Communication not assumptions

Wheelbase… as you read this you re probably thinking: ELEMENTARY, right? Well more than one salesperson has gotten into trouble over this term, as well as making many other assumptions. Whether you feel like its demeaning, insulting, or you give it no thought at all, you might want to change your position.

Customers do not all have engineering backgrounds. While they are the expert on their expectations, the translation of those terms can be misaligned with what your ideas are. As truck consultants we understand that wheelbase is from centerline of the single steer axle to centerline of the drive axle group. We also understand the terms 4X2, 6X2, 6X4 or Tag Axle or GAWR. Most of the time.

If your customer believes wheelbase is measured from steer axle to centerline of rearmost drive axle, then they probably received their expertise from a trailer manufacturer. That does not make them “wrong”, it just makes your conversation incomplete. A little bit of explanation and communication can help you from making the mistake pictured above. 

The example above is of actual customer trucks. And this is just one example, we usually run into at least one misconception per month. This one stands out, as the order quantity was over 25 and the first group was on the ground. While we did intercede with the customer and they agreed to take the vehicles as built, another result would have been devastating. Additionally, if the customer’s opinion is tainted regarding the salesperson’s expertise, then this was a one-and-done deal. 

You work hard to acquire customers, do not let the assumptions and lack of communication be the reason they go down the road. You can be 100% correct and still not meet expectation. Know the differences yourself and clarify with the customer.

And now…

---

Believe It OR Not

TYPEWRITER is the longest word that can be made using the letters only on one row of the keyboard.