In This Episode

Commercial Truck Estimating Is a Different Game

Most collision shop owners assume trucks are just bigger cars.

They’re not.

In the heavy-duty world, OEM procedures are harder to access, trucks are custom ordered, fleets are often self-insured, and cycle time directly impacts revenue. If the truck is not rolling, it is not making money.

And yet most commercial truck estimates are still being written like it is 2008.

In this episode, Dean Hancock explains what is really happening inside heavy-duty estimating and how small changes can radically improve profitability.

What This Episode Is Really About

This conversation is about building commercial truck estimates that are defensible, thorough, and profitable.

Not fluff. Not theory. Process.

Dean owned and sold a truck shop. He has trained estimators across the country. And he sees the same mistakes over and over again.

The Commercial Truck Estimating Playbook

1. Capture OEM-Required Operations
Seat belt inspections. Destructive weld tests. Corrosion protection. These are not optional. Many truck shops are not charging for them.

2. Use the 4-Question Framework
When you get pushback, ask:

  • Is it required to return the truck to pre-accident condition?

  • Is it included in another operation?

  • Is there a predetermined time?

  • If not, what do you think it is worth?

This keeps negotiations professional and productive.

3. Estimate Front to Back
Stay in one section until it is complete. Jumping around leads to missed parts, missed brackets, and missed revenue.

4. Line-Item Your Materials
Large shop supply charges create resistance. Break out glues, rivets, and kits. It improves job costing and reduces pushback.

5. Use Cycle Time as a Sales Tool
Fleet managers care about one thing: getting the truck back on the road. Send monthly cycle time reports. Back-sell your performance.

6. Educate Your Fleets
Lunch-and-learns on seat belts, ADAS, and calibration requirements build trust and reduce estimate friction.

Who This Is For

If you:

  • Are considering expanding into heavy-duty

  • Already repair trucks but struggle with approvals

  • Want stronger margins without raising labor rates

This episode will change how you approach estimating.

Listen to Episode 7 and tighten your commercial truck operation.