TRUK Advice Column

The type of body and vehicle application will dictate what maintenance needs to be performed and how often.

While service/utility truck owners usually keep up on the chassis’ preventive maintenance, they often aren’t as diligent about the body and its components, such as cranes and air compressors.

The type of body and vehicle application will dictate what maintenance needs to be performed and how often.

While service/utility truck owners usually keep up on the chassis’ preventive maintenance, they often aren’t as diligent about the body and its components, such as cranes and air compressors.

Taking care of a truck also means performing proper routine maintenance on its body. If a truck is side-lined because of costly unexpected problems with its body, uptime is diminished, operational expenses go up and customers are inconvenienced.

Consequently, preventive maintenance ought to be as much a priority for truck bodies and its equipment as it is for power units.  ”It is worth the investment.”

The type of body and vehicle application will dictate what maintenance needs to be performed and how often.
Consider service/utility trucks, by way of example. A well-run equipment fleet needs well-maintained service/utility trucks in order to keep its equipment up and running earning money.

All too often, because there are very few obvious moving parts and systems on the average service/utility body, maintenance tends to get overlooked.  A good inspection program is the key to keeping these bodies and their equipment clean, safe and available.

Inspecting a service/utility body should be part of the regular vehicle service program, they say, as “overall appearance and condition can tell you a lot. Is the body sitting squarely on the chassis? Does it sit higher in the front or rear? Are any of the doors sagging or not fitting properly? How does the finished paint look? Are all of the required lights on the unit and working?”

In maintaining service/utility trucks, the truck body and its components (crane, air compressor, liftgates, lubrication systems, reels, etc.) must be inspected and serviced on a regular basis.  Each of these has its own checklist of items requiring routine inspection and service.

BODY

It is recommended that service bodies be given a walk-around inspection at least weekly, if not daily, keeping an eye out for any hydraulic leaks, broken transportation/safety lights and cracks in the body’s structure.

If a hydraulic leak goes unnoticed, it could potentially cause a catastrophic failure and dump all the system oil.  If a leak is spotted, it should be corrected as soon as possible..

In addition, it is recommended to take time to check under the body to ensure there isn’t any hydraulic plumbing or electrical wiring hanging low or dragging, and inspecting electrical components and wiring. Any issues discovered need to be immediately corrected.

The underside of the body should also be cleaned and checked for loose mounting bolts, cracked members, rust and structural deformation.  If the unit is equipped with a crane or lifting device, particular attention should be paid to the mounting structure.

Not keeping the service body clean can lead to unsafe working conditions and prevent technicians and operators from noticing potential maintenance problems.  The dirtier the truck, the less likely you are to see any problems.

If you keep it clean and routinely monitor the truck, typically you can get any problems with the body rectified quickly and prevent future problems. 

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Buying a used commercial truck is a great way to start your business, or upgrade the equipment you have in your existing business. Every commercial truck is different when it comes to features, safety and price, so you will have to decide what kind of truck will work best for your business. While used trucks are more affordable than new trucks, you will also have to set a budget and decide how to finance your purchase. Buy a used commercial truck by finding the one you want, having it inspected and deciding how to finance it.

1   Look for used commercial trucks online.

•    Search local advertisements online as well. You might find private sellers who have commercial trucks on Craigslist or through the sites run by local car and truck dealers.

2   Check the inventory at local truck dealers. Your newspaper or community directory will provide a list of car and truck dealers in your city or town.

•    Talk to the dealer about what you are looking for and be sure to explain that you are interested in a used truck. Test drive anything that you like.

3   Inquire about commercial trucks for sale with truck rental companies.

4   Go to an auction. Automobile auctions will often include commercial trucks. Dealers in your area will know when auctions are scheduled.

5   Choose a truck that meets your business needs and has a good safety record. The dealer you buy it from is required to provide you with information on whether it has been in accidents or had extensive mechanical work done.

6   Determine the value. Once you choose a truck to buy, research what it is worth before you make an offer.

•    Find value estimates through Kelley Blue Book or NADA Guides. Use their websites to search for value by make, model and year. You can also use these resources to get information and customer reviews on the used truck you are buying.

7   Get the truck inspected by a professional mechanic before you buy. You want to make sure it is safe and in good working order.

•    Reconsider the purchase if significant repairs are needed or safety issues are indicated.

8   Negotiate a price with the dealer or seller. Use the estimated value and the inspection results to get the best price for the used commercial truck you want to buy. 

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Selling heavy trucks requires a high level of product knowledge.

