FordPros Magazine | Issue 79 | October 2024

Issue 78

OCTOBER 2024

TECHNOLOGY + RECIPROCITY

CUTTING EDGES + IDEA EXCHANGE

Propane Powers the Future of Fleet EV Charging DEALERship Success: LEADING WITH TECHNOLOGY Elevate Your Commercial Vehicle Strategy: Insights from Industry Experts

REDUCE IDLE TRUCKS AND RISING COSTS Transform your fleet with the Switch-N-Go® interchangeable truck body system where a single truck does the work of three

NEW FOR 2024: 60CA SWITCH-N-GO® FOR CLASS 4 & 5

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State level DOTs, large city fleet managers, and township trustees are all uniquely positioned to take advantage of the over 30 Switch-N-Go® interchangeable truck bodies (Stainless Steel Dump Bodies, Flatbeds, and WorkReady™ Subframes, etc) all of which will help maximize budget dollars and provide the right tool for every job. m

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LETTER FROM THE EDITOR: Y

Using Technology for All the Right Reasons

ou may know that NASA and the space program brought us many innovations and new technology, from the development of water filters to scratch resistant lenses, from camera phones to freeze drying, from wireless headphones to solar cells; and I didn’t even mention Tang! But the reality is, technology and the impact it has on our lives can be incredibly positive, when put to good use.

Now, consider the technology you and your customers use today.

You can probably build a pretty substantial list, but here’s a couple thought starters to get your list underway: •

CRM tools

•

Cell phone

•

Commercial vehicle website

In this issue, we have several articles focused on technology and how it can help your business, as well as those businesses owned/ managed by your customers. A couple examples include digital inventory management solutions, CRM systems, and a variety of vehicle sensor/camera systems.

As you read through the articles, you may want to think about your commercial vehicle business and the technology you use today. While doing so, it may also be good to consider the multitude of tasks you have to accomplish and then ask yourself if there’s some type of technology that would make you more efficient in performing that task. If the answer to that question is “yes” then seek out that tech because not only will it make you more efficient, it might also make

the end result more accurate, and ultimately, it will enable you to focus on what you do best - serving your customers to help them meet their needs, solidifying you as a trusted partner in the success of their business.

Enjoy this issue, and as always, if you have suggestions for future articles or topics, please reach out!

Steve Henning

FORDPROS MAGAZINE | OCTOBER 2024 3

THe INDUSTRY’S TOOLBOX READ + LISTEN + WATCH + NEWS

STAFF SPECIAL THANKS FOR THIS ISSUE TO: Adrian Steel Deist Industries, Inc. Steve Henning, Executive Editor

Carla Aoyagi, Media Director

Ryan Day Assitant Editor

Driverge Vehicle Innovations Knapheide Manufacturing Company Mitsubishi HC Capital America OEM Systems, LLC Reading Truck Rockport Commercial Vehicles Transfer Flow Safe Fleet Scelzi Enterprises, Inc.

Kristean von der Heiden, Sponsor Success

Rachelle Fernald Assistant Graphics Coordinator

Candy McCullom Business Development

Unicell Venco Venturo Industries LLC Work Truck Solutions COMVOY

THANKS TO OUR CONTRIBUTING AUTHORS + SUPPORT

Commercial Truck Training For inquiries or articles 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

WIll Brogan Commercial Truck Training

OCTOBER 2024 | FordPros Magazine

Shawn Horswill Sr. VP of Product Work Truck Solutions

Powered by:

CONTENTS Letter from the Editor:

Using Technology for All the Right Reasons

3

WTS, Maritz, MHCCA, Veriforce, Comvoy

7

Industry News

11

Caused by Cutting Edge Technology

12

Discontinued Compact Vans?

Try These Three!

14

Revolutionizing Efficiency

with Wireless Remote Control

17

Class 2b-3 Commercial Vehicles (Part 1)

18

WATCH + LISTEN + READ:

Propane Powers the Future

22

WATCH + LISTEN + READ:

CTT - Observations of Technology in Commercial & Fleet

24

Visionary Commercial Vehicle Dealer: Leading with Technology

26

Elevate Your Strategy:

Insights from Industry Experts

29

Tradeshows + Events:

Fall 2024 CVB Summit

30

RECIPROCITY- An Interview with Candy McCollum

32

In The Highbeams: Blue Oval: Avoiding Wounds

ESCALENT BLOG:

Dealership Success:

WATCH + LISTEN + READ:

FORDPROS MAGAZINE | OCTOBER 2024 5

WHEN THE INDUSTRY

Shifts...

Shifts...

Shifts...

WHEN THE WE’RE ON TOPINDUSTRY OF IT,

AND INSIDE IT,

AND AROUND IT.

WE’RE ON TOP OF IT,

AND INSIDE IT,

AND AROUND IT.

WE’RE ON TOP OF IT,

AND INSIDE IT,

AND AROUND IT.

WHEN THE INDUSTRY

As compact vans become obsolete, Safe Fleet is (and has always been) ready to ease your fleet into its next vehicle phase with decades of experience and trusted solutions.

As compact vans become obsolete, Safe Fleet is (and has always been) ready to ease your fleet into its next vehicle phase with decades of experience and trusted solutions.

As compact vans become obsolete, Safe Fleet is (and has always been) ready to ease

your fleet into its next vehicle phase with decades of experience and trusted solutions.

Ask a Trusted Fleet Safety Expert about making adjustments that fit your specific vehicle needs. safefleet.net/worktruck

IN THE HIGHBEAMS MARITZ PARTNERS WITH WORK TRUCK SOLUTIONS TO ENHANCE DIGITAL PERFORMANCE OF COMMERCIAL VEHICLE DEALERSHIPS

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ork Truck Solutions®, the leading authority on commercial vehicles, today announced a strategic partnership with Maritz’s automotive solution agency, a leading provider of dealership training and marketing services. This collaboration will empower commercial vehicle dealerships with a comprehensive Commercial Website and Marketing Assessment program.

PROGRAM OVERVIEW The Commercial Website and Marketing Assessment program will establish a baseline for a dealership’s website and marketing performance, prior to implementing the Work Truck Solutions platform in their commercial vehicle department. An initial assessment will be conducted upon enrollment with Work Truck Solutions, with a second assessment being conducted six months after launching on the platform. By having two assessments, dealerships and their dedicated Work Truck Solutions Customer Success Managers will gain valuable insights into overall status, progress, and opportunity to continue to improve.

KEY OBJECTIVES •

Establish a benchmark for website and marketing health: Create a clear starting point for measuring progress and identifying areas for improvement.

