61–120 Days: Operational Stability, Core Account Development & Process Refinement

Primary Goal: Build account depth, refine processes, expand inventory strategy, introduce government opportunities, and focus on Operational Stability, Core Account Development & Process Refinement to create the systems that turn early momentum into sustained success.

SECTION 1: Refine Inventory Based on Real Market Data (Days 61–75)

Your first 60 days produced valuable intelligence. Now you build your inventory intentionally, using data rather than assumptions.

1.1 Analyze All Quotes Generated to Date

Categorize every quote by:

Vehicle type
Upfit type
Industry segment
Price point
Frequency of request
Lost deals (and why)
Successful closes

Look for patterns such as:

“We’re consistently quoting dump bodies — we need more stock.”
“HVAC shelving requests are high — pre-rig cargo vans.”
“Service bodies with ladder racks are the most common need.”

This is your first real inventory intelligence cycle.

1.2 Adjust Inventory Mix

Now you update your stock plan:

Increase units in high-demand configurations
Reduce (or avoid) slow movers
Add quick-turn upfits
Identify gaps you must fill immediately

Your lot should now reflect market needs, not guesswork.

1.3 Build the 6-Month Rolling Order Plan

By Day 75, you should:

Order units 3–6 months ahead
Align orders with upfitter capacity
Adjust orders by industry seasonality
Track OEM constraints and allocations
Update management monthly on pipeline health

Commercial inventory requires foresight, not reaction.

1.4 Create “Fast Turn” Packages

Work with upfitters to develop packages that sell quickly, such as:

HVAC van with shelves & bulkhead
Electrician service body
Construction rack & body
Landscaper dump unit
Basic flatbed with stake sides

Stock units should match real-world fleet needs.

SECTION 2: Establish & Strengthen Your 10–20 Anchor Accounts (Days 61–120)

Now you focus on depth, not just outreach.

2.1 Identify Anchor Account Candidates

Evaluate your top prospects and early customers using:

Fleet size
Frequency of need
Upfit demand
Replacement cycle consistency
Revenue potential
Service retention probability
Competitor vulnerability

Your Anchor Accounts are those who will buy:

3–10 units annually
10–50 units over a lifecycle
Repeat service contracts

2.2 Schedule Fleet Review Meetings

A structured Fleet Review covers:

Fleet composition (current vehicles)

Age/mileage analysis

Estimated replacement needs

Seasonal workload patterns

Upfit preferences

PM schedule & service issues

Budget cycles

These meetings instantly differentiate you from retail competitors.

2.3 Develop the Account Penetration Plan

Each Anchor Account gets a plan with:

Following units likely to replace
Estimated purchase dates
Vehicles you should pre-order
Required upfits
Key decision makers & influencers
Service opportunities
Fleet PM program discussion
Quarterly review schedule

This evolves into a long-term account management system.

2.4 Introduce Multi-Vehicle Proposals

Show professionalism by preparing:

Side-by-side comparisons
Lifecycle cost analysis
Upfit options
Bulk purchase pricing (if applicable)

This positions you as a fleet consultant, not a salesperson.

You now move from “figuring it out” to documenting a system that future hires can follow.

3.1 Solidify the Quote SOP

Document every step:

Gather application info
Confirm spec
Gather upfit pricing
Build quote
Send with a personalized summary
Log follow-up tasks
Provide delivery estimates
Update CRM pipeline

This becomes a repeatable blueprint.

Improve the delivery experience:

Pre-delivery inspection
Upfit checklist & verification
Service manager introduction
Paperwork flow
Delivery photos
Warranty explanation
24-hour/7-day/30-day follow-up sequence

Early delivery quality sets up long-term retention.

3.3 WIP (Work in Progress) Process

You must refine tracking of vehicles at upfitters:

Weekly update call
Shared spreadsheet or portal
Timeline variance reporting
Pre-scheduling delivery appointments
Accountability to promised timelines

This eliminates surprises.

3.4 CRM Process Discipline

Every task must be:

Assigned
Dated
Completed
Logged

This creates predictability and eliminates dropped balls.

SECTION 4: Begin Government Sales Introduction (Days 75–120)

Government buyers are slow but highly profitable.

