How to build a profitable fleet: Pre-owned trucks, TCO and smart fleet planning
AS transport operators navigate rising fuel costs, regulatory pressure and increasing payload demands, fleet strategy has become more critical than ever.
According to Mark Gavin, Sales Director: DAF Trucks at Babcock, sustainable growth in transport is rarely driven by chance – it is driven by disciplined fleet planning.
“Many operators enter the market with quality pre-owned units to manage capital exposure,” says Gavin. “That’s often a smart and strategic starting point. The key is ensuring those vehicles are properly inspected, supported and backed by a strong aftermarket network.”
Starting smart
Pre-owned trucks can offer a lower barrier to entry, allowing businesses to establish themselves while preserving working capital.
However, as operations mature and payloads increase, fleet conversations shift.
“We see a clear transition point,” Gavin explains. “Once operators begin running heavier combinations or expanding into longer routes, the focus moves beyond purchase price to total cost of ownership.”
Scaling with the right specification
Higher-horsepower units allow operators to move increased gross combination masses efficiently – but power alone is not the answer.
“It’s about balance,” says Gavin. “You need the right combination of power, fuel efficiency and reliability. If you get that balance correct, you protect margins while increasing capacity.”
Modern driveline technology and optimised aerodynamics now enable higher output without disproportionate fuel penalties – a critical factor in long-haul and bulk transport operations where fuel remains a primary cost driver.
Looking at lifecycle value
For Gavin, the total cost of ownership remains the central metric in fleet decision-making.
“Capital cost is important, but it’s only one part of the equation. Fuel consumption, service intervals, parts availability, warranty support and residual value all influence long-term profitability.”
Operators who plan with lifecycle value in mind typically benefit from improved asset sustainability and stronger resale performance.
The human element
Fleet performance is not only mechanical – it is human.
“Driver comfort plays a direct role in safety, productivity and retention,” Gavin notes. “Ergonomic cabs, intuitive layouts and reduced fatigue contribute to operational consistency. In a competitive driver market, that matters.”
Modern trucks are designed not only for performance, but for the well-being of the people who operate them daily.
A partnership approach
At Babcock, fleet planning is approached as a long-term partnership. “Our role is not simply to supply trucks,” says Gavin. “It’s to work alongside operators – whether they are starting with pre-owned assets or scaling into higher-capacity units – and ensure their fleet decisions support sustainable growth.”
As transport businesses face continued economic and operational pressure, a disciplined fleet strategy becomes a competitive advantage.
“Fleet growth should never be accidental,” Gavin concludes. “It should be engineered.”
