FordPros Magazine | Issue80

What’s New: 2025 Ford Transit and E-Transit

Why Brand Consistency Matters for Your Business

AI’s Accelerating the Evolution of Video Safety Systems

ISSUE 80 DECEMBER 2024

THEME:

trends

TAKE BACK YOUR TRUCKS! Light winters no longer hold your trucks captive when you choose our interchangeable truck bodies.

In 3 minutes you can switch from a Salt Spreader on a WorkReady™ Subframe to a Dump Body!

3M Salt Spreader on WorkReady™ Subframe

INUT ES

Stainless Steel Dump Body

S079.2406

switchngo.com/find-a-dealer 2

December 2024 | Commercial Vehicle Pro

Over 30 interchangeable truck bodies available

LETTER FROM THE EDITOR As we know, the commercial vehicle ecosystem is the backbone of the U.S. (and global) economy, and we’re seeing many trends fueled by technological advancements. From electrification to safety, from fleet management to autonomous systems, technology is reshaping how commercial vehicles operate, interact with infrastructure, and impact the environment.

Electrification has certainly become more of a central theme throughout the automotive space overall, as well as within the commercial vehicle sector. With increasing regulatory pressures to reduce emissions and lower operating costs, manufacturers, municipalities, dealers and other providers are focusing on alternative fuel solutions that their business customers are seeking.

Beyond the focus on reducing emissions, other trends are also becoming prevalent, such as vehicle connectivity, which is becoming integral to fleet management, offering real-time data to optimize performance and streamline operations. Additionally, technology continues to drive improvements in areas such as safety and total cost of ownership as well.

Sometimes, all of these trends can be overwhelming and may leave us scratching our heads wondering where to begin and what is most important. The simple answer to the question of “what is most important” is it’s very much dependent on your business, because there simply isn’t a one-size-fits-all solution. And when it comes to the

“where do I start” question, well that answer is similar - it depends on where you are today, and what your goals are for the future, both immediate and long-term. In this issue, we cover a broad range of topics, with an overall theme of trends and where we appear to be headed. We’re not foolish enough to think we’ll answer all your questions, but our hope is that we’ll offer some insight and perhaps provide some ideas that will spark further investigation.

Enjoy and happy holidays!

-Steve

And in the interest of full disclosure since this issue is focused on future trends, I did use AI to assist in crafting this introduction. I wanted to demonstrate one way in which future trends can help us all. But, I also had to modify the write up quite a bit as it just didn’t quite hit the mark initially.

DecemberVehicle 2024 | FORDPROS December 2024 | Commercial Pro

3

the industry’s toolbox

READ + LISTEN + WATCH + NEWS

STAFF

Steve Henning Executive Editor

special thanks to: Adrian Steel Deist Industries, Inc. Knapheide Manufacturing Company Mitsubishi HC Capital America OEM Systems, LLC

Carla Aoyagi

Ryan Day

Media Director

Assistant Editor

Kristean von der Heiden Sponsor Success

Reading Truck Rockport Commercial Vehicles Transfer Flow Safe Fleet Scelzi Enterprises, Inc. Unicell Venco Venturo Industries LLC

Candy McCollum

Rachelle Fernald

Josh Smith

Business Development

Publication Designer

Creative Director

Contributing authors + support

Work Truck Solutions COMVOY Commercial Truck Training

For inquiries or to be added to the mailing list: admin@cvbnetwork.com 1-800-413-9030 CVBNetwork/Commercial Vehicle Pro 2485 Notre Dame Blvd., #370-130 Chico, CA 95928

Kathryn Schifferle Executive Producer, CVBNetwork

4

December 2024 | FordProS

Will Brogan

Commercial Truck Training

Shawn Horswill

Sr. VP of Product Work Truck Solutions

Powered by:

What’s inside »

TABLE OF CONTENTS Edition 11 • December 2024

3

Letter from the Editor

7

In The Highbeams

11

The Blue Oval

12

Scelzi

14

Escalent

18

Deist

21

Mitsubishi HC Capital America

22

Safe Fleet

24

Knapheide Blog

27

Commercial Vehicle Pro Podcast

28

Fall 2024 Commercial Vehicle Business Summit

31

Fall 2024 Commercial Vehicle Business Summit

34

Dealership Success

36

Easing Into a Zero-Emission Commercial Vehicle Fleet

38

Upcoming Events

40

Commercial Truck Training

Reasons For Optimism Abound

Class 2b-3 Commercial Vehicles

Maximizing ROI and Increasing Adaptability

Stay Iterative… to Achieve Extraordinary Outcomes

AI’s Accelerating the Evolution of Video Safety Systems.

S5: E5 | Fall 2024 Commercial Vehicle Business Summit Review

Reciprocity in Action: How Collaboration Drives Innovation

What We Want For Dealers and Need From Them

What We Want For Customers and Need From OEMs

How One Hydrogen Truck Can Start a Revolution

Navigating Our Evolving Landscape

December 2024 | FordPros

5

More Space on Demand.

Less Stress by Design.

Durable, high-capacity shelving is essential for your delivery vehicle.

But durable, high-capacity shelving that folds and unfolds on demand with one hand? That’s essential for the well-being of your business, workers, and customers.

Learn why FoldPro is the first name in ergonomic last mile shelving. primedesign.net/products/foldpro

IN THE HIGHBEAMS Driverge Vehicle Innovations Announces The Rebranding of Its U.S. Upfitters Division

The new logo has been thoughtfully designed to align with Driverge’s brand identity, utilizing the same customized typeface and colors for a cohesive visual association. The logomark features interlocking “U”s that represent “upfitting” and symbolize the strong partnerships U.S. Upfitters has built with customers, suppliers, and its employees over the years. A unique design element is the hidden “S” formed by the tilted “U”s, subtly reinforcing the brand’s creativity and mindfulness.

signify a bold step forward for U.S. Upfitters and it will parlay well with where work vehicle industries are going.”

Accompanying the rollout of U.S. Upfitters’ new logo is a new slogan, “Fit Right. Work Right.” The “Fit Right” part of the theme relates to both the quality of vehicle unfitting and the elevated level of service customers should expect from U.S. Upfitters. ”Work Right” is the direct benefit to the customer. When the fit is right, there is peace of mind that the crew will do the work correctly and efficiently.

“Our new logo and slogan signify a bold step forward for U.S. Upfitters as we continue to innovate and expand our offerings,” added Kemmerling.

“The U.S. Upfitters’ brand has tremendous equity and we consider this rebranding an investment in the brand’s future,” said Craig Kemmerling, vice president of sales for Driverge Vehicle Innovations. “Our new logo and tagline

learn More

Q3 2024 Commercial Vehicle Market Analysis Reveals Complex Dynamics Work Truck Solutions®, the leading commercial vehicle authority, released its Q3 2024 Commercial Vehicle Market Analysis today. While the commercial vehicle market overall continues its recovery, the interplay between new and used truck segments reveals a series of subtle yet significant indicators that warrant attention.

Inventory

New work truck inventory continued climbing, with increases of 5.8% Quarter 3, 2024 over Quarter 3, 2023 (QoQ) and 39.7% Year over Year (YoY). Conversely, used truck inventory decreased by 6.0% QoQ and 15.7% YoY. The diminished used vehicle inventory is as expected due to previous years of slow new truck sales. The forecast for new commercial vehicles to begin appearing in the used market in significant numbers is three to five years. This aligns with typical lease terms and company fleet replacement cycles.

Prices

New work truck prices continued their ascent, rising by 0.8% from Q2 and 1.0% YoY. In contrast, used work truck

prices softened, falling by 1.7% compared to last quarter and 9.0% from the same period the previous year, likely due to the increasing mileage of unsold used vehicles.

Days to Turn

Days to Turn (DTT) for new work trucks increased significantly, by 22.1% compared to Q2 and a monumental 69.4% year over year. Used truck DTT decreased by 2.7% from last quarter and 2.2% year over year.

Mileage (Used)

Used work truck mileage continued to rise, with the average mileage of sold units increasing by 4.3% QoQ and 5.8% YoY. Again, this upward mileage trend is expected to continue until enough new vehicles become ripe for remarketing, raising available used inventory and also impacting median mileage.

Sales

New work truck sales continued a modest growth trend with an increase of 9.9% QoQ and 5.2% YoY. Within the light and medium-duty segment, which makes up the lion’s share of sales, pickups, empty cargo vans, and December 2024 | FordProS

7

IN THE HIGHBEAMS passenger vans led the charge. Conversely, used truck sales declined by 1.3% compared to last quarter and 7.4% year over year.

However, when examining a two-year snapshot of work truck sales, we see used vehicle sales numbers that mimic the overall availability trends. In contrast, new vehicle sales remain closer to pandemic levels even though new vehicle inventory continues to rise sharply. This is due to the rapid increase in interest rates, concerns over an election year, and confusion over EV adoption.

BEV Insights

The BEV work truck market continues to fluctuate, with new BEV prices increasing by 2.2% QoQ, but falling 10.8% YoY. Used BEV prices showed steep declines, falling by 5.4% compared to last quarter and 25.9% year-over-year.

“The commercial vehicle market is revealing some complex dynamics this quarter,” said Work Truck Solutions CEO Aaron Johnson. “While new truck inventory is steadily climbing, we’re not seeing the

corresponding surge of on-lot inventory in the used truck segment. This lag is expected, as it takes time for new trucks to enter the used market, especially considering the lingering effects of past supply chain disruptions.”

