Small fleets such as local contractors, electricians, and plumbers are a wonderful way to build repair order counts and technician hours sold. A process should be developed in your dealership that verifies your service manager contacts 10 local fleet managers in your immediate area every week. Ideally a letter to the fleet owner introducing advantages the dealership has over independent repair shops would be mailed first. Use the Yellow Pages as your source of information to develop fleet account leads in your area. A follow-up phone call four days after the letter is mailed by the service manager is the best practice. It is also suggested the service manager do a visit to every fleet manager that will allow the time. Some of the advantages dealerships should stress are extended service hours, technician training, and special tools on the hand. Offer to check every vehicle the fleet owns informing them of any safety recalls as a courtesy. Consider free safety inspections as introduction to your service department on fleet vehicles. Turn around time is a vital part of gaining small fleets as a customer. The dealership must never treat fleet customers as a fill-in when the customer pay work is not available. This practice is seen enough on the used car department waiting to get vehicles through service. A quick comment on this is that the used car department should never take more than 48 hours on a service inspection. When a fleet account has been established the next step is to seek the employees for their individual vehicle maintenance and repairs.