DC Velocity - May 2014

BY TOBY GOOLEY, SENIOR EDITOR

LIFT TRUCKS

A SHOWROOM FULL OF SHINY NEW LIFT TRUCKS is alluring. It’s hard to resist the display models’ sleek designs, high-tech features, and glossy paint jobs. For some buyers, though, a brand-new truck is more than they need; the latest model may be too expensive or “overqualified” for the particular job at hand. In those circumstances, a used lift truck might be a better choice.

When should you consider buying a used truck rather than a new one? And how do you make sure you’re getting what you need at the right price? We asked three lift truck dealers who do a big business in used vehicles for some guidelines and advice. Here’s what they had to say.

WHY BUY USED?

The most obvious reason to purchase a used piece of
equipment, naturally, is price. A used lift truck generally
is priced at around 50 percent less than a comparable
brand-new unit, but it varies considerably with the
truck and the seller, says Steve Sponza, president of
Servicemax, a Bolingbrook, Ill., dealer that represents
Mitsubishi and Jungheinrich. “If you buy used, you’re
conserving quite a bit of capital,” he says. “If a new
unit costs $30,000 and you spend $15,000, that leaves
$15,000 you can use some other way.”
If a truck will be used only intermittently—say, a
couple hours a day or just a few times a week—then
it probably doesn’t make economic sense to buy new.
Small companies operating a single shift and growing
startups that can’t yet justify the cost of new trucks often
buy used equipment, says Allen C. Rawson, president
and CEO of Atlas Companies, a Toyota dealer based
in Schiller Park, Ill. In addition to selling new and used
lift trucks to end users, Atlas has a separate division
that wholesales used equipment throughout North and
South America. Even large fleets that don’t want to rely
on short-term rentals to handle peak seasonal needs
can benefit from purchasing used equipment, Rawson
notes.