an inch in length and 2 inches to the

wheelbase.

If you failed to recognize the

new Elantra from the photo above,

don’t blame yourself. The styl-

ing follows Hyundai’s “Fluidic

Sculpture” theme that lent so many

style points to last year’s all-new

Genesis and the aforementioned

Sonata and Equus. The car is all

sweeping lines and hard turns,

suggesting movement from any

angle and making the Elantra

appear longer and sportier than

most of its peers.

Once inside, Elantra drivers are

treated to a suite of options and

a spacious cabin — “mid-size,”

in fact, by EPA standards — that

echoes the stylish exterior. The

base model includes power win-

dows, locks and mirrors and key-

less entry, and adding the auto-

matic transmission gets you cruise

control as well.

Hyundai’s main point of pride

for the interior, however, is the

available GLS navigation system.

Boasting 16 GB of fl ash memory,

the system displays controls for

phone, audio, navigation and more.

It also powers built-in XM traffi c,

weather and sports services, Blue-

tooth headset and satellite radio

compatibility.


Transmission/drive: Six-speed manual,

six-speed automatic, front-wheel drive




29/40


BF0311vw.indd 1 3/4/11 10:45:35 AMBF0311showroom.indd 26BF0311showroom.indd 26 3/7/11 12:51:36 PM3/7/11 12:51:36 PM

Your bottom line never looked so good.

German car companies spare no expense when

designing their cars. And they expect you to spare

no expense when buying them. Well, most of them do.

Volkswagen changes all that by letting you do something

wonderfully exhilarating: have your German engineering

and afford it too. Introducing the 2012 Volkswagen Passat,

available fall 2011.

Sleeker and roomier than ever, with best-in-class rear

legroom* and more trunk space than Accord and Camry,

it comes nicely equipped around $20,000.** Plus, you can

choose from three sporty engines—including the TDI® Clean

Diesel with an impressive range of 795 miles.† The all-new

Passat is everything you’ve been looking for in a sedan.

And because it’s built in the U.S., you don’t have to look far.

vwcorporatefleet.com

The all-new 2012 Volkswagen Passat

* Most rear legroom in the midsize class based on manufacturers’ published data. ** Projected MSRP based on preliminary manufacturer’s pricing. † Range based on 43 highway mpg manufacturer’s estimate and an 18.5-gallon tank. Your mileage will vary. EPA estimates not available at time of printing.

BF0311vw.indd 1 3/4/11 10:45:35 AMBF0311showroom.indd 27BF0311showroom.indd 27 3/7/11 12:51:41 PM3/7/11 12:51:41 PM

EXECUTIVE SHOWROOM

LENGTHY COMPACT TARGETS CIVIC, COROLLAVOLKSWAGEN JETTA

The Volkswagen Jetta ac-

counts for about half of the

German automaker’s U.S.

sales, and the new-for-2011 edition

has its sights set squarely on Civic

and Corolla buyers.

It makes a strong argument

with a $15,995 base-model price

tag, class-leading rear legroom

and trunk space, and a few luxury

items. Two price-reducing changes

are the unexpected appearance —

on non-sport trim levels — of rear

drum brakes and a “semi-indepen-

dent” torsion beam in place of the

prior generation’s truly indepen-

dent, multi-link rear suspension.

There are no such engineering

compromises in the three GLI sport

editions, due in showrooms this

spring. Starting at $24,000, those

models’ turbocharged 2.0-liter I-4

delivers 200 hp and isn’t likely to

leave hard-driving Jetta enthusiasts

unsatisfi ed.

The three other available engines

are the base model’s naturally aspi-

rated, 115-hp 2.0, the SE’s 170-hp,

2.5-liter I-5 and the TDI diesel edi-

tion’s 2.0, which gives away horse-

power but delivers a Jetta-best 236

lb-ft of torque in return.

And those rear drum brakes?

Volkswagen says they stop the car

just as well or better than the disc

brakes they replaced, and they’re

still housed behind 15- or 16-inch

steel or aluminum wheels across the

model range.

The Jetta’s engineering team

added 2.9 inches to the frame, 2.7

of which were allocated to the

aforementioned rear legroom. Be-

lying a nondescript exterior, the

cabin is where the new Jetta really

begins to create separation from its

Japanese competitors.

