FleetManagementWeekly AmeriFleet
October 11, 2016


Editor's Analysis & Top Industry News

Cybersecurity & Global Alliances

NAFA Fleet Management Association has released an outstanding whitepaper on cybersecurity. There is no question that fleets, especially, are at risk of hacking. Can you imagine the damage that would be done if your fleet were hacked by these thugs?

We were excited to hear about CEI’s new ‘Global Fleet SafeDrive Alliance™. The alliance consists of CEI in North America, CEPA in Latin America and the Caribbean, and VVCR in Europe, the Middle East, Africa, and Asia-Pacific. Wayne Smolda, CEI’s president and CEO said, “The Alliance represents the first time that multinational companies can come to one provider to manage their entire global fleet from a single platform.”

Finally, we are eager to attend the NETS Strength in Numbers Annual Fleet Safety Benchmark Conference this week. NETS is the sponsor of the annual Drive Safely Work Week campaign. We will tell you all about it next week.

Janice Sutton
Editor in Chief

Thought Leadership

Fleet Marketing – Guiding principles for fleet providers to improve marketing and increase sales.

Fleet Asset Management – Best practices for work truck management.

On Accident Management Learn ways to save money on your fleet’s collision repair costs.

Safety & Risk — Impactful driver safety and risk management tools and techniques.

The Fleet CX Toolbox – Solid steps to implementing and improving fleet customer experience.

The Sustainable Fleet – Strategic approaches to bring about a smarter, cleaner fleet.

BIG Data. BIG Results. BIG Future– We look at harnessing big data to achieve big results using cutting edge technology.

Talent Management – Smart guidelines to help you manage the talent in your workplace.

TCO Trends – Expert View — A global look at fleet total cost of ownership trends.


VIDEO: The Importance of Diversity at AmeriFleet

AmeriFleet President John Norris talks about the importance of diversity in his organization, and how it can lead to good business decisions.

VIDEO: Negative Days to Sale
  FLD’s OnceOVR Pro App Can Create Negative Days to Sale

The OnceOVR Pro app from FLD can actually create negative days to sale! For example, the vehicle could actually be sold before the driver parks the vehicle and picks up a new one.

VIDEO: Safety Tip
  Changing Lanes – Collision Free

Did you know you are three times more likely to be in an accident when changing lanes? Watch this video from Driving Dynamics for tips on how to avoid these dangers.

The Fleet Spot

wayne smolda CEI Forms First Global Fleet Safety Alliance

The CEI Group, Inc., CEPA SafeDrive and VVCR International announced today they have created the Global Fleet SafeDrive Alliance™, which will offer the first turnkey, fully integrated multinational fleet safety program.

The Alliance’s services will include driver and fleet risk assessment, driver behavior monitoring, and remedial and pro-active driver safety training, with the goal of reducing accidents, saving lives and avoiding billions of dollars in costs related to fleet accidents worldwide.

“The Global Fleet SafeDrive Alliance is creating the platform that for the first time will enable managers of a multinational fleets to begin to standardize their safety programs on a worldwide basis,” said Wayne Smolda, CEI’s president and chief executive officer. “But it will also allow the fleet’s program to be adapted to the laws, regulations, equipment and culture of each country in which they operate.”


nafa webinars NAFA Releases Urgent Cybersecurity Whitepaper

The increasing usage of digital tools, connectivity, and platforms in modern automotive products poses a singular challenge to vehicle drivers, owners, and those who supervise fleets of vehicles.

Cars, trucks, and the ”Internet-of-things” open multiple attack surfaces for hackers. With semi-autonomous vehicles and impending fully-autonomous vehicles ceding even more control to technology, NAFA Fleet Management Association (NAFA) is speaking out on the subject.

Unparalleled in its commitment to the security of fleets, NAFA presented the webinar ”Fleet Management and the Connected Vehicle” on October 5. Continuing with this mission, NAFA has issued a companion whitepaper. ”Fleet Management and the Connected Vehicle” can be downloaded for free at: http://www.nafa.org/download.php?f=832


DONLEN Donlen Releases Advanced Courtesy Dealer Portal to Enhance Customer Delivery Experience

Donlen has released Agent Central eDraft, an advanced electronic draft portal that provides courtesy delivery dealers with enhanced visibility to vehicles on order through each step of the production phase.

From the moment a vehicle is assigned to a dealership, they will have access to comprehensive data that will allow them to prepare for the delivery, and in turn get vehicles to their customer’s drivers more efficiently.

