FleetManagementWeekly AmeriFleet
January 4, 2017


Editor's Analysis & Top Industry News

Forecasting 2017

We are delighted to welcome Susan A. Lund, president of MR3 Consulting, with the first of her new monthly columns: Ignite Your Selling Potential. Susan says, “Regardless of your role, everyone is selling or un-selling during every conversation.” Marketing expert Ed Pierce, in his column, gives us sage advice on planning a winning, customer-centric sales budget.

In Fleet Forecast 2017, Kristi Webb, CEO of Element Fleet Management, focuses on four trends she sees in analytics-driven fleet management. Fleet expenses is the topic of Mark Boada’s new column: 2017 Fleet Outlook: Cost Increases Accelerating.

Deadline approaching: NAFA FLEXY Awards submissions close on January 20th – this is your opportunity to nominate an outstanding fleet professional for these prestigious awards — it’s a huge honor.

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.

Guidance for the Multinational Fleet — An expert’s view on the global fleet.

BIG Data. BIG Results. BIG Future– Harnessing big data to achieve big results using cutting edge technology.

Customer Driven — Engage your organization to create customer loyalty, trust and superior service.

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


VIDEO: Driver Safety and The One-Second Advantage

The best way for drivers to stay safe is to see further ahead – so that they can identify problems that might occur, and then avoid them completely. This award-winning safety program is built around that philosophy.

VIDEO: The Customer Experience Revolution
  Understand Customer Experience, or Get Gone

Expectations of customer experience and user experience are rising all the time. That’s true for consumers of every age, but it’s especially true for people under 35.

VIDEO: Phone Usage When Driving
  A Better, Safer Way to Use Your Phone When Driving

Whether you’re making or receiving calls or texts, checking your calendar, or using navigation functionality – this simple but efficient technology offers a better, safer way to use your phone when driving.

The Fleet Spot

international-fleet-meeting-2017 Save the Date: International Fleet Meeting

If you oversee an international fleet, Geneva, Switzerland will be the place to be on March 8, 2017!

Held on the second press day of the Geneva International Motor Show, the International Fleet Meeting features speakers Markus A. Falk, CFE, VP and Head of Global Procurement Organization SAP SE; and Jürgen Freitag, Head of Global Commodity Fleet, Siemans AG. They will be followed by a panel discussion.

This is an outstanding opportunity to network with global fleet professionals!



flexy Submissions For NAFA’s 2017 Fleet Excellence Awards Conclude In January

The fleet industry is a powerful think-tank where great ideas in management, sustainability, and even the very design and adaptation of automotive vehicles are born.

Each year NAFA celebrates the great ideas and money- and time-saving concepts that rise from the innovation of the fleet profession. NAFA’s Fleet Excellence Awards (FLEXY) honors the game-changers in the profession.

The 2017 Fleet Excellence Awards submission deadline is January 20, 2017. Embarking on its fifth year, the FLEXYs will once again award in the fields of sustainability, safety, and overall fleet management achievement.


Average Price Of Used Cars Rises 30 Percent Over Last Year Used-Car Prices Fall for 1st Time Since Recession

Detroit News

After years of climbing higher, used-car prices have been heading down. This year, used-car prices declined about 4 percent on average compared with 2015, and the trend may continue for another year or two, industry watchers said.

“This is the first material decline we’ve seen since the recession,” said Jonathan Banks, an analyst at J.D. Power.

The company’s Used Car Guide looks at the prices of pre-owned cars up to 8 years old. This year, when it tracked the prices of 2008-16 model year cars, it found that prices had fallen in 14 out of 16 categories when compared with 2015, when the guide tracked the prices of 2007-15 model year cars.


webinar Register Now For The First Of TWO Great January Webinars, “Application of Advanced Technologies on Risk Management/Crash Reduction,” Wednesday, January 11, 2017!

This webinar will be presented by Michael Backman, General Manager for Mobileye.

Through the use of artificial intelligence, Collision Avoidance Systems (CAS) and Advanced Driver Assistance Systems (ADAS) are ushering in a transformation in road safety. The technology is able to detect lane markings, vehicles, pedestrians, and cyclists. In doing so, the systems can perform detailed interpretations of the visual field in order to anticipate possible collisions.

The technology is revolutionizing road safety as regulatory authorities around the world are increasingly mandating the technology for vehicle makers for all of its life-preserving qualities.

Click here to register today!


Fleet Marketing

The real value of customer-centric sales and marketing comes from establishing more meaningful and profitable relationships with your customers

By Ed Pierce, Fleet Industry Marketer

More often than not, sales budgets are built the old-fashioned way: by either incremental percentages or a number agreed upon with the sales team. Or, at most, it is the aggregate of a company’s product lines and the territories it covers.

While the second approach is probably more accurate than the first, neither is as realistic as a customer-centric sales budget. In both of the traditional cases, the sales team often struggles with the planning part. It’s just too hard to understand what has to be done to achieve the numbers — especially if there are new team members.

The strength of a customer-centric sales budget and plan comes from a foundation based on three solid components:


Fleets in the New Year

Fleet management, like most industries, has been completely reinvented in recent years by a dedication to analytics.

By Kristi Webb, CEO, Element Fleet Management North America

Fleet is now tech-focused. It’s data-oriented. And it’s global. All these factors will continue to drive trends as the calendar turns to the New Year.