From the leather-like “V-Tex”

seating surfaces, six standard air-

bags and 60/40-split folding rear

seat and one-touch up/down win-

dows to impressive sound, naviga-

tion and control systems, even the

base-model Jetta shares more than

a few luxury items with its Audi

brethren.

There’s another bonus on the

back end: The Jetta’s cavernous

trunk gives the car 15.5 cu. ft. of

cargo space. Compare that to an av-

erage of 12 cu. ft. across the com-

pact segment.

If you’re breaking down numbers

for compact sedans, take a look at

the Jetta. Your drivers — and their

passengers — might be surprised

by the comfort and performance.


Transmission/drive: Five-speed manual,

six-speed automatic, front-wheel drive




24/34 (manual), 23/29 (auto)


ARN0910toyota.indd 1 8/26/10 4:15:38 PMBF0311showroom.indd 28BF0311showroom.indd 28 3/7/11 12:51:43 PM3/7/11 12:51:43 PM

With ten Vincentric Best Fleet Value in America awards, Toyota vehicles have won more Vincentric awards than any other fl eet automaker.

With low maintenance costs and high resale value, selecting Toyota for your fleet means you win, too.

Call 1-800-732-2798 or visit toyota.com/fleet

Options shown. Based on Vincentric’s 2010 Fleet Analysis. ©2010 Toyota Motor Sales, U.S.A., Inc.

ARN0910toyota.indd 1 8/26/10 4:15:38 PMBF0311showroom.indd 29BF0311showroom.indd 29 3/7/11 12:51:47 PM3/7/11 12:51:47 PM

TomTom Offers Custom Fleet Management Solutions

New systems combine TomTom’s driver-friendly navigation tools with robust fl eet tracking.

BY JENNIFER WASHINGTON

▲

▲TOOLBOX

Think the grass is greener somewhere else?

It just might be

Search for jobs in your fi eld at www.fl eetjobfi nder.com

To m To m , a p r o v i d e r o f

location and navigation so-

lutions, offers a suite of de-

vices and Web-based tools for fl eet

management and driver usage. The

company’s user-friendly navigation

devices help drivers get to customers

faster and improve communication

and safety, while real-time traffi c up-

dates automatically re-route vehicles

to save time and fuel. The devices

and online tools work together to

provide precise vehicle tracking,

lower operating costs and increased

productivity.

The company’s WORKsmart fl eet

management solutions integrate navi-

gation, dispatch and tracking through

a combination of online applications

and ready-to-use devices that are cus-

tomizable for different fl eet needs.

WEB-BASED APPLICATIONS

The company’s suite of Web-based

tools include the TomTom WEB-

FLEET online application, which

enables fl eet management 24 hours

a day from any PC and includes fea-

tures such as message sending and

receiving, coordinating movements,

KPI monitoring and report drafting.

The TomTom WEBFLEET.con-

nect is an open architecture version

of WEBFLEET and enables users to

incorporate data from WEBFLEET

to create an integrated solution using

systems already installed.

TomTom’s LIVE Services applica-

tion delivers real-time and journey-

relevant information direct to a Tom-

Tom device, which includes traffi c

reports, fi xed and mobile camera lo-

cations, nearby shops and businesses

and local weather forecasts.

DRIVER-FRIENDLY DEVICES

TomTom’s easy-to-install devices

range from navigation application

to tracking and work hour logbooks.

The GO 7000 is the company’s por-

table navigation device and features

an integrated speaker and micro-

phone, extended battery life, Blue-

tooth connectivity and real-time traf-

fi c information.


BF0311toolbox.indd 30BF0311toolbox.indd 30 3/7/11 12:52:22 PM3/7/11 12:52:22 PM

http://www.fl

񡑀 Designed and engineered to perform in the most demanding work environments

񡑀 Available for virtually every truck on the road today

񡑀 The best selection of options to customize your truck cap for any fleet or commercial application

񡑀 Retractable truck bed covers maximize versatility and work-site truck security

񡑀 Nationwide manufacturing and distribution locations in Pennsylvania, Indiana, California and Washington save transportation expense and reduce delivery times

񡑀 Installation, service and warranty support

Build your fleet on our strong foundation.

Call today: 1.800.711.1822 or visit: www.leerfleet.com/fleetinfo 񡑀 www.pace-edwards.com

Encore 1000 Commercial Cap

Rugged CommercialCaps & RetractableTruck Bed Covers

Retractable Utility Bed Cover

The LINK 300 is a smaller, install-

able device that provides an open

two-way communication channel

between the main offi ce and driver. It

also transmits its own location coor-

dinates so the vehicle can be tracked

24 hours a day over the WEBFLEET

online solution.

