A year ago, you could have made a fortune selling safety boots to the tire-kickers filing through the Mid-America Trucking Show in Louisville, Ky. There was, after all, plenty to swing your steel-toed shoes at during North America’s largest truck show: Peterbilt, Mack, Western Star, Ford, and International all showed new or dramatically restyled models, and the rest of field displayed well-considered touches to add comfort or efficiency.

This year, truck makers zeroed in on ideas to keep customers happy-and coming back-after they’ve driven their new iron off the lot.

“All those people who bought trucks last year are discovering now what the manufacturer is going to do after the sale to help that truck contribute to their profitability,” offers Steve Keate, president, Truck Group, International Truck and Engine Corp., which rolled out its 9000i line of conventional tractors last spring.

“We know, and our competitors know, that successful customers are repeat customers. We want to establish a relationship that includes parts, service, financing, and value-added stuff. That relationship should start with the purchase of the truck, not finish there.”

To that end, International is offering a bundle of incentives to 9000i buyers called Owner’s ValueChoice, available through Oct. 31 with the purchase of an International Eagle 9200i, 9400i, 9900i, or 9900ix truck with Diamond SPEC and either the 72-inch Hi Rise or Sky-Rise Pro Sleeper. The package includes a $5000 fuel card from either PetroCanada or Flying J truck stops, a limited extended warranty of five years/500,000 miles, emergency breakdown service, $1000 credit for parts and service at International dealers, and guaranteed parts and service pricing to help control maintenance costs.

Among other benefits are a tax assistance program designed to help with log auditing, permitting, licensing, and tax reporting; $150 toward new Goodyear tires or retreads; five-year tow coverage; a handy maintenance kit with extra fuses, bulbs, flares, etc.; and 20 free phone cards from Sprint, a $240 value.

Indeed, the entire package is worth about $18,000 US but will sell for $6000, Keate says (Canadian pricing had yet to be clarified). He adds that International will also offer less comprehensive-and less expensive-packages under the same program.

After nearly two years of encouraging tests in Canada and the U.S. Southeast, Volvo Trucks North America is rolling out its Cost Per Mile program across the rest of North America this year. CPM is designed to help take the guesswork out of your preventive maintenance costs and scheduling. It guarantees-at a locked-in rate-costs for parts and services at participating Volvo dealers. The price is based on the number of miles you expect to log, and the program can be tailored to fleets of any size.

“Once enrolled, a fleet will receive a monthly invoice that covers all of the services of CPM,” says Patrick McNamara, director of Volvo Transportation Services. “We’ll do all the work to keep the trucks on the road.”

The program, which can include your trailers and non-Volvo tractors, also offers 24-hour emergency roadside assistance, DOT compliance reporting, environmental agency costs, and perhaps fuel.

“With the rising cost of fuel and the uncertainty of the future, we realize the toll such costs can take on a fleet,” says McNamara. “That’s why we’re working hard to place fuel costs within the CPM structure. Like maintenance, knowing your bill in advance means greater profits down the road.”

Likewise, Peterbilt Motors Co. has expanded its TruckCare maintenance program to include contracted, scheduled preventive maintenance through its dealer network in Canada and the United States.

Designed for truckers who don’t have their own maintenance facilities, the program should take some of the uncertainty out of planning routine maintenance and alleviate the need to find qualified repair shops, track equipment performance, handle payments, and keep records, especially when you’re on the road.

Under TruckCare, Peterbilt dealer personnel work with each customer to tailor a preventive maintenance plan based on their truck’s specification, preferred service intervals, contract length, operating profile, and general operating area.

As the truck approaches the mileage or time when service is due, you schedule an appointment with the nearest available Peterbilt dealer through the company’s TruckCare customer assistance centre (800/473-8372). There is no out-of-pocket expense at the time of service; complete service records are maintained at the TruckCare call centre and delivered to customers in monthly reports.

All service and safety inspections are performed by ASE-certified technicians.

Fleets with 25 trucks or more can use Sterling Truck Corp.’s Sterling Compass program to manage breakdown and parts-and-service purchases. The backbone of the program is credit-card-style centralized billing, and consistent pricing for parts and service at participating Sterling Trucks dealers. No more keeping separate accounts with different shops; you’re billed monthly for everything you charge. Payments are made with electronic funds transfer, so you won’t even have to mail a cheque.

Fleets manage the process by authorizing card users, providing purchase order requirements, and by setting buying limits. You may be leaving the maintenance up to someone else, but you’re still in charge.