Is Your Shop Leaving Money on the Table with Fleet Repairs?

Posted on April 14, 2025 in Articles, Blog

Fleet work can be a game-changer for independent repair shops—but only if it’s done right. Many shop owners hesitate to take on fleet accounts, assuming they come with low margins, complicated billing, and demanding fleet managers. Others take fleet work without a clear strategy, only to find it causing bottlenecks and stretching resources thin.

But here’s the truth: Fleet work doesn’t have to be a headache. In fact, when structured properly, it can be one of the most profitable parts of your business. The key is knowing how to set the right terms, price your services effectively, and streamline fleet operations to handle the extra volume.

So, is your shop maximizing fleet profits, or just spinning its wheels? Ask yourself these five critical questions: 

Are You Charging Fleet Accounts Correctly—Or Are You Losing Profit on Every Job?

Many shops assume fleet work should come at a discount, but that’s not always the best move. Some fleets are willing to pay more for quick turnarounds because every day a vehicle is off the road, they’re losing money. If your shop isn't structuring fleet pricing properly—including labor rates, bulk discounts, and additional services—you could be leaving thousands of dollars on the table.

Do You Set the Terms of Your Fleet Relationships, or Do Fleet Managers Dictate Them?

A common mistake is letting fleet managers call all the shots. While fleet accounts can bring consistent work, they shouldn’t dictate pricing, service terms, or how you run your shop. Successful auto shops establish clear agreements upfront, ensuring they remain in control of labor rates, billing timelines, and repair approvals. Are you running the relationship, or is the fleet manager running you?

How Do Fleet Management Companies Impact Your Bottom Line?

Many large fleets work through third-party fleet management companies that negotiate pricing, impose service restrictions, and add administrative fees. If you don’t account for these costs, you could be working harder for lower profits. Understanding how these companies operate—and how to factor their fees into your pricing—can make or break your fleet profitability.

Is Your Fleet Work Scalable, or Is It Creating Operational Bottlenecks?

Some shops take on fleet work expecting steady revenue, only to find it disrupting their workflow. Are fleet jobs causing delays for your retail customers? Are technicians bogged down with bulk work that isn’t paying off? The best fleet shops have systems in place to handle high-volume accounts without hurting day-to-day operations.

What Metrics Tell You If Your Fleet Work Is Really Profitable?

A high-volume fleet account might look great on paper, but is it actually making you money? One of the best ways to measure this is Gross Profit Per Hour (GPPH)—a key metric that tells you whether fleet work is as profitable as your retail jobs. If you’re not tracking GPPH, fleet turnaround times, and parts-to-labor ratios, you’re making blind decisions about your fleet accounts.

Get the Answers—Download the Fleet Management eBook

If you’re serious about making fleet work a profitable, scalable part of your business, you need a strategy. Our Fleet Management eBook is packed with insights, real-world examples, and best practices to help you:

✔ Set fleet pricing that protects your profits
✔ Establish clear agreements that put you in control
✔ Navigate fleet management companies without losing margin
✔ Streamline operations to handle fleet work without chaos
✔ Track the right KPIs to measure true profitability

Don’t leave money on the table. Download a free copy of our Fleet Management eBook today, and start making smarter, more profitable decisions for your shop!