The Remote LINK Working Time

device enables each employee to

identify himself and record his work-

ing status by pressing a button on the

remote. This information is sent auto-

matically back to the offi ce through

the LINK 300, allowing managers to

run reports on when employees start-

ed, paused and stopped work.

The Remote LINK Logbook de-

vice also utilizes a remote and en-

ables employees to click a button to

register a journey as work-related,

a commute or personal travel. The

information is transmitted back to

the offi ce via the LINK 300 and ac-

cessed from the WEBFLEET appli-

cation. Fleet managers can monitor

individual and group mileage by day,

week and month or year, and all data

can be integrated with payroll and

billing systems.

FAVORABLE RESULTS

San Diego, Calif.-based towing com-

pany JC Towing installed the TomTom

fl eet management solution after hav-

ing trouble with two other manage-

ment systems. The fi rst system took

too long to update while the vendor of

the second system was having prob-

lems with installation and support.

Since making the switch, JC Towing

has been able to route vehicles more

effi ciently, save money by tracking

operator behavior, and improve cus-

tomer satisfaction through informa-

tion and report sharing.

Henry’s Wrecker Service, based in

Washington DC, has also made the

switch and has seen improved pro-

ductivity on both the dispatch side

and driver side. Henry’s has been

able to curb unauthorized usage of

the trucks, reduce idle time and im-

prove response time for customer

service-related requests. BF

JC Towing can send drivers turn-by-turn directions directly to the TomTom portable navigation device in the cab. The driver simply accepts the job and starts the journey.