With this new portal, Donlen’s courtesy delivery dealers will be able to deliver vehicles faster and more efficiently to drivers, improving the driver and dealer experience for fleet customers.


ARI Logo ARI to Showcase Ways to Improve Your Fleet’s ROI at the Fleet Technology Expo

ARI will participate in two presentations at the Fleet Technology Expo Oct. 17-19 in Schaumburg, Illinois.

ARI Director of Sales North and West Mark LeGrand will showcase ways a company can ensure the vehicles in its fleet are on the road supporting positive revenue flow instead of spending unnecessary time in the shop.

“All too often, a fleet is seen as an unavoidable expense – just another cost of doing business,” LeGrand says. “But ARI has a new data-driven approach that will turn that perspective on its head.”


On Accident Management

Contrary to what you might think, collecting from drivers without insurance is not impossible – it’s just very difficult.

By Steve Steinberg, CEI Manager of Loss Recovery

Recovering damages from at-fault third party drivers is one of the most powerful ways that fleets can reduce the net cost of accidents. At CEI, we’ve seen subrogation recover an amount equal to as much as 50% of a fleet’s total original repair estimates.

It’s one thing when you demand payment from a driver who’s insured, but it’s another thing altogether when it comes to collecting from drivers who are or claim to be uninsured. According to the Insurance Research Council (IRC), there are some 30 million uninsured drivers in the U.S., and if you’re in a collision with another vehicle, there’s about a one in eight chance the other driver won’t be covered.


Talent Management

Diagnose and Analyze the Situation

By Mike Cieri, MSIR, Vice President of Mardac Consultants

Last month we looked at “how to calm the customer” This month lets spend some time on diagnosing and analyzing the situation.

The following four-step process can be extremely effective in handling a difficult customer:

  1. Be aware of your personal perceptions, biases, and reactions.
  2. Calm the customer with basic counseling skills.
  3. Diagnose and analyze the situation.
  4. Work with the customer to develop an action plan for solving the identified problem.

    Often miscommunication occurs because not enough information has been gathered and analyzed.


Distracted Driving


Most motorists know that driving while distracted is extremely dangerous, yet they continue to do it anyway in frightening numbers.

You might consider it a case of collective cognitive dissonance if distracted drivers felt stress or mental discomfort over the contradiction.

Dr. Breeda McGrath, Dean of Academic Affairs at The Chicago School of Professional Psychology, explained that people are lulled into feeling that driving doesn’t require their full attention. As modern cars become more automated and less dependent on driver inputs to operate smoothly, that false sense of security is only reinforced.

This result is motorists’ belief that they’ve got this driving thing handled so they can perform other tasks simultaneously — which they decidedly cannot.

According to the Centers for Disease Control and Prevention, 3,154 people in 2013 were killed in crashes involving a distracted driver. That’s in addition to 424,000 injuries linked to distracted driving, a 10 percent increase since 2011. All told, distracted driving was implicated in nearly 1 out of 5 crashes.

“Most drivers feel safe and in control, and therefore act accordingly,” McGrath told Cars.com. “Driving can feel like a passive, automatic activity that doesn’t require thinking, so in that state, people are free to think [about] a variety of other activities, things they want to do, people they need to connect with. It’s essentially about multitasking.”


Fleet Trends & Issues

FedEx driver charged in South Jersey road-rage incident involving school bus

Philly Voice

A South Jersey man was criminally charged Sunday in connection with an alleged road-rage incident involving a tractor-trailer and a school bus, authorities said.

Lakewood Police Detective Lt. Gregory Staffordsmith announced that 48-year-old Sigmund Winiavski, of Maple Shade, was charged with one count of aggravated assault following a three-week investigation.

The incident, which was captured on video by a motorist, occurred Sept. 14 near the Garden State Parkway in Lakewood.


Study-Abroad Programs Address a Risk: Road Fatalities

New York Times

Early on a morning in June, Shannon Marie Nuth, just shy of her 25th birthday, was returning to Antigua after spending the weekend near Lake Atitlán, Guatemala. The bus she was riding in went out of control, flipped several times and crashed.

“She was thrown from the vehicle and killed instantly,” Joseph Nuth said of his daughter, who had been studying Spanish at a non-university program to help with her volunteer work at home in Prince George’s County, Md. She had recently been accepted into a master’s degree program in counseling at the Chicago School of Professional Psychology.