Johnson went on to say, “Furthermore, external factors such as the recent hurricanes, interest rate changes and the upcoming presidential election are likely contributing to uncertainty among buyers. However, damage from the two major natural disasters will necessitate work truck purchases in the near future, even though many business owners are waiting to see how nationwide elections impact potential shifts in government incentives for low-emission vehicles.”

learn More

Look into the future with Ford’s Jennifer Brace at Green Truck Summit Futurist to deliver keynote address at Work Truck Week® 2025 technology conference FARMINGTON HILLS, Mich. (Nov. 13, 2024) — Jennifer Brace, chief futurist at Ford Motor Company, will serve as Green Truck Summit keynote speaker on March 4, 2025.

Held annually as part of Work Truck Week, Green Truck Summit (GTS) is a full-day immersion into advanced technology for commercial vehicles. New for 2025, GTS Breakout Session Tracks highlight how technology can improve vehicle productivity and efficiency in internal combustion engines and advanced fuel applications.

Work Truck Week 2025 runs March 4–7, 2025, at the Indiana Convention Center in Indianapolis.

Register at worktruckweek.com.

8

December 2024 | FordProS

Green Truck Summit debuted in 2009 in response to growing interest in hybrid and alternative fuel systems for commercial vehicles. Over the last 15 years, EVs and alternative fuel commercial vehicles have become more widely adopted, so Green Truck Summit has evolved to cover not only advanced fuels, but any technology that may impact the work truck industry’s drive toward increasing vehicle sustainability, productivity and efficiency. The 2025 program includes sessions on autonomous technology, hydrogen applications in work trucks, telematics, strategies to achieve zero-emission targets, synthetic fuel options, and more.

“As commercial vehicles become increasingly complex, it’s imperative for industry professionals to understand future technology and how it might impact their operations,” says Jennifer Mitchell, NTEA senior director of content development. “Jen Brace spends every day exploring ‘how do we think about the stuff we don’t even know we need to think about?’ This makes her a great speaker to get everyone’s mental wheels turning at the start of Green Truck Summit 2025.”

potential applications and areas for advancement.

As chief futurist at Ford, Brace leads discussions on longterm thinking, planning and strategic development. By researching demographic shifts, identifying market outliers and developing data-driven scenarios for the future, she challenges her colleagues to think through a broad range of possible narratives before settling on a plan of action.

GTS Conference Package registration includes all GTS sessions on March 4, any WTW Breakout Sessions March 4–6, admission to Work Truck Show exhibits and Work Truck Week Ride & Drive and, new this year, a ticket to Opening Reception March 4. Registered GTS Conference Package attendees also can access some Breakout Session materials on-demand after the event.

Brace has worked across the spectrum of vehicle technology in her more than 20 years with Ford.

She launched multiple versions of SYNC in-vehicle technology, led user-experience research projects on autonomous vehicles, and drove mobility innovation at Ford’s Greenfield Labs research center in Palo Alto, California. She holds a bachelor’s degree in mechanical engineering and a master’s degree in engineering management from the University of Michigan.

Green Truck Summit 2025 follows a similar schedule and format as the 2024 event. John Davis, host/creator/ managing director of MotorWeek, returns as emcee.

After welcome remarks and Brace’s keynote address, there are two general sessions for all attendees. The first is Achieving Zero-Emission Targets: Real-World Strategies and Key Takeaways for the Commercial Vehicle Industry. It’s followed by Beyond the Road: Autonomous Technology Insights from Agriculture, Construction and Mining Sectors.

Following the included GTS Lunch, work truck industry leaders share their perspectives in an industry roundtable focused on advancing technology adoption. Attendees can then choose from an array of breakout sessions covering a variety of advanced vehicle and fuel technology initiatives.

These are divided by topic into three tracks: 1. Applied Technology: Highlighting in-market technology with real-world applications, focusing on future-forward use and evolution within the commercial vehicle industry.

2. Emerging Technology: Showcasing up-and-coming technology from inside the commercial vehicle industry as well as from other industries and segments, providing

3. Sponsored Updates: Featuring the latest clean vehicle product updates from industry companies.

Everyone comes back together for the Bringing It Home – Green Truck Association Closing Session during which current and past leaders of NTEA’s Green Truck Association serve as the “voice of reason,” highlighting key learnings of the day and discussing issues affecting the industry.

Green Truck Summit is held at JW Marriott Indianapolis, which is attached to the Indiana Convention Center.

For more information about Green Truck Summit, including a complete event schedule, session descriptions and speaker information, visit worktruckweek.com/greentrucksummit. Contact NTEA (info@ntea.com or 248-489-7090) with any questions.

Join the conversation in social media with hashtag #greentrucks25.

Jennifer Brace, chief futurist at Ford Motor Company, will serve as Green Truck Summit keynote speaker on March 4, 2025. Held annually as part of Work Truck Week in Indianapolis, Green Truck Summit is a full-day immersion into advanced technology for commercial vehicles.

December 2024 | FordProS

9

IN THE HIGHBEAMS

Routeway 360 and Comvoy Launch “Find A Truck” Portal

Comvoy® is proud to announce a new partnership with Routeway 360, the preeminent provider of services for independent distributors. Routeway 360’s member website now features a “Find a Truck” portal to the Comvoy.com nationwide commercial vehicle marketplace.

This strategic partnership provides independent distributors with an efficient platform to help them secure vehicles suitable for their unique distribution needs.

“We’re thrilled to partner with Comvoy and provide independent distributors with a powerful new tool for their business,” said Michael Jones, Managing Director at Routeway 360. “This marketplace not only helps distributors find the right vehicle, but also simplifies the entire process from searching to financing, ultimately driving efficiency and growth in their operations.”

The new “Find a Truck” service enables distributors to browse, search, and connect with dealers with the commercial trucks and vans that perfectly match their distribution needs. Comvoy’s collaboration with Routeway 360 opens an extensive network with over 230,000 Commercial trucks, vans and SUVs alongside tailored financing options—all through a seamless, user-friendly platform.

Key features of Comvoy include: •

•

10

Broad Vehicle Selection: A national online marketplace featuring trucks and vans ideal for food, beverage, and tool distributors, such as: Box trucks Box trucks with lift gates Cargo vans Upfit cargo vans Step vans Refrigerated trucks Extensive Inventory: Access to over 230,000 vehicles, making it easy to find the perfect fit for the unique requirement of any business.

December 2024 | FordProS

•

Nationwide Network: Connect with work truck dealers across all 50 states, offering the flexibility of shopping locally or nationwide.

•

User-Friendly Interface: Extensive search and filter functionality, expediting the search process for exactly the right vehicle configuration for the business use.

•

Built-In Financing Options: Payment estimates, pre-approval and integrated financing solutions that streamline a historically time-intensive process.

•

Integrated Vehicle Transportation Options: Vehicle transportation guaranteed quote tool, eliminating the complexity normally associated with the process of getting a vehicle from the seller’s location to a business.

“Comvoy is dedicated to simplifying the commercial vehicle buying process for everyone, and this partnership with Routeway 360 enables us to address the needs of independent distributors specifically,” says Candy McCollum, Business Development Manager for Comvoy. “We’re confident that our targeted inventory, nationwide reach, tailored financing, and transportation options will be a valuable asset for Routeway 360 members. Their decision to feature Comvoy on their member website speaks volumes about their trust in our ability to deliver a superior experience.”

About Routeway 360 Routeway 360 is the premier one-stop shop for independent distributors nationwide, providing a comprehensive suite of services designed to support every phase of the distributor lifecycle. With over 35 years of industry expertise, Routeway 360 is trusted by distributors across the food, beverage, and tool industries for reliable and tailored solutions that streamline recruitment, financing, incorporation, insurance, and operational support. In addition to these services, Routeway 360 facilitates the sale and purchase of distribution routes, helping distributors seamlessly enter or expand within the industry. From expert advice and personalized service to robust digital tools and a mobile app for route relief, Routeway 360 empowers distributors to optimize operations, minimize risk, and achieve long-term success.

For more information about Comvoy go to Comvoy.com

View More on comvoy.com

THE BLUE OVAL •

General Contractor package, mix of multipurpose shelves, bins, drawers, and hooks – MSRP starting at $2,900

•

Foldable Shelving Package, with deep, large-capacity folding shelves intended for delivery services – MSRP starting at $3,300

Additional new options available: The Ford TransitTM and E-TransitTM – America’s best-selling gas and electric van brand1 – are getting new options for 2025 with factory-integrated vocational upfit packages and interior accessory kits. New starting MSRPs gives customers the freedom to choose the powertrain that works best for their business, gas or electric. Here are the new features available for the 2025 model year.