BF0311toolbox.indd 31BF0311toolbox.indd 31 3/7/11 12:52:23 PM3/7/11 12:52:23 PM

http://www.leerfleet.com/fleetinfo

http://www.pace-edwards.com

LIFECYCLE ANALYSIS

MAKE/MODEL ENG

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POWERED BY

EPA

MPG

TOTA

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COMPACT CARS

2011 FORD FOCUS S 2.0L4 25/34 6882 1449 16158 10408 0.3123

2011 TOYOTA COROLLA BASE 1.8L4 26/34 6717 1449 15294 9394 0.2927

2011 NISSAN SENTRA BASE 2.0L4 27/34 6564 1685 16287 9187 0.2906

2011 HONDA CIVIC DX 1.8L4 25/36 6738 1427 15514 8664 0.2805

2011 HONDA CIVIC HYBRID 1.3L4 40/43 4730 1648 21822 11297 0.2946

2010 HONDA CIVIC CNG GX* 1.8L4 24/36 4315 1427 24323 16623 0.3727

2010 TOYOTA MATRIX BASE 1.8L4 25/31 7132 1568 16931 10981 0.3280

2011 CHEVROLET CRUZE 1FL 1.4L4 25/30 7227 1485 17880 9880 0.3099

2011 DODGE CALIBER EXPRESS 2.0L4 23/32 7417 1584 15734 9884 0.3147

2011 MAZDA MAZDA3 I SPORT 2.0L4 24/33 7139 2105 16738 8688 0.2989

2011 CHEVROLET VOLT 1.0L3 35/40 3720 1894 39388 21838 0.4575

2011 TOYOTA PRIUS I 1.8L4 51/48 3937 1816 21027 11127 0.2813

INTERMEDIATE CARS

2011 DODGE CHARGER RALLYE 3.6L6 17/25 9835 2601 26130 17330 0.4961

2011 SUBARU IMPREZA 2.5I 2.5L4 20/26 8752 3281 18376 9776 0.3635

2011 CHEVROLET MALIBU LS FLEET 2.4L4 22/33 7546 1832 20712 13412 0.3798

2011 VOLKSWAGEN JETTA S 2.0L4 23/29 7701 1529 15931 9581 0.3135

2011 CHRYSLER 200 LX 2.4L4 20/29 8402 2373 19735 13535 0.4052

2011 HONDA ACCORD LX 2.4L4 23/34 7256 1652 20309 10609 0.3253

2011 NISSAN ALTIMA BASE 2.5L4 23/32 7417 2396 18828 10428 0.3374

2011 NISSAN ALTIMA HYBRID 2.5L4 35/33 5733 2325 25847 16372 0.4072

2011 TOYOTA CAMRY LE 2.5L4 22/32 7629 1504 20386 10986 0.3353

2011 TOYOTA CAMRY HYBRID 2.4L4 31/35 5976 1504 24500 13100 0.3430

2011 FORD FUSION S 2.5L4 23/33 7334 1728 18987 10937 0.3333

2011 MAZDA MAZDA6 I SPORT 2.5L4 22/31 7718 2215 19450 11300 0.3539

INTERMEDIATE 2

2011 SUBARU LEGACY BASE 2.5L4 23/31 7506 2882 20569 10119 0.3418

2010 VOLKSWAGEN PASSAT KOMFORT 2.0L4 22/31 8425 2240 22476 12926 0.3932

2011 FORD TAURUS SE 3.5L6 18/28 9107 2183 23173 11123 0.3735

2011 CHEVROLET IMPALA LS FLEET 3.5L6 18/29 8999 1814 21773 14973 0.4298

2011 BUICK LACROSSE CX 2.4L4 19/30 8584 2084 26165 13515 0.4030

2010 TOYOTA AVALON XL 3.5L6 19/28 8793 1576 25256 15606 0.4329

2011 NISSAN MAXIMA S 3.5L6 19/26 9862 2211 27972 13122 0.4199

2011 CHRYSLER 300 BASE 3.6L6 18/27 9223 2355 26047 16947 0.4754

2011 SUBARU OUTBACK BASE 2.5L4 22/29 7914 2908 23491 10391 0.3535

ENTRY-LEVEL LUXURY CARS

2010 SAAB 9-3 BASE 2.0L4 19/28 8793 1576 29915 20965 0.5222

2011 LEXUS ES 350 3.5L6 19/27 9725 2364 33923 14823 0.4485

2011 LINCOLN MKZ BASE 3.5L6 18/27 9223 996 30472 18622 0.4807

▲▲

▲

▲

BF0311lifecycle.indd 32BF0311lifecycle.indd 32 3/7/11 12:42:13 PM3/7/11 12:42:13 PM

LIFECYCLE ANALYSIS

MAKE/MODEL ENG

INE

POWERED BY

EPA

MPG

TOTA

L FUEL

CO

ST:

6

0,00

0 M

ILES

TOTA

L ES

T.

M

AIN

TEN

AN

CE

CO

ST

ACQ

UIS

. CO

ST

(I

NCLU

DES

DES

TIN

ATIO

N)

