Why fleets buy

Weber, Rick
March 2008
Trailer / Body Builders;Mar2008, Vol. 49 Issue 5, p60
Trade Publication
The article discusses the role of price in the buying decisions of fleets in the commercial-vehicle market. Bruce Plaxton, president of BGP Marketing Solutions, stated that everyone buys some products on price. He stated that the primary reasons why fleet managers buy replacement parts include the product, vehicle age and fleet size. According to him, the replacement-parts market is divided into two segments: predictive, such as filters; and non-predictive, such as clutches and seats.


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