New Factory-Installed Trade Packages and options •

Four available factory-installed trade packages with components by Ranger Design™ are tailor-made for four leading industries, shortening the order to delivery process, saving tradespeople time and money

•

Packages can be financed together with the vehicle purchase, streamlining the process and eliminating separate upfit financing

•

With a 3-year, 36,000-mile warranty and service available at over 2,800 Ford Dealership locations, business owners and fleet managers can be confident that their upfit is covered

•

Shelved, drawers, and work surfaces tailored to the needs of each trade

•

Wall Liner Kit (ceiling, wall, door), regular or long length only, also includes lighting and wheel well covers to help aid in installation of upfit equipment

•

Large Grab Handles Kit (2 D-pillars), regular and long length only, to support easier accessibility

Packages and options changed for Transit cargo van: •

Mobile Power Cord is optional and now includes a fast charger adapter

•

Smart Acceleration Truncation is now offered as a standalone option for fleet customers, which can help fleet managers improve driver behavior by limiting acceleration based on auto-calculation of payload, enabling a smooth start after every stop, regardless of load or driver skill

•

For 50/50 Hinged Rear Door, 180-degree opening is standard on all low/medium- roof cargo vans and all passenger vans (253-degree opening is standard on all high-roof cargo vans and is also optional on all low/medium-roof variant.

read the full article

Available Trade Packages include: •

Electrician trade package, which includes drawers and bins to store parts and reels to hang bundles of wiring – MSRP starting at $4,370

•

HVAC trade package, featuring large shelves and storage bins, but also specialized refrigerant storage racks and restraints – MSRP starting at $4,440

December 2024 | FordPros

11

Reasons for Optimism Abound

Many Trends Heading in a Positive Direction for Work Truck Upfitters.

“

The U.S. work truck industry has good reasons to be cautiously optimistic, with falling interest rates boosting demand and legal challenges offering hope for easing restrictive regulations.

“

As we reach the end of 2024 many things seem to be trending in the right direction for the U.S. work truck industry. The road ahead will likely have some twists and turns, but looking at the big picture we have good reasons to be cautiously optimistic. Some of those reasons include:

FALLING INTEREST RATES:

The interest rate cuts by the Federal Reserve in November led to an overall loosening of credit and gradual rate drops across the board. This is welcome relief for

12

December 2024 | FordProS

anyone carrying works in progress or finished goods inventory. It also lowers the cost of purchase for buyers seeking to expand their fleets. An increase in construction demand should follow for the building trades. All this is welcome news. Demand for work trucks should continue to be strong and may get even stronger if other favorable trends continue.

CARB LEGAL CHALLENGES:

California’s Advanced Clean Fleet (ACF) regulations took effect in late January and have had a dampening

effect on non-EV vehicle sales there and in neighboring states, but they are now being challenged from two different directions.

First, in October the NTEA and SEMA (Specialty Equipment Market Association) filed a joint lawsuit to ease the restrictions imposed

by CARB. They are arguing that the regulations are forcing higher costs onto fleet owners and decreasing the supply of work trucks capable of handling key tasks in critical industries. In addition to the hopes California will be forced to ease their restrictions, there are also thoughts this legal action might slow the adoption of these rules in other states.

Second, the change of political party control of both the White House and the US Senate in 2025 increases the chance the Environmental Protection Agency (EPA) might seek to restrict California’s ability to enforce tighter air standards than Federal standards. This would require a reversal of previously held policy and run counter to typical EPA methods, but it is certainly possible.

Either way, there is hope the California regulations will not spread as quickly as originally feared and might even be loosened up a bit in

the Golden State with the 5th largest economy in the world.

becoming a competitive advantage for both manufacturers and upfitters.

In fact, CARB itself has recognized the difficult situation it has created for some fleets that require customized work trucks running on diesel or gasoline power. They have responded with a growing number of end-user waivers that allow some purchases and builds that would otherwise be forbidden under the new regulations.

For the truck building professionals at Scelzi Enterprises, all this is great news. With three of their five production facilities located in California, the CARB restrictions have certainly posed an unwanted challenge. “An artificially restricted truck market,” states founder and owner Mike Scelzi. “California manufacturers have always led the nation in safe and clean production methods and didn’t need to be forced to do so. We are doing what we must do to meet customer needs, but CARB does not represent their interests, but is driven by another agenda.“

TRUCK BODY CUSTOMIZATION and SPECIALIZATION:

As industries become more specialized, the demand for customized work trucks is increasing. Upfitters are responding by offering tailored solutions that meet the specific needs of various sectors, such as construction, plumbing, and electrical services.

This includes specialized storage solutions, toolboxes, and equipment mounts that maximize utility and organization. The ability to customize vehicles to fit unique operational requirements is

On the other hand, the move toward more customized work trucks is an ideal scenario for the team at Scelzi, who enjoy building “vanilla” utility service bodies, but excel when the bar gets raised higher. “Like the folks at Disneyland, we love making dreams come true,” declares Scelzi. “A work truck is more than a transportation vehicle to our customers; it’s the best tool in their toolbox AND the toolbox, too. We know that for many other upfitters their product quality will drop when they get outside their comfort zone, but not under our roof. We love the complex stuff and the challenges those jobs bring to our team, and our customers tell us it shows in the final product.”

At Scelzi Enterprises, the long-term trend is always “keep making the best truck bodies in the USA”, and not getting too concerned about any short-term blips on the radar screen.

That is a strategy that has worked well for 45 years.

learn More

December 2024 | FordProS

13

AUTHORS: MIKE EAVES, PARITOSH GUPTA, SHASHWAT MISHRA

Class 2b-3 Commercial Vehicles:

How the Industry Can Find the Right Balance Across Supply, Demand, and Emissions Requirements In Part 1 of this series, we dove into the current state of the class 2b-3 commercial vehicles market, including how customers are using these vehicles, the preferred body types and body manufacturers, most frequently considered chassis types, and which original equipment manufacturers (OEMs) are leading the market.

Growth Outlook for Key Deployment Industries of Class 2b-3 Commercial Vehicles

Here, we’ll cover where the market is headed, explore important considerations around the recently published Environmental Protection Agency (EPA) regulations, and uncover what customers will be looking for when buying class 2b-3 vehicles in the future.

Through this two-part mini series, you’ll walk away with a comprehensive view of supply, demand and emissions insights to help you strengthen your strategic and product planning, and get ahead of the competition.

What’s Next for Class 2b-3 Commercial Vehicles

As with the data and insights we presented in Part 1, this article includes data from our Commercial Vehicle Truck Insights solution, the first of its kind. This solution incorporates Escalent analysis of website data from Work Truck Solutions’ Comvoy.com searchable marketplace for work-ready trucks, which provides insight into commercial vehicle shopper interest.

Moving forward, we expect to see the below four key developments emerge in the class 2b-3 commercial vehicle space between now and 2032:

#1. E-commerce Delivery Tops Growth Prospects

Delivery is expected to be the fastest growing use case through the end of the decade, while body types such as service trucks, service utility van, box van, flatbed, crew van and passenger van will sustain growth. In addition, demand for chassis cabs, cutaways, cargo vans and passenger vans is expected to grow rapidly in the short term and then slow in the medium- to long-term, while demand for pickups will fall slightly through the end of the decade.

14

December 2024 | FordProS

#2. Relaxed EPA Regulations Will Provide Flexibility for OEMs to Meet Emissions Requirements

While zero emissions is still the goal, new EPA guidelines published in March 2024 enable manufacturers to choose between advanced internal combustion engine (ICE) and zero-emission vehicle (ZEV) technologies to lower emissions, enabling the industry to take a more gradual approach to reducing emissions and presenting big opportunities for hybrid vehicles. Applicable to vehicles for model years (MY) 2027–2032, the new standards are expected to result in a 44% reduction in projected fleet average emissions in 2032 compared with 2026.

Despite the push for zero emissions, gasoline and diesel engines will still be around in 2030, with gasoline engines increasing due to favorable cost base and the ability to meet emissions requirements more easily than diesel. Hybrids will emerge as a viable alternative to electrification, and the extension of carbon credits programs for hybrids beyond 2027 will make them more attractive to manufacturers and vehicle buyers.

The approach to meeting emission standards—whether through hybridization or electrification—will also be strongly determined by use cases, use patterns, available infrastructure and adoption rates. For

instance, passenger vans, box vans and crew vans lend themselves better to electric powertrains due to local use patterns and controlled environments. These vehicles run mostly on predetermined routes and return to base at the end of the day, reducing the risk of critically low battery levels and ensuring optimum battery recharging at depots overnight. Therefore, we expect higher electrification levels in the van segment for last-mile, localized delivery use cases. In fact, this segment presents the best opportunity for electrification out of all class 2b-3 segments.

On the other hand, service trucks, service utility vans and flatbeds are better suited to hybridization as their operating conditions and technical requirements are varied. These use cases often require higher payload, towing and power takeoff capabilities, which are currently better suited for ICE and hybrid vehicles. This is why we expect to see more hybridization in chassis cabs and pickups.

#3. Customers Will Demand Commercial Vehicles Built for Productivity and Ease of Use Upfitting will take center stage as customers look for vehicles they can use as mobile workspaces where everything is within reach. Body manufacturers will work to make vehicles such as vans, utility and service vehicles as operationally efficient and practical as possible with innovative racks and shelving to hold tooling, and expandable work surfaces for workshop environment designs.

This will benefit users such as HVAC contractors, electrical contractors and home contractors who require a mobile workstation that can help them improve efficiencies and gain capabilities such as fabricating parts onsite.

#4. Connected Services Will Become an Important Requirement in Commercial Vehicles

As commercial fleets seek more efficiency in their route planning and driving patterns, internet-enabled connected vehicle services can enable a better connection with their vehicles and drivers, providing valuable insights into routes and driver behavior.

Therefore, these technologies will become an important value driver in the coming years. More OEMs will focus on developing connected vehicle services as part of their fleet offerings to meet this demand and generate new revenue streams in the process. For example, Ford Pro offers connected solutions that communicate operating

data to customers, including alerts for charging an electric vehicle, route plans to avoid EVs running out of range, gas or diesel powertrain alerts, as well as fuel economy and maintenance alerts. Stellantis has also recently announced a similar suite of services under its Ram Professional solution.