TOTA

L AC

TUAL

D

EPREC

IATI

ON

CO

ST P

ER

M

ILE


ENTRY-LEVEL LUXURY CARS

2011 MERCEDES-BENZ C CLASS C300 3.0L6 18/25 10352 2823 30986 13136 0.4385

2011 CADILLAC CTS 3.0 3.0L6 18/27 9223 999 34249 17749 0.4662

2011 VOLVO S40 T5 2.5L5 21/30 8045 880 25460 14810 0.3956

2011 VOLVO S60 T6 3.0L6 18/26 9348 892 35813 19913 0.5026

2011 AUDI A4 2.0T PREMIUM 2.0L4 22/30 8528 2863 29588 14188 0.4263

FULL-SIZE LUXURY CARS

2011 LINCOLN TOWN CAR EXE 4.6L8 16/24 10376 1039 39084 26634 0.6342

2011 CADILLAC DTS 4.6L8 15/23 10983 1007 42032 26132 0.6354

2011 BUICK LUCERNE CX 3.9L6 17/26 9699 2202 27305 16355 0.4709

PRESTIGE LUXURY CARS

2011 MERCEDES-BENZ E CLASS E350 3.5L6 17/24 10895 3974 44817 21617 0.6081

2011 CADILLAC STS 3.6L6 18/27 9223 951 43054 27654 0.6305

2011 MERCEDES-BENZ E CLASS E350 3.5L6 17/26 10588 4082 44305 21505 0.6029

2011 VOLVO S80 3.2 3.2L6 18/27 9223 864 34108 19308 0.4899

2011 BMW 5-SERIES 528I 3.0L6 22/32 8328 1509 43416 24616 0.5742

2011 AUDI A6 3.0 PREMIUM 3.0L6 18/26 10205 3017 45561 21711 0.5822

2011 LEXUS GS 450H 3.5L6 22/25 9168 2898 54575 25075 0.6190

ULTRA LUXURY CARS

2011 MERCEDES-BENZ S CLASS S550 5.5L8 15/23 11989 3478 89350 45850 1.022

2011 LEXUS LS 460 BASE 4.6L8 16/24 11326 3008 63646 31246 0.7597

2010 LEXUS SC 430 4.3L8 16/23 11500 2998 60683 33483 0.7997

2011 AUDI A8 BASE 4.2L8 17/27 10451 3573 72462 35162 0.8198

2011 LEXUS LS 600H L 5.0L8 19/23 10343 2868 108120 54120 1.1222

MEDIUM PICKUPS

2011 FORD RANGER XL 2.3L4 19/24 9316 1610 17130 10430 0.3559

2011 CHEVROLET COLORADO W/T 2.9L4 18/25 9484 1472 16607 9632 0.3431

2011 GMC CANYON W/T 2.9L4 18/25 9484 1419 15673 9798 0.3450

2011 DODGE DAKOTA ST 3.7L6 15/20 11556 2343 19240 10840 0.4123

2011 TOYOTA TACOMA BASE 2.7L4 19/25 9169 1324 16416 7516 0.3002

2011 NISSAN FRONTIER SV 2.5L4 17/22 10314 2488 20637 10337 0.3857

FULL-SIZE PICKUPS

2011 FORD F150 XL 3.7L6 15/19 11787 2010 19560 9485 0.388

2011 CHEVROLET SILVERADO 1500 W/T 4.3L6 15/20 11556 1637 18511 8486 0.3613

2011 DODGE RAM 1500 ST 3.7L6 14/20 12068 2897 18280 9055 0.4003

2011 TOYOTA TUNDRA BASE 4.6L8 15/20 11556 1917 21849 10624 0.4016

2011 GMC SIERRA 1500 W/T 4.3L6 15/20 11556 2035 18511 8686 0.3713

MINIVANS

2011 DODGE GRAND CARAVAN BASE 3.6L6 17/25 9835 2303 20278 12803 0.4157

2011 CHRYSLER TOWN & COUNTRY TOUR 3.6L6 17/25 9835 2268 27946 17296 0.4900

2011 TOYOTA SIENNA BASE 2.7L4 19/24 9316 2463 23273 12323 0.4017

2010 MAZDA MAZDA5 2.3L4 21/27 8371 2299 18477 12277 0.3824

▲

▲

▲▲

▲

▲▲


LIFECYCLE ANALYSIS

MAKE/MODEL ENG

INE

EPA

MPG

TOTA

L FUEL

CO

ST:

6

0,00

0 M

ILES

TOTA

L ES

T.

M

AIN

TEN

AN

CE

CO

ST

ACQ

UIS

. CO

ST

(I

NCLU

DES

DES

TIN

ATIO

N)

TOTA

L AC

TUAL

D

EPREC

IATI

ON

CO

ST P

ER

M

ILE

POWERED BY

■ FUEL EXPENSES CALCULATED AT WEIGHTED AVERAGE FUEL PRICE OF $3.09/GALLON REGULAR UNLEADED AND $3.38/GALLON PREMIUM UNLEADED, AS OF 2/25/11.

■ ACQUISITION COSTS ARE BASED ON INVOICE LESS FLEET INCENTIVES, IF ANY.

■ DEPRECIATION BASED ON ACQUISITION COST LESS EXPECTED RESALE VALUE AT 36 MONTHS, 60,000 MILES.

■ CNG-FUELED VEHICLES ARE MARKED WITH AN *.

■ CNG PRICE CALCULATED AT $1.93/GALLON.

■ LIFECYCLE COST DATA ©2011, VINCENTRIC, LLC. VINCENTRIC CALCULATES UPDATED LIFECYCLE COST INFORMATION EACH MONTH FOR OVER 1,900 VEHICLE CONFIGURATIONS PER MODEL YEAR.