4.1 Register for Government Purchasing Portals

City vendor portal
County vendor portal
State fleet/bid portal
Cooperatives (Sourcewell, HGAC, Omnia, etc.)
School district vendor lists

4.2 Understand Government Purchasing Cycles

Government typically buys based on:

Fiscal year (often July–June)
Budget approval cycles
Emergency vehicle replacement needs
Co-op purchasing

You must anticipate demand months early.

4.3 Create a Government Sales Toolkit

Prepare:

Bid templates
Compliance documents
W-9
Dealer license
Insurance certificates
Past performance summaries
Approved upfit packages

Having this ready makes you faster than your competitors.

4.4 Start Attending Local Council or Purchasing Meetings

Your presence is noticed.

City council
County commission
School board meetings
Municipal purchasing fairs
Local government association events

Use this time to build relationships, not pitch.

SECTION 5: Strengthen Service & Parts Integration (Days 61–120)

Fixed Ops is becoming a major contributor to your value proposition.

5.1 Formalize Fleet PM Programs

Work with Service to create:

Scheduled PM (5k / 10k / 20k)
Bulk PM pricing
Multi-unit plans
Dedicated fleet check-in lanes
Pickup/drop-off options

5.2 Launch Service Retention Initiatives

Offer:

Free first PM
Priority scheduling
Fleet maintenance reports
Driver check-in cards
Multi-vehicle PM discounts
Tire replacement programs

5.3 Introduce “Fleet Service Review” Meetings

For your Anchor Accounts, schedule:

Quarterly fleet service reviews
Service history reports
PM compliance reports
Future repair estimates

This cements your dealership as a partner.

SECTION 6: Upfitter Flow Optimization (Days 75–120)

Upfitter delays turn into lost deals or aging units. Fix this early.

6.1 Improve Upfitter Communication Standards

Require:

Weekly status reports
Delay explanations
Priority lists
Photo verification upon completion
48-hour delivery scheduling

6.2 Develop “Preferred Upfitter” List

Choose vendors by:

Accuracy
Turnaround time
Pricing consistency
Communication
Warranty support

Promote these as your standard options.

6.3 Build Quick-Turn Upfit Options

Examples:

Ladder racks
Basic bins & bulkhead
Standard service bodies
Vinyl wraps
Decals

Quick-turn configurations win accounts.

SECTION 7: Increase Quote-to-Order Conversion (Days 90–120)

You’re now seeing deal flow. Improve conversion.

7.1 Follow-Up Cadence Improvement

Most commercial deals close after multiple touches.

Refine:

24-hour follow-up
3-day follow-up
7-day follow-up
Weekly check-ins
Renewal triggers

7.2 Price Positioning & Value Framing

Highlight:

Turnaround speed
Upfit accuracy
Reduced downtime
Service support
Full lifecycle value

Commercial customers choose value over price when correctly educated.

7.3 Offer Options, Not Ultimatums

Present:

Good
Better
Best

And allow them to choose.

This increases the average transaction value.

SECTION 8: Prepare for the Next Stage — 120-Day Review

This milestone is critical.

8.1 Full Performance Review

Assess:

Sales Metrics

Quotes delivered
Orders written
Units delivered
Pipeline value

Process Metrics

WIP flow
Upfitter delays
CRM discipline
Delivery timelines

Account Metrics

Anchor Accounts established
Fleet review meetings completed
New accounts opened
Service retention rate

8.2 Prepare Scaling Decision Points

By Day 120, you’ll know whether you need:

Another salesperson
More admin support
More inventory
Higher upfitter throughput
Deeper government penetration
A dedicated fleet service advisor

121–180 Days: Scaling, KPI Tracking, Team Expansion & Market Penetration

Ready to Turn Your Commercial, Fleet & Government Strategy into Measurable Growth?

You’ve seen the 180-Day Blueprint Overview—a proven, step-by-step roadmap for building a high-performance Commercial, Fleet, and Government department from the ground up. This blueprint is designed to take your dealership from foundational setup to full market penetration, predictable processes, and long-term profitability.

However, fundamental transformation happens when the plan is implemented correctly.

Don’t attempt to do this alone.

I work directly with Dealer Principals, COOs, GMs, and Commercial Directors to implement each phase of the 180-Day Blueprint, ensuring alignment across sales, inventory, upfits, F&I, and Fixed Operations so the strategy delivers measurable results.

If you want faster execution, fewer costly missteps, and a department built to scale, let’s talk.

Schedule a call today, and let’s implement your 180-Day Blueprint together.

About John Clark