Other connected vehicle services customers are asking for include the ability to download invoices and take credit cards onsite to quickly complete transactions anywhere. These connected services not only provide visibility into the use cycle of the vehicle, but also save costs and increase efficiencies.

Recommendations for Class 2b-3 Commercial Vehicle OEMs, Body Companies and Suppliers to Stay Competitive

Understand vehicle use cases and customer needs: Familiarize yourself with how vehicles are being used and upfit in the field and what attributes businesses are looking for so you can ensure you provide products and services that fulfill customer needs.

Get to know the competitive landscape: Identify trends— including how competitors spec and configure vehicles— so you can take strategic action to meet the changing demands. Entrants can compete by entering the market with electric vehicles and possibly partnering with body companies to break into niche segments.

Tune into the customer journey: Get a better understanding of how buyers shop, including vehicle interest, consideration, inventory and sales trends.

Be aware of changing EPA regulations: Be sure to keep track of and stay up-to-date on the latest industry news and developments to ensure compliance when developing new products and services.

Learn more about how our commercial vehicle and fleet experts can help you gain a comprehensive view of current and future commercial vehicle supply, demand, inventory and sales data for more accurate and effective product and strategic planning.

December 2024 | FordProS

15

December 2024 | Commercial Vehicle Pro

17

Maximizing ROI and Increasing Adaptability: The Switch-N-Go® Solution for Work Truck Fleets If you are a part of the work truck industry, you know that finding new truck chassis has become an ongoing challenge. Add to that the rising costs of new trucks and equipment, and it is no wonder that fleet managers and business owners are looking for ways to do more with less.

What if you could maximize your existing fleet’s potential without having to wait for new truck deliveries or spend on new chassis? In today’s market, it is crucial to get the most value out of every asset. Fortunately, there is a solution that enables you to turn your current fleet into a multi-functional workhorse - and it is designed to save you money while boosting productivity.

Behold the Switch-N-Go® interchangeable truck body system.

18

and construction to waste management and hauling.

The patented hoist system is key to the system’s versatility, offering benefits over traditional hooklift or permanent mount systems. With Switch-N-Go®, you can quickly switch bodies to meet the demands of different jobs without investing in multiple trucks – all while maintaining the highest levels of operational efficiency.

The beauty of the Switch-N-Go® system lies in its simplicity. It is designed to be easy to operate with a single-handed push button pendant, reducing the learning curve and minimizing downtime. Routine maintenance is also streamlined – just grease the moving parts occasionally to keep the system running smoothly.

The Switch-N-Go® system allows businesses to upfit existing truck chassis with a hoist system and a variety of truck bodies that can be switched out based on the job at hand. Whether you are hauling debris, carrying equipment, or transporting materials, the system lets you turn a single truck into several – improving your fleet’s versatility without the need to purchase new vehicles.

Consider the scenario of a fleet that includes a dump truck with a broken transmission. With a traditional setup, you are stuck waiting for repairs and your business is sidelined. But with Switch-N-Go®, you simply move the dump body to another Switch-N-Go® upfitted truck in your fleet and continue working. This flexibility reduces downtime and keeps your business operational, even when one vehicle is out of commission.

Imagine taking a truck already in your fleet and upgrading it to do the work of three. By simply switching out the bodies, you can adapt your vehicles to meet a range of needs and keep your operations running smoothly. This approach not only saves you money on buying new trucks but can also increase your fleet’s overall productivity, helping you take on more jobs, expand service offerings, and grow your business faster.

In an era where fleet managers are constantly looking for ways to maximize ROI, the Switch-N-Go® system offers a compelling solution. It allows businesses to expand their fleets without the need to purchase new trucks. A single used chassis can be upfitted to handle multiple tasks, essentially multiplying the capabilities of your fleet and reducing the need for additional capital expenditures.

Switch-N-Go® offers an extensive selection of truck bodies – 30 plus different options – including dump bodies, flatbeds, arbor bodies, dumpsters, and specialized WorkReady™ Subframes. The system is compatible with Class 3 - 7 chassis and comes in both electric-overhydraulic and full hydraulic models, making it a flexible solution for a wide variety of industries, from landscaping

For work truck fleets that are looking to save money, maximize productivity, and stay competitive in challenging markets, the Switch-N-Go® system offers a practical and cost-effective solution. Whether you are a contractor, a landscaper, or a waste removal company, this system provides the flexibility you need to stay agile and profitable.

December 2024 | FordProS

In an era where fleet managers are constantly looking for ways to maximize ROI, the Switch-N-Go® system offers a compelling solution: turn one truck into a multi-functional tool that tackles a wider range of jobs while saving money and boosting productivity.

With ongoing challenges in the truck chassis market, now is the time to think smarter about how you manage your fleet. The Switch-N-Go® system allows you to get the most out of your current assets, improving ROI while boosting efficiency. By adding the Switch-N-Go® system to your fleet, you can turn one truck into a multifunctional tool that can tackle a wider range of jobs – all while saving money and increasing productivity.

In a market where every dollar counts, the Switch-N-Go® system is a trend worth watching. It is a smart, flexible, and profitable solution that empowers fleet owners to do more with less.

learn More

December 2024 | FordProS

19

READY TO WORK. NO MATTER THE JOB, WE HAVE A COMMERCIAL BODY TO MAKE IT EASIER.

888-711-1600 | ROCKPORTTRUCKS.COM DELIVERING A HIGHER STANDARD

A FOREST RIVER BRAND

FORESTRIVERINC.COM

Stay Iterative…

By Kirk Mann, Executive Vice President and Head of Transportation, Vendor Solutions

to Achieve Extraordinary Outcomes

Early in my career, I had the chance to shadow the CEO of the equipment finance company for which I was working. He was incredibly intelligent, kind and motivating. I loved listening to him, gaining perspective and applying what I absorbed in many areas of my life.

Practical iteration

Four actions define how to put an iterative process into practice in a business context.

•

Always be talking to someone – with purpose.

Depending on your role and position, that may be a customer, a prospect, an employee, a vendor, a colleague or other. The point is not just to exchange pleasantries, but to learn more about their needs, attitudes and perspectives. Over time, you’ll identify potential areas of growth.

•

Always be looking for a way to create a better, more focused or different customer-centric process.

Take what you learn from the conversations you have and put your mind to work creating options for what could make life better for your company’s customers. Not every idea you have will be a winner.

Again, it’s an iterative process. The more you think, the more you create, and you’ll find the ideas with the greatest value.

•

Always acknowledge the hard work of colleagues, the success of customers and the accomplishments of peers.

•

Always seek to understand the success of your company’s and your industry’s most successful employees. Look beyond any jealousy or resentment, and find out – for good or bad – how they are succeeding. You’ll learn more about yourself in the process, and can better judge if, or how, you want to adjust your efforts.

One day, I learned one of the most important keys to success in business – perhaps life – not from a tip or experience he shared, but from a question he asked.

“Kirk, where are you at for the month?” was the singular question. My response – “I have no idea, but I know I am doing the things that will get me there” – didn’t go over well, and produced an unsettled look on the CEO’s face.

He wasn’t used to someone in a sales management position not knowing, estimating or even frantically guessing where they would land for the month at any given point in time.

Looking beyond quantitative measures

From my standpoint, I was more concerned with doing the things I continually needed to be doing to build a bigger and better territory. And I knew that what I was doing worked. In previous years, my territory generated record volumes. I always focused on growing the business beyond any quantitative measure, to be the best and biggest possible, to create the greatest opportunities. It wasn’t until that exchange with the CEO that I realized, and could put into words, how and why what I was doing worked.

Iteration. Wikipedia defines it as “the repetition of a process in order to generate a sequence of outcomes.”

In business, it translates to being more concerned with the repetition of a process than with the often-frantic and limiting notion of “where are you?” No matter what industry, type or size of business, there are never any guarantees that even the best work will close a deal, that revenues will increase or that expenses will go down.

But there is something you can guarantee: the next thing you do, the next step you take. You always have control over what you choose to do next.

In conclusion, develop a bigger, more encompassing outlook and approach than where you stand at a given point. By continually looking ahead, you will take on new responsibilities, learn new systems and ways of solving problems, identify more opportunities and work with new people. Chances are high that you’ll surpass goals, challenge yourself, never become bored – and have a lot more fun in the process.

Stay iterative.

December 2024 | FordProS

21

AI’s Accelerating the Evolution of Video Safety Systems.

Here’s How. The Rise of AI

Go ahead, try to find an executive who hasn’t been trying to implement AI in one way or another. You won’t.

AI is playing a big part in the evolution of vehicle video safety tech, to the benefit of fleets of all types who need detection and camera systems for commercial vehicles.

Arguably the buzzword of the year (or decade, at this rate), artificial intelligence is improving video and detection systems on multiple facets. In fact, it’s raising the bar high enough to make a significant dent in liabilities for some of the largest fleets. Here are a few systems that exemplify this trend…

AI + Object Detection

Our first stop is a busy warehouse, where heavy pallets and workers are always on the move and 30% of accidents are forklift-related. Now, consider the implications of an AI-enabled object detection camera that can give alerts for risky forklift-driver behavior and eliminate blind spots in high-traffic areas by picking up pedestrian and vehicle movements in a 360° viewing area. Yes, game-changing would be an apt descriptor here.

