{"id":6813,"date":"2020-08-02T17:25:04","date_gmt":"2020-08-02T15:25:04","guid":{"rendered":"https:\/\/advancedfleetmanagementconsulting.com\/eng\/?p=6813"},"modified":"2020-08-02T17:25:04","modified_gmt":"2020-08-02T15:25:04","slug":"upfits-4","status":"publish","type":"post","link":"https:\/\/advancedfleetmanagementconsulting.com\/eng\/2020\/08\/02\/upfits-4\/","title":{"rendered":"9 Mistakes in Spec’ing Upfits (and How to Fix Them)"},"content":{"rendered":"

It\u2019s important to have a proactive strategy in place for developing upfit specifications Know what you need and make sure you get it.\u00a0Photo: Gettyimages.com\/OstapenkoOlena<\/span><\/p>\n

Today\u2019s vocational van and work truck fleets depend on upfits to customize their vehicles to fit their unique needs. And the often complicated upfit process starts with specifying your requirements.\u00a0<\/span><\/p>\n

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\u201cFleet managers have to balance making stakeholders and drivers\/users happy while working at times with minimal budgets, which can prove to be difficult. They also have to consider safety first, and the best and most cost-effective product for the job at the best value,\u201d said Mathew Marcussen, director of customer relations for BrandFX.<\/span><\/p>\n

From refusing to make changes to a lack of communication, mistakes are costly, and a fleet manager must work hard to avoid these top mistakes.\u00a0<\/span><\/p>\n

MISTAKE 1: Having an \u2018If it\u2019s Not Broke,\u00a0Don\u2019t Fix It\u2019 Mentality<\/span><\/h2>\n

While it can be tempting to rest on your laurels when it appears everything is moving smoothly, successful fleet managers are ready for change.\u00a0<\/span><\/p>\n

\u201cUnfortunately, some fleet managers have the \u2018if it\u2019s not broke, don\u2019t fix it\u2019 thinking. There are new innovations\u00a0every year, and fleet managers need to be aware of them. Don\u2019t just take the word of one upfitter or one FMC. Do your homework,\u201d said Jeff Haag, vice president of fleet sales for DECKED. \u201cGet completely engaged in the industry in terms of new product offerings. Attend trade shows, engage with suppliers and other\u00a0fleet managers. Overall, have an open mind to new upfitting methods.\u201d<\/span><\/p>\n

Jonathan Culp, director, fleet and leasing sales for Dejana Truck and Utility Equipment, also cautioned against \u201ctolling over the old spec because we\u2019ve always done it this way.\u201d<\/span><\/p>\n

MISTAKE 2: Not Truly Understanding the Upfit’s Purpose\u00a0<\/span><\/h2>\n

It\u2019s incredibly important to understand precisely how the upfit will be utilized.\u00a0<\/span><\/p>\n

\u201cA common mistake is fleet managers not fully understanding the functions of the modification being requested,\u201d said Travis Leonard, account manager for Fontaine Modification.<\/span><\/p>\n

Fleet managers must also understand the driver\u2019s perspective on how the body will be used when performing on the job.\u00a0<\/span><\/p>\n

\u201cHowever, any changes need to be done in parallel with standardization efforts. Making each vehicle distinctive can move the company away from standardization. Many specialized, non-standard vehicles can result in higher acquisition costs, maintenance costs, design costs, and can have less of a chance of being utilized in other parts of a business,\u201d said Marcussen of BrandFX.<\/span><\/p>\n

MISTAKE 3: Not Allowing Enough Time\u00a0<\/span><\/h2>\n

It\u2019s essential to allow time for completion of the upfit work.\u00a0<\/span><\/p>\n

\u201cIf a truck is built May 1 at the OEM and needs to be at the customer in service on May 15, that will be very difficult to accomplish unless agreed to and planned for ahead of time,\u201d said Nate Eichinger, director of operations, Light Duty Truck and EV Solutions for Fontaine Modification.<\/span><\/p>\n

It\u2019s critical that everyone involved in the upfit process is brought into the fold as early as possible \u2014 before ordering the vehicle.\u00a0<\/span><\/p>\n

