What Are Fleet Contracts?
A fleet contract is an ongoing agreement to maintain a company's vehicles. Instead of one-off jobs, you get recurring work — often weekly or monthly — with predictable revenue. A single fleet contract can be worth $2,000-$10,000+ per month depending on fleet size.
For mobile mechanics, fleet work is ideal: you go to one location, service multiple vehicles, and eliminate the downtime of driving between individual customers.
Revenue impact: Landing just 2-3 fleet contracts can replace 50-70% of your individual customer work with more predictable, higher-margin revenue.
Types of Fleets to Target
- Property management companies: Maintain vehicles for maintenance staff, groundskeepers, and company trucks. Often 5-20 vehicles.
- Delivery & courier services: Amazon DSPs, food delivery fleets, last-mile logistics. High-mileage vehicles that need frequent maintenance.
- Construction companies: Trucks, trailers, and equipment that need regular service but operators can't afford downtime.
- Car dealerships: Used car lot prep — oil changes, brakes, detailing on trade-ins before resale.
- Municipalities: City/county vehicle fleets. Longer sales cycle but large, stable contracts.
- Rental car companies: Maintenance and quick-turn repairs for rental fleets.
How to Pitch Fleet Managers
- Identify the decision-maker. Usually the fleet manager, operations manager, or business owner. LinkedIn is great for finding them.
- Lead with their pain. Fleets hate taking vehicles to shops — it means downtime. Your pitch: "We come to you, service on-site, zero downtime for your drivers."
- Provide a proposal. Professional, specific, with pricing per vehicle or per service. Not a verbal quote — a written document.
- Start with a trial. Offer to service 2-3 vehicles first so they can evaluate your work before committing to a full contract.
- Show proof of insurance. Fleet managers will ask. Have your COI (Certificate of Insurance) ready to email immediately.
Pricing Fleet Work
Fleet pricing is typically 10-20% lower per service than retail, but the volume and predictability make up for it. Common models:
| Model | How It Works | Best For |
|---|---|---|
| Per Vehicle / Month | $75-$200/vehicle/month for scheduled maintenance | Fleets wanting budget predictability |
| Per Service | Flat rate per service at fleet discount (10-20% off retail) | Fleets with variable needs |
| Hourly + Parts | Discounted hourly rate ($75-$100/hr) plus parts at cost + markup | Complex or unpredictable work |
Contract Essentials
Your fleet contract should include:
- Scope of services: What's included and what's extra (e.g., scheduled maintenance included, major repairs billed separately)
- Pricing terms: Per service, per vehicle, or per month. How parts are billed.
- Service schedule: Frequency, preferred days/times, location
- Payment terms: Net 15 or Net 30. Invoice schedule.
- Insurance requirements: What coverage you carry (attach COI)
- Term length: 6 months or 1 year with auto-renewal is common
- Cancellation clause: 30-day notice, typically
Mechanics Alliance Pro members get access to fleet contract templates and proposal formats you can customize for your business. Learn more.