Fleet managers are anticipating significant changes in the coming months due to potential cost increases from import tariffs. 48 percent say they are likely to delay planned vehicle replacements and 30 percent plan to extend vehicle lifecycles according to a new survey from EVAI.
Between rising acquisition costs and shifting budget priorities, commercial fleet operators are facing unprecedented challenges. However, within these challenges lies an opportunity for auto dealers to step up as trusted partners. EVAI’s survey, involving over 2,500 automotive executives, sheds light on how these shifting dynamics are shaping fleet strategies and how auto dealers are uniquely positioned to deliver value.
Tariffs May Delay Replacements and Increase Costs
One of the most pressing trends highlighted is the reluctance of fleets to move forward with planned replacements. Nearly half of fleet managers said that they are likely to delay vehicle replacements due to escalating costs, with 10 percent very likely to do so. On top of this, 71 percent expect higher acquisition costs, with nearly a third anticipating significant price increases. These delays reflect a cautious approach to the current uncertainty as fleets adjust to these new cost realities stemming from tariffs.
For auto dealers, these delays may seem like a challenge, but they also present a moment of opportunity. By offering flexible procurement options, such as tailored leasing and financing packages, dealers can help fleets ease into their purchasing decisions without undue financial strain. Additionally, dealers can promote value through enhanced lifecycle services designed to reduce downtime and extend the usability of fleet vehicles.
A Shift Toward Domestic Electric Vehicles
Tariffs may not only drive up costs but also prompt a shift in how fleets view vehicle procurement. Over 70 percent of executives surveyed indicated that they are now more likely to consider purchasing U.S.-made electric vehicles. This change stems from both tariff pressures and supply chain concerns as fleet managers search for reliable, domestically produced alternatives to mitigate risk.
This heightened interest in EVs creates a strategic opportunity for dealerships to showcase their knowledge and stock of domestic electric vehicles. Dealerships can look to provide recommendations that match fleet operators’ specific needs, helping them budget effectively.
Adjusting Vehicle Lifecycles and Budgets
Budgets are being impacted by rising costs as well, as 69 percent expect total cost of ownership to increase. 49 percent are also indicating they will decrease or postpone EV adoption budgets to better manage costs. Faced with price increases, many fleets are turning to extended lifecycles as a stopgap measure. Approximately 30 percent plan to extend vehicle lifecycles, while 40 percent will reassess purchases on a case-by-case basis. However, these adjustments come with challenges, particularly around maintenance and reliability.
To help fleets maintain operational efficiency, dealers can provide solutions such as preferred service pricing, priority repairs, and predictive maintenance. These services not only address immediate fleet concerns but also build long-term trust and loyalty by demonstrating a proactive approach to cost management.
Emergence of Smarter Partnerships
At the end of the day, it’s not just about selling vehicles, it’s about building relationships. 42 percent of fleet operators are exploring alternative fuel vehicles and increasing their telematics usage to gain better cost and operational visibility. These trends reflect a growing demand for dealerships to act not just as suppliers, but also as strategic advisors.
Dealers who invest in these partnerships stand to benefit significantly.
“Dealers are more than just suppliers—they are key partners in helping fleets adapt and service vehicles throughout their lifecycle,” said Ian Gardner, Founder and CEO of EVAI. “As commercial fleet operators face cost pressure and uncertainty, they’re looking for auto dealership partners who can guide them through smarter lifecycle decisions, EV adoption, and long-term service planning. The dealers who respond with solutions—not just sales—will be the ones who build loyalty and capture opportunity.”
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