![]() This can be particularly true when considering powertrains. Some options will not only meet a specific need, but provide enhanced value retention at resale time. Knowing this, sometimes it might be better to have the factory provide such options at no charge, rather than offer a cash discount. A good negotiator will first review what equipment the vehicles need, including options, and if there are any options that may be unique or unusual, such as an upgraded sound system, satellite radio, or a factory GPS system. ![]() Once vehicle selections are made, the fleet manager should think about what form they’d like the program to take. This does not mean that you should ignore local dealers, but, for a national pricing deal, it’s best to work with the factory rep. However, as important as dealers are to the overall fleet process, dealers don’t have the ability to offer CAP programs, and, in some cases, they can’t offer national fleet incentives and factory courtesy delivery assistance. Sometimes, you may be contacted by local dealers. When they call, set aside some time to discuss what your fleet requirements are, and let them present the products they have that fit the specific fleet needs. Larger manufacturers may have representatives at the local, district, regional, or national level get to know them. The first step in entering into a manufacturer’s CAP program is to get to know factory representatives. Then there is the question of “best practices.” Some manufacturers are better known for one type of vehicle than others, and a fleet with multiple missions requiring multiple types of vehicles might choose to go with different makes for each type. The more vehicle types, however, the more complex the negotiation. Once selections have been made, specs and equipment are applied. Powertrain requirements, electronics, and other important components also impact the CAP program process.įleets that consist of primarily one vehicle type have a simpler negotiating process. And, depreciation is the single largest fixed component of that cost. When fleet managers research and analyze fleet selections, much of the initial focus is on compatibility with the mission, followed by lifecycle cost. Then, there are fleets that have several functions, perhaps a combination of a sales and a service fleet.įinally, there are fleets with a range of missions, including sales, service, delivery, executive - companies that need many different types of vehicles. This would be, for example, a sales fleet of four-door sedans or a service fleet of minivans. There are “homogenous” fleets, where the mission and function is the same across the entire company. Fleets can vary greatly in what types of vehicles they need. The starting point in the CAP program process begins at the onset of a model-year, with vehicle selection. ![]()
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