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Gain TractionThe Gain Traction Podcast features top tire and auto repair professionals, shop owners, industry executives, and thought leaders.. Author: Mike Edge
The Gain Traction Podcast features top tire and auto repair professionals, shop owners, industry executives, and thought leaders. Language: en Genres: Business, Entrepreneurship, Management Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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How One Tire Program Caps a Fleet's Costs Every Year
Episode 240
Wednesday, 29 July, 2026
Keith Redford is the Director of Fleet Operations at JAM Best-One Tire, a commercial tire and fleet service organization with locations across Michigan and Ohio. He began his commercial tire career at Belle Tire, moved into tire wholesale, and joined JAM in 2005.Redford brings more than two decades of experience to fleet tire management. His work focuses on controlling operating costs, strengthening preventive maintenance, and building service relationships that support fleets over the long term.In this episode…Commercial fleet customers need more than a shop that responds when a tire fails. They need a service partner who understands their operations, monitors spending, and recommends products that make sense for their equipment.Redford’s approach is built around predictability. A structured program gives fleet operators a clearer view of annual tire expenses and the maintenance decisions driving those costs. Regular account reviews compare spending with prior years and connect the numbers to changes inside the customer’s business.That creates a real tension for tire dealers. Good fleet tire management often means helping customers purchase fewer tires. Redford treats lower customer spending as the foundation of a longer relationship rather than a threat to immediate sales. Trust creates room for fleet growth, referrals, and deeper service partnerships.Consistent execution also depends on culture. Technicians, salespeople, and managers bring different skills to the operation, but no role succeeds on its own. The work ultimately supports drivers carrying goods and returning home safely.Here’s a glimpse of what you’ll learn: [01:26] Career progression in commercial tire sales and fleet operations[03:43] JAM Best-One’s commercial tire business formation and growth[07:38] Extending national-account service standards to smaller fleets[12:01] Employee retention through a people-centered service culture[18:04] Commercial truck utilization as an economic indicator[20:26] Reducing fleet operating costs through long-term service partnerships[23:53] Applying a seek-to-understand leadership approachResources mentioned in this episode:Keith Redford on LinkedInJAM Best-One Tire WebsiteTread PartnersGain Traction Podcast on YouTubeGain Traction Podcast WebsiteMike Edge on LinkedInQuotable Moments:“We cannot be successful apart from one another because we all have different skill sets.”“At the end of the day, I want my people to know that they’re valued.”“Our job is much more important than that. It’s about people keeping people safe on the road.”“We’re looking for those 20-year relationships.”“The more we understand their business, the better we can help them.”Action Steps:Create a fleet tire management baseline by pulling the previous 12 months of tire and mechanical-service invoices for each fleet account. Separate recurring maintenance from unplanned replacements and identify the accounts with the largest spending changes.Schedule account reviews with key fleet customers. Compare current spending with the previous year, document operational changes, and agree on the next maintenance priority.Standardize a small-fleet service program across every location. Define inspection intervals, reporting expectations, product recommendations, and the person responsible for customer communication.Review handoffs between sales, technicians, and location managers. Assign ownership at each stage so recommendations reach the customer and approved work reaches the bay without delay.Measure the relationship beyond monthly tire sales. Track annual customer spending, maintenance consistency, account retention, and referrals to show the long-term value of the program.
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