•

Identify areas for optimization: Pinpoint specific opportunities to enhance website functionality, user experience, and marketing effectiveness.

•

Monitor and measure performance improvements: Track the impact of solutions

implemented by scoring key metrics, such as website components important to commercial buyers, including inventory photos and search capabilities, along with paid and organic search rank performance.

•

Maximize return on investment: Ensure dealerships are achieving the greatest possible value from their online commercial department investment.

“Helping dealerships develop and grow their commercial vehicle business is what we do. This partnership with Maritz on their Commercial Website and Marketing Assessment program is another example of that commitment,” says Kathryn Schifferle, founder and Chief Vision Officer at Work Truck Solutions. “I’m excited to witness how these invaluable insights into operations and customer experiences will help our commercial vehicle dealer partners evolve and grow.”

Mike Davis, Director of Product and Operations at Maritz added, “We are thrilled to announce our partnership with Work Truck Solutions and bring our Commercial Website and Marketing Assessment to commercial dealers. This transformative tool will revolutionize their operations. Work

Truck Solutions possesses a deep understanding of and unwavering commitment to the commercial vehicle ecosystem, the transportation backbone of our economy that’s often overlooked by the automotive industry. With Work Truck Solutions as our invaluable partner, we are confident in our shared mission to enhance commercial dealer operations nationwide.”

ABOUT MARITZ Backed by experts in behavioral and data sciences and leveraging nearly 70 years of experience as the world’s leading automotive retail performance partner, Maritz’s automotive solution agency has the expertise, tools, and resources to drive dealers to excel. Their full suite of automotive service offerings addresses all points in the customer cycle including pre-sale, sale, and post-sale, and at all customer interface points, both indealership and online. Solutions include dealer processes and services, retail performance consulting, integrated customer service, sales incentive and recognition, digital experience, dealer coaching, training and development, direct marketing, brand experience, consumer research, talent recruitment and retention, and data insights and analytics.

Learn more at Maritz.com

FORDPROS MAGAZINE | OCTOBER 2024 7

IN THE HIGHBEAMS MITSUBISHI HC CAPITAL AMERICA TARGETS AI PREDICTIVE PURCHASE MODEL COMPANY IMPLEMENTS AUTOMATED PROCESS TO STREAMLINE TECHNOLOGICAL EFFICIENCIES

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itsubishi HC Capital America, the largest non-bank, non-captive finance provider in North America, continues to make significant strides in its digital transformation efforts with the recent integration of MuleSoft Robotic Process Automation (RPA).

In a move to strengthen business development and customer retention, Mitsubishi HC Capital America has embedded Mulesoft RPA to serve as an incremental catalyst to surfacing sales opportunities through its customized AI predictive purchase model. Mitsubishi HC Capital America

leveraged the technology to identify key customer milestones to make smarter and faster decisions, with MuleSoft RPA seamlessly opening data across systems and devices to create enhanced digital solutions.

The company is using MuleSoft’s sophisticated bots – or robotic process automation – to scan the company’s robust databases to identify customer behaviors to precisely time their needs with the right product and service offering. This proactive approach enables customers to receive tailored offers based on their specific product, service and equipment requirements.

Christopher Johanneson, EVP and

UPDATED RESOURCE RACK ADDS EFFICIENCY AND VISIBILITY

WORK TRUCK SOLUTIONS ANNOUNCES MAJOR UPDATES

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ork Truck Solutions®, the leading provider of innovative solutions for the work truck industry, today announced significant updates to its 2-Minute Prospecting solution, Resource Rack tool, and Vehicle Detail Printing abilities, further enhancing a dealership’s ability to streamline workflows, strengthen commercial customer engagement and enhance the sales process.

2-MINUTE PROSPECTING INTEGRATION STREAMLINES THE SALES PROCESS

Seamless integration between Work Truck Solutions’ 2-Minute Prospecting and Resource Rack enables salespeople to insert vehicle upfit resources directly into prospecting emails and know when buyers open them. This capability makes dealership workflows more efficient, provides buyers the critical information they need to make vehicle purchasing decisions and enhances the dealership sales experience.

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OCTOBER 2024 | FordPros Magazine

The latest iteration of Resource Rack empowers dealerships to leverage a comprehensive library of upfit resources, streamlining the prospecting process and improving communication with potential buyers.

Key features include: • Enhanced Resource Sharing: Critical vehicle upfit information can be shared with buyers via links to a dealer-framed format, keeping the dealership branding front and center. Shareable links deliver product brochures while eliminating the need for cumbersome email attachments and keeping the salesperson’s contact information visible.

• Buyer Activity Tracking: The new Tracking Links feature adds the ability to track the buyer’s engagement with the shared brochure, providing metrics and salesperson notifications to assist in the sales process PRINTING ENHANCEMENTS

Enhanced printing capabilities further support dealerships’ marketing and sales efforts. Recent improvements include:

Chief Digital Officer at Mitsubishi HC Capital America, emphasized the company’s innovative spirit and dedication to leveraging advanced technologies for the benefit of its customers. “We are committed to making strategic investments in digital tools and processes to offer our customers maximum flexibility, speed, and ease of access to our financial solutions and services,” he said. “It’s our mandate, and that of our parent company, to drive automation throughout the organization to provide a differentiated lending experience and enhance our business operations both externally and internally.”

•

•

Vehicle Details Flier: A new fullpage, print/email-ready PDF flier allows dealerships to highlight vehicle details, including upfit information, pricing, and contact details. The flier can also include a QR code linking back to a vehicle listing page on the dealer’s website.

Upfit Window Sticker: Dealerships can now print an Upfit Window Sticker highlighting key upfit features with a QR code linking to the online vehicle details. Available in full-page or half-page layouts, these are ideal to showcase upfits and drive traffic to dealership websites.

EMPOWERING DEALERSHIPS TO CLOSE MORE DEALS

“This latest update empowers dealerships to take the professional advisory role that today’s commercial customers demand,” said Kathryn Schifferle, founder and Chief Vision Officer of Work Truck Solutions. “Our platform provides, and tracks, upfit information sharing so that dealers can serve their commercial vehicle customers and equip their sales consultants with more tools to close deals and achieve greater sales success.” worktrucksolutions.com

IN THE HIGHBEAMS members streamline their operations and achieve their business goals.”

“At Veriforce, we’re dedicated to empowering our contractor network with the tools they need to succeed,” said Alex Minett, Head of Global New Markets at Veriforce CHAS. “This partnership with Comvoy. com provides our members with a secure and efficient way to source the commercial vehicles they require to operate at peak performance. By streamlining vehicle procurement, Veriforce members can focus on what they do best – delivering safe and reliable services.”