FULL-SIZE VANS

2011 FORD E150 VANS CARGO 4.6L8 13/17 13433 2570 23585 14885 0.5148

2011 CHEVROLET EXPRESS CARGO G1500 4.3L6 15/20 11556 2097 22599 13649 0.4550

2011 GMC SAVANA G1500 5.3L8 13/17 13433 2230 26180 16405 0.5345

COMPACT SUVS

2011 SUBARU FORESTER X 2.5L4 21/27 8371 2918 21213 10563 0.3642

2011 JEEP LIBERTY SPORT 3.7L6 16/22 10709 2429 20843 11043 0.4030

2011 FORD ESCAPE XLS 2.5L4 21/28 8254 1720 19382 10457 0.3405

2011 FORD ESCAPE HYBRID 2.5L4 34/31 5995 1720 28606 15706 0.3903

2011 JEEP COMPASS BASE 2.0L4 23/29 7701 1864 18162 10162 0.3288

2011 CHEVROLET EQUINOX LS 2.4L4 22/32 7629 1651 21852 11177 0.3410

2011 FORD EDGE SE 3.5L6 18/25 9484 1959 25083 12508 0.3992

2011 MAZDA CX-7 I SV 2.5L4 20/28 8510 2315 20716 10316 0.3523

MID-SIZE SUVS

2011 TOYOTA HIGHLANDER BASE 3.5L6 18/24 9630 1830 26256 10731 0.3698

2011 TOYOTA HIGHLANDER HYBRID 3.5L6 28/28 6975 1812 34548 12898 0.3614

2011 FORD EXPEDITION XL 5.4L8 14/20 12068 2016 32535 16410 0.5082

2011 JEEP GRAND CHEROKEE LAREDO 3.6L6 16/23 10535 2747 28491 15741 0.4837

2011 SUBARU TRIBECA PREMIUM 3.6L6 16/21 10899 3420 29360 13110 0.4571

2011 MAZDA CX-9 SPORT 3.7L6 17/24 9981 2403 26278 11028 0.3902

2011 VOLKSWAGEN TOUAREG SPORT 3.6L6 16/23 11500 3065 39093 20893 0.5910

LARGE SUVS

2011 FORD EXPEDITION XL 5.4L8 14/20 12068 2016 32535 16410 0.5082

2011 CHEVROLET TAHOE COMM 5.3L8 15/21 11347 2095 32794 14019 0.4577

2011 CHEVROLET TAHOE HYBRID 6.0L8 21/22 9110 1951 46894 22294 0.5559

2011 CHEVROLET SUBURBAN 1500 COMM 5.3L8 15/21 11347 2095 35914 16639 0.5013

2011 GMC YUKON COMM 5.3L8 14/20 12068 2146 32869 13319 0.4589

2011 GMC YUKON HYBRID 6.0L8 20/23 9192 2042 47334 22684 0.5653

2011 TOYOTA SEQUOIA SR5 4.6L8 14/19 12299 2055 36401 17251 0.5268

LUXURY SUVS

2011 GMC YUKON HYBRID DENALI 6.0L8 20/23 9192 2318 54246 24271 0.5964

2011 LINCOLN NAVIGATOR 5.4L8 11/16 15259 1299 51074 25899 0.7076

2011 CADILLAC ESCALADE BASE 6.2L8 14/18 12556 910 58004 27104 0.6762

2011 MERCEDES-BENZ M CLASS ML350 3.5L6 16/21 11897 3583 41111 15811 0.5215

2011 BMW X5 XDRIVE35I 3.0L6 15/21 12386 1801 44964 13214 0.4567

2011 VOLVO XC90 3.2 3.2L6 16/22 10709 1056 35283 16133 0.4650

2011 LEXUS RX 350 3.5L6 18/25 10352 2578 36008 14658 0.4598

2011 AUDI Q7 3.0 PREMIUM 3.0L6 16/22 11690 3453 41877 15077 0.5037

2011 LEXUS RX 450H HYBRID 3.5L6 32/28 7091 2338 41816 16816 0.4374

▲

▲▲

▲

▲


INDEX

CITY GAS DIESEL

ATLANTA, GA $3.094 $3.513

BOSTON, MA $3.204 $3.677

CHICAGO, IL $3.371 $3.635

DALLAS, TX $3.041 $3.463

DENVER, CO $2.999 $3.455

DETROIT, MI $3.223 $3.536

HOUSTON, TX $3.005 $3.415

LOS ANGELES, CA $3.528 $3.869

MEMPHIS, TN $3.016 $3.443

MIAMI, FL $3.226 $3.589

MINNEAPOLIS, MN $3.215 $3.629

NEW ORLEANS, LA $3.021 $3.419

PHILADELPHIA, PA $3.220 $3.755

PHOENIX, AZ $3.187 $3.574

PORTLAND, OR $3.323 $3.564

SAN FRANCISCO, CA $3.586 $3.926

SEATTLE, WA $3.394 $3.817

ST. LOUIS, MO $3.007 $3.391

WASHINGTON, DC $3.284 $3.706

NATIONAL AVERAGE $3.159 $3.544

RETAIL GAS CLOSE TO $3.50/GALLON

Retail gasoline prices have soared in 30 days by nearly

