April 2, 2016 10:00 AM, EDT

Fuel Discount Programs Cultivate Small-Fleet Audience

Courts by Roger W. Gilroy/Transport Topics

LOUISVILLE, Ky. — Small fleets are being courted to opt into fuel discount programs after being overlooked when the focus was on medium or large fleets exclusively, said Chris Courts, director of sales and marketing at TransConnect Services.

“The freight in the country has declined to some extent,” Courts explained as part of the reason. TransConnect is a value-added reseller of fuel cards to small fleets.

Also, all truckers — including veterans entering the industry — are more familiar and comfortable with technology, including mobile apps and load boards offered by several companies, he said.

Plus, even the smallest of fleets has become savvy thanks in part due to the widespread coverage of the rebate fraud at Pilot Flying J, he added.

“The truck stops have found a new distribution channel to reach small fleets through partner programs like Truckers B2B, Fleet Tech Systems and now TransConnect," Courts said during the Mid-America Trucking Show at the Kentucky Expo Center. “I have been talking to [truckers] for two days. And we are selling people.”

“TransConnect is a subsidiary of Apex Capital Corp.