COMVOY.COM JOINS VERIFORCE HUB AS PREFERRED SOLUTION PARTNER

W

ork Truck Solutions®, the leading provider of innovative solutions for the work truck industry, today announced the inclusion of Comvoy. com, their national commercial vehicle marketplace, as a preferred partner on the Veriforce Hub website.

This partnership provides Veriforce’s extensive network of contractors and business owners with a comprehensive, reliable and efficient vehicle sourcing solution. It also validates Comvoy’s commitment to helping more than its current 350,000 monthly market-qualified viewers.

Veriforce, a prominent provider of supply chain risk management and compliance solutions, connects its members with trusted partners through its valuable Veriforce Hub. By the invitation to join this network, Comvoy.com becomes visible to a wider audience of businesses seeking streamlined vehicle procurement

processes, while Veriforce members get immediate access to a one-ofa-kind marketplace listing more than 200,000 work trucks, vans, and pickups to quickly and efficiently find the vehicles that meet their specific business needs.

Comvoy.com offers a seamless digital marketplace where businesses can easily connect with a vast network of qualified commercial vehicle sellers. This access empowers Veriforce members to optimize their vehicle acquisition process and fleet management strategies, while reducing costs and enhancing operational efficiencies.

“We are excited to partner with Veriforce and offer our digital marketplace to their members,” said Kathryn Schifferle, founder and Chief Vision Officer at Work Truck Solutions.

“Comvoy.com is designed to simplify the commercial vehicle procurement process and provide businesses with the tools to efficiently find and acquire the vehicles they need. We look forward to helping Veriforce

ABOUT VERIFORCE

Veriforce® is a recognized leader in delivering comprehensive, integrated supply chain risk management solutions that help bring workers home safely and optimize business performance. The company’s SaaS safety and compliance platform, data integrity and verification practices, and standardized safety training programs empower leading organizations to drive safety and compliance into their supply chains and down to the worker level.

As the world’s largest supply chain risk management network, Veriforce partners with over 3,200 hiring companies in over 130 countries, serving over 80,000 contractors, over 7,000 authorized instructors and evaluators, and millions of individual workers. This network makes Veriforce (including Veriforce CHAS) the preferred partner for companies that strive to ensure a safe, qualified thirdparty workforce. Company offices are in the U.S., Canada, South Africa, the U.K., and Australia.

For more information, visit veriforce.com

MORE IN THE HIGHBEAMS & BEYOND

FORDPROS MAGAZINE | OCTOBER 2024 9

Better access to chassis Improved speed to market Lower transportation costs More convenience That’s what you get when you combine two of the nation’s leading upfitters.

Now that Driverge has acquired U.S. Upfitters, it’s not just a question of what we can do for you, but also of exactly where and when. Call us and let’s get started!

(855) 337-9543

THE BLUE OVAL ORDER BANKS OPEN FOR 2025 FORD F-SERIES SUPER DUTY

September 24, 2024 | DEARBORN, MICH. Order banks are now open for the 2025 Ford F-Series® Super Duty®, offering best-in-class maximum available horsepower, torque, towing, and payload, new styling options, and a winning combination of features, capability, and durability to take on any task.

TED CANNIS TO RETIRE AFTER 35-YEAR FORD CAREER; ANDREW FRICK NAMED INTERIM FORD PRO LEADER; DANIEL JUSTO APPOINTED HEAD OF FCSD September 12, 2024 | DEARBORN, MICH.

FORD PRO SHIPS E-TRANSIT WITH ENHANCED RANGE TO CUSTOMERS NATIONWIDE September 4, 2024 | DEARBORN, MICH.

The 2024 E-Transit with Enhanced Range, the latest version of America’s best-selling electric van, is now shipping to customers across North America.

FORDPROS MAGAZINE | OCTOBER 2024 11

Avoiding Wounds Caused by Cutting Edge Technology IF YOU ARE HAVING TROUBLE KEEPING UP WITH IT ALL, YOU ARE NOT ALONE

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echnology today appears to change so quickly that even tech-savvy professionals are struggling to understand it all. If it was JUST computers, our odds of “staying current” would be higher.

But today there is so much more that affects the work truck industry than just the latest smartphone features or truck camera options.

Electric Vehicle Technology (EV) There is EV technology, which is reaching a state of maturity among passenger vehicles but trails significantly within commercial work truck development. In those states which have passed CARB/Omnibus target EV goals on new truck sales (California) or are thinking about taking that plunge (10 other states right now), the gap between “mandated behavior” and “readyfor-prime-time technology” is large.

Attempts to adapt traditional body

styles to EV-readiness have been met with application challenges, such as dimensional and weight distribution, for example. For the highest quality truck body builders like Scelzi Enterprises, maintaining product quality becomes more difficult as well. Those robust Scelzi designs produced for the past 45 years need forwardthinking updates to translate well to EV application requirements.

Lighter weight designs break down faster under the day to day strains and stresses of regular duties on the job site if they lack new design details to reflect the task at hand.

The tradeoff to achieve lower carbon emissions is huge for a fully functional work truck. “I thought the COVID-related supply chain issues made building and selling premium truck bodies much more difficult,” recalls owner Mike Scelzi, “but all this mandated EV stuff bypasses supply and demand completely. The menu of things we can sell has been altered and artificially trimmed with the current EV chassis available.”

A Scelzi body adapted to a Ford EV chassis, including side sensors for lane assisted driving

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Advanced Driver Assistance Systems (ADAS) One set of new developments moving faster ahead than others is driver-assisted technology, which consists of an assortment of separate technologies that one day may completely automate the driving process. These include: 1. Adaptive Cruise Control (ACC) that maintains safe driving distance from other vehicles 2. Lane Departure Warning (LDW) and Lane Keeping Assist (LKA), which seek to prevent unsafe lane departures 3. Automatic Emergency Brake (AEB) 4. And a dozen more, each with its own acronym. FCW, ISA, TSR, etc. Traffic Sign Recognition (TSR) has reached near 95% accuracy in clear weather conditions, and is now mandatory in the European Union (EU) for new vehicles sold after July 2024.

Some of these technologies are ready for prime time, while others are in the development stages.

Overall integration of ADAS technology into the work truck industry presents challenges for seamless body + chassis integrated systems. We appear to be years away from having the option of driverless work trucks, but in the meantime these same tools are improving driver safety and fleet efficiency.

Artificial Intelligence (AI) And finally, the promise and fear of Artificial Intelligence (AI) is now upon us. Just as was the case when the world wide web became dominant in the 1990s and social media took control in the early 2000s, AI is filled with exciting possibilities – and a fairly large “downside”. Optimists will mention the benefits of improved fleet

Avoiding Wounds Caused by Cutting Edge Technology maintenance, more efficient route optimization, leaner inventories leading to lower production costs, and much more. But realists and those who study history are a bit more wary. And it still requires some smart people to use these tools.

