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Strategies to buy used apparatus

By Chief Glenn Usdin
Lancaster Township FD
Command Fire Apparatus

Let’s all agree on something: New apparatus are much better to purchase than buying used units. However, you can still find quality apparatus if you’re willing to buy from the used market.

Much of the process involved in purchasing a used unit parallels the process to purchase a new unit for your department. This process can either go smoothly or be a nerve wracking experience, but with a properly planned and set-up vehicle purchase committee, you can succeed.

The major difference between ordering a new vehicle and purchasing a pre-owned unit is that you must be prepared to act very quickly to purchase the unit you have specified if it becomes available on the market.

With a new unit, you pretty much tell your dealers’ representative when you are ready to actually bid or purchase the unit. Subject to availability and pricing, they will take your order any date you desire.

But if you are going for a used unit, and the one that meets your specs becomes available, if you aren’t ready to actually buy it right then and there, you are wasting your time and spinning your wheels.

Fire department’s may buy used vehicles for a number of different reasons. Not only do they buy them because of a lack of funds to purchase new units, but they also purchase units to replace units lost in accidents, to fill in gaps created by annexation or new development, and to replace units that are condemned due to aerial or pump failures, and to increase pump or ladder capacity for rating bureaus. All of these needs require departments to immediately purchase units when the time frame to acquire similar new vehicles can be up to 1 year.

Once your department determines that used purchase is the method you will use, we can get down to business. You will need to make 3 different specification lists to guide the purchase.

The first list that you formulate is the one most important to the process. This is the absolute minimum requirement list. These are your core values when you are searching for the used vehicle. The type of specifications that you will put on the first list include such items as type of cab (5 man vs. 2 man commercial) engine/transmission data ( minimum horsepower requirements) pump size, tank size, compartment storage area, hose bed capacities, age of vehicle, booster tank material, foam capabilities, number of discharges or intakes, etc.

This list of items is critical to your search. You will never be content with your search if you do not remain true to this list. These are the items that you have determined are absolutely critical to your fire suppression needs. As an example, if you have determined that you are in a rural area and need a minimum of 350 horsepower diesel engine with a 2 person cab and a 1250 GPM pump and 750 tank, then you have to maintain the self discipline to decline any units, no matter how low priced or beautiful they seem.

The second list that you need to compile is your “wish” list of desired items. These items are not make or break items, but will add to the firefighting capacity of the unit, but won’t either exclude or include a unit. Some of the items that you might find on a wish list could be items like a front suction intake, high side compartments, foam system, rear discharges, raised roof crew area, etc.

The key to making up this second list is that these are items that will not make or break any one unit. Some of the items that you might find on a wish list could be items like a front suction intake, high side compartments, foam system, rear discharges, raised roof crew area, etc.

These items are your “options” list that would add extra value to the unit. If any of the “wish” items are available, all the better, but if not, they won’t exclude the unit from consideration.

The third list — probably as important as the first list — is the absolute “do not include” list.

Items on the final list might include the choice between gasoline or diesel engine, automatic or manual transmission, pump or body manufacturer, color of vehicle, crew capacity, or any of the other items that are simply not acceptable to you when you but the vehicle.

The third list should almost be a reverse description of the first list. You now have a blueprint of what type of vehicle you want, which extra options you would like to have on the unit, and a list of the specs that you absolutely will never consider on a unit. If you stay true to these criteria, the next part of your search becomes much easier.

There are 3 prime sources of used fire apparatus, and you can consider the pluses and minuses of each in your process.

First, fire departments sell units directly to other fire departments. Bigger departments routinely purchase new units and offer their older units for sale through ads in trade journals and on the internet, including sites like eBay. When you buy directly from a fire department, you can often get a good deal, but remember that sometimes the fire departments selling the apparatus are not really experts in the maintenance and care of a vehicle, even though they own it. Most department to department sales are without warranty or pre-inspection. Basically, you look at the unit, and if you buy it, there is no recourse if problems occur after the sale. On the positive side, many lifelong friendships between departments have begun with the sale of a single used unit, and you can find an excellent unit from another fire department.

The second method to obtain used apparatus is through a reputable broker or dealer. Though you are paying extra for this service, the dealer or broker has a larger list of available units that might meet the needs of your 3 specification lists. Additionally, a broker or dealer actually has targeted knowledge of the apparatus market and probably has seen far more units than any single fire department.

The prime difference between a broker and dealer is that the dealer actually buys and keeps units at a location, while a broker represents units to sellers, but doesn’t actually own the units. Both brokers and dealers should be able to provide you with references of previous customers to verify their reliability and integrity. Additionally, many dealers and brokers offer either warranty or service on units before sale, and at the very least, provide maintenance records to prospective purchasers. Often the used apparatus dealer is also the new apparatus dealer that originally sold the vehicle to the original owner, and they know the history of the unit since it was new.

The third method that fire apparatus is sold is through public or private auction. Many larger departments will join with other neighboring municipalities, or hire an independent auction company, to sell surplus units through this method. While it is sometimes possible to find gems in the masses of units, the potential for finding a lemon at these auctions is very strong. Auctions do not allow much time for pre-purchase inspection, there is rarely any recourse for defective products. Typical municipal auctions allow an inspection period of just a few hours before the auction, and do not allow road test or functions tests on any unit. Simply, you look at the vehicle, bid on it and the successful bidder must pay and remove the unit in a very limited amount of time.

Once you have determined how you are going to buy the vehicle, the standards you apply are simple. The lists you have produced specify the type of unit, the method have sale determine how you will buy it. When find the vehicle, you need to do a pre-purchase inspection to verify the pump test, that the aerial certification is current, and the vehicle passes a standard DOT inspection of the chassis components.

Once all of these elements are in place – and you have made the final purchase – you can bring home your pre-owned beauty.

Glenn Usdin is the owner of Command Fire Apparatus in Lancaster PA. He is also a retired fire chief of the Lancaster Township Fire Department. He has 20 years experience in the used fire apparatus business. Visit his website at www.commandfireapparatus.com.

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