EOY Orders/Section 179

Author: Gavin Fitzgerald, CSM II

Why Q3 Prospecting Pays Off Big-time in Q4

As we roll into the heart of Q3, there’s a pivotal window of opportunity many commercial dealerships overlook: mid-year prospecting.

We know Q4 is where a lot of the commercial action happens. Buyers start to feel the urgency of tax deadlines, use-it-or-lose-it budget decisions, and year-end planning. But the truth is, those important conversions only happen when the foundation has been laid ahead of time - which is why proactive outreach in late summer matters more than ever.

Here’s what we’re seeing in the field and why forward-thinking commercial teams are leaning into prospecting outreach campaigns right now:

Buyers Are Spending New Budgets

Whether you're working with municipalities, small business owners, or enterprise fleet managers, Q3 often marks the beginning of a new fiscal year. That means buyers are assessing their needs and looking to invest early, before Q4 bottlenecks begin. If you’re showing up in their inboxes or on their radar now, you’ll stay top-of-mind and ahead of the competition that waits until November.

Order Bank Deadlines Are Closing Fast
OEMs are shutting down allocation windows earlier than expected. If you wait until fall to start prospecting, you risk running into buyers who can’t get what they need… or even worse: losing them to someone who shows them what is available.

Pro tip: Open your “Buyer Engagement” report in the CBI portal. It shows which body types your customers are actively searching for on your WTS site vs. what you’re currently stocking on-lot. Let those insights guide your orders and cut out the guesswork.

Work Truck Solutions also provides a host of site tools to help keep deals moving when inventory is tight. CV Showroom lets customers build and order unfitted vehicles when their preferred unit is not on your lot. VAST puts nationwide dealer and auction inventory at your fingertips, complete with pricing, availability, and upfit details. Upfitter Pool Programs like our partnership with Reading give Ford OEM dealers access to specialty pool units without flooring costs. Even if one vehicle is gone, there’s still a clear path to the sale.

It’s the Perfect Time to Talk Section 179

Commercial buyers who understand Section 179 know that waiting until the holidays can be a serious gamble. Trucks and vans need to be purchased and placed into service by 12/31 to qualify for available deductions. That’s a suuuper tight timeline when you factor in financing, upfitting, and delivery.

This is the time of year to start those conversations - not just to educate, but to foster increased trust. The more prepared your customer feels, the more likely they are to close with you when the pressure’s on.

Use the Summer Slow Season Strategically

Let’s be honest: summer is slow for a reason. Customers are traveling. Construction slows in high heat. But this is also the perfect time to leverage your Two-Minute Prospecting tool to garner your dealer’s attention. Decision-makers are more responsive when they’re not buried in fires.

Q3 is the sweet spot for setting appointments, having thoughtful conversations, and shaping needs before they become emergencies.

It’s Not Just About Gas Trucks Anymore

We’re hearing more questions about electric trucks, CARB compliance, and infrastructure grants than ever before. With new model year EVs launching and regulations tightening, your customers are looking for answers - now, not later.

WTS offers EV-specific tools (like our EV Hub on Comvoy) and transparent data analytics in the CBI portal to help your team guide those conversations confidently, without overpromising or guessing.

Relationships Built in Q3 Convert in Q4

Let’s not forget the long game. A warm lead in August is often a closed deal in December. Commercial buying isn’t transactional - it’s based on reciprocal trust. And the only way to earn that trust is to show up early, stay consistent, and offer value at every touchpoint.

At the end of the day…

If your team isn’t using Q3 to educate, prospect, and connect, you’re not just missing short-term revenue - you risk weakening long-term customer loyalty.

We’re here to help you stay ahead of that curve. From landing pages and social integrations to CRM workflows and inventory insights, Work Truck Solutions gives your team the tools to act now and win later.

Need help building a Q3 outreach strategy? Let’s chat. Because the work you do today is what sets up your best Q4 yet.