“We have not replaced anyone with AI tools yet, and don’t see that happening any time soon,” states Scelzi. “To the contrary, we are looking for more smart people who understand it all and can help us apply it to the Marketing, Sales, and Production parts of our business. Sure, ask an AI tool for a little research and it can spew out some general suggestions, with more focused questions yielding more focused results. But implementing any meaningful ideas requires more skills and training and communication skills than a chatbot can provide – at least for right now.”

New technology is an exciting topic at Scelzi Enterprises, and AI will assist their staff in making some key decisions and improving processes in the future. “But you still need the right people to make it work,” reminds Mike Scelzi, “and to avoid pitfalls similar to those we experienced with other new technologies over the past 20-30 years. There is a big downside if this is not applied correctly.”

After 45 years, the team at Scelzi has seen technologies come and go, yet somehow managed to stay focused on the core ideas that have led them to 15 consecutive years of double-digit growth.

Visit www.seinc.com for more information

FORDPROS MAGAZINE | OCTOBER 2024 13

AFFECTED BY DISCONTINUED COMPACT VANS? Try 3 Well-Upfitted Alternatives

W

hat do we do when the vehicles we depend on become obsolete?

The headlines have been quite clear for the past few years: compact van after compact van was discontinued due to slow sales. And if they were the lifeblood of your business, then you’ve been considering alternative solutions.

These 3 options more than make up for the absence of a Transit Connect or ProMaster City and are souped up with solutions that ensure your business runs at 100%.

3 SAFETY TECH-LOADED OPTIONS TO FILL THE COMPACT VAN VOID SUBCOMPACT SUV If you’re looking for a smaller vehicle, then a subcompact SUV like the Nissan Kicks would be the optimal choice. Perfect for businesses that need to carry small loads or traverse tight city streets, these vehicles are light, small, and ripe for an upfitting to improve cargo space.

Converting your Nissan Kicks for business-ready applications requires you to maximize storage space (say bye to that backseat) and separate the cargo area from the driver area.

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OCTOBER 2024 | FordPros Magazine

“Vehicle models come and go, but the right solutions help your business stick around. With a guiding hand like Safe Fleet, you can expect a readiness to ease your fleet into its next vehicle phase, backed by decades of experience and trusted solutions.”

Ensuring that cargo doesn’t shift during driving or ruin your vehicle’s interior surfaces means you’ll need the proper flooring as well. Investing in American Van’s Nissan Kicks Wire Partition and Nissan Kicks Flooring Kit are two solutions that accomplish these tasks and require minimum assembly and downtime.

City drivers on the go could also benefit from having eyes in the back of their heads with a bird’seye-view camera, a feature only available on the premium Kicks option. If the standard option is your go-to vehicle, avoid liabilities and make reversing or parking easier by adding the RVS Inview 360° HD Quick-Install System. Considering its quick installation, 5-minute auto

calibration, and lack of extensive wiring (it consists of a monitor with a built-in ECU and 4 cameras), it’s the perfect 360° system for your smaller, city-going vehicle.

MIDSIZE SUVS OR PICKUP TRUCKS

(WITH A TOPPER OR TONNEAU COVER)

For electricians, landscapers, and other tradespeople, compact vans offered just enough storage capabilities for small ladders or equipment. With a midsize SUV or pickup truck, you’ll get a little more in the way of cargo space and payload capacity, with a slight tradeoff on maneuverability and security.

For most business applications, a pickup bed is an obvious cause for concern when it comes to securing

AFFECTED BY DISCONTINUED COMPACT VANS? cargo or equipment, but with the addition of a topper or tonneau cover, those problems are remedied.

There’s still the issue of actually organizing your tools underneath those covers, and American Van’s selection of Floor Bed Storage Drawers are the perfect way to ensure your tools and equipment are where they should be and within easy reach.

Adding an ErgoRack opens up the possibilities as well, since work ladders can get quite long and heavy. Not only can it secure multiple ladders to the roof that would have otherwise been in the trunk/bed space, but it eliminates the physical effort it takes to retrieve and stow the heaviest ladders with its ergonomic design.

FULL SIZE COMMERCIAL VANS (INCLUDING EVS) If you plan on expanding your delivery business soon (and the cargo space to go with it), then you’ll likely upgrade to a full-size commercial van. Of course, growth can be gradual, so investing in storage that you can fold up until you need it is a modern convenience made possible with Prime Design’s FoldPro Shelving. Don’t let its upright folding overshadow its capacity; these shelves are not only able to support up to 400lbs, but their specially engineered latch mechanism allows for effortless one-hand operation and a distraction-free ride.

Seeing as how a full-sized Ford Transit or Chevy Express are a tad bit larger and harder to maneuver than their compact counterparts, drivers making the transition would benefit from RVS SenseVue. With up to 16 IP69K-rated sensors, up to 8 feet in detection ranges, and

3 alert zones, van operators can maneuver at any angle without vehicle or property damage. This surround view sensor system is customizable as per user, but when all 16 sensors are employed, every side is thoroughly covered.

If you’re a tradesperson, there are several options to take advantage of if you’d like to use your work van’s internal space efficiently. Adding an AluRack to house some of your more cumbersome materials on the roof and a Rear Door Access Ladder to help reach them, combine perfectly to ensure the best usage of external storage capabilities. Of course, internal organization is an American Van specialty, specifically with their Shelving and Bin Storage Solutions. These pre-assembled shelving units enhance storage capacity while maintaining a clean, professional look and arrive ready to install.

LIGHT AT THE END OF THE TUNNEL Vehicle models come and go, but the right solutions help your business stick around. With a guiding hand like Safe Fleet, you can expect a readiness to ease your fleet into its next vehicle phase, backed by decades of experience and trusted solutions. Just as we’ve always done.

For More Information visit:

www.safefleet.net

FORDPROS MAGAZINE | OCTOBER 2024 15

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

F

range of customers can benefit from this cutting-edge technology. With simple, one-page wiring instructions and all necessary hardware included, the transition to wireless control can be completed in as little as 30 minutes. The quick installation means businesses can reduce downtime and get back to work swiftly.

One of the standout features of this wireless control system is its ease of installation and use. The control offers Plug and Play integration, which works with all Gen 2 and Gen 2.1 Switch-N-Go® systems including the Class 5 60CA System released last year and the Series 3 60CA System released this year. Operators can use the control single-handedly, even while wearing gloves, making it a practical solution for those who often work in rugged environments.