Selling heavy trucks is different than selling cars and pickup trucks to customers for personal use. Your heavy truck customer is buying a new truck to use it to earn money for his business. The trick to successful heavy truck sales is to understand buying a truck for the commercial truck buyer is a process and not an on-the-spot decision.

Be The Expert

Heavy truck specifications are complicated. Truck buyers must decide on engines, transmissions, wheelbase lengths and tyre sizes. Different regions of the country feature trucks to conform with local laws and weight restrictions. Added to a basic truck can be equipment such as truck bodies or specialty equipment. Become the truck salesman who can show a customer which choices among all of these options will provide the right truck to meet his requirements.

Be a Partner

A benefit of selling heavy trucks is your customers will be regular buyers. Think of yourself as a partner in a customer's trucking business. You will be his resource for information concerning service and parts through your dealership. Make regular sales calls and visits to your customer's places of business. Learn how their business works, and when the time comes for a new truck, you will be the first and only phone call.

Ask and Ask Again

Other truck salesmen may not take as much care staying in contact with their customers. Those customers are your prospects for new truck sales business. Do not be afraid to ask for a company's future business or the opportunity to put in a quote for the next truck purchase. Regular contact with potential customers will have them pulling out your phone number when it is time for a new truck.

Features and Benefits

The specification printout for a new heavy truck is long and detailed. Do not use this printout as your main price quote literature. Write up a separate quote letter with the specification highlights that will allow the truck to perform the tasks the buyer needs. The selling tactic of highlighting a feature, then explaining the benefit to your customer will allow him to see how your truck proposal is the right choice for his business.

New Customer Questions

When you start talking to a prospective customer looking for a new truck, you can take the lead in the discussion by asking a couple of questions. The first question: "What are you going to use the truck for?" will allow you to show how your trucks will meet his needs. The question: "How are you going to pay for it?" will allow you to close the sale by recommending financing sources and plans that will fit the customer's budget.

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Important Things to Consider Before You Buy a Used Truck

Are you looking for a used truck? You'll find a little of everything out there, from rundown trucks suitable to haul trash to feature-rich trucks, comfortable enough to use as daily drivers. It's a given that you'll ask the current owner as many questions about the truck's performance and upkeep as possible, and make sure that all of its systems are working correctly, but there are a few things that shoppers often neglect.

Don't forget to look underneath the truck...

If you know what to look for underneath, take the truck where it can be raised in the air for a complete inspection. Some shops will do this for you at no charge or for a small fee.

•    Look for leaks and damage (or repairs to previous damage).
•    Check the brakes, drive shaft, U-joints and steering components.
•    Surface rust on the frame, axles and springs is common, but if you can poke a hole through the metal at any point, or the metal has become   weak and brittle, you're dealing with structural rust -- move on to another truck.

If you aren't sure what to look for underneath, pay someone to inspect the truck. An experienced technician can give you a realistic idea of what needs to repaired and how much it will cost (or save you thousands of rands by discovering problems you don't want to tackle)

Don't let the shiny stuff distract you...

A truck's flashy wheels, chrome add-ons, a lift kit or a high value stereo might be among the first things you notice about it, but ignore those features until you know what's underneath the trim.

•    That new paint might look great, but what was the motivation behind the job? Was the original surface dull, with a few scratches, or is the new paint hiding rust and body work?
•    If it looks like the truck has been driven off-road, how hard was it used? A large percentage of trucks equipped for off-roading never leave the pavement, but the ones that do are often well-worn underneath.

Don't buy more truck than you want or need...

I've seen too many people buy a truck on impulse, based on features they think they must have, rather than from a true evaluation of their needs.

Making payments on a truck that's too large or too small gets old real fast.

Make a list to identify your wants and needs.

•    Is fuel mileage important, or are you willing to trade good fuel mileage for a larger engine with more power to tow and haul?
•    Do you need a truck for occasional trips to the home improvement store or to the dump? A small truck with decent fuel economy might be the best choice.
•    Is a 4WD truck a must for the roads you travel every day, or for snowy conditions in the winter?
•    Do you regularly carry more than one passenger? Jump seats in a small second row are not suitable for more than short trips.
•    Are you okay with either an automatic or manual transmission? Which accessories and/or safety features are must-haves? Jot down any characteristic that's important to you and take it along when you shop.

Once you buy a truck, stop looking...

Don't second guess yourself with the what-ifs. If you've done your homework, shopped around and made a careful decision, enjoy your truck and don't worry about the trucks that "got away." 