\u201cBringing everyone on board early in the process provides time to react and procure the necessary components to complete the job on-time, as promised,” said Craig Bonham, vice president of commercial vehicle at Safe Fleet. “This is critical when there are components to be sourced for the upfit since many have longer lead times than standard SKUs. This is more of an issue today since companies rely heavily on just-in-time delivery of componentry. This helps keep an operation running lean with less work in progress,\u201d<\/span><\/p>\n

MISTAKE 4: Failing to Perform a Pilot Review<\/span><\/h2>\n

Bill O\u2019Shea, senior account manager for Fontaine Modification, noted that one of the top mistakes he witnesses is fleets not performing a pilot review \u2014 either physical or at least on paper.\u00a0<\/span><\/p>\n

\u201cTry something different occasionally in small numbers and gather data from the field. Move these units around and get a variety of different sources of feedback,\u201d said Culp of Dejana Truck and Utility Equipment. “The collaborative process will give a better result; even if you choose to go with the same spec, you\u2019ll have better data to support why.”<\/span><\/p>\n

MISTAKE 5: Not Rating the Vehicle Properly<\/span><\/h2>\n

It is also critical that fleets prioritize spec\u2019ing each vehicle for its intended job function.\u00a0<\/span><\/p>\n

\u201cDetermine what\u2019s the best, most effective \u2014 both in terms of cost and operational efficiency \u2014 specification for each vehicle\u2019s application,\u201d said Kelly Klemisch, regional engineering manager for Holman Enterprises. “And the more you know about how your business functions daily, the better equipped you\u2019ll be to develop a vehicle and upfit specification that helps your business enhance productivity.”<\/span><\/p>\n

Not properly job rating the vehicle for the application it\u2019s to be used in \u2014 or the environment that\u2019s it\u2019s placed in \u2013 will result in added costs and reduced safety.\u00a0<\/span><\/p>\n

\u201cDecisions made at the chassis or van level often don\u2019t account for all the ancillary equipment put on that vehicle,” said Safe Fleet’s Bonham. “If it is not properly job-rated, that could inadvertently affect the performance, lifespan, or the safety of the vehicle.”<\/span><\/p>\n

Another mistake often made is \u201coverweighting the vehicle to avoid going up a size,\u201d said Culp.\u00a0<\/span><\/p>\n

To ensure upfits are spec\u2019ed correctly for your needs, work with your suppliers.\u00a0<\/span><\/p>\n

\u201cBe willing to hear the upfitters\u2019 feedback and be willing to come and look at a truck yourself,\u201d said Brad Howard, director of operations for Fontaine Modification.\u00a0<\/span><\/p>\n

MISTAKE 6: Making Cost the Only Determining Factor<\/span><\/h2>\n

Fleets obviously have budgetary guidelines. Sometimes those guidelines dictate the choice of the upfitter or the product that will be procured for a specific application.\u00a0<\/span><\/p>\n

\u201cWhile the price is a key component, fleets should expect to get a realized return on investment, and to have an understanding of what the total cost of ownership is for that vehicle,\u201d said Bonham at Safe Fleet.<\/span><\/p>\n

If an organization bases its procurement decisions purely on up-front acquisition costs, it can result in significant, often costly, challenges throughout the vehicle\u2019s lifecycle.\u00a0<\/span><\/p>\n

\u201cIn many cases, your vehicles are likely under spec\u2019ed for their intended job function leading to safety risks, increased maintenance costs, unforeseen downtime, shorter lifecycles, reduced resale value, etc.,\u201d said Klemisch of Holman Enterprises. “While you may be able to reduce costs at the time of the acquisition, you\u2019ll likely experience significantly higher costs and reduced productivity throughout the vehicle\u2019s time in service.”<\/span><\/p>\n

And as is the case in many industries, less-expensive products may not be of the same quality as a higher-priced product. \u00a0<\/span><\/p>\n

\u201cAt times, less-expensive products have a shorter lifecycle, leading to higher replacement and service costs after the sale,” Bonham said. “If the product is failing because the equipment isn\u2019t holding up, that leads to a replacement, which drives an escalated, un-forecasted cost on the vehicle. Vehicle downtime as a result of doing the repair means the vehicle is out of service and not generating revenue, so it actually costs the fleet money.”<\/span><\/p>\n

