In the world of work trucks and vans, we have lots of tools – some of which are new(er) and some that date back to the origins of our business. But no matter the age of the tools we have at our disposal, it’s best to employ them in a fashion that best serves our customers, which will almost always be good for our business too; and this is true regardless of what your business is, from dealerships, to upfitters, to OEMs, to any vendor serving the commercial vehicle ecosystem.   

Consider the story in this issue about Lance Leavitt/Melco Fence Co. and the truck body he purchased from Scelzi Enterprises more than 30 years ago that’s still going strong. According to Mike Scelzi, it’s a testament to the way they build their bodies and the quality of the materials utilized – or said another way, it’s the tools they use in their business.

Or maybe it’s the tool of a completely different type, like the one mentioned by Will Brogan when he comments on how important it is to listen and become a resource for both customers and prospects. He even gives a great example of a question you can ask the next time you’re at a gas (or charging) station to get truly insightful feedback from the driver of the work truck or van fueling up. While not necessarily a tool one might think of in the truest sense, listening is something we can all do more of, and doing so frequently offers insights we simply can’t get otherwise.     

And let’s not forget that those shopping for and buying commercial vehicles are almost always on the go. These owners / fleet managers are focused on running their businesses, and serving their customers, so it’s important to use digital tools to engage/assist them. Using the digital merchandising tools covered by Shawn Horswill in his article are essential in providing these busy commercial vehicle shoppers the details they need to efficiently find the work trucks necessary to keep their businesses operating profitably.  

As you read through this issue, hopefully you’ll find some tools that work for your business. Maybe you’ll even think of some others that we didn’t mention – if so, drop us a line and share your thoughts. Happy reading!

-Steve Henning