Wabash Dealer Network: Excel Trailer

Wabash’s dealer network is an integral part of our ecosystem to continue offering best-in-class solutions and customer experiences for your fleet.

This week, we’re shining a spotlight on Excel Truck Group , one of Virginia’s premier dealers, who exemplifies the dedication and expertise that make our network so strong. We had the pleasure of sitting down with Excel Truck Group’s Senior Vice President Scott Witt and Trailer Sales Manager Robert Dye to discuss the company’s journey and its impact on the logistics industry.

Since its founding in the 1940s as a small truck service operation in Roanoke, Virginia, Excel Truck Group has become a key player in the logistics industry. Over the decades, they’ve expanded to 11 service locations across the East Coast, including North Carolina and South Carolina. While they’ve long been known for their expertise in trucks, parts, and services, Excel added Wabash trailers to their offerings in 1995, further solidifying their reputation as a trusted provider.

“We’ve had a strong relationship with Wabash from the very beginning,” Witt shared, reflecting on the partnership's early days. “It’s always been solid, no matter which rep we worked with.”

This positive sentiment isn’t just on Excel’s side. Witt noted that many customers who purchase Wabash equipment from their dealership “have been satisfied with the relationship over the years.” The successful synergy between dealer and OEM hinges on their shared commitment to quality and consistency—a feat made possible by the combined efforts of both parties. Witt credits their compassionate approach to their family-owned status, which is a significant source of pride for the dealership.

“That’s something that’s incredibly important to us and allows us to work closely with our customers. It aligns perfectly with the relationships Wabash helps us build with them.”

Witt emphasized that Excel's commitment to customer care is a two-way street, with CX (Customer Experience) advocates and managers working closely with customers to enhance operations—and the results speak for themselves.

“We had a customer located an hour away from us, with two major competitor dealerships just ten minutes from them,” Dye recalled. “They asked if we could get them in that day for emergency repairs. That felt great because, at the end of the day, it’s all about taking care of the customer.”

In 2024, Excel Truck Group was nominated for the Successful Dealer Award by TPS (Trucks, Parts, Service), a nomination made by their customers, recognizing their outstanding commitment to quality service.

As Excel’s partnership with Wabash has grown, they’ve seen a significant impact not only from strong customer relations but also from referrals within Wabash’s dealership network. Dye noted that they’ve even received referrals for parts or trailers from outside their immediate service area.

“During peak seasons, those referrals are invaluable. When we get them, we always strive to make the best impression possible,” Dye shared. “If there’s a delay, we make sure to communicate that to the customer. If they’re nearby, our salesmen will stop by in person to chat with them.”

With seasonality still in full swing in 2024, Excel continues to leverage one of its strongest assets—customer education—to navigate the shifts in the freight economy, going above and beyond to keep its customers informed.

“In times like these, maintaining those relationships is crucial,” Witt added. “We conduct dealer business reviews with our customers, sitting down to discuss the economy, the industry, and how we’re supporting them. We also explore areas where we can improve. It’s more than just having lunch; it’s about delivering a quality experience, which is at the core of our values.”

To learn more about Excel Truck Group, visit https://www.exceltruckgroup.com/ or https://www.exceltrailer.com/.

Find a Wabash dealer near you at findwabash.com.