Safety is a priority, and the wireless control allows operators to maintain clear visibility of the work area, ensuring that there are no obstacles in the loading or unloading zone.

Winch cable management is infinitely easier when one hand can be powering the winch and the other putting tension on the cable.

Go® Wireless Remote Control go beyond convenience and durability.

By offering wireless operation, it enhances the overall safety of worksite operations. With the ability to control hoist systems remotely, operators can position themselves in the safest possible location while still maintaining full control of their truck’s functions.

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or over two decades, SwitchN-Go® has been a reliable provider of innovative solutions for businesses in need of versatile work trucks. In today’s fast-paced, technology-driven world, efficiency and adaptability are vital to staying competitive in the ever-evolving industries that utilize work trucks.

While some may view this as an unstoppable obstacle, Switch-NGo® has accepted the challenge and stepped up to the plate, namely with the Switch-N-Go® Wireless Remote Control. It is a game-changing advancement that enhances how businesses operate by offering flexibility, convenience and increased safety for truck operators.

S101.2402

REVOLUTIONIZING EFFICIENCY WITH WIRELESS REMOTE CONTROL

READY TO GET MORE OUT OF YOUR

CLASS 3 TRUCK?

Visit switchngo.com to Learn More!

www.switchngo.com/municipalmagazine

The Switch-N-Go® Wireless Remote Control is designed for all new systems and also available to retrofit existing electric or hydraulic hoist systems, enabling wireless control both inside and outside the vehicle cab. This upgrade is available for the Switch-N-Go® E & H-Series hoist systems as well as legacy models, ensuring that a wide

In terms of durability, the SwitchN-Go® Wireless Remote Control is built to withstand the toughest conditions. With a waterproof design, it can operate in harsh weather without compromising performance.

Additionally, the rechargeable remote boasts 30 to 40 hours of continuous battery life, ensuring reliable operation even during extended workdays. This design helps companies reduce operational delays caused by unpredictable weather or technical malfunctions.

The benefits of the Switch-N-

The Switch-N-Go® Wireless Remote Control is a powerful innovation for any business that relies on work trucks. It’s quick and easy to install, user-friendly and designed for tough environments. This remote control system reflects the continued commitment of Switch-N-Go® to provide forward-thinking solutions that enable businesses to work smarter, safer and more efficiently.

www.switchngo.com

FORDPROS MAGAZINE | OCTOBER 2024 17

ESCALENT BLOG

Authors: Mike Eaves, Paritosh Gupta, Shashwat Mishra

Class 2b-3 Commercial Vehicles: Where We Are and Where We’re Going

O

riginal equipment manufacturers (OEMs), body manufacturers, suppliers, and users of class 2b-3 commercial vehicles are facing rising complexities to meet changing industry demands while also complying with tightening emissions requirements. Navigating these challenges requires an understanding of customer requirements based on many possible use cases.

It’s a complicated web that manufacturers such as the Big 3—Ford, GM, and Stellantis/Ram—body manufacturers and suppliers must plot a course through. To be successful, they must find the right balance across supply and demand, emissions compliance, and offering innovative solutions.

To help industry stakeholders, we provide an overview of the current state of the class 2b-3 commercial vehicle market in this blog, which lays the foundation for Part 2 that focuses on where the class 2b-3 commercial vehicle market is headed, includes an assessment of future emissions regulations, and offers recommendations to help you stay competitive.

WHERE WE ARE NOW How Customers Are Currently Using Class 2b-3 Commercial Vehicles From equipment transport and material handling to delivery and mobility, class 2b-3 commercial vehicles serve a variety of use cases that companies must understand to ensure proper market fit.

To illuminate the top use cases and supporting vehicle types, Escalent, in cooperation with Work Truck Solutions, analyzed website data from Work Truck Solutions’ Comvoy.com searchable online marketplace for work-ready trucks. These data and insights are part of our first-of-its-kind solution, Commercial Vehicle Truck Insights, which unifies current and future vehicle supply, demand, inventory and sales data into a holistic view so OEMs and body manufacturers can produce vehicles that perform end-users’ intended tasks most efficiently.

For example, in 2023, equipment transport took the top spot in share of prospects, primarily serving construction, general services, and drilling industries.

While delivery for transport services, agriculture and material supply sits toward the bottom of the list, it’s the use case in which we see the biggest opportunity for electric vehicles (EVs) due to predetermined, locally planned routes well within the vehicles’ battery range.

All of these use cases require different body types and different vehicle configurations, which we’ll explore next.

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Preferred Body Types and Body Manufacturers Post-COVID-19, body manufacturers have experienced strong growth and profitability, with many increasing their investment in R&D and innovation to meet customer demand for productivity and ease of use.

We expect to see increased consolidation of these companies by 2030, which will drive further innovation in the market.

In 2023, the most sought body type for the use cases above included service truck, service utility truck, flatbed truck and box van. Knapheide was the preferred body company for customers buying service trucks, service utility trucks and flatbed trucks.

Top Four Body Types and Key Body Manufacturers of Class 2b-3 Commercial Vehicles by Share of Prospects in 2023

Source: 2024 Escalent Commercial Vehicle Truck Insights

Vehicle Chassis Types That Top the Demand List In 2023, cab chassis, pickup, cargo van, cutaway and passenger vans were the most frequently considered vehicle chassis. These types play important roles in various industries, each serving specific functions and providing unique benefits: •

• •

•

•

Cab chassis are preferred for reliability and ease of upfit in industries such as construction, services, drilling and boring, agriculture, landscaping, and material handling and sales.

Pickup trucks are popular for their versatility in construction, landscaping, services, and agriculture.

Cargo vans are commonly used in construction trades, transport services, material delivery, and sales and services. With a wide range of lengths and heights, cargo vans provide indispensable transport services, facilitating the movement of goods, services and passengers.

Cutaway chassis vehicles are commonly used in construction, agriculture, transport services, material handling and sales, and passenger transport industries.

Passenger vans are crucial for mobility and passenger transport needs, especially for shuttle buses and private hire operations.

ESCALENT BLOG

OEMs Leading the Commercial Vehicle Class 2b-3 Market As the leading commercial vehicle manufacturer, Ford leads the van and cutaway segments, and along with GM (including BrightDrop) and Stellantis/Ram, these Big 3 brands have a strong hold over the segment with presence across multiple product categories.

Isuzu, with its chassis cab, and Mercedes Benz, with its Sprinter van models, are the only other traditional manufacturers participating in the segment. Start-ups, including Mullen, Rivian and Vicinity Motors, have recently entered or have plans to enter the class 2b-3 market, while Nissan has announced it will discontinue its Titan series and exit the segment.

