How to Buy a Car From a Fleet Manager

If you are in the market for a new car, consider buying a fleet vehicle. Fleet vehicles are typically sold in bulk to businesses and government agencies, such as construction companies, taxi agencies and police departments. These organizations often need to purchase multiple vehicles in one order. With the right knowledge, Internet tools and basic negotiating skills, average consumers can take advantage of the same discounts and low-hassle buying process that fleet vehicle buyers enjoy.

Instructions

1

Research fleet vehicles online. Manufacturers often have separate websites dedicated to fleet vehicles. These sites can provide details on the models offered in the fleet program, as well as information on incentives and maintenance. Also check independent automotive sites like Edmunds or Kelley Blue Book to look up invoice pricing.

2

Call to speak with the fleet manager at a dealership that sells the brands in which you are interested. The fleet manager and fleet sales team are in charge of selling fleet cars and trucks to businesses and government institutions, but they can also sell to the public. Get the fleet manager's name when you call to ensure you always deal directly with that person. Dealership salespeople can be very competitive and may try to steal you away from the fleet manager.

3

Talk with the fleet manager about the vehicles you have in mind. Because the fleet manager deals mostly with businesses, he may ask what company you represent. Tell him the name of your employer and explain that you want to buy your next car from him. Fleet managers are usually more laid back than the typical floor salesman and more comfortable giving you some price quotes. If the conversation goes well, set up an appointment to visit the dealership.

4

Visit the dealership to talk with the fleet manager and take some test drives. Check the window stickers to verify the cars have the features you want. Ask to see the dealer's invoices and compare those to any pricing research you did online. Fleet managers will often discuss pricing in terms of profit above invoice rather than discount from sticker price.

5

Close the deal if the terms are right. Fleet managers are usually in a separate department from traditional new car sales and less likely to play pricing games. Once you come to an agreement, the fleet manager will take you to the business or finance manager to complete the sale.