How to Sell Off a Fleet Profitably: One by One or in Groups

When selling off a vehicle fleet, you can list the vehicles as individual units, as ready-to-use combinations, or offer the entire fleet to a single buyer. The chosen approach determines the timing of the sale, the discount amount, and the total proceeds.

First, you need to conduct an appraisal of each piece of freight equipment, determine the market price and minimum price, the acceptable range for negotiation, and the priority of the sale.

Selling Each Unit Separately

Selling each unit separately typically ensures a wider reach of buyers and higher total revenue. One customer may be looking for a tractor-trailer, while another may be seeking a curtain-sided semi-trailer, a refrigerated trailer, or a dump truck. Accordingly, each item reaches its own target audience.

This format is advisable if: - the vehicles differ in year of manufacture, purpose, and technical condition; - part of the fleet is sold with VAT, and part without VAT; - the fleet includes liquid models for which a bundle discount is not advantageous; - the owner is willing to sell the vehicles gradually.

The downside of this approach is a higher number of calls, viewings, negotiations, and title transfers. Additionally, the most marketable vehicles may sell first, and prices for less desirable items will eventually need to be adjusted.

A clean interior, working lights, high-quality photos, and a clear description of the vehicle’s features increase trust in the listing. Therefore, preparing freight vehicles for sale must be done separately for each tractor and semi-trailer.

Should You Sell the Tractor and Semi-Trailer as a Set?

A ready-made combination may appeal to a carrier who needs a set for a specific route or type of cargo. However, demand for such an offer is more limited: the buyer must be satisfied with the tractor’s make and specifications, the semi-trailer’s type, the years of manufacture, the technical condition of both units, and the total price.

Before selling as a set, you need to check:

whether the fifth-wheel height matches the semi-trailer format—standard or MEGA; the permissible axle loads and fifth-wheel coupling load; the compatibility of pneumatic, electrical, and EBS connections; the presence of hydraulics, an ADR kit, or other equipment; whether the tractor and semi-trailer are suitable for the same type of transport.

Based on the experience of TIRkomis managers, it’s easier and faster to sell the tractor and semi-trailer separately. Finding a customer for whom both units are a 100% perfect fit is more difficult than finding separate buyers for the tractor and semi-trailer.

Therefore, we recommend uncoupling the combination and creating separate listings for each unit, while still offering the option to purchase the equipment as a set. This approach does not limit your audience and, at the same time, allows you to close two deals with a single transaction.

Buyers can also put together the desired set using the current catalog of freight vehicles.

Bulk Sale of a Fleet to a Single Buyer

Unlike the sale of a single unit, a bulk sale to a single buyer involves the sale of several vehicles or an entire fleet under a single agreement.

This approach is advisable when you need to: - quickly free up funds; - free up space; - reduce the number of inspections and negotiations; - lower administrative costs associated with the sale.

The main drawback is that a wholesale buyer usually expects a discount. Applying the same discount to the entire fleet is unprofitable. It makes sense to price liquid tractor units and semi-trailers closer to market value, while leaving more room for negotiation for equipment that: - takes a long time to sell; - is highly specialized; - requires future repair costs; - lacks a verified service history.

For negotiations, you need to determine in advance the price of each unit, the total cost of the package, and the maximum allowable discount. This will help you assess whether a quick sale will offset the loss of some potential revenue.

Examples of tractor and semi-trailer prices

In the TIRkomis catalog, tractors and semi-trailers are listed separately, so buyers can assemble a combination that fits their budget and transportation needs:

• 2016 MAN TGX 18.500 — $19,500 and 2011 Schmitz curtain-sided semi-trailer — $10,500. The total cost of the set is $30,000;
• 2015 Renault T 480 — $27,999 and a 2015 Krone curtain-sided trailer — $9,500. The total cost of the combination is $37,499.

However, a budget of $30,000 or more isn’t always required to purchase a set. If you consider older models, you can also find an affordable combination for $15,000. In this case, it’s especially important to check the technical condition and compatibility of the tractor with the semi-trailer.

The examples above are cost estimates for two separate units, not ready-made trailer combinations. Before purchasing, you should check the technical condition and compatibility of the tractor with the semi-trailer. Prices and listing statuses are subject to change.

Sales Including VAT and Document Processing

Buyers have the option to purchase equipment with VAT is sometimes more important than a small discount. Therefore, the ad should immediately specify: - whether VAT is included in the listed price; - the price excluding VAT and including VAT; - the ability to issue and register a tax invoice.

A registered tax invoice provides a buyer who is a VAT payer with the basis for claiming a tax credit in accordance with the State Tax Service’s clarification.

If the equipment is accounted for as a non-current asset, the tax base must be determined in accordance with Paragraph 188.1 of the Tax Code of Ukraine. The final calculation should be coordinated with an accountant, taking into account the book value of the equipment and the tax status of the parties.

Even if the vehicle fleet is sold as a single package, each vehicle must be re-registered separately based on its VIN. List of documents required for vehicle re-registration depends on the seller, the buyer, and the basis for acquiring ownership.

How to Sell a Fleet of Vehicles Through TIRkomis

For a fleet consisting of several vehicles, TIRkomis managers determine the market price for each vehicle, the acceptable negotiation range, and the priority for advertising.

The owner receives: - free parking at the facility in Rivne; - a separate listing prepared for each vehicle; - professional photographs; - free advertising; - communication with potential buyers and the arrangement of test drives.

The client pays nothing until the equipment is sold—the commission is charged only after a successful sale. Browse the TIRkomis catalog to compare current prices and evaluate the quality of the listings and the pre-sale preparation of the equipment.

Frequently Asked Questions

Can I sell the tractor and semi-trailer both separately and as a set?

Yes. Create separate listings for the tractor unit and the semi-trailer, noting that they can be purchased as a set.

Why is it easier to sell a trailer unit as separate units?

A buyer may be interested in the tractor unit’s specifications but not the type, year, or condition of the semi-trailer—and vice versa. Separate listings allow each unit to find its own buyer.

Is selling a fleet as a package always more profitable?

No. It shortens the sales cycle and reduces the number of transactions, but usually involves a volume discount. To maximize revenue, it’s more profitable to sell liquid equipment separately.

Which is more profitable: selling a tractor-trailer combination or the entire fleet as a package?

These are different formats. A tractor-trailer combination consists of a tractor and a semi-trailer designed for a single transport task, while a package may include several different vehicles or the entire fleet. The choice depends on what is more important to the seller: speed or maximum revenue.