Choosing a truck dealership

Most small businesses that buy a truck use it constantly. Whether it's used for service calls, deliveries, transporting equipment to job sites, or other purposes, a box truck earns its keep by helping you get work done reliably.

The flip side is that when a truck breaks down, your business is losing money. This means that in addition to choosing the right truck, you need to choose a dealership that will stand behind the vehicle and provide top-quality support when you need it.

A good first step toward getting that support is to buy from a commercial truck dealership, as opposed to a car dealership that sells some trucks on the side. Commercial truck dealerships are the better choice for several reasons:

• Greater selection – Car dealerships may have a truck or two on the lot, but they won't be able to match you to a range of box trucks.
• Better customization – Once they match you to the right model truck, commercial dealerships can create the exact body for your application.

• Specialized technicians – When your truck needs repairs, you'll want to entrust it to repair staffers with extensive experience working with medium-duty trucks.
• More responsive – When you do have problems, commercial dealerships understand how essential it is to solve them quickly.

Because you're building a relationship, not just making a one-time purchase, you should trust your instincts as you evaluate different dealers. You'll be working with the dealership for years to come, so if you don't feel that the employees are being honest with you, it's best to consider another source.

Look for a dealer who takes a consultative approach: one who tries to match your requirements to a truck, as opposed to pushing a truck from their inventory no matter what your needs are. If the dealer is trying to sell you something you don't need, they might not be the right match for you. 

It's worth asking other businesses in your area where they get their trucks. Talk to your suppliers, customers, and even your competitors – anyone who has a business truck similar to what you need. Ask them key questions about the truck and the dealership:

• How long have you had the truck? Where did you get it?
• Are you happy with it?
• How much customization did you have done?
• Do you feel like you got a good deal?
• Has the dealer honored to the warranty?
• Are repairs handled quickly and thoroughly?
• Would you buy your next truck from them?
• If you could change one thing about this dealership, what would it be?

You can also ask the dealerships you're investigating for a list of references and ask the same questions. Of course, you'll be connected to some of their most satisfied customers, but you can still learn the dealers' relative strengths and weaknesses.