40 cents per gallon. The na-tional average is now close to $3.50 per gallon, or 76 cents per gallon higher than a year ago. Analysts are predicting more increases. Diesel prices have surged to $3.82 per gallon, some 70 cents higher than last year.

Surging crude prices as a result of strong demand in developing countries combined with unrest in the Middle East have pushed crude prices north of $100 per barrel.

Demand in the U.S. has held steady, but anecdotal reports show drivers pulling back on discretionary driving and vol-umes starting to suffer.

COMPANY PHONE WEB PAGE

Adrian Steel 800-677-2726 adriansteel.com 21

Audi • audiusa.com 17

Fleet Job Finder • fl eetjobfi nder.com 30

Ford Customer Service • fordparts.com 63

Ford Motor Company 800-34-FLEET fl eet.ford.com C2-1

GMAC Smart Auction 877-273-5572 smartauction.biz 7

GM Fleet & Commercial 866-4-GM-FLEET gmfl eet.com 9

Leer Commercial Truck Caps 800-711-1822 leerfl eet.com/fl eetinfo 31

Mercedes-Benz USA LLC 866-628-7232 Fleet.MBUSA.com 5

Nissan Commercial Vehicles • nissancommercialvehicles.com 25

Nissan Fleet Vehicles • nissanfl eetvehicles.com C3

SAAB Cars North America 248-581-0885 saab.com 19

Sears Auto Center 877-NOW-AUTO searsautocommercial.com 19

Toyota 800-732-2798 fl eet.toyota.com 29

Verizon Wireless 800-VZW-4BIZ verizonwireless.com/transportation C4

Volkswagen 703-364-7900 vwcorporatefl eet.com 51

Volvo 877-283-5338 volvocars.com 11

FUEL REPORT RETAIL FUEL PRICES AS OF FEB. 2011

AVERAGE NATIONALPRICE PER GALLON TREND

SOURCE: WRIGHT EXPRESS, 97 DARLING AVE., SOUTH PORTLAND, ME 04106, WWW.WRIGHTEXPRESS.COM, OR (800) 395-0812

MARCH/APRIL ADVERTISERS


$4.00

$3.75

$3.50

$3.25

$3.00

$2.75

$2.50

$2.25

$2.00

$1.75

$1.50

$1.25 SEP OCT NOV DEC JAN FEB 2010 2010 2010 2010 2011 2011

$2.68 $2.78 $2.84 $2.97 $2.97 $3.16 $2.95 $3.06 $3.14 $3.24 $3.24 $3.54

GASDIESEL

BF0311index.indd 35BF0311index.indd 35 3/7/11 12:41:24 PM3/7/11 12:41:24 PM

2

3

4

5

6

7

1

REVVING UP

Fleet operators expect

their fl eet dealers

to go above and

beyond to earn their

business. Conversely,

dealers could use a little

understanding from their

fl eet customers for an

easier fl eet transaction.

Here are a few notes

on fostering a better

fl eet/dealer relationship

from the dealer’s side

of the fence. Our “Joe

Dealer” is a composite of

a few fl eet dealers.

KNOW THE PRODUCT – AT LEAST A LITTLE.

Fleet dealers have seen

the know-it-all customer

one too many times.

“People don’t want to

admit that they don’t

know, but that’s danger-

ous,” says Joe Dealer.

“They need enough

knowledge so they’re not

suspicious of everything

a fl eet dealer tells them.”

If you know very

little, please say so—the

dealer understands. “I’ve

never met a dealer who

hasn’t bent over back-

wards to educate the fl eet

customer,” says Joe.

HELP IS NOT CONTIN-GENT ON A SALE.

Are you considering

a new truck body or

upfi t? Fleet operators

may think the dealer

won’t want to help if the

question is not directly

related to a purchase.

Not true. “You want

to cultivate the guy that

thinks ahead, so when

the time comes, you’re

who he calls,” Joe says.

“And the only way you

can do that is to spend

time with him up front.”