Ms. Nuth fell victim to a danger that American students may not recognize in advance: the risk of being killed in a road crash while studying abroad.


German Carmakers Rush to Grab 5G Tech

TU Automotive

The more connected cars become, the more data they need at faster speeds and greater reliability.

This is the promise of 5G and the founding purpose behind the new 5G Automotive Association, a joint collaboration between global telecoms and carmakers.

The founding members are Germany’s big three of Daimler, Audi and BMW, along with Ericsson, Huawei, Intel, Nokia and Qualcomm. The association says that it’s open to more partners.


Self-Driving, Electric Car Future Not Necessarily Cleaner, or Cheaper

Detroit Free Press

There’s little question that autonomous vehicle development will do more to spur electric vehicle sales than $6-a-gallon gas, but would a surge of EVs on our roadways bring an environmental benefit?

That depends on where you live. In Michigan and most of the industrial Midwest the answer is no, according to a study conducted by Stephen Holland, professor of  economics with the University of North Carolina, Greensboro.

In Los Angeles, San Francisco, Portland, Seattle and the larger cities of Texas, the answer would be a resounding yes. In New York, it’s basically a wash.


Insurance Rates for the Wealthy

The Washington Post

Think having a pristine driving record will guarantee you a low rate on car insurance?

Earning a fatter paycheck may make more of a difference, according to new research by the Consumer Federation of America, a consumer advocacy organization.

The group requested insurance quotes in 10 major cities for two hypothetical drivers. One person had a higher-paying job but had either caused a bad accident or been in trouble for driving under the influence.


Fleet Marketing

The key to becoming a more vital cog in the engine that keeps your company moving forward is aligning marketing goals with sales goals.

By Ed Pierce, Fleet Industry Marketer

While my career’s worth of experience proves differently, marketing is still perceived as a discipline focused on positioning. Marketing education, marketing tools, and even today’s digital applications all concentrate on measuring branding, messaging, and communications effectiveness.

Because the goal of marketing is to promote a company brand with a particular market niche or industry, however, it automatically takes a back seat to sales in the eyes of salespeople, the CFO, and even the CEO.

Do you ever have to fend off sales reps’ complaints about Marketing’s ineffectiveness in helping them achieve their sales goals? Do you ever wish you could report to senior management about the number of deals closed in the past month rather than the number of positive impressions among the target audience you achieved?


A Changing Industry

The Detroit Bureau

The auto industry is going to look dramatically different in the next 15 years than it does now, according to McKinsey & Co. Senior Partner Hans-Werner Kaas, largely due to the technological leaps that will occur between now and then.

Kaas, speaking at Autoblog’s UpShift conference in Detroit this week, said that the advancement of electric vehicles, in-car connectivity, autonomous vehicles and mobility services are the forces driving diversity and change in the industry.

Perhaps the key component to all of this “convergence” as Kaas described, is the improving range of electric vehicles.


Fleet Management Resources
AFLA – Automotive Fleet & Leasing Association
Providing the advanced forum for corporate fleet professionals to network with industry leaders.
The CEI Group Inc.
CEI is North America’s largest provider of fully integrated fleet accident management, driver safety and risk management services.
NAFA Fleet Management Association
NAFA is the association for the diverse vehicle fleet management profession regardless of organizational type, geographic location, or fleet composition.
Offering a nationwide vehicle delivery and relocation service; serving the corporate and commercial fleet industry.
Since 1965, Donlen has been the fleet management industry’s leading provider of comprehensive, integrated financing and asset management solutions — and that spirit of innovation continues today.
PARS' mission is to provide you with high-quality service at competitive prices for all of your transportation needs.
Driven fleet professionals. Driving results.
Driving Dynamics
Driving Dynamics was established to help corporate fleet drivers develop expert, safe driving skills using proven, advanced driving techniques.
Wheels, Inc.
First in fleet for 76 years. Wheels helps you build tomorrow’s fleet today.

Index to FleetManagementWeekly.com 
Fleet Management Weekly Newsletter Archive
Access to back issues of the FMW newsletter.
Fleet Telematics
How telematics is rapidly changing the fleet management landscape.
Fleet Videos
Video clips of industry leaders speaking on a variety of engaging hot topics in fleet.
Fleet Safety
News and practices to help you bring your drivers home safely, every day.
Contact Us
Fleet Trends & Issues
A wide scope of topical news for today’s fleet professionals.
Fleet Sustainability
Focusing on the challenges and solutions inherent to building and managing today’s sustainable fleets.
Media Kit