March 6, 2018

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Editor's Analysis & Top Industry News

Coaching for Success!

Former Big Ten and NBA basketball player Walter Bond is a riveting motivational speaker and writer. “Get Out of Your Own Way” is Walter’s stern advice to us this month. And then. like the good coach he is, Walter gives us some strategies to do just that!

We love the logistical concept of AFLA’s Spring Forum, which will be available to a much wider audience this year. On April 12th, registrants can participate in person in two locations or by live-streaming the event on their browsers. We predict that we will enjoy more events set up like this.

Finally, congratulations to NAFA’s Fleet Excellence Awards finalists! It is so exciting and such an honor to be nominated. Well done!

Enjoy the issue and do visit our newly redesigned website. Please let us know what you think!

Janice Sutton
Editor in Chief

Thought Leadership

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

Fleet Asset Management – Best practices for work truck management

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

Fleet Spectator A 360 view of the fleet industry

Globally Speaking — Perspectives on the multinational fleet

In the Public Interest — Successfully managing the government fleet

On Fleet Driver Management Solutions to improve your fleet’s accident rate and cut costs on collision repairs

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

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

Think, Execute, Win!Leadership tips from NBA Star and motivational speaker Walter Bond

VIDEO: ARI’s Fleet Health Card Continuously Monitors Your Fleet’s Vital Signs

The Fleet Health Card from ARI is a powerful tool. It pulls together different information – and it helps fleet managers make better, faster decisions.

VIDEO: An Experienced Upfitter

 Dejana’s Depth of Upfitting Experience

Unlike most other upfitters, Dejana is in multiple verticals and has an impressive depth of experience with manufacturing and process improvement.

VIDEO: Fleets and Mobility

 What Does Mobility Really Mean for Fleet?

Fleet managers are ideally positioned to be change agents for mobility, and NAFA is ready to help make that happen.

The Fleet Spot

Ask Alexa, “What’s New at ARI?” During NTEA’s Annual Work Truck Show

ARI’s team of truck and supply chain specialists set to discuss the latest fleet management challenges as well as the company’s ongoing Amazon Alexa pilot program

ARI® will once again exhibit at NTEA’s annual Work Truck Show held March 6-9 at the Indiana Convention Center in Indianapolis, Indiana. Located at booth #4784, ARI’s team of truck and supply chain specialists will be on hand to explore solutions for some of today’s most critical fleet challenges.

ARI will also host a press conference on Wednesday, March 7 from 1:00 – 2:00 p.m. in room #242 that will provide an overview of the company’s ongoing Alexa integration pilot program which allows fleet managers to request fleet data with simple voice commands from any Alexa-enabled device.


AFLA 2018 Spring Forum Registration Open

AFLA is excited to offer a new educational opportunity for its members this year.

The 2018 Spring Forum — April 12, 2018 — will allow registrants to participate in live audiences in Minnesota and New Jersey, or by live-streaming the event through their web browser.

This one day event will feature three sessions focused on the topics of Diversity & Inclusion, Safety Implications of Autonomous Features, and the Fleet Impact of Geo-Political Changes in the EU and US. Each session will be presented to a live audience and live-streamed to all other event participants. Register now to reserve your spot!

Attendees at either of the live host sites will have time for networking and will be provided with lunch.

Finalists Announced for NAFA’s Fleet Excellence Awards

FLEXY Awards honor High-Impact Fleet Professionals

NAFA Fleet Management Association (NAFA), the vehicle fleet industry’s largest membership association, announces that finalists for NAFA’s 2018 Fleet Excellence Awards have been chosen. Winners will be named during the Sixth Annual Fleet Excellence Awards presentation on Tuesday, April 24, 2018, at the Anaheim Convention Center, Anaheim, Calif. during NAFA’s annual conference, the Institute & Expo (I&E).

The Fleet Excellence Awards (or FLEXY for short) shine a spotlight on those who have impacted fleet management in both the corporate and public fleet segments during the previous year. Three finalists were chosen for each of the seven categories.


The Electric Vehicle Revolution for Government Fleets

There are going to be heroes in this revolution. My advice to government fleet managers everywhere is to embrace it, because there’s no stopping it. Your choice is simple: get on board or be left behind!

By Robert S. Martinez, Deputy Commissioner, New York City Police Department

Over the past 12 months, the all-electric vehicle revolution has accelerated to the point that there should be little doubt in anybody’s mind that EV’s are the future of government fleets, if not the world’s. Now, it’s time that every government fleet consider getting on board. What makes me say that? Four game-changing news items since the beginning of last year:


Fleet Marketing

By Ed Pierce, Fleet Industry Marketer

Last month, we identified the Productivity Conundrum: While improved marketing effectiveness is our goal, quantifying effectiveness is difficult given its role as an adjacency to goods and services, rather than to their production.

Still, there are some possible steps we can take to develop better measures of marketing productivity. This month, we will look at two of them.

The first approach is summarized by Jagdish Sheth and Rajendra Sisodia, who state that any measure of productivity improvement for a prospective marketing initiative must include the value of the effort (both customer acquisition and retention).

Customer Acquisition and Retention
The measure for acquiring customers consists of the revenue attributable to marketing actions that bring in new customers, divided by the costs of those actions, adjusted by a Customer Satisfaction Index (CSI). The measure of customer retention calls for changing the ratio of revenue/cost for existing customers by a Customer Loyalty Index (CLI), which addresses customer “churn.”



Think, Execute, Win!

By Walter Bond, Hall of Fame Business Speaker & Former Big Ten & NBA Basketball Player