Service truck bodies are the predominant body type of interest for customers shopping the Big 3 OEMs, followed by service utility vans and flatbed trucks. This is directly proportional to the popularity of cab chassis and cutaways in the prospects for this segment.

Finally, specialized upfitted vehicles emerge as top requirements from potential buyers.

OEMs’ Product Portfolio of Class 2b-3 Commercial Vehicles by Chassis Type

In the following chart, you can see the share of prospects versus sales for each of these chassis types.

Source: 2024 Escalent Commercial Vehicle Competitive Landscape—Powertrain Build Plan

Cab chassis and cutaways have a much higher share in prospects compared with sales due to requirements for specific body types and longer lead times, while pickups are the top-selling chassis due to easier availability right off the dealer’s lot. Because cargo vans have a range of body styles, they can often be sold as received from the OEM, although some require modifications to fit their intended use. As such, the share of prospects and sales for this type are closely aligned.

What’s Next for Class 2b-3 Commercial Vehicles Now that you’re up-to-date on the current state of the class 2b-3 commercial vehicles market, don’t miss Part 2 of this blog series,, to find out more about where the market is heading. You’ll learn: • How new EPA guidelines provide flexibility for OEMs to meet emission guidelines • What customers will be looking for in class 2b-3 commercial vehicles in the future • Recommended actions you can take now to help you stay competitive Reach out to us with any questions or to learn more about how our commercial vehicle and fleet experts can provide you with a holistic view of current and future commercial vehicle supply, demand, inventory and sales data for more accurate and effective product and strategic planning.

FORDPROS MAGAZINE | OCTOBER 2024 19

WATCH+LISTEN+READ: TECHNOLOGY

Propane Powers the Future of Fleet EV Charging

A

fter decades of reliably providing energy as a vehicle fuel, propane is now reducing emissions as an EV charging solution.

As electric vehicles (EVs) increasingly become integral to fleet operations, the demand for reliable and sustainable charging solutions is rising. However, the electric grid is struggling to keep pace with the rapid expansion of EVs, creating significant challenges for fleet owners. In some cases, fleets may be waiting up to three years before infrastructure can be installed.

In response, propane-powered EV charging systems are emerging as a critical solution, offering a combination of cost-effectiveness, sustainability, and grid independence.

The technology utilizes a small-scale, self-sufficient power grid system – known as a nanogrid – powered by renewable energy sources like wind, solar, and a propane-powered generator. And because propane is abundant and resilient, it is uniquely poised to become an essential fuel of the future for propane-powered EV charging. This shift is particularly important as the transportation sector continues to explore diverse energy sources to ensure operational resilience. Today, multiple companies are providing solutions, including Enviro Charge, EV Power Pods, e-Boost, and Momentum Group.

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RELIABILITY WHEN IT MATTERS One of the biggest concerns fleet owners have when making the transition to electric is how they’re going to charge those vehicles — especially if the grid goes down.

Propane-powered EV charging eliminates this worry because the nanogrid is charged independently of the electric grid, so EV fleets will not be grounded. With solar and wind power working in tandem with the propane-powered generator, EVs can recharge regardless of the unexpected. Not to ention, these systems are portable and can be moved and installed in as little as 24 hours in areas where it’s needed most.

FOCUS ON SUSTAINABILITY While some off-grid charging solutions using diesel generators have faced ridicule in recent months for being a dirty solution

to an otherwise environmentally friendly vehicle option, fleet owners that choose propane-powered charging solutions won’t have that same worry. Propane is a lowcarbon energy source that reduces harmful emissions, accelerates decarbonization and is non-toxic to groundwater and soil. In light commercial microgrid applications (240kW generation system), propane offers environmental benefits with minimal nitrogen oxide and carbon monoxide emissions, along with a 24% decrease in carbon dioxide emissions compared to diesel.

COST-EFFECTIVE AND ACCESSIBLE At the end of the day, if a clean and reliable solution isn’t cost-effective for a business, it’s not viable.

Companies need to be financially sustainable to be environmentally sustainable. Compared to traditional EV charging infrastructure, propanepowered EV charging solutions are

“..propane offers environmental benefits with minimal nitrogen oxide and carbon monoxide emissions, along with a 24% decrease in carbon dioxide emissions compared to diesel.”

PROPANE POWERS THE FUTURE OF FLEET EV CHARGING

WATCH

not rely solely on the electric grid.

Propane-powered solutions offer fleet owners the opportunity to enhance their operations, meet sustainability goals, and reduce costs. As the EV market continues to expand, those who embrace propane-powered charging will be better equipped to navigate the complexities of a rapidly evolving energy landscape.

For more information on how propane can reliably power vehicles or provide power generation needs, visit Propane.com

LISTEN

“THE FUTURE OF FLEET EV CHARGING DOES NOT RELY SOLELY ON THE ELECTRIC GRID.” typically less expensive because they don’t require the same site preparation, permanent housing, or other costly charges that are incurred with permanent infrastructure. In fact, in some cases it cuts costs by as much as 75% or more. The abundant availability of propane in the United States likewise makes it a convenient and affordable option for EV charging nationwide.

DUAL-PURPOSE SOLUTION More fleet owners are deciding against operating an entire fleet with just one fuel type. Instead, they’re choosing multiple energy sources to

work in the duty-cycle in which each is best suited. In many cases, there are fleets operating both EVs and propane autogas vehicles — EVs for shorter routes with a smaller payload, and propane autogas for routes that require a longer range, heavier payload, and increased reliability.

For those fleets, there are even dualpurpose refueling and recharging solutions. The propane tank used to recharge the vehicles is connected to a refueling dispenser for propane autogas vehicles.

This gives businesses the freedom to operate both propane autogas and EVs with one refueling/recharging setup.

The future of fleet EV charging does

Jim Bunsey is the Senior Manager of Business Development for the Propane Education & Research Council.

(PERC) Jim can be reached at jim.bunsey@propane.com Visit Propane.com for more information.

FORDPROS MAGAZINE | OCTOBER 2024 23

WATCH+LISTEN+READ: TECHNOLOGY

COMMERCIAL TRUCK SUCCESS Observations of Technology in Commercial & Fleet ENHANCING EFFICIENCY

Technology in general streamlines various aspects of the sales process, allowing salespeople to focus more on engaging with potential clients and closing deals rather than getting bogged down by administrative tasks. One of the most impactful tools in this regard is Customer Relationship Management (CRM) software. Yes, we heard your groan!