22

December 2024 | FordProS

While a tenured driver would reap the benefits of the around-vehicle detection system and blind spot exposure, an inexperienced operator improperly maneuvering a forklift on the verge of calamity would be easily detected by a warehouse manager. The operator can then be reassigned to another task, where they’d be less likely to damage property or cause bodily harm to themselves and pedestrians. Immediate action is possible with real-time alerts, allowing for huge cost savings from accident avoidance.

AI’s added layer of gesture and object identification tracking improves the ability to forecast problems, so that they can be addressed appropriately. These adjustments lead to decreased future injuries or fatalities, less insurance or downtime costs, and increases in operational efficiency and vehicle life, all made possible with specialized forklift systems like the RVS 360° AI Pedestrian Detection System.

Let’s now step outside to the warehouse’s loading dock area, where reversing and parking large vehicles, like box trucks, requires tight maneuvering and practiced skill. A system like the RVS 180° AI Pedestrian Detection System not only protects pedestrians and warehouse workers on the move, but protects drivers from liabilities and vehicles from accidents. Its visual and audio warnings create situational awareness and a safer space in what is usually a high-risk environment for drivers who regularly deal with blind spots. AI’s object identification capability increases the accuracy of these systems, to everyone’s benefit.

AI + Camera Systems

Finally, we step into the driver’s cab of the box truck leaving that warehouse. Insights gained from driver-facing AI-powered cameras like the RVS’s MobileMule ™ AI offer management a powerful look into operator behaviors, route and fuel efficiency, and even maintenance issues.

An investment in these AI-powered driver-facing cameras can have serious implications, when you consider that accidents cost fleets $100,000 on average and $750,000 or more when serious or fatal injuries are involved.

AI assists these driver-facing cameras by helping to detect eye movements (like a drowsy or distracted gaze) and hand gestures, in addition to tagging drivers to specific routes using specialized facial recognition software. These features combine to harvest behavioral data from the driver’s cab, unlocking real-time coaching or subsequent training. Driver alerts are also made possible with the system’s road-facing camera, with speeding, tailgating, and forward collision warning providing ADAS, while incidents are recorded and uploaded to the cloud.

While most passenger cars and SUVs come with their own camera system, a customized aftermarket solution for commercial fleet vehicles is easily obtainable, complete with multiple wide angle AI cameras capable of advanced recognition (from multiple objects to gestures), proximity warnings, visual alerts, and the ability to combine with a monitor and DVR. With a 4-camera configuration, any large vehicle could have 360° coverage.

AI-powered cameras enhance vehicle, pedestrian, and cyclist identification, removing uncertainty about a driver’s surroundings. When utilized for an aroundvehicle configuration in a crowded urban setting, the benefits are immense.

Now, blind spots can be exposed and tasks like laneswitching, parking, and avoiding rear-end collisions, sideswipes, or underrides become easier. In urban settings like NYC, where the road is now shared with more bike lanes, an influx of electric delivery scooters, and large commercial vehicles with poor peripheral vision, an AI-assisted camera system can be the difference between life and death.

The Endgame

Though it’s the most hyped technology of our time, AI is actually upgrading current safety video technologies with features that will benefit everyone on the road, not just our box-truck driver on his route.

December 2024 | FordProS

23

KNAPHEIDE BLOG

Why Brand Consistency Matters for Your Business branding your company’s vehicle, and see how one Oregon-based plumbing company set itself apart.)

For those without an established color palette, we recommend two things:

Why is Your Brand Important?

Your brand is a representation of your business, telling current and prospective customers who you are, what you stand for and what sets you apart from your competition. And for those in competitive markets, a strong brand is essential for survival.

But to create and maintain that strong brand, you’ve got to make sure that every touchpoint reflects the brand you’re trying to present. And here’s where brand consistency comes into play.

What is Brand Consistency?

Brand consistency is all about creating a unified look, feel and message across your digital touchpoints – website, social media and advertising – and beyond, into your physical space, work and interactions.

How to Build Brand Consistency?

Through Visual Elements Logo Your logo is one of your brand’s most visual components and should appear everywhere – your signage, business cards, bids, estimates, invoices, website, social media pages, email marketing, work trucks and the list goes on. But regardless of where your logo appears, it should be consistent in color, layout and clarity.

Colors Your company’s colors are another part of your brand that should be kept consistent. Once decided on, the color palette should be incorporated into a wide variety of things, from your company’s apparel to carpeting, logo and so much more. And for those of you with work trucks, there’s a unique opportunity available to create a moving billboard reflecting these colors, helping to further strengthen your brand identity. (Get tips for 24

December 2024 | FordProS

1. Research your competitors. You’ll want to choose colors that’ll distinguish you from others in the market, not get your business easily confused with them.

2. Learn about color psychology and its impact. Colors are often associated with certain emotions and may impact how consumers perceive your brand. So, if there isn’t a clear winner after looking into your competition, let science help decide!

Through Messaging

At some point, you’ll need to come up with messaging, copy, captions and/or a tagline to use on your marketing materials. And you’ll want to make sure that whatever you use, you’re living up to. After all, if you were running a plumbing company, you wouldn’t want to go around promoting your business by saying, “Don’t wait a week for a plumber to fix your leak!”, if your customers are repeatedly complaining about service delays because it’s not genuine.

Through Customer Interactions

Your business interacts with current and prospective customers, day in and day out. These interactions are sometimes as simple as responding to easy questions on your business’s Facebook page to more complex face-to-face meetings with clients for new projects. But regardless of the scale and magnitude of the interaction, maintaining consistency in how you handle each is vitally important to your brand. After all, “A brand is no longer what we tell the consumer it is – it is what consumers tell each other it is,” Scott Cook, co-founder of Intuit, said.

So, be sure to provide a consistent, positive customer experience, whether online, in person, over the phone, etc., because you never know how far that individual’s network might extend, or who it might include.

Why is Brand Consistency Important?

It Improves Recognition

Clearly and frequently utilizing your company’s logo and specific brand colors on customer touchpoints

KNAPHEIDE BLOG will make it easier for consumers to distinguish your brand from others. And this visual consistency will help improve recognition, which is essential for companies in competitive and crowded markets.

It Builds Trust

When your actions match your messaging and your customers have consistent, positive interactions with your company, you prove yourself reliable, and along with that, build their trust in you.

Customer Story:

Alchemy Plumbing

It Boosts Customer Loyalty

Brands that consistently create positive customer experiences are more likely to experience return customers.

And you know what they say about returning customers…

They’ll become your brand champions, build up your brand to others and be some of your most valuable customers.

So, in summary, it pays to be dependable.

At Alchemy Plumbing, every detail counts – from its work truck solutions to its services and branding.

And that’s why the Oregon-based plumbing company chose to add Knapheide KUVs to its fleet.

The KUVs serve as more than just modes of transportation for Alchemy’s plumbers. They have been completely customized. The work trucks provide its team members with storage and organization, tailored for the tools and equipment they need on jobs.

But that’s not all.

Alchemy Plumbing also uses the KUVs to amplify its brand’s presence. They’ve been transformed into powerful branding tools, setting the company apart from the competition, not only for recognition by current and potential customers, but potential employees, too. (Learn why company branding matters.)

Check out the videos below to hear from Alchemy Plumbing’s Owner Jaime Smith and Journeyman Plumber Justin Churchwell as they talk about the decision to add KUVs to the company’s fleet and how they perform in the field.

December 2024 | FordProS FORDPROS

25

FALL 2024 Commercial vehicle business summit

Sharing knowledge is the heart of reciprocity. At the Fall 2024 Commercial Vehicle Business (CVB) Summit, presented by Work Truck Solutions alongside sponsors Escalent, Mitsubishi Capital America, and Comvoy, pundits from across the commercial space shared insights into the ever-evolving automotive sector.

supporting the partnerships and insights that elevate the commercial community. We invite you to explore the event recording and be inspired by the wisdom shared.

The CVB Summit stands out as a vibrant, virtual gathering celebrating the diverse intersections within the commercial industry. It’s a place where people connect, share, and grow together. This year’s theme— reciprocity—underscores the transformative power of authentic dialogue and collaboration in shaping the industry’s future.

From contractors operating upfitted vehicles to engineers who design them and financial institutions fueling purchase power, the industry thrives on these invaluable exchanges. These moments of connection allow the commercial sector to flourish collectively.

Partnership and collaboration begins with shared insight and this season’s Summit examined reciprocity through engaging topics, including: •

Reciprocity in Motion: Women’s Impact in the Commercial Vehicle Industry

•

The Art of Reciprocity: Strategies for Successful Networking

•

The Future of Reciprocity

At Work Truck Solutions, we’re deeply committed to

December 2024 | FordProS

27

FALL 2024 Commercial vehicle business summit The commercial vehicle industry is undergoing a period of rapid transformation, driven by factors such as sustainability concerns, technological advancements, and evolving workforce needs. In this dynamic environment, collaboration has emerged as a critical driver of innovation. The CVBS Fall 2024 fireside chat, “Reciprocity in Action: How Collaboration Drives Innovation,” offered valuable insights into how collaborative efforts are shaping the future of the industry.

