Issue link: http://read.dmtmag.com/i/354293
Strategies Of that fleet, about 500 are medium-duty trucks that handle the bulk of Graybar's service to its customer base, with jobsite deliveries of parts ranging from small elec- tronics to heavy rolls of cables and wire. The medium-duty Graybar fleet, typ- ically outfitted with a 24-foot box, had long been almost exclusively made up of a single medium-duty truck make. "But we started to have some per- formance issues, particularly with their engines," Hughes recalled. "It was a mat- ter of product reliability and service. "So I started inviting Peterbilt into our process, and I thought it would be a onesy-twosy thing with them. Quite frankly, I really just looked at it as, I'm giving a wakeup call to our original OEM. "As it turns out, it's become much more than a wakeup call." Peterbilt preference As part of his job, Hughes researches the available equipment and provides options whereby the Graybar branch- es, each of which typically operate one or two medium-duty trucks, may select chassis and upfitting options. Once the branch has made a vehicle purchase decision, Hughes will work with the deal- ership and OEM to ensure an applica- tion- and geography-appropriate spec is in place. To his surprise, about 60 percent of recent purchase decisions have been Peterbilt Model 337s, powered by PACCAR PX-7 Engines and equipped with boxes at GVWs of 25,900 lbs. Additionally, Graybar runs some Model 220s with similar cargo boxes where extreme maneuverability is required, and a couple of Model 382s for applications requiring GVWs up to 54,000 lbs. Local branches replace their trucks on an 8-to-10-year cycle, Hughes reports. "Local managers aren't experts in the process," says Hughes. "I'll often get a call asking, 'What do I do?' That's when we'll review their business needs and ver- ify the type of truck and body that best suits them. "Then I'll tell them to drive by the OEM dealerships in their area and intro- duce themselves to the service manager. Get a feel for the service they'll be getting. How many service bays are there? How many trucks are on the lot waiting for service? These are important indicators, along with appearance and service atti- tude, that we ensure go into every new truck purchase decision. Service after the purchase is the key." Hughes says Peterbilt dealerships typ- ically fare very well in such comparisons. "Managing our maintenance costs and downtime — that's been the driver in our purchase decisions lately. And Peterbilt dealerships have helped us keep them in line." Customer support What Hughes has also found at his Peterbilt dealership is knowledgeable sales personnel. "Our dealer sales rep is very forward-thinking," he says. "For example, he'll call a local dealer- ship where a branch may be get- ting one of our Peterbilts for the first time, just letting them know that this is a national account and The Peterbilt Model 337 has been a popular choice in the Graybar fleet. The Peterbilt Model 220 is also gaining popularity where extreme maneuverability is required. FIRST CLASS l 17