Truck Topics
An Expediter Truck - Your Way
OK, so you're ready to replace the old truck you've been running for the past few years. Let's assume you've already crunched the numbers and you know pretty much what you can afford in a new truck.
If you've gone through the new truck buying process before and you were happy with your purchase, then just do it again the same way.
But, if you've never purchased a new work truck before or if you made some errors the first time around, let's step back and take another look at the process.
This is an area where the experienced expediting truck dealer will be of assistance; he has probably worked with many of the carriers in truck setup and is aware of the companies' requirements.
Bobby Snyder is an expediting truck specialist with Fyda Freightliner of Columbus who says, "A dealership like ours is more familiar with this niche market of expediting and we have a wide selection of both new and used expediting equipment in stock. We also have relationships with most of the expediting carriers and we know what the companies require. In short, we understand what our expediting customers need."
Jon Mosier is the Expediting Truck Professional at Freightliner of Knoxville and he says that at a dealership that specializes in expediting, "You get the truck that you need at a price you can afford. We will take the time to personally fit the truck to you and your needs."
Spec'ing the expediting truck
If you're planning on leasing your new truck with the established expedited carriers, many of the equipment decisions have already been made by the companies' vehicle requirements, and you're probably familiar with their restrictions.
However, even using those basic company requirements as your guidelines, there are still choices to be made in setting up that new truck.
For example: If you and your driving partner have been scrunched into a tiny sleeper in the old truck, you've probably promised yourselves a nice big condo on the new truck. Now comes one of the tough questions - How much more revenue-producing cargo could you haul if you decided not to buy that big sleeper with all the creature comforts?
Sleepers
In most cases, the standard 22-foot cargo box will limit you to what has become the new standards in sleeper size, the 84" and the 96" units, which are fairly comfortable sizes for most teams.
On the other hand, for that expediting couple for which the sleeper is home for a few months at a time, an undersized sleeping/living module can really test the limits of their relationship.
Don Portice of Alumi-Bunk Corporation in Woodhaven, Michigan says, "Our most popular size, for singles or teams, are the 84" units. With a 96" sleeper, you've got to worry about overall truck weight issues. The 84" unit is nicely equipped and has most of the amenities people want."
"When I first got into the business," says Jon Mosier, "a 72 inch sleeper on an expediting truck was a pretty good sized unit. Now, many sleepers I deal with are the 96" models. People are looking for standup height and they're most concerned with the size, storage and comfort."
Powertrains
Jon Mosier says that many options now exist in regards to power trains. No longer is the expediting truck buyer limited to the low-horsepower engines of the past. The new breeds of transmissions, particularly the automated transmissions, are now a viable option for the expediter.
"I work with my customers in designing a totally integrated package: engine, trans, rear end and chassis. I know that if they're not happy with the end result, they'll let know, for sure. I want to get them in the truck that they want, and I want to get it right the first time."
"A lot of husband/wife teams are going with automatic transmissions, quite often because the wife doesn't want to shift a big truck," states Heath Wood of Middle Georgia Freightliner-Isuzu.
"A very popular option nowadays is an auxiliary power generator. With the recent spate of anti-idling laws, the Rigmaster Power System has become a must-have addition to the truck."
Is bigger better?
A growing trend among expediters has been the use of Class 8 platforms for their businesses. Jon Mosier tells us that he will meet customers who are looking for a downsized Class 8 truck. Generally, the people that ask for the Class 8 platform are from the specialized divisions of expedited carriers, and those companies sometimes require a heavier duty truck.
Fyda Freightliner's Bobby Snyder says, "We've had real good luck with our used, stretched Class 8 trucks set up as expediting straight trucks. We believe in stretching it right - doing it once, doing it right so we can stand behind what we sell. It's not easy and not inexpensive, but we can offer a buyer a truck that will last 4, 5 or 6 years from the time of purchase."