LET DRIVERS SPEAK UP.

Dealers complain that

they’re seldom com-

municating with the ac-

tual driver of the vehicle

when it comes to writing

truck specs and upfi t-

ting. But would a driver

then demand more costly

“bells and whistles?”

Rarely, Joe Dealer

says. Direct end-user

feedback will better tai-

lor the functionality and

ergonomics of a vehicle

in ways you may not

have considered.

IT’S OKAY TO SHOP PRICE – WHEN IT’S APPLES TO APPLES.

It is your job to secure

a fair price from your

vendors. Dealers get that.

But when you return

with a lower quote from

somewhere else, just

make sure you’re com-

paring apples to apples.

If you’re quoting a

liftgate of a different

brand, is it the same

capacity? Is the util-

ity body made of the

same materials? Have a

printed quote in a read-

able format. Have the

components named by

brand and broken out by

cost, including labor.

The idea is not to con-

tend the price, says Joe,

but to get the customer

thinking about how the

product will best serve

his needs.

YOU’RE NOT SAVING WHEN YOU UNDER SPEC.

Joe says that under

spec’ing is much more

common than over

spec’ing. Fleets rarely

complain a year down

the road that the truck is

over spec’d, Joe says.

Are you buying a

Class 3 truck when you

need a Class 6? Sticker

shock is real, but try

to look at cents per

mile over the life of the

vehicle. Maintenance

and resale value are all

negatively impacted by

an under spec’d truck.

START WITH LOAD, NOT TRUCK MODEL.

Many small fl eet opera-

tors want to purchase a

specifi c truck model.

“Don’t worry about

whether you need an

F-250, let’s talk about

your load fi rst,” says Joe.

Load (size, weight,

type, how it’s loaded,

how long it stays in the

vehicle) will dictate

model type and modi-

fi cations. And then the

F-250 may not be the

best choice after all.

This conversation al-

lows the dealer to show

he’s interested in what

you do, which changes

the conversation from

“‘You’re trying to screw

me out of as much

money as you can,’ to

‘You want to help my

business,’” says Joe.

“And that starts to build

trust.”

KNOW WHAT’S OUT THERE.

A number of fac-

tors brought on by the

recession—including

bankruptcies, factory

shutdowns and Cash

for Clunkers—drained

dealer stock and pool

inventories and stretched

order-to-delivery times.

The result is small fl eets

can no longer rely on

their dealer to procure a

truck “yesterday” with

their exact specs.

“It’s fi nally sinking in

that you may have to go

over three states to get

what you want and the

dealer wants $500 over

invoice,” says Joe. “That

would’ve been unthink-

able two years ago.”

To understand how

this will affect your fl eet,

pretend you need to re-

place three fl eet vehicles

immediately. Call your

dealer and ask about

in-stock availability and

OTDs on those vehicles

to your specifi cations.

Do this when you don’t

need them. This should

give you a reason to

think farther down the

road. BF

7 Keys to a Better Fleet/Dealer RelationshipConsider these tips for a smoother, pain-free fl eet transaction. BY CHRIS BROWN


BF0311revvingup.indd 36BF0311revvingup.indd 36 3/7/11 12:44:53 PM3/7/11 12:44:53 PM

BF0311revvingup.indd 993BF0311revvingup.indd 993 3/7/11 12:44:54 PM3/7/11 12:44:54 PM

FLEET PRODUCTIVITY AND MANAGEMENT

OUR MOST VALUABLE CARGO IS INFORMATION.Improve fl eet maintenance, reduce fuel consumption and keep a closer eye on your drivers with a fl eet-management solution enabled by Verizon. Receive updates on fl eet status and routes, fuel consumption and delivery times—not to mention maintenance reminders. Now you can stay on top of issues as they happen and drive costs down. With the largest high-speed wireless network in America behind you, your fl eet can be a cut above the rest.

VERIZONWIRELESS.COM/TRANSPORTATION 1.800.VZW.4BIZ

Netw

ork

deta

ils a

nd co

vera

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aps a

t vzw

.com

. © 2

011

Veriz

on W

irele

ss.

BF0311verizon.indd 1 3/4/11 2:37:15 PMBF0311cover.indd 994BF0311cover.indd 994 3/7/11 12:59:14 PM3/7/11 12:59:14 PM

Download - Business Fleet Magazine March/April 2011

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