Fleet buying: not for the timid. (FMC Corp.)

Purchasing, February, 1990 by Adams, Marilyn Ross

Larry Dakof is the kind of guy you'd like to have along when you're buying a new car. That's because this manager of fleet and corporate purchasing for the giant FMC Corp. buys between 400 and 500 new vehicles a year. Every year Dakof must negotiate with the major automotive companies of the world.

And before he makes a decision, he must figure in the value of every detail-from the vehicle's basic cost to depreciation rates to the-projected value in three years for power seats or power locks. It's a daily test of his education and experience in accounting and finance that requires complex financial analyses. Winner take all. Dakof says that the way to get the best deal is to give one automotive company essentially the entire order. That way his...

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