Daimler Trucks Canberra (Tristar Group) has built its ACT fleet relationships around a simple idea: understand the customer’s operation first, then prove the relationship through communication, follow-up and action.
Daimler Trucks Canberra is a finalist in the 2026 Fleet News Group Fleet Supplier of the Year Award. Industry voting is open until 22 September 2026.
For a heavy vehicle dealership entering or rebuilding its presence in a market, the first challenge is not simply selling trucks. It is earning the confidence of fleet operators who depend on their suppliers to understand the pressure of day-to-day operations.
That has been the focus for Daimler Trucks Canberra as the business has worked to strengthen its position with fleets across the ACT. Rather than relying on product alone, General Manager Mark Purser says the approach has centred on direct contact with customers, listening carefully to what matters to their operations and then following through.
“Our approach to establishing the business in the ACT has been simple: get in front of fleet operators, understand their needs, follow up properly, and act on their feedback,” Purser said.
Purser says fleet operators quickly notice whether a supplier is genuinely interested in understanding their business. That means getting out of the dealership, meeting customers where they operate and asking practical questions about vehicle use, maintenance expectations, turnaround times and the support they need after delivery.
It is a straightforward approach, but one that can be difficult to execute consistently. Fleet managers are balancing utilisation, driver requirements, compliance, maintenance schedules and cost pressures, so they need suppliers that respond with useful information and practical action rather than adding another layer of administration.
For Daimler Trucks Canberra, the relationship-building process has therefore been based on communication and responsiveness. Purser says the team has made a point of following up properly and acting on the feedback it receives rather than treating customer visits as a sales exercise.
“By communicating clearly, responding quickly, and maintaining a genuine can-do attitude, we have been able to build trust in a short period and position TriStar as a reliable partner for fleet operators.”
That matters in the heavy vehicle sector because supplier relationships are tested over years, not just at the point of purchase. A truck or bus may remain in service for a long operating life, and the quality of the supplier relationship often becomes most visible when something goes wrong, a part is urgently required or a fleet needs advice about its next replacement cycle.
Purser says the business wants customers to see it as a long-term partner. That requires consistency: clear communication before a purchase, dependable support after delivery and a willingness to respond when operating conditions change.
The same thinking also shapes the way the dealership approaches fleet feedback. Different operators have different priorities depending on duty cycle, utilisation, workshop arrangements and the consequences of vehicle downtime. Understanding those differences helps the supplier tailor its response rather than assuming every fleet needs the same service model.
For fleet operators, that willingness to listen can be just as important as the vehicle specification itself. A strong supplier should be able to understand the operational problem a fleet is trying to solve, respond quickly and continue supporting the customer once the vehicle is working in the real world.
Daimler Trucks Canberra’s focus on direct engagement and practical follow-through is one reason the business has been named a finalist in the 2026 Fleet News Group Fleet Supplier of the Year Award. The category recognises suppliers that contribute to better fleet outcomes through service, support and industry relationships.
