Fleet Owners Can Benefit When Collaborating with Trusted Vendors

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In a recent blog, Bill McCouch, with many years of management experience in transportation industry procurement, explains that a consultative relationship between buyer and vendor can often lead to cost savings and business efficiencies.

Fleet owners and operators, trying to manage what can seem like a tsunami of incoming information about fleet products and services, might do themselves a favor by consulting with trusted vendors who may help them identify additional sources of potential savings in fleet equipment and supplies procurement.

According to Bill McCouch, Vice President of Business Development for AmeriQuest Transportation Services, tires are always at the top of every trucking firm’s shopping list and are an obvious target for savings. But with literally thousands of other fleet-related items of equipment, parts, and supplies on the same list, fleets are missing out on numerous opportunities for savings and efficiencies, he noted in his blog.

Some vendors have turned to a consultative approach to working with fleets, trying to position themselves more as solutions providers and less as order takers. “The old model involved selling products that a customer may not actually need,” McCouch said. “In the consultative style, the ‘consultant’ helps the buyer identify his or her specific needs and suggests products or services that meet those needs at the right price point.”

What sets the consultative relationship apart is a necessary educational phase, during which in-depth data should be collected on facts such as fleet size, makeup, age, equipment manufacturers, and business locations. Every detail matters when searching for opportunities for building profitability and streamlining business efficiency. In an industry that operates on an extremely thin profit margin, every decision can be potentially crucial.

View the entire blog on how changes in equipment procurement can lead to significant savings.

About AmeriQuest Transportation Services

AmeriQuest, headquartered in Cherry Hill, NJ, is a leading provider of comprehensive fleet management services. By leveraging the strength of more than 700,000 vehicles, AmeriQuest delivers savings, expertise, and opportunities to its private fleet and truckload carrier members. AmeriQuest provides supply management services, asset management services, material handling services, financing, technology products, and outsourced transportation management services such as full service leasing, integrated logistics, and contract maintenance. More information can be found at ameriquestcorp.com.

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Kate Freer
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