business fleet magazine march/april 2011
DESCRIPTION
Magazine for the professional fleet manager managing 10-50 company vehicles.TRANSCRIPT
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
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6
8
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Choose the Sears Blue Automotive Crew for professional fleet maintenance. We offer competitive pricing and over 800 convenient locations with experienced ASE-certified mechanical technicians. Plus, online scheduling, drive-in service and evening and weekend appointments allow drivers to schedule maintenance during down time.
We accept most national fleets.
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BRAKES
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Learn more about Sears Fleet Maintenance Call 1-877-NOW-AUTO or visit SEARSAUTOCOMMERCIAL.COM
Come see the DieHard® Chopper at the NAFA Show, Booth 217, April 9–12The DieHard 40th Anniversary Chopper on display now. Designed and built by Orange County Choppers.
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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
Managing Editor/Art DirectorTariq Kamal310-533-2470
Editorial ConsultantHoward Rauch
Production DirectorKelly Bracken
eMedia and PrintProduction Manager
Brian Peach310-533-2548
Great Lakes Sales Manager Robert Brown, Jr.
Sales ManagerEric Bearly310-533-2579
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
Chairman Edward J. Bobit
President & CEOTy F. Bobit
Chief Financial Offi cerRichard E. Johnson
Printed in U.S.A.
WWW.BUSINESSFLEET.COM4 BUSINESS FLEET MARCH/APRIL 2011
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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
WWW.BUSINESSFLEET.COM6 BUSINESS FLEET MARCH/APRIL 2011
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
WWW.BUSINESSFLEET.COM8 BUSINESS FLEET MARCH/APRIL 2011
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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THE CHALLENGE: MEETING TOUGH STANDARDS
OUR SOLUTION: MOTOR TREND’S 2011 CAR AND TRUCK OF THE YEAR®
Meet Motor Trend’s 2011 Car and Truck of the Year®. The Chevrolet
Volt1 is the industry’s first electric car with extended-range gasoline
capability. And the Chevrolet Silverado HD is more than ready for
tough jobs, with exceptional payload and best-in-class conventional
towing.2 For more solutions, visit gmfleet.com.
1 Available to order at participating dealers in CA, TX, MI, NY, NJ, CT and DC. Quantities limited.2 Requires available 6.6L Duramax® diesel engine. Maximum trailer ratings assume a properly-equipped
base vehicle, plus driver. See dealer for details.
©2011 General Motors LLC
| 2011 CHEVROLET VOLT1
| 2011 CHEVROLET SILVERADO 3500HD
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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
WWW.BUSINESSFLEET.COM10 BUSINESS FLEET MARCH/APRIL 2011
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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www.volvocars.us/fl eet • Toll free 1 877 283-5338
Take another look.Back and better than ever.
Introducing the VOLVO S60 — uncompromised
performance, technology and legendary Volvo safety
in the body of a European sports sedan. With cutting
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indulgence that’s easy to justify. Who says safety can’t
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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
WWW.BUSINESSFLEET.COM12 BUSINESS FLEET MARCH/APRIL 2011
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
BF0311dealer.indd 13BF0311dealer.indd 13 3/7/11 12:38:49 PM3/7/11 12:38:49 PM
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
WWW.BUSINESSFLEET.COM14 BUSINESS FLEET MARCH/APRIL 2011
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.”
BF0311dealer.indd 14BF0311dealer.indd 14 3/7/11 12:38:50 PM3/7/11 12:38:50 PM
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BF0311dealer.indd 15BF0311dealer.indd 15 3/7/11 12:38:54 PM3/7/11 12:38:54 PM
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
WWW.BUSINESSFLEET.COM16 BUSINESS FLEET MARCH/APRIL 2011
PH
OT
O B
Y V
ER
OLA
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OT
OG
RA
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
WWW.BUSINESSFLEET.COM18 BUSINESS FLEET MARCH/APRIL 2011
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
OS
CO
UR
TESY
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.
WWW.BUSINESSFLEET.COM20 BUSINESS FLEET MARCH/APRIL 2011
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
#
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#∃
BF0311nissannv.indd 21BF0311nissannv.indd 21 3/7/11 12:43:41 PM3/7/11 12:43:41 PM
A
EQUIPMENT
WWW.BUSINESSFLEET.COM22 BUSINESS FLEET MARCH/APRIL 2011
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
WWW.BUSINESSFLEET.COM MARCH/APRIL 2011 23BUSINESS FLEET
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)
WWW.BUSINESSFLEET.COM24 BUSINESS FLEET MARCH/APRIL 2011
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.
Standard engine: 1.8L I-4, 148 hp
Transmission/drive: Six-speed manual,
six-speed automatic, front-wheel drive
Cargo space (cu. ft. max.): 14.8
Fuel tank capacity (gal.): 12.8
EPA fuel economy rating (city/highway mpg):
29/40
WWW.BUSINESSFLEET.COM26 BUSINESS FLEET MARCH/APRIL 2011
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.
Standard engine: 2.0L I-4, 115 hp
Transmission/drive: Five-speed manual,
six-speed automatic, front-wheel drive
Cargo space (cu. ft. max.): 15.5
Fuel tank capacity (gal.): 14.5
EPA fuel economy rating (city/highway mpg):
24/34 (manual), 23/29 (auto)
WWW.BUSINESSFLEET.COM28 BUSINESS FLEET MARCH/APRIL 2011
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.
WWW.BUSINESSFLEET.COM30 BUSINESS FLEET MARCH/APRIL 2011
BF0311toolbox.indd 30BF0311toolbox.indd 30 3/7/11 12:52:22 PM3/7/11 12:52:22 PM
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.
WWW.BUSINESSFLEET.COM MARCH/APRIL 2011 31BUSINESS FLEET
BF0311toolbox.indd 31BF0311toolbox.indd 31 3/7/11 12:52:23 PM3/7/11 12:52:23 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
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ST P
ER
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ILE
WWW.BUSINESSFLEET.COM32 BUSINESS FLEET MARCH/APRIL 2011
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
WWW.BUSINESSFLEET.COM MARCH/APRIL 2011 33BUSINESS FLEET
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
▲
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▲▲
▲
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BF0311lifecycle.indd 33BF0311lifecycle.indd 33 3/7/11 12:42:14 PM3/7/11 12:42:14 PM
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.
WWW.BUSINESSFLEET.COM34 BUSINESS FLEET MARCH/APRIL 2011
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
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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
WWW.BUSINESSFLEET.COM MARCH/APRIL 2011 35BUSINESS FLEET
$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
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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
WWW.BUSINESSFLEET.COM36 BUSINESS FLEET MARCH/APRIL 2011
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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
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irele
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