Shared Challenges: The Catalyst for Collaboration

The panelist’s discussion highlighted a common theme: diverse stakeholders in the commercial vehicle sector, including vehicle manufacturers, body manufacturers, technology providers, and government agencies, are grappling with similar challenges. These shared hurdles, such as meeting emissions regulations and integrating new technologies, are fostering a spirit of collaboration. The complexity of the issues necessitates a collaborative approach, and recognizing shared responsibility encourages companies to pool their resources and expertise to find solutions.

“Stakeholders in the commercial vehicle industry need to think about how they might work together to go after all the funding that’s available from different state agencies and the federal government right now,” urged Jessie Denver, Lead Advisor, Utilities & Market Development at GO-Biz. “Whether it’s a dealership, manufacturer, or a fleet itself, I would recommend coming together and saying, let’s go after this funding opportunity as one voice. And that could even be a suite of dealers in a specific geographical area (typically competitors) who go after grant funding resources on behalf of the customer fleets they serve.”

Everyone in the industry faces similar challenges, but there are opportunities for innovation and growth, so the question becomes, “How do we start talking to each other?”

Forging New Paths With Cross-Industry Partnerships

Another common topic that arose was centered on the importance of cross-industry partnerships for driving innovation. Reciprocity between collaborators is vital to the success of cross-industry ventures. The collaboration between propane energy providers and 28

December 2024 | FordProS

Collaboration and Innovation in Commercial Vehicles: Key Takeaways from CVBS Fall 2024

commercial vehicle manufacturers serves as a prime example. By working together, these seemingly disparate industries are developing innovative alternative fuel solutions.

“Early on in the council’s history, we would fund something, and then nothing would happen with that venture because we didn’t have a healthy partnership with the stakeholders,” explained Greg Zilberfarb, a consultant at the Propane Education & Research Council. “So now we make sure that we have strong cross-industry partnerships. There’s a lot of collaboration that needs to happen in order to see a new platform happen.”

This highlights the power of combining knowledge and resources from different sectors to achieve breakthroughs that might not be possible alone.

Open Communication: The Lifeblood of Collaboration

The panelists consistently underscored the importance of open communication and knowledge sharing in successful collaborative endeavors. It was a universal consensus that everyone in the industry, from OEMs to manufacturers to end users, must be open and transparent with each other, sharing data and best practices.

Caleb Pontius, General Manager at Rockport Commercial Vehicles, noted, “Collaboration can’t be just between the body companies, but also with customers themselves.

Every time we go to a trade show, we get a few folks that walk by and say, “Hey, have you thought about this or have you tried this? You get some really great ideas from industry shows, and not just from customers and users, but also from just walking around the show and talking with other folks that are developing products that we might incorporate into our vehicles.”

This free flow of information fosters trust between stakeholders and accelerates the pace of innovation.

FALL 2024 Commercial vehicle business summit

The Fruits of Collaboration

to our day-to-day work, it can feel like we’re going to compromise our businesses by stepping outside of that scope. Maybe part of this is just having courage, you know, taking a little bit of a risk to go in and start having conversations or poking around to see what’s possible.”

Obviously, collaboration is not all a bed of roses, as Tony Lista, VP, General Manager of Unicell Body Company, confessed to the inevitable friction on the reciprocal path, “There are some pain points in there collaborating with dealers. But there are always truck clubs and like twenty different groups that dealers can talk to about what is and isn’t working. And communication in those groups is definitely collaborative rather than competitive.”

Ignite your innovation engine: Watch the full fireside session and discover how collaboration is revolutionizing the commercial vehicle industry! Or see the full CVBS Fall 2024 playlist here.

Collaboration is also key to navigating the rapidly changing landscape of the commercial vehicle industry.

By working together, organizations can adapt more quickly to new technologies and market demands.

Reciprocal collaboration plays a vital role in addressing the industry’s challenges. Through partnerships between educational institutions, industry associations, and employers, fears of open dialogue between historically contentious stakeholders can be overcome.

“Collaboration is supposed to mitigate risk and suppress those fears,” opined Gregory Skinner, Vice President, Strategic Insights and Commercial Vehicle & Fleet Expert at Escalent, “But sometimes we get so used

December 2024 | FordProS

29

30

December 2024 | FordProS

FALL 2024 Commercial vehicle business summit

Partnership Perspectives:

What We Want For and From Commercial Dealers

The Fall 2024 CVB Summit hosted a fireside chat called “What We Want for Dealers, and from Them.”

The discussion between industry leaders explored the evolving relationship between commercial vehicle dealers and their partners, focusing on the dealer’s role in the shift to bundled services, EV adoption, and offering complete lifecycle support to customers.

The overarching theme of the CVBS Fall 2024 was “Reciprocity,” and sometimes, that’s as hard to define as it is to say. Although the dictionary definition of reciprocity is “the practice of exchanging things with others for mutual benefit,” reciprocity doesn’t necessarily mean quid pro quo. In the context of this fireside chat, reciprocity could be interpreted as “working together for the greater good in a mutual way.”

What We Want for Dealers

This is an essential time for us to talk about what we want for commercial vehicle dealers. Because of the transformation that’s occurring in terms of new powertrains, new vehicle manufacturers coming online, increasing levels of competition and cost pressures, entirely new business models are emerging to help everyone contend with the changes; these are challenging times for dealers.

So, what do we want for our dealers? What we want for our dealers is continued success and profitability, and this CVBS Fall 2024 fireside chat prioritized the centrality of reciprocal relationships in promoting the success of our commercial dealerships.

Reciprocal relationships within the commercial vehicle industry are essential for fostering trust, promoting growth, and driving innovation. By establishing strong partnerships built on mutual understanding and shared goals, stakeholders can create a more efficient and sustainable ecosystem. All of this is based on the foundation of open and honest communication.

“Chevrolet and GMC Business Elite dealers are our commercially focused dealers, and they are going along on this journey with us,” said Jennifer Costabile, General Director, Marketing and Sales Enablement at General Motors. “We’ve learned a lot from dealing with our larger fleet customers, and the more information that we give our dealers on looking at the entire fleet life cycle and being able to help them identify customers’ needs throughout that life cycle, it’s really kind of training and forming and showing them a different model and how to best serve customers.”

Reciprocal relationships within the commercial vehicle industry are essential for fostering trust, promoting growth, and driving innovation.

What We Want From Commercial Vehicle Dealers

What do we in the commercial vehicle industry want from the dealerships that sell commercial vehicles, i.e. what do we want and expect for dealerships to provide for their customers’ best outcomes? The answer to that requires some unpacking. It turns out that the entire sphere of transportation within business operations is getting as complex as the vehicles used in modern commercial fleets.

Holistic financing for fleet electrification

There is a growing desire among business owners and fleet managers for solutions to simplify their operations.

In the case of fleet electrification, businesses want financing options to address both the initial vehicle purchase and the appropriate charging solutions in one package. When a dealership can offer suitable financing solutions in-house, it goes a long way in relieving a customer’s journey.

For instance, Kirk Mann, EVP & Head of Transportation at Mitsubishi HC Capital America (MHCCA), noted a universal imperative among vehicle buyers: financing for both new commercial EV vehicles and commercial-level charging solutions in one bundle.

“Four years ago, we did a survey specific to EV and mobility issues,” recalls Mann. “And we heard from our dealers that they needed the financial offerings December 2024 | FordProS

31

FALL 2024 Commercial vehicle business summit to help their customers acquire the truck and also the appropriate charging solutions. So, we started the process of developing products that would address that need. I joke about this by saying that before this, no one had ever asked me to finance the truck and the gas station! But that’s sort of being asked of us today with commercial EV trucks and charging solutions.”

The fact is that businesses exploring fleet electrification must delve into commercial charging solutions, which can range from purchasing level 2 charging equipment all the way up to installing an onsite charging station.

The latter option would entail onsite consultation to determine how much power can be accessed. Then comes construction consultation and planning for the placement of the equipment to charge the trucks. Not to mention the construction itself.

Bundled services for commercial vehicles

The desire of commercial vehicle buyers for a more holistic approach to fleet operations is also encouraging solution providers to bundle services, software, fleet management, and hardware into ecosystems of ownership.

Mark Hazel, Associate Director at S&P Global Mobility, likens the idea to standard software as a service, or SaaS, but expands the concept to “anything as a service.”

“Everything from vehicles as a service, to transportation and mobility as a service, charging as a service, power as a service, or battery as a service. All of these are services,” explained Hazel. “The forecast that I saw from McKinsey is that by 2030, about 60% of the profit generated from commercial vehicles will not be from the sale of the product but from these bundled services as well.”

General Motors is another organization that recognizes the value of bundling various aspects of commercial fleet operations. As fleet operations have become more complex, operators’ search for streamlining has intensified.

“Our commercial customers were telling us, ‘It’s getting really difficult to do business with you,” explains Costabile. “They said, ‘It’s not simple. We don’t know how all these products and services interact with each other.’ So, we made a real decision to change the way we were doing business with customers.”

The result of GM’s customer research culminated in the creation of GM Envolve in 2023, which, according to GM, “leverages the total power of GM to create a one-stop shop for customers’ unique business needs. Tailored solutions draw from the entire GM enterprise portfolio of commercial products and services. The new customer experience will feature an efficient, single sales touchpoint for holistic account management.”

In this instance, we see reciprocity in action as MHCCA is developing solutions that enable dealers to provide solutions their customers are looking for.

“We have focus groups that are geared towards listening to our dealers and their needs and what they expect from us going forward,” says Mann. “So we bundle solutions into one offering where the dealer can access solutions their customers need. We really want to create an easy button for every single dealer for any situation that exists.