No matter how your dealership – and you personally – choose to stay organized, it is vital that contacts and notes are properly accounted for. Two reasons why: First, it helps you stay on task, on time, and to follow through most effectively. That one is obvious and one of the key reasons for this technology in the first place.

Second, showing an activity log of you/your staff doing the right things makes a massive difference in the meetings with upper management when a low revenue month comes along. Sometimes the struggle really does come from a tough market, right? Have the evidence that you’ve done all you could, and

you’ll be able to hold your head high in those meetings. We’ve seen this quite a bit in 2024.

You’ve probably heard my mentor, Coach Ken Taylor, talk about “systems” at one time or another.

Solid systems give average salespeople an opportunity to become superstars, and we’ve seen that countless times. Poor systems lead to, among other things, people calling us to consult with their dealership!

STRENGTHENING NETWORKING This one is near and dear to our hearts at Commercial Truck Training. One of the great sponges we’ve had the pleasure of working with, Dale Covington, became a networking legend in Minnesota in 2019 and 2020 – two very difficult years to make successful networking happen. Dale’s story and career were unfortunately cut way too short in 2021 when he passed from cancer, but he left a legacy that embraced the combination of technology and networking into one: Dale believed that social media should be used in the way it was originally sold to us to join as users:

“I want social media to be my digital proof that I do what I say, network with the community. That way, when someone comes along that I haven’t met, or someone is vetting me on whether or not I believe in networking to grow not only my business but others, they’ll see all the proof they need on social media.”

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for social networking. He had a gameplan at every networking event, trade association meeting, and lunch and learn he ever went to: take as many pictures as possible – and post them. This process led him to quickly garner the playful nickname: “The Next Mayor of Rochester, Minnesota.” The person who gave him that nickname, by the way, was the Mayor of Rochester, Minnesota…

“I want social media to be my digital “proof” that I do what I say, network with the community. That way, when someone comes along that I haven’t met, or someone is vetting me on whether or not I believe in networking to grow not only my business but others, they’ll see all the proof they need on social media.”

That’s a conversation Dale and I had in the middle of 2020. Notice the lack of mentions of paid ads, SEO, “optimizing” or “influencer.”

Imagine if you could add those technologies to “digital proof” social networking efforts. It’s easier to do that now more than ever! By the way, virtual meeting tools like Zoom and Microsoft Teams have made it easier to connect with prospects and clients, regardless of geographical location. Your ideal territory is all fifty states after all, right? These tools facilitate face-toface interactions and presentations, which can significantly enhance relationship-building efforts and reduce the barriers imposed by distance. We talk about this quite a bit in the new sustainment series that follows our Ultimate Boot Camps.

TECHNOLOGY USE IT OR LOSE In summary, various technologies continue to be an indispensable ally for sales teams, driving efficiency, organization, and networking capabilities to new heights. Commercial and Fleet is no different, there just might be a

Will Brogan,

Observations of Technology in Commercial & Fleet few critical adjustments needed along the way. Your sales teams can optimize their efficiency, stay organized, and build stronger professional relationships easier than ever before. So reach out to your reps, whether from the groundbreakers at Work Tuck Solutions or anywhere else, and

Commercial Truck Training, (CTT) + One Nexus

make sure that your tools are working for you!

There are so many ways to find success in this business – let the technologies that are available to us assist you in that process!

LISTEN

WATCH

FORDPROS MAGAZINE | OCTOBER 2024 25

DEALERSHIP SUCCESS Shawn Horswill - Chief Data Officer, Work Truck Solutions

The Visionary Commercial Vehicle Dealer: Leading with Technology

T

he commercial vehicle industry is in a state of flux. Evolving customer expectations, economic uncertainty, and a rapidly changing technological landscape are forcing dealers to adapt or risk being left behind. As we navigate these turbulent times, one thing is certain: technology adoption is no longer optional. It’s a prerequisite for success.

THE VISIONARY DEALER Visionary dealers recognize that technology isn’t just a tool, it’s a catalyst for transformation. They embrace innovation, not out of fear of being outdated, but out of a desire to create a more efficient, customer-centric, and profitable business.

Think of a dealer who uses a digital inventory management system to predict demand, optimize inventory levels, and reduce carrying costs.

Or one who leverages an integrated CRM to track customer interactions, personalize marketing campaigns, and foster long-term relationships.

These are the dealers who are not only surviving but thriving in today’s market.

The rewards of being a visionary commercial vehicle dealership are significant. Streamlined operations translate to reduced costs and increased productivity. A superior customer experience leads to higher satisfaction, repeat business, and positive word-of-mouth.

Datadriven decision-making empowers dealership managers to make informed choices that drive growth and profitability.

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INVESTING IN THE FUTURE Although there is definitely a cost to implementing tech-forward strategies such as digital solutions, the cost of inaction is steeper.

Dealers who cling to outdated methods will find themselves struggling to compete. They’ll lose customers to more tech-savvy competitors, miss out on valuable sales opportunities, and see their profits dwindle.

The price of digital solutions is not an expense; it’s an investment in the future. A modern inventory management system can significantly reduce carrying costs,

Start by identifying the areas where technology can have the biggest impact. Then, develop a phased implementation plan that aligns with your budget and resources.

Remember, even small investments can yield significant returns.

BUILDING A TECH-SAVVY TEAM In today’s competitive labor market, attracting and retaining top talent is a challenge. The visionary dealer understands that a techsavvy team is essential for success.

They create a culture of innovation where employees are empowered to explore new ideas and leverage technology to its full potential.

“The rewards of being a visionary commercial vehicle dealership are significant. Streamlined operations translate to reduced costs and increased productivity.” leading to a direct improvement in the bottom line. We have recently seen both Ford and Stellantis make significant strategic changes based on customer data. Like OEMs, dealers can also leverage data gleaned from modern tech to formulate digital marketing strategies that can generate highquality leads and drive sales.

Budgeting for technology can seem daunting, but it’s essential to view it as a strategic priority.

Technology is constantly evolving, and employees need to stay upto-date to remain effective. By investing in your team, you’re investing in the future of your dealership.

Fortunately, top-tier solution providers, like Work Truck Solutions, are keen to provide ongoing training and guidance to ensure dealer success.

DEALERSHIP SUCCESS: TECHNOLOGY THE ROAD AHEAD The future of the commercial vehicle industry is bright, but it belongs to those who are willing to embrace change. Integrated CRM, inventory management, modern merchandising, and digital marketing technology are poised to revolutionize the way dealers operate.

Adaptability is key. The visionary dealer is not afraid to experiment, learn, and evolve. They understand that the only constant is change, and they’re prepared to lead the way.

