Pricing can make or break a mobile fleet service dealership. Charge too much, and you risk losing clients to lower-cost competitors. Charge too little, and you’ll be busy all week without ever making a real profit. The key is finding the balance between competitive pricing and profitable pricing — a strategy that builds trust and sustainability.

Here’s how successful FSI dealers approach pricing to maximize profit while keeping customers loyal.

1. Know Your True Costs

Before setting any price, calculate what it actually costs to do the job.

Factor in:

• Technician wages or commissions

• Truck expenses (fuel, maintenance, insurance)

• Parts and supplies

• Administrative costs (software, phone, marketing)

Once you know your true hourly cost, add your target profit margin. Many dealers aim for 35–45% gross margin to stay healthy.

2. Price for Value, Not Just Labor

Fleet clients don’t just pay for oil changes or repairs — they pay for uptime and reliability.

You bring convenience, fast response, and reduced downtime. Make sure your pricing reflects that value.

It’s not about being the cheapest — it’s about being the most dependable.

3. Create Tiered Service Packages

Offer multiple levels of service, such as:

• Standard: Basic preventive maintenance and inspections.

• Premium: Includes roadside response, priority scheduling, and digital reporting.

• Platinum: Full-service fleet management with monthly billing and performance tracking.

Tiered pricing allows you to serve both cost-conscious and premium clients while clearly communicating your value at each level.

4. Bundle Common Services

Combine high-demand services into flat-rate packages — for example:

• PM + DOT Inspection

• Brake Inspection + Fluid Top-Off

• Oil Change + Tire Rotation

Bundled pricing simplifies quotes, speeds up decisions, and increases your average ticket value without feeling like an upsell.

5. Review and Adjust Regularly

Fuel prices, parts costs, and labor rates fluctuate constantly. Review your pricing every six months to ensure you’re maintaining your target margins.

If a client questions a price increase, show transparency by explaining the rising costs of materials or fuel. Most business owners respect honesty and logic.

Final Thought

At FSI, we believe profitable pricing starts with confidence in your value. You’re not just selling a service — you’re selling uptime, reliability, and peace of mind.

Price your services to reflect the quality you deliver, and the right clients will stay for the long haul.