You really have to think about more than just the vehicle.”

32

December 2024 | FordProS

“We changed our business model so that we would have our account executives with GM Envolve be the tip of the spear for the customer,” says Costabile. “Customers now have one person to go to who can really help them assess their needs and then bring subject matter experts into the conversation to address the customer’s total needs rather than just sell them a vehicle.”

Now, GM is urging dealers to adopt a holistic, customercentric approach throughout the entire lifecycle of commercial fleet vehicles. This involves assigning dedicated account managers to guide customers through every stage, from assessing their needs and

FALL 2024 Commercial vehicle business summit facilitating purchases to providing ongoing support, training, and proactive maintenance. This approach leverages data and insights to minimize downtime and maximize customer satisfaction, ultimately fostering long-term relationships and loyalty.

“Vehicles are just tools for people to get their jobs done.

We want to make sure that we’re helpful all along their journey. So now it’s really time to take that model to the dealer level. And if you look at a dealer, a dealership itself is based upon that whole model.”

Purpose-built commercial EVs

Jim Press, a senior advisor at Work Truck Solutions, moderated this fireside chat. As the conversation turned to the vehicles themselves, Jim asked GM’s Jennifer Costabile about the response from commercial customers concerning commercial EV options. For GM, those options include the electric Silverado and Equinox and the BrightDrop delivery van, which was initially a subsidiary of GM before being moved under the umbrella of the Chevrolet brand in August of 2024.

fleet cannot speak highly enough of the vehicle,” said Costabile. “Before rebranding as a Chevrolet product, customers saw BrightDrop as more of a startup, and I think our customers really like the sense of safety afforded by an OEM dealer network. It gives customers a level of comfort and confidence to try something new.”

Jennifer’s overall message was one of optimism and excitement about Chevrolet’s position in the EV market.

Conclusion

The keys to a successful future in the commercial vehicle industry are to be found in reciprocity. All parties in the value chain—OEMs, dealers, financial organizations, and data providers—working together for the greater good in a mutual way, working together to remove friction and bottlenecks that disrupt the end user from doing business; that’s the blueprint for a successful future.

Join the conversation shaping the future of commercial vehicle dealerships. Click here to watch the total “Fireside Chat: What We Want for Dealers, and from Them,” or see the full CVBS Fall 2024 playlist here.

“The Chevrolet BrightDrop has been very well received.

Customers who actively use BrightDrops in their

BUILT TO THE

TOUGHEST STANDARDS:

YOURS.

Presenting Our Contractor Body.

You told us what you wanted in a Contractor Body. We delivered. This innovative body is made with American craftsmanship and features a customizable workspace so you can work your way. The A60 galvannealed steel construction and powder coat finish withstands the toughest conditions. It’s one more offering in our long line of

Learn more:

durable work truck bodies.

readingtruck.com

December 2024 | FordProS

33

DEALERSHIP SUCCESS - FALL 2024 Commercial vehicle business summit

EMPOWERING COMMERCIAL DEALERS TO DELIVER EXCEPTIONAL CUSTOMER EXPERIENCES The commercial vehicle landscape is evolving at a breakneck pace. Customers, from small business owners to large fleet managers, demand more than just a vehicle; they expect efficiency, convenience, and personalized solutions tailored to their specific needs. Commercial dealerships are rising to this challenge, but they need strong support from Original Equipment Manufacturers (OEMs) to truly excel.

My thoughts today are inspired by insights from the “What We Want For Customers and Need From Them” fireside chat at the CVBS Fall 2024 Summit, explores what dealers want to provide to their customers and how OEMs can empower them to deliver exceptional experiences.

What Commercial Dealers Want for Their Customers

Dealerships are striving to become trusted partners for their customers, offering more than just a transaction.

They envision a future where they can provide: Efficiency and Convenience: Time is money in the commercial world. Dealers want to offer streamlined processes, from online inventory browsing and digital purchasing options to efficient service scheduling.

As Alicia Von Bokel, Performance Manager at Maritz Automotive, highlighted during the CVBS summit, “Customers are increasingly busy. They need quick, easy solutions. We need to make the entire process, from research to purchase, as frictionless as possible.”

Tailored Solutions: No two businesses are exactly alike. Dealers understand the importance of offering customized solutions, including collaborating with upfitters to modify vehicles for specific needs and providing flexible financing options. Both Van Bokel and Rene Saint Hilaire, Director- Fleet & Commercial at Hendrick Automotive Group, echoed this sentiment, adding, “It’s about understanding the unique challenges of each customer. We need to be able to offer a wide range of options to meet diverse needs, whether it’s a customized box truck for deliveries or a specialized crane for construction.”

Comprehensive Support: Dealers aim to be a resource for their customers throughout the entire vehicle lifecycle. This includes offering comprehensive maintenance services, driver training programs, and access to relevant information and resources. Saint Hilaire’s successful point of view is that “We want to be more than just a seller. We want to be a partner, providing ongoing support and guidance to ensure our customers’ success.”

34

December 2024 | FordProS

Technology-Driven Solutions: Dealers recognize the power of technology to enhance the customer experience. They want to provide digital tools like online inventory browsing, virtual vehicle tours, and digital communication platforms to empower customers and make interactions more convenient.

Dan Bryan, General Manager at Ricart to Business, another panelist at the summit, emphasized this point: “Technology is transforming the way customers research and purchase vehicles We need to embrace these tools to meet their expectations and provide a seamless experience.”

Strong Relationships: Ultimately, dealers want to build lasting relationships with their customers based on trust and understanding. This means providing personalized solutions, proactive communication, and ongoing support. All the panelists agreed that strong customer relationships are essential for success in the commercial vehicle industry.

What Dealers Need From OEMs

To achieve these goals, dealerships need strong support from their OEM partners. Key areas where OEMs can empower dealers include: Product Knowledge and Training: Dealers need comprehensive training programs to ensure their staff has in-depth knowledge of the latest products, technologies, and financing options. Saint Hilaire emphasized that “OEMs need to provide detailed training on new vehicle features, advanced safety technologies, and emerging trends like electrification.”

Streamlined Ordering and Delivery Processes: Efficient and transparent ordering and delivery processes are crucial for minimizing delays and ensuring a positive customer experience. The panelists stressed the need for OEMs to optimize these processes, reduce bottlenecks, and provide clear communication throughout the entire journey.

DEALERSHIP SUCCESS - FALL 2024 Commercial vehicle business summit Technology Support and Integration: OEMs need to support dealerships in adopting and integrating new technologies, including CRM systems, online sales platforms, and data analytics tools. Dan Bryan suggested that “OEMs should provide guidance and resources to help dealerships effectively leverage technology to improve efficiency and enhance the customer experience.”

Collaboration and Communication: Open communication channels between OEMs and dealerships are essential for sharing feedback, addressing challenges, and collaborating on solutions. “We need a strong partnership with our OEMs, where we can openly communicate our needs and work together to meet the evolving demands of our customers,” Bryan stated.

Parting Thoughts

The commercial vehicle industry is undergoing a significant transformation, driven by evolving customer expectations and rapid technological advancements.

To thrive in this dynamic landscape, dealerships and OEMs must work together to deliver exceptional customer experiences. By embracing technology, streamlining processes, providing comprehensive support, and fostering strong relationships, the industry can navigate the challenges ahead and drive sustainable growth. The insights shared at the CVBS Fall 2024 Summit provide a roadmap for success, emphasizing the importance of collaboration, innovation, and a customer-centric approach.

Flexible Financing and Leasing Programs: OEMs need to offer a wide range of financing and leasing programs to meet the diverse needs of commercial customers.

“Flexibility is key,” Saint Hilaire explained. “We need access to various financing options to cater to different business sizes and financial situations.”

MECHANICS TRUCKS Knapheide Mechanics Trucks come equipped with standard features to help you get the job done.

With secure side compartments and an oversized cargo space, you can carry everything you need.

Available in steel and aluminium, this body also features a unique torq-isolator crane support system and a reinforced rear vertical compartment that is independent of all other compartments to eliminate flexing and twisting of side packs.

LEARN MORE AT

KNAPHEIDE.COM © The Knapheide Manufacturing Company 2024

December 2024 | FordProS

35

Easing Into a Zero-Emission Commercial Vehicle Fleet: How One Hydrogen Truck Can Start a Revolution The push towards sustainability is no longer just a niche concern. For businesses with commercial fleets, transitioning to zero-emission vehicles (ZEVs), such as electric commercial vehicles and hydrogen trucks, is becoming a priority. However, the prospect of a complete overhaul can be daunting. This is where a “start small” approach can get you started on your journey to a net-zero fleet. Piloting a single ZEV can be a game-changer, offering valuable insights and sparking a ripple effect that can transform an entire fleet.

Kittle’s Furniture: Electrifying Local Deliveries Kittle’s Furniture, a regional retailer, opted for a Kenworth K270E electric truck for its local delivery routes. The payoff was substantial: significant fuel savings and reduced maintenance expenses. This financial win, coupled with the truck’s impressive performance, has Kittle’s eyeing more electric vehicles for its fleet.

Real-World Examples of Businesses Starting Small Let’s look at three companies that took the plunge with one ZEV and reaped the rewards:

McKinstry: A Multi-Pronged Electric Approach

Werner Enterprises: Hydrogen Power Takes the Wheel Werner Enterprises, a giant in the transportation and logistics industry, chose to test the waters with a hydrogen fuel cell truck. The results? Reduced emissions, improved fuel efficiency, and enthusiastic driver feedback. This initial success ignited a passion for sustainable transportation, motivating Werner to expand their ZEV fleet further.

