"Dealers are a funny lot." Ever hear this statement? You are unusual if you have not. The more that we are exposed to the car fleet market, the more criti­cal it seems is the relationship between ear fleet buyer and the fleet dealer.

Let's examine the dealer's role for a moment. And we are talking mainly about the fleet-minded dealer who has already made up his mind that he is happy to deal for the "six-bits" over, or less, for volume fleet business. After all it is plus business, often clean, and most fleets, leasing companies and rental outlets are good pay if they are treated correctly. Presupposing his interest in fleet business, he is now a member dealer, no matter what ear line he represents, in a growing legion of dealers who recognize that one out of every twelve new cars sold is to the fleet market. Last year it was 800,000. And 1967 could well be more as it has been for the last ten years.

Attention is to one of our feature stories this month on the sticky subject of "make-ready". We all know some dealers are not quite to be trusted on make-ready for their own retail and local single purchase cus­tomers. Our story is really more than a feature to alert you to the service before delivery you can expect. The purpose is to alert each purchaser that a full under­standing should exist with every dealer where cars are bought.

Understanding . . . you say . . . how can I have an understanding when I am dealing with more than a hundred dealers?

My contention is that there are excellent fleet dealers for every ear line in every major city. Shaving an extra ten (or quarter) from the original purchase price can be costly. Can you imagine what just one day's extra call hack service means in terms of the driver's lost time? Then multiply that by the whole fleet.

The sharp dealer, with your purchases in mind, will be forthright and explain that if it is a proper "over" you can expect a dependable make-ready; a full time fleet sales manager who knows your problems and wants your business; a service department that can take care of your field man "that day" when the trouble arises; will be honest: with the condition report; will be sure you get the current wholesale figure on the used unit (and all of it);; he will guide you on the subsidy programs; keep you informed on the resale values of the hotter models and colors; tell you what equipment should be on it for top dollar when the next two years are up; and do the leg work on your warranty claims.

These conscientious fleet sales managers in fleet-minded dealerships can be an extension of your own staff if you are working with the right ones on the right basis. They are not all alike; and the right approach for understanding and a fair purchase can save a great deal more money in the long run than the few dollars that you strive to get initially just because a neighbor­ing fleet manager is buying for less.

The often maligned and under-rated fleet dealer sales guy is more often a "pro" that remains as honest as you are; he and the dealership value your business or they would not be in it. Getting to know these key men can save you and your company dollars; and I have seen 'em save more fleet managers their shirts.

Treat them with respect! You will get it back in spades!!