To keep up with their demanding jobs, law enforcement officials need vehicles – and tires – that are up to the task. Enter the high-speed, high-performing market of police/pursuit tires. 
While compared to standard passenger tires, the segment isn’t particularly challenging from an SKU perspective, but dealers in the police/pursuit market must be adept at working with local governments and navigating the processes involved.
While they may look outwardly similar to standard passenger tires, these hard-working, highly specialized tires are specifically designed for situations that police vehicles regularly encounter – high speeds, heavy acceleration and braking, and hard cornering, according to Rick Wendt, with Goodyear Tire & Rubber Co. government sales.
To prove they offer this level of performance, tires in this segment must pass the Michigan State Police and Los Angeles County Sheriff’s Department annual vehicle tests. “These rigorous tests annually certify the vehicles and tires used for pursuit purposes,” Wendt explains, adding that Goodyear tires currently make up every OE fitment on all police/pursuit models from each vehicle manufacturer.
These models include Ford’s CVPI, Police Interceptor Sedan and Police Interceptor Utility; GM’s Impala, Caprice and Tahoe; and Dodge’s Charger.
According to Rod Hutchinson, product manager at Bridgestone Americas, the company’s Firestone Firehawk GT Pursuit is a good example of what these tires require to perform well. “The tire has a higher degree biased body ply, which allows for better handling and high-speed stability,” he says. “The Firestone Firehawk GT Pursuit also has some proprietary construction and mold features necessary to meet the higher speed rating.”
And because OEMs are continually increasing the capabilities of law enforcement vehicles, tire manufacturers in this segment must likewise improve their products. “Recent pursuit tire trends have been driven by the performance required by new police vehicles,” Hutchinson notes. “The most recent trend has been a shift away from V speed ratings toward W speed ratings.”
“As with all performance tires, police/pursuit tires have followed the trend of moving to larger wheel sizes and lower aspect ratios,” says Wendt, explaining that a 15-inch wheel diameter was standard through 1997, followed by a 16-inch diameter from 1998 through 2005, and 17- and 18-inch diameters from 2006 to the present.
He echoed Hutchinson’s sentiments on speed rating, adding that, “Most current all-season pursuit tires are V- or W-speed rated. However, winter pursuit tires generally are H- or V-speed rated.”
Luckily, servicing these tires does not require any special equipment, but tire dealers must forge strong relationships with local law enforcement and become familiar with the right methods of gaining government contracts.
Customer-Specific
As in any segment, establishing face-to-face contact with potential customers goes a long way in the police/pursuit tire market. “Dealers should ‘make the call’ on their local government agencies and maintenance garages,” Wendt says.
“A personal visit goes a long way toward building a relationship with agency/garage managers. Analyze their needs and stock the tires they use most often. Forge the local relationship with the shop foreman or manager.”
Linda Alberstadt, manager of government sales for Bridgestone Americas, says her company provides a government policy reference guide for its dealers who want to pursue government sales. The guide provides an overview of the process to secure government business. In addition, “Bridgestone bids many contracts direct with agencies and is required to provide a list of dealers participating in government sales in their area,” Alberstadt says. “Dealers should register as a government supply point at batogovtires.com.”
Another option is for tire dealers to seek advice from other local businesses that are involved in government contracts. Non-competitive businesses like construction or electrician firms – or other business contacts dealers may be acquainted with through chambers of commerce or similar groups – are likely willing to share their experiences.
Aside from potential red tape issues when dealing directly with government agencies, a major factor affecting government business is budgets, which nowadays can often be rather tight.
Depending on the source, the economy may either be slowly improving or still faltering, but Bridgestone has not noticed a significant change in government spending or budget allowances, according to Alberstadt.
“All government agencies are under pressure to reduce their fleet budgets and spending,” says Goodyear’s Wendt.
He recommends tire dealers take the broader role of a “solutions provider,” helping government agencies select products and services to reduce their total cost per mile. “Use facts and data to show how you can help them reduce operating costs throughout a vehicle’s entire lifecycle,” he notes.
By being proactive in gaining business contacts and providing a thorough knowledge base, tire dealers can be successful at chasing down added profits in the police/pursuit segment.