Element Fleet expects our industry to continue evolving at an incredibly rapid pace in 2017. While there are many developments to be aware of, here are four we’re focused on as the New Year dawns:

Advanced analytics paves way for real time insights

Someday soon, a connected vehicle will send as much as 25 gigabytes of data per hour to the cloud. That’s a lot of data, especially when coupled with data from your customer orders and day-to-day operations. But how can all this information come together to provide value?

Advanced analytics offers a faster way to bring more sources of data together, delivering insights and recommendations about engine performance, weather and location, accident information and even driver behaviors – such as speeding, idling, and harsh braking – in real time.

How we keep drivers safe will continue to evolve


Ignite Your Selling Potential

By Susan A. Lund, President of MR3

We are pleased to introduce a new series, Ignite Your Selling Potential, to help you, your team and your organization drive revenue and results FAST. Regardless of your role, everyone is selling or un-selling during every conversation.

If you can get everyone on the same road, driving for performance consistently delivering value to your customers during every interaction, you can dominate any market and any industry!

Here is what you can expect. Each month, you will receive a message from me to Ignite Your Selling Potential!

You may be asking, What’s in it for me???

  • Drive for performance and gain a competitive advantage!
  • Ignite your, your team’s and your organization’s selling potential!
  • Get everyone on the same road to consistently deliver value to your customers.
  • Gain practical tips to Transform Activity Into Productivity®
  • Become a person of influence

    Fleet Trends & Issues

    Uber and Lyft Carpooling Services Could Replace 75% of Vehicles


    It’s not a shocker that carpooling apps could reduce traffic congestion.

    But now MIT researchers estimate that successful use of ride-share apps like Uber and Lyft could reduce the number of vehicles on the road by a whopping 75% without slowing down travel.

    Using their own algorithm, the MIT researchers estimated that 2,000 four-person cars could cover nearly all (95%) of the demand for taxis in New York City, with an average wait time of less than three minutes, for example.


    Mellow Drivers? Study says States with Medical-Marijuana Laws Have Lower Traffic Fatality Rates.

    The Washington Post

    States with medical-marijuana laws have fewer traffic fatalities than those without, especially among younger drivers, a new study has found.

    You would think crash rates might be higher, supposing that more drivers are, too — especially around midnight, when a run to a 7-Eleven becomes necessary.

    But, no. Researchers at Columbia University’s Mailman School of Public Health found an 11 percent reduction in traffic fatalities on average when examining places that have enacted medical-marijuana laws — 23 states and the District of Columbia.


    Automakers Prepare for an America That’s Over the Whole Car Thing

    The New York Times

    For decades, automakers have been able to count on a fundamental fact of American life: You pretty much need a car to get around.

    But lately, novel technologies, including ride-hailing services like Uber and advances in self-driving cars, are creating new alternatives for commuting, shuttling children and going to the store — particularly in urban settings.

    There are also demographic and economic trends in play. Many younger Americans do not consider owning a car a goal or necessity — or a necessary expense.


    Connected Car Industry Expected to Exceed $130B Annually by 2019

    The Detroit Bureau

    Drivers pushing for real-time navigation information.

    The global connected car market is expected to grow into a $131.9 billion industry by 2019. It will be a separate business, but it will be linked to the auto industry, according to a new report.

    The report from Transparency Market Research report, titled “Connected Car Market – Global Industry Analysis, Size, Share, Growth, Trends and Forecast 2013 – 2019,” was reinforced by news from GM China that Shanghai Onstar has more than 1 million customers new across China.


    Fleet Spectator

    Fleet expenses across the board are likely to increase at a slightly faster rate in 2017 than they did last year

    By Mark Boada, Senior Editor

    While in most areas the hikes are expected to be moderate, in two areas – fuel and accident repairs — they’re expected to outpace the general rate of inflation.

    The consensus estimate among economists is that, barring any major global shocks, the U.S. economy is going to grow a bit more quickly this year, at a rate of between 2.1 to 2.6 percent compared to 1.6 to 1.9 percent for all of 2016. Faster growth is also expected to be accompanied by a higher rate of inflation and higher interest rates.

    None of this changes the fact that all of the numbers remain below historic averages — inflation has averaged about 3 percent for the past 80 years — but they do indicate that they have already bottomed out and that all figures have started to revert back toward historic norms. Aggravating the situation is that with unemployment already below 5 percent and expected to fall to 4.5, employers are being forced to raise salaries and wages.

    All of this means corporate profits will be squeezed in 2017, and fleets will be facing mounting pressure to control expenses even as they watch operating costs on all fronts to go higher more quickly from this point onward. Here is a quick look at some of the details:


    Global Fleets

    Fleet Logistics has three main priorities in the coming months: to integrate and harmonize its IT systems, to standardize its business processes and to adapt the organization to the new standards and approach.

    That’s the view of Chief Executive Officer, Dr Jörg Löffler, as he marks his first 100 days in the business at the helm of Europe’s largest independent fleet management company, having joined at the end of the summer.

    Fleet Logistics recently celebrated 20 years in the international fleet management arena and currently has over 180,000 vehicles under contract on behalf of major corporate clients throughout Europe, the Middle East, Asia Pacific and Latin and Central America.


    Distracted Driving

    The Guardian

    A couple whose five-year-old daughter was killed after a distracted driver drove into their car is suing Apple for failing to introduce an iPhone safety feature it patented in 2014 to discourage people from using FaceTime while driving.

    The lawsuit, filed in Santa Clara superior county court, relates to an incident that took place on Christmas Eve 2014, when a driver allegedly using the FaceTime video chat application on his iPhone 6 Plus drove into the car of Bethany and James Modisette.


    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.

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