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If the maze of financing (seemingly laid out specifically to confound new truck buyers) doesn't interest you, then you'll probably be considering a used pickup truck. It's absolutely necessary to be armed with some good advice before you stride onto the used-car lot. Don't let anything rush you. Know what your exact price range is, and don't deviate from that original plan. Find out if the seller has maintenance records available. Not all will, but most conscientious owners keep good records of their maintenance. And don't ever allow yourself to be rushed. Tell the seller that you're going to need 45 minutes to an hour with the truck. If he can't spare the time, you can't spare the money.

We talked to two retired mechanics, and here is the advice they felt all used-truck buyers need to know before spending their money.

12 Point Truck Inspection Checklist:

Examine the truck only in daylight; even a well-lit lot will conceal defects and hamper a good inspection. You should also be on level ground in order to check the fluids correctly.   

Check each opening and body-panel joint for fit. Run your hand along the bottom of the doors and check for hard, rusty edges. Check the panels along the body from back to front; if they seem wavy or uneven, check them with a magnet (plastic body repairs won't attract a magnet).   

If there are any raised spots on the roof, it means rust underneath. A more extended inspection of that area might be necessary if you want to buy that vehicle.

Look at the inside of each tyre for signs of leakage (brake fluid, grease) and tread wear.   

Raise the hood, remove the radiator cap and take a look at the coolant fluid. Usually it will be greenish in color. If the color seems wrong, or if the fluid has rust in it, the engine will probably have a tendency to overheat. If you are unsure of the quality of the fluid, an inexpensive tester would be a good investment. Next, examine the air filter for excessive dirt, as well the surface of the engine itself. Large amounts of grease or oil deposited on the engine are an indication that it wasn't well cared for. Look for recent engine work, like edges of new gaskets showing. Most engines will go 70,000 to 80,000 miles before any major engine work is necessary, but all motors should be checked thoroughly in case the previous owner's favorite hobby was drag racing. If the car has an automatic transmission, check the transmission dip stick. If the oil on the stick has a burnt smell (like burnt cork), back away! This usually means transmission trouble on the horizon.   

Start the engine. Make sure there are no knocks or thuds. These sounds may indicate a bad crankshaft or connecting-rod bearing, and both of them are costly repairs. All trucks should have a high idle setting. Fuel-injected engines automatically set theirs, carbureted engines will require applying some generous gas after starting to set the fast idle. If the idle does not seem right, have the engine checked by a mechanic.   

After the vehicle comes off fast idle, put it in drive and set the emergency brake to see if it holds. Put it in park and let it idle while you go to the rear. Use a rag (wad it up) to cover the tailpipe outlet. If you do not feel pressure while holding the rag against the end of the tailpipe, you have a leaky exhaust (often you'll be able to hear such a leak as well). Put your car in drive with your foot on the brake to see if it idles okay.   

Check all switches and extras on the car (lights, air, etc.)  

Shut off the motor, open the trunk, raise the mat and look for rust. Some light rust will be present even on new cars, but keep an eye out for more severe corrosion. While checking the trunk look at the wiring that crosses the rear, has it been cut and taped for trailer wiring?   

Drive the car at least 10 miles, shut the engine off, allow it to cool for a moment and then start it again. If the engine hesitates upon starting the second time, have it checked by a mechanic. Once started, accelerate very slowly to see if the transmission up shifts smoothly. Then check acceleration up to highway speed for engine smoothness. It's always a good idea to take somebody with you on a test drive. The extra rider will be able to notice things like rattle and wind noise that the driver might be oblivious to.

At a safe place, try a panic stop to see if the brakes behave. Next, try a rough road to see if the shocks control after bouncing. Bounce the truck's front end — if it bounces more than three times, the shocks are worn.

Odometer (mileage meter) tampering is still commonly used to deceive buyers. Although gauges in new models are more difficult to tamper with, you should still be careful. If a seller tells you that his '85 pickup has 35,000 miles on it, check for a few things, such as excessive wear on the brake pedal (if the comers are worn away, there's a lot more than 35,000 miles on the truck); wear on the armrests and upholstery; and large numbers of pits on the windshield.

These simple checks won't take long and are about as comprehensive as you can manage without a complete mechanical inspection. If any seller hesitates to allow such an examination, it's a very good indication that you should be looking elsewhere for a truck. With used vehicles especially, the time and care you devote to the search will definitely pay off.

Even after you have inspected some trucks, make sure the truck you are looking for is the right one for you. 

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