Warranties
Warranties don't guarantee reliability, but they do pick up at least part of the cost if a part or component fails prematurely. Beyond time and mileage, look carefully at written warranty statements to determine what's covered and what isn't.
Along with parts and labor, some warranties cover towing and even the cost of a rental vehicle if your truck has to be in the shop more than a day or two.
"Most warranties are very competitive. The customers are knowledgeable in most of those areas and they insist on the best coverage that's available," says Jon Mosier.
Financing
"First-time buyers need excellent credit," says Alumi-Bunk's Don Portice. "The lenders place a high-value on trucking/driving experience as well as a virtually perfect credit history. For the person coming into expediting as a second career with no background behind-the-wheel, the lenders will want a substantial downpayment."
Lending experts say that a record of on-time mortgage or car payments helps. So does a history of prompt credit card payments and minimal debt. If you've had a recent bankruptcy or you're delinquent on a credit card, auto or even rent payments, you've got a big obstacle to overcome.
However, "Financing has loosened up a bit for the qualified buyers," says Bobby Snyder of Fyda Freightliner. "I'm seeing deals being approved now that quite frankly, would not have gone through in the tighter economy of just a few years ago."
"We've been very successful in finding financing through DaimlerChrysler and other lenders and we're seeing very credit worthy individuals buying the new trucks."
Heath Wood of Middle Georgia agrees, "Financing has eased up because the lenders are more likely to finance the new trucks because the glut of used expediting trucks have been cleared out. Plus, we have a better qualified group of buyers now with many older, "baby boomer-type" buyers who are very good credit risks."
"If I had a recommendation it would be to understand revenue and expense, and try to match financing to cash flow," says Dan Tilley, a veteran expediting truck specialist with a background of truck financing.
"Typically, for an individual with decent credit and over-the-road experience," Tilley continues, "the lender will require 10% of the purchase price as a down payment."
Tilley says that many lenders he deals with will require two years over-the-road professional driving experience as part of the loan applicant's credit-worthiness.
Negotiation
Tilley says that most of the dealers in the expediter truck market will make every effort to win the customers' business, but sometimes, they're limited on price flexibility.
Don't start until you have a firm price quote. Shaving a little off the purchase price is every buyer's wish, but don't overlook other possibilities such as an extended warranty or preventive maintenance services at a reduced rate or no charge.
Get price quotes from several dealers and for several makes. Be sure they include all added costs, such as taxes, licensing, transportation and any pre-delivery prep work or modifications done by the dealer.
Caution: Insist that any free or reduced charge extras be detailed in writing.
If it's a warranty, find exactly what's covered and how it's administered. Does work have to be done by the selling dealer or is the warranty good wherever you travel? What's included in a maintenance plan, and where can you get service?
Don't make the final choice solely on the basis of price and incentives. Find out something about the dealer. Do they have a reputation for honesty and good customer service? What happens to their customers especially their owner-operator customers after the sale?
So it makes sense to shop first among dealers you know or those who have been recommended.
At delivery time
Inspect your new truck before taking delivery. Make sure it has everything you specified. Look for missing or loose bolts, chafing hoses and wiring, lube levels. Make sure doors fit properly, the heater and A/C work, dash controls are functioning, and the truck is properly lubed.
Do a test drive, checking for vibrations or unusual noises, problems with steering or balance. Review the paperwork to make sure any promised "extras" have been included in writing. Review the break-in schedule and recommended maintenance with the dealer's service manager. Make sure any discrepancies or problems are corrected before you drive off the lot.
"Most of the people in expediting," Heath Wood says, "and even those coming to this industry from outside of trucking, are business people. They're worried about cost per mile and maintaining their bottom line. They are aware of profitability of their truck."
Alumi-Bunk Corporation
Don Portice
Toll Free 866.799.2865
Freightliner of Knoxville
Jon Mosier
800 443-2324
Fyda Freightliner of Columbus
Bobby Snyder
800 589-3932
Middle Georgia Freightliner-Isuzu
Heath Wood
800 899-8696