Leadership plays a crucial role in this transformation. It’s up to dealership leaders to set the tone, champion technology adoption, and inspire their teams to embrace the digital age.

CONCLUSION The commercial vehicle industry is at a crossroads. The dealers who will thrive in the years to come are those who embrace technology, not as a threat, but as an opportunity.

They are the visionary leaders who understand that the future belongs to those who are willing to innovate,

“Adaptability is key. The visionary dealer is not afraid to experiment, learn, and evolve.

They understand that the only constant is change, and they’re prepared to lead the way.”

adapt, and invest in the tools and talent that will drive their success.

At Work Truck Solutions, we’re committed to empowering dealers with the technology they need to succeed in the digital age. We believe that every dealer has the potential to be a visionary leader, and we’re here to help you make that vision a reality.

BE SURE TO CONTACT SHAWN AT SHAWN.HORSWILL@ WORKTRUCKSOLUTIONS.COM FOR MORE TIPS

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KNAPHEIDE.COM © The Knapheide Manufacturing Company 2024

FORDPROS MAGAZINE | OCTOBER 2024 27

Elevate Your Commercial Vehicle Strategy: Insights from Industry Experts I

n today’s rapidly evolving commercial vehicle market, dealerships must adapt to thrive.

A recent Work Truck Solutions/ Ford Pro webinar provided expert guidance on how to do just that.

Kathryn Schifferle of Work Truck Solutions and Brandon Boynton of Grappone Ford shared valuable insights on driving commercial sales growth.

“If you can clearly define the who, where, and why of your customer, you are way ahead when it comes time for prospecting. You have to know who values your process and unique value and optimize for them.”

In the fast-moving 30-minute session, these two veterans of the industry emphasized that selling commercial vehicles is about more than just trucks; it’s about providing solutions and understanding the unique needs of each customer. A special emphasis was put on the importance of a customer-centric approach, where dealerships prioritize online presence, responsiveness, and building strong relationships.

This webinar, the first in a series, also stressed the importance of proactive prospecting, encouraging dealerships to actively seek out potential customers through online research, industry events, and collaboration with internal departments. Boynton and Schifferle emphasized that teamwork is crucial and that seamless collaboration between sales, parts, and service departments leads to a better overall customer experience.

—Brandon Boyton, Commercial Sales Team Leader & Sales Manager, Grappone Ford

“Customer-centricity is the whole point of everything right now. You have to center every initiative around what customers need and expect.”

—Kathryn Schifferle, Founder & Chief Vision Officer, Work Truck Solutions Schifferle and Boynton highlighted the need to know your ideal customer inside and out, understanding their business, challenges, and priorities.

They encouraged dealerships to leave some old-school sales tactics behind and embrace a more streamlined, customer-friendly buying process, including online credit applications, detailed online vehicle information, and flexible options like delivering the vehicle to the customer.

Serving customers well and garnering long-term relationships hinges on staying informed about industry trends and best practices.

Attending upcoming webinars in this series, which are designed to provide the knowledge and tools to excel, will help dealerships gain a competitive edge and maximize commercial department potential: MERCHANDISING COMMERCIAL VEHICLES: October 16th at 2pm ET/11am PT. FINDING NEW PROSPECTS/LEADS: November 13th at 2pm ET/11am PT. THE VALUE OF IMAGES/PICTURES (AND VIDEOS): December 11th at 2pm ET/11am PT.

Finally, the webinar highlighted the importance of a strong online presence, with dealerships including photos and informative vehicle descriptions on their commercial vehicle website. A well-defined sales process and a clear understanding of the dealership’s unique selling propositions were also identified as key factors for success in the commercial vehicle market.

FORDPROS MAGAZINE | OCTOBER 2024 29

UPCOMING TRADESHOWS & EVENTS

LEARN MORE AND REGISTER FOR THIS FREE VIRTUAL EVENT TODAY

Sandusky, OH — October 15-16, 2024

Registration ›››

NTEA's Commercial Vehicle Upfitting Summit brings together the vehicle upfitter community with chassis manufacturer technical and engineering experts.

This annual conference offers work truck industry professionals the chance to • Preview commercial vehicle updates • Engage with OEM engineers on critical upfitting issues • Learn about changes to powertrains, electrical systems, chassis structures and other vehicle systems • Speak directly with chassis OEM technical representatives and product specialists

Fleet Forward Conference San Diego, CA — November 6-8, 2024 Registration ››› Fleet Forward Conference is designed to deliver fleets solutions on electrification, charging infrastructure, connected vehicles, ADAS & autonomous technology, last-mile mobility, IoT & AI, shared mobility, Fleet Management as a Service, next-generation telematics, and more.

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OCTOBER 2024 | FordPros Magazine

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

WATCH+LISTEN+READ: RECIPROCITY

The Power of Reciprocity in the Commercial Vehicle Industry INTERVIEW WITH CANDY MCCOLLUM

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n the dynamic world of commercial vehicles, relationships matter. But what kind of relationships truly drive success? In a recent Commercial Vehicle Business Network (CVBN) podcast, Steve Henning and Candy McCollum discussed the concept of reciprocity, offering insights that can transform your approach to business partnerships.

•

Reciprocity builds stronger networks. Unlike transactional relationships, which can be fleeting, reciprocal connections foster trust and loyalty. This leads to more robust and enduring partnerships, creating a network of allies who can support your business’s growth.

Key Takeaways: •

Reciprocity is about recognizing mutual needs.

Successful collaborations aren’t just about what you get, but also what you give. Adopting this mindset from the outset creates a balanced foundation for any relationship.

•

•

Reciprocity fuels innovation.

When partners are focused on bringing value to the table, they’re driven to be creative and find new ways to be relevant to each other.

Reciprocity starts with understanding. If you truly want to build trust, it’s essential to understand the needs of your partners. Take the time to listen, ask questions, and empathize with their challenges.

•

Reciprocity unlocks hidden potential. When trust is present, unexpected synergies emerge.

Even seemingly transactional relationships can evolve into

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collaborative ventures, creating new avenues for growth and innovation.

This can lead to breakthrough solutions and unexpected opportunities.

•

Reciprocity expands horizons.

By focusing on mutual benefit, you can move beyond simple transactions. Sharing knowledge, resources, and networks can lead to new opportunities that wouldn’t be possible in a purely transactional environment.

Ready to explore how reciprocity can transform your business? Listen to or Watch the full interview to discover how you can build stronger, more meaningful, and ultimately more successful relationships in the commercial vehicle industry.

Candy McCollum

is the Business Development Manager/ Director for Comvoy.com She will be a guest speaker at Work Truck Solutions upcoming Fall 2024 CVB Summit!