In this edition of the State of the Fleet Industry video series, Chris Brown speaks with Merchants Fleet CEO Matt Dyer about what it really means for fleet to operate beyond a cost center and as a revenue driver in 2026.
With higher costs, longer repair cycles, and more variables to manage, fleets are under pressure to make faster, smarter decisions that directly impact business performance. Dyer points to uptime, total cost of ownership (TCO), and data utilization as the key levers fleets must actively manage to stay competitive.
He also emphasizes that success today demands tighter policies, stronger partnerships, and a willingness to adapt — from rethinking maintenance approvals to exploring alternative OEM strategies and maximizing vehicle utilization.
Topics Discussed:
Why fleet performance is now tied directly to business revenue
Improving uptime through faster service and approval processes
Managing TCO amid rising cap costs, interest rates, and maintenance expenses
Reducing delays through better order-to-delivery and upfit strategies
Using connected vehicle data to improve decision-making
Maximizing utilization to get more productivity from existing assets
The growing need for flexibility, partnerships, and broader fleet strategies