36

December 2024 | FordProS

McKinstry, a national construction and energy services firm, embraced a diversified strategy. They integrated Ford Lightning pickups for supervisors and electric forklifts for warehouses and plan to add electric vans and larger trucks. Their multifaceted approach has yielded lower operating costs, reduced emissions on job sites, and a bolstered reputation as a sustainability pioneer.

Why Starting Small Makes Sense

These success stories illustrate why starting small can be a smart move: •

Data-Driven Decisions: A pilot program provides realworld data on performance, cost savings, and driver experience, informing future fleet decisions.

•

Building Internal Expertise: Working with one ZEV enables teams to gain hands-on experience with the technology, charging infrastructure, and maintenance.

•

Showcasing Commitment: Even a single electric SUV in your fleet is a visible symbol of your company’s dedication to sustainability, resonating with customers, employees, and investors.

•

Finding the Right Fit: Testing different vehicle types (electric, hydrogen, etc.) helps identify the best solution for specific operational needs whether that’s an electric cargo van or a hydrogen truck.

Fleet Management Solutions: Tracking Your ZEV Journey

Just as you can gradually introduce hydrogen trucks or electric commercial vehicles into your fleet, you can also adopt fleet management solutions in phases to track and optimize your transition. These solutions offer valuable insights into vehicle performance, charging patterns, cost savings, and overall efficiency. Here are a few examples that scale well as your ZEV fleet grows: 1. Telematics (GPS Tracking and Vehicle Data): • •

Start Small: Track basic parameters like vehicle location, mileage, and fuel/energy consumption.

Scale Up: Add features like driver behavior monitoring, vehicle health alerts, and route optimization.

modular add-ons for various functionalities.

•

Samsara: Provides a unified platform for fleet management, driver safety, and site visibility.

•

Fleetio: Focuses on maintenance management and can be customized to track ZEV-specific needs

Implementing Fleet Management Solutions

In keeping with a trial-basis theme, the key is to choose a scalable solution, start with the basics, and gradually add more features as your ZEV fleet grows and your needs evolve. By leveraging these tools, you gain valuable insights into your ZEVs’ performance, optimize your operations, and maximize the benefits of your transition to a more sustainable fleet.

Overcoming Challenges and Concerns

While the benefits are clear, concerns about ZEVs are natural. But many of these worries are based on outdated information: •

Range Anxiety: Advancements in battery technology and the expansion of charging networks are continually increasing the range and convenience of ZEVs.

•

Upfront Costs: Various incentives, grants, and financing options are available to offset the initial investment in ZEVs.

•

Infrastructure Limitations: The number of public charging stations is multiplying, and businesses also have the option to build their own charging infrastructure.

2. Charging Management Software: •

Start Small: Monitor charging sessions, energy usage, and initial ZEV(s) costs.

•

Scale Up: Implement smart-charging strategies to optimize charging times and reduce energy costs, integrate with renewable energy sources, and manage multiple charging stations.

3. Fleet Maintenance Software: •

Start Small: Track basic maintenance schedules and costs for your ZEVs.

•

Scale Up: Utilize predictive maintenance based on real-time data, monitor battery health, and streamline repair processes.

4. Reporting and Analytics: •

Start Small: Generate basic reports on ZEV performance, cost savings, and environmental impact.

•

Scale Up: Utilize advanced analytics to identify trends, optimize operations, and make data-driven decisions about fleet expansion.

Examples of Scalable Fleet Management Solutions: •

Conclusion

Transitioning to a zero-emission commercial fleet doesn’t have to be an all-or-nothing proposition. Start by exploring the diverse ZEV options available and learn from other businesses’ success (and failure) stories.

By starting with a single vehicle, companies can gain valuable experience, mitigate risks, and discover the transformative power of ZEVs. This first step can pave the way for a greener, more efficient, and ultimately more profitable future.

View More on comvoy.com

Geotab: Offers a comprehensive platform with

December 2024 | FordProS

37

UPCOMING

EVENTS

January 23-26, 2025

New Orleans, LA | January 23-26, 2025 NADA Show is four full days of outstanding education, emerging trends and networking opportunities for all areas of your dealership.

Register here

New Orleans, LA | January 23-25, 2025 The Connection Hub is a casual yet engaging space where you can connect with colleagues, explore new business opportunities and deepen relationships with industry leaders.

January 23-25, 2025

Register here

Indianapolis, IN | March 4-7, 2025 NORTH AMERICA’S LARGEST WORK TRUCK EVENT

march 4-7, 2025

For more than 20 years, the people who design, build, use and maintain the commercial vehicles and equipment the world relies on have gathered to see the industry’s latest products and technology, learn from one another and discuss how to improve the future.

join ntea 38

December 2024 | FordProS

ELEVATE YOUR FLEET Give your operation a lift with equipment you can depend on – durable, made in America, and ready to handle every challenge.

From light-duty electric cranes to full heavy-duty upfit packages, Venturo delivers the rugged performance your jobs demand.

FIND THE CRANE FOR YOU AT VENTURO.COM

Commercial Truck Success

Navigating Our Evolving Landscape As we rapidly approach 2025, our industry finds itself at yet another crossroads, this of technological innovation, shifting customer expectations, and economic challenges. Dealers, fleet managers, and sales professionals must not only adapt to these changes but also leverage them as opportunities to differentiate themselves in a competitive market.

Here’s a look at key trends shaping the industry and strategies to stay ahead, especially for those managing sales teams or seeking training to excel in 2025 and beyond.

The Role of Artificial Intelligence in Sales and Operations

Artificial Intelligence (AI) is rapidly becoming a cornerstone of modern sales strategies. While things are just getting started in the commercial vehicle sector, AI-powered tools are beginning to enable predictive analytics, streamline inventory management, and enhance customer relationships. For example: Predictive Analytics: AI can analyze market trends and customer behaviors to forecast demand, enabling dealerships and pools to stock inventory more strategically.

CRM Enhancement: AI-driven platforms can automate lead scoring, personalize communication, and provide actionable insights into customer pain points, improving 40

December 2024 | FordProS

sales outcomes. This is one area I’m especially excited about when it comes to AI. Efficiency Gains: AI chatbots and virtual assistants can handle routine inquiries, freeing up sales teams to focus on high-value tasks. In addition, time management tools can also have an impact on the speed in which the day-to-day can get done.

At Commercial Truck Training, powered by One Nexus, we are developing training programs with a focus on helping sales teams understand and effectively use these tools. By integrating AI into operations consistently, sales professionals can increase productivity and create a more tailored buying experience for customers.

The Shift Toward Zero-Emission Vehicles (ZEVs)

The commercial vehicle industry is witnessing a significant push toward zero-emission vehicles, driven by regulatory pressures, sustainability goals, and advancements in areas like battery technology. Manufacturers are rolling out electric work trucks, vans, and medium-duty vehicles at an unprecedented pace. The prevalent conversations we’ve had center around the following thoughts: Customer Education: Many fleet buyers remain uncertain about the total cost of ownership of

ZEVs versus traditional internal combustion engine vehicles. Sales teams need to be equipped to explain TCO calculations, including fuel savings, tax incentives, and reduced maintenance costs. Options and uptime should be part of every conversation.

Infrastructure Readiness: Discussing EV charging infrastructure and its implications for fleet operations is critical. Sales professionals should be prepared to connect customers with resources or partners to address charging needs.

Regulatory Insights: Understanding federal and state-level incentives, as well as emissions regulations, positions sales professionals as trusted advisors. Staying engaged with the news in this area, given its political tie-ins, is critical.

By becoming knowledgeable about new technologies and their applications, truck pros can position themselves as leaders in the industry’s green transition.

Economic Impact Discussions with Prospects

Economic uncertainty remains a concern for businesses in every sector, and our industry is no exception. Customers are scrutinizing expenditures more closely, which presents both a challenge and an opportunity for your sales teams. To address this:

Commercial Truck Success Highlight ROI: Be comfortable articulating the return on investment (ROI) of commercial vehicles, focusing on durability, efficiency, and lifecycle costs.

Flexible Solutions: Truck pros must be ready to discuss leasing options, buy-back programs, and creative financing to align with budgetconscious buyers. For instance, how well do you really know the details of TRAC Leases?

Long-Term Planning: Encouraging prospects to think beyond the initial purchase and consider the broader economic benefits of their investment builds trust and promotes repeat business.

These deep economic discussions can transform a transactional relationship into a consultative partnership, a distinction that – in today’s competitive landscape – is more important than ever.

adoption, creative value propositions, and doing so efficiently, truck pros can stay ahead of the curve. I, for one, would be honored to play a small role in preparing you for the challenges and rewards of this dynamic market.

Looking Ahead: Our Approach to Training

In a rapidly evolving industry, success will favor those who can adapt, learn, and execute on that education. Our programs are focused on providing cornerstone, relationship-focused principles, while adapting to forwardthinking trends, and navigating that balance efficiently and effectively.

As we head into 2025, the work truck industry is brimming with opportunities. By focusing on AI, ZEV

Will Brogan

Commercial Truck Training Specialist Commercial Truck Training, (CTT) + One Nexus

December 2024 | FordProS

41