It\u2019s important that fleet managers understand how decision-making may impact another department\u2019s budget negatively.<\/span><\/p>\n

\u201cUse your connections and knowledge of different budgets and initiatives inside your organization to show the cause and effect of your decisions,” said Katie Groves, national fleet sales manager for Adrian Steel. “This demonstrates that you care about the business as a whole and not just the individual metric that you are being measured on.”<\/span><\/p>\n

MISTAKE 7: Starting Too Late<\/span><\/h2>\n

An important issue is getting started on a project too late to spec out a vehicle for the equipment desired.\u00a0<\/span><\/p>\n

\u201cMany times, the vehicle is on order, but a decision hasn\u2019t been made on who to buy the equipment from, which can be problematic. This can lead to equipment specification changes that could potentially jeopardize the owner\/operator\u2019s expectations,\u201d said Bonham of Safe Fleet.<\/span><\/p>\n

Organizations stand to benefit significantly by establishing a proactive strategy for cycling vehicles.\u00a0<\/span><\/p>\n

\u201cThe absence of an effective, proactive cycling strategy often results in a significant number of units remaining in service far too long, leading to increased maintenance costs and downtime as well as a wide range of operational challenges for your frontline employees as the nature of their role evolves,” said Klemisch of Holman Enterprises. “Ideally, your organization should work with your fleet management partner to determine an optimal replacement cycle for your vehicles. Then, you can better customize your upfit packages to match that cycle and ensure they\u2019re reassessed on a regular cadence.”<\/span><\/p>\n

An excellent way to ensure you aren\u2019t behind is by working with your key providers.\u00a0<\/span><\/p>\n

\u201cWork with your fleet account executives and other key strategic partners to build a fleet plan focused on accomplishing your specific goals,\u201d said Groves of Adrian Steel.<\/span><\/p>\n

MISTAKE 8: Lacking Clear Communication<\/span><\/h2>\n

Some of the most common mistakes fleet managers make when spec\u2019ing upfits are related to communication.\u00a0<\/span><\/p>\n

\u201cFleet managers do not often understand what those in the field want and communicating their expectations to the upfitter. Not having an open dialogue as to what will and will not work for your company for an upfit can be detrimental to getting what you need,\u201d said Chris Rolsen, national business development manager at Knapheide.<\/span><\/p>\n

Communicate with everyone.\u00a0<\/span><\/p>\n

\u201cA big mistake is not talking to the upfitter before spec\u2019ing and ordering the truck. There may be specific things the upfitter will need or extra options that can be removed due to not being needed for the upfit,\u201d said Eichinger of Fontaine Modification.<\/span><\/p>\n

The solution?<\/span><\/p>\n

\u201cCommunicate as much as possible with the upfitter with regards to what you expect to accomplish with the build. The more information the upfitter has will ensure that the customer gets what they want,\u201d Rolsen added.<\/span><\/p>\n

Be sure to keep up to date with the OEM on product updates and changes that may occur with model-year changeovers.\u00a0<\/span><\/p>\n

\u201cIt\u2019s also important to keep in touch and receive product updates from upfitters and manufacturers,\u201d said Patrick Clark, director of fleet sales for Dejana Truck and Utility Equipment.\u00a0<\/span><\/p>\n

MISTAKE 9: Not Including the Right Decision-Makers<\/span><\/h2>\n

Making decisions without involving the right players inside the organization will cause issues down the line.\u00a0<\/span><\/p>\n

\u201cAt a minimum, procurement, operations, and safety all need to be involved in fleet decision-making to ensure success across the board. The right departments are specific to each company. For example, sometimes risk management\/HR ought to be in the loop as well,\u201d said Groves of Adrian Steel.<\/span><\/p>\n

Remember, developing specs isn\u2019t just a fleet project; it\u2019s an overall business project.\u00a0<\/span><\/p>\n

\u201cFleets will benefit greatly by soliciting input from other fleet stakeholders throughout your business, particularly your operations and frontline employees. Collaboration is key. Spend a day with your technicians in the field. Interview operations managers to find out how vehicles are used and if there are opportunities for improvement. Try to be as hands-on as possible and involve your various fleet stakeholders in the process to avoid a potential disconnect between what looks good on paper and how the units are actually being used daily,\u201d said Klemisch of Holman Enterprises.<\/span><\/p>\n

Groves agreed: \u201cFind out who the other players are inside your organization and make connections with them. Collaboration is key to success in this scenario,\u201d she added.<\/span><\/p>\n

The Bottom Line<\/span><\/h2>\n

It\u2019s important to have a proactive strategy in place for developing upfit specifications.\u00a0<\/span><\/p>\n

\u201cTake your time and be thoughtful in your execution,” Klemisch said. “Proper planning helps to ensure a quality specification, which, in turn, helps to improve the lifecycle of the vehicle. Be sure to allow time to thoroughly review specifications and be mindful of factory order cycles. Without an effective, proactive strategy, you may find yourself purchasing units from dealer stock (rather than factory order), driving costs higher and\/or potentially delaying delivery, which often hampers productivity. Additionally, without a proactive approach, you may not be able to acquire units with the proper upfitting on time, which can result in a wide range of operational challenges for your frontline employees.”<\/span><\/p>\n

Safety is, and always will be, a top concern for vocational fleets.<\/span><\/p>\n

\u201cAsk yourself: does the vehicle operate ergonomically? Does it help to isolate the operator from potential injury?” Bonham said. “Companies today expect to get their work done faster than ever before because efficiency is a revenue-generator for them, and sometimes the \u2018hurry-up\u2019 processes lead to potential injury. Because of that \u2018hurry-up mentality,\u2019 it\u2019s important to evaluate how a product will function in high-energy, demanding environments \u2014 both functionality and safety.”<\/span><\/p>\n

The bottom line? Know what you need and make sure you get it.\u00a0<\/span><\/p>\n

\u201cDon\u2019t be afraid to ask for what you want now or in the future. Do not settle for what you might have always done. Technology changes, tools change, customer demands, and business changes,\u201d said Andrew Reyntjes, director of fleet and commercial sales for Truck Accessories Group.\u00a0<\/span><\/p>\n

 <\/p>\n

by Lauren Fletcher<\/a><\/p>\n

Source: https:\/\/www.worktruckonline.com\/<\/a><\/span><\/p>\n

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FLEET MANAGEMENT AUDIT<\/strong><\/a><\/h3>\n","protected":false},"excerpt":{"rendered":"

It\u2019s important to have a proactive strategy in place for developing upfit specifications Know what you need and make sure you get it.\u00a0Photo: Gettyimages.com\/OstapenkoOlena Today\u2019s vocational van and work truck fleets depend on upfits to customize their vehicles to fit their unique needs. And the often complicated upfit process starts with specifying your requirements.\u00a0 \u201cFleet…<\/p>\n","protected":false},"author":3,"featured_media":6814,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[18],"tags":[346],"_links":{"self":[{"href":"https:\/\/advancedfleetmanagementconsulting.com\/eng\/wp-json\/wp\/v2\/posts\/6813"}],"collection":[{"href":"https:\/\/advancedfleetmanagementconsulting.com\/eng\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/advancedfleetmanagementconsulting.com\/eng\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/advancedfleetmanagementconsulting.com\/eng\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/advancedfleetmanagementconsulting.com\/eng\/wp-json\/wp\/v2\/comments?post=6813"}],"version-history":[{"count":1,"href":"https:\/\/advancedfleetmanagementconsulting.com\/eng\/wp-json\/wp\/v2\/posts\/6813\/revisions"}],"predecessor-version":[{"id":6815,"href":"https:\/\/advancedfleetmanagementconsulting.com\/eng\/wp-json\/wp\/v2\/posts\/6813\/revisions\/6815"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/advancedfleetmanagementconsulting.com\/eng\/wp-json\/wp\/v2\/media\/6814"}],"wp:attachment":[{"href":"https:\/\/advancedfleetmanagementconsulting.com\/eng\/wp-json\/wp\/v2\/media?parent=6813"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/advancedfleetmanagementconsulting.com\/eng\/wp-json\/wp\/v2\/categories?post=6813"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/advancedfleetmanagementconsulting.com\/eng\/wp-json\/wp\/v2\/tags?post=6813"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}