A qualified upfitter is the key to the right equipment for the job

Dave Haslam 

There are riches in the niches, and when you work in the niches, you need a truck that’s tailored to your industry. The one-size-fits-all approach often falls short. Using an upfitter — someone with the know-how to customize your work vehicles — allows you to get a work vehicle that fits your exact specifications, rather than buying whatever is currently available on dealer lots. Upfitting vehicles with specialized storage solutions, racks, shelving and other equipment not only enhances productivity but also creates a positive experience for those using the equipment.

We all understand the importance of having the right tool for the job. But what about the right truck to carry all the tools and equipment necessary to do the job safely and efficiently? Some trucks are built to carry out unique tasks that require specific modifications, such as transporting goods, servicing utilities, or lubing up heavy equipment. Upfitting makes all this possible.

Unlike mass produced, assembly-line trucks, work trucks are specialty products with wide-ranging applications. The nearly limitless chassis, body, and equipment variations mean that a final-stage manufacturer (or upfitter) must build the truck to your specifications. The best upfitters have an extensive knowledge of parts and products from a variety of industries, as well as a practical understanding of what types of equipment are best suited for any given task.

The Right Tool for the Job

Trucks, like everything else, are a spectrum, and it’s important to think about what’s going into your truck and how it will be stored. You wouldn’t drive a flatbed to a job that needs a dump body. Nor would you use an enclosed van when you need the open cargo space of a service body. Connecting with the upfitter during the planning stage can help ensure that you roll up to a project with everything you need to get the job done.

Craig Patnode, sales manager for Basin Upfitting, notes the importance of planning.

“When purchasing a vehicle and preparing it for service, it may make sense to focus on the vehicle first and upfitting second, but planning for both at the same time can make the process easier in the long run. Knowing what types of products are going inside the truck bed helps us determine what kind of bed to install. Will you need access from the sides? Will you need storage? How tall are the ladders you’re carrying?”

One mistake some fleet managers make is not considering the total payload capacity. While the GVWR helps determine capacity, the actual vehicle weight needs to be subtracted to determine the true payload capacity. If a smaller body with an upfit can do the same work, then it will improve overall fuel efficiency while reducing wear and tear on the vehicle, resulting in long-term cost savings.

A Trusted Partner

A good upfitter is a partner, not just a vendor. Choose an upfitter that’s interested in an ongoing collaboration. A strong relationship and open communication ensures your needs come first. Choose an upfitter that has entered the 21st century. Including dynamic inventory management software that eliminates bottlenecks and streamlines scheduling to customer management systems that centralize data and greatly improve communication, there are a lot of digital tools that a modern upfitter should be utilizing. Old-school upfitters may be able to install what you need, but planning around them is nearly impossible when they can’t tell you where your vehicle is or when it will be completed.

Speed and customer service are priceless in this industry. The faster vehicles can get to you, the less downtime you will have, and the sooner your vehicles can get to work. Make sure your upfitter is authorized by manufacturers to do the work and has enough experience to know which equipment integrates best with different makes and models.

Look for upfitters who guarantee their work, so if anything breaks, you’re not stuck footing the bill. Partnering with an experienced upfitter is an investment that pays dividends across the ownership cycle. The transparency and flexibility of a good upfitter can dramatically boost your fleet’s utility and translate into revenue that justifies the upfront costs.

Enduring Appeal on the Resale Market

Remarketed work trucks command a premium with buyers, especially when the modifications respect the vehicle’s structural integrity and are seamlessly integrated into the manufacturer’s design using existing holes and the original frame. Buyers are willing to pay more for a truck suited for niche industries that can immediately be put to work. Since these specialty trucks must be built, there are fewer of them on the market, which helps to hold their value. To some buyers, buying a brand-new truck and upfitting it themselves may be too time-consuming or expensive, but they’d be willing to pay a premium for a used truck that’s already upfitted.

While the initial cost of upfitting may seem like an extra expense, a closer look reveals the profitability of this investment over the vehicle’s lifecycle. Consider the employee who saves time and can complete more jobs because they have the equipment on hand in a specialized truck. Gone are the days of improvising in a pickup, or going on a scavenger hunt every two hours because you don’t have the right part.

Amazon conducted a study to find that vans with shelving reduce delivery time by 60 percent. The average delivery time was 30 seconds when moving a package from a shelf to a front door, as opposed to 90 seconds without shelves.

Whether you manage one vehicle or an entire fleet, having a work truck reduces the time it takes for drivers to locate tools and equipment, leading to faster job completion and improved bottom lines. A well-organized and thoughtfully upfitted fleet translates into more jobs completed faster.

Dave Haslam is founder and CEO of Basin Upfitting, an upfitter that specializes in the assembly of light-to heavy-duty truck and van builds.