DC Velocity - IdeaBook 2015

level for buyers, he cautions. One concern is that
very rarely, if ever, do online sellers have local
representation. And although most online sellers
probably are honest, it’s all too easy to make a
truck look better online than it actually is. “You
can’t tell how well taken care of it is,” Hansen
says. “I’ve seen people put up a stock photo
online but the actual vehicle is in completely dif-
ferent condition.”
In short, Sponza says, any time you purchase
used equipment from a party with whom you
do not have a long-term business relationship,

you’re taking a risk. “If you can’t see it, touch it, or feel it, it’s a concern. You have to make sure you have the real article and that it is worth buying.”

DOS AND DON'TS

Ready to go out and shop for a used lift truck? Here are some pointers from the dealers on how to make sure you’re getting not just a good truck but also the right truck.

• If the price is unusually low, beware. Compare pricing for the same model with similar specs to get an idea of average prices. “When you deal with reputable wholesalers and dealers, you typically don’t see huge swings in price,” Hansen says. “If you do see a truck that’s very low, go with common sense. Most likely, there are some deficiencies they’re trying to cover up by offering a lower price.”

• Check the truck’s age and hour meter. Write down the serial number and ask the manufacturer or a dealer to tell you when it was made. It’s possible to reset meters on some older models, so make sure the hours on the meter are realistic for a truck of its age and condition. That’s another reason to buy from an OEM dealer, Rawson says: “We can show you the hour-meter reading for that specific truck from day one.”

• Inspect every used truck in person. Look under the hood for wear, cleanliness, brake condition, cylinder scoring, and other indicators of usage. Look for leaks, and make sure major components are there. If possible, start it and drive it around. “Don’t focus on the aesthetics;

concentrate on the mechanics,” Hansen recommends. If you buy online, consider hiring a local lift truck dealer to do an evaluation before you take delivery.

• Find out what kind of environment the truck came from. “A lot of environments are very abusive,” Sponza says. A truck from a consumer goods warehouse with a regular vehicle replacement policy will probably be clean and in good condition, he says, but a truck that spent years in a foundry or sawmill could need a lot of work.

• When buying from a dealer, ask for the vehicle’s maintenance and repair history, and what work was done to prepare it for resale. You might also ask for a “before and after” evaluation. “We actually prefer that customers see a truck before it’s reconditioned so we can show them the quality of the reconditioning, and they can see it’s not just a paint job,” Rawson says.

• Make sure the truck meets your actual needs. For safety’s sake, dealers need to know the type of load, weight, lift height, application, and so forth for used trucks, just as they do for new ones. But buyers who are interested only in price sometimes fail to provide accurate information, Hansen says. As a result, they may purchase a truck that fits their budget but is not safe or suitable for the intended application. If you buy at auction or in other nondealer venues, you’re on your own to determine whether the truck meets the relevant safety standards.

• If the seller insists that you pay up front before delivery, be cautious. “A reputable seller should be happy with taking 50 percent and giving the buyer a few days or a week to test out the truck before paying the balance,” Hansen says.

• Insist on a guarantee of some sort. “Ask for 30, 60, or 90 days. At least if something catastrophic happens, you’re covered,” Sponza suggests. “Ask the seller, ‘What can you do to protect me?’ You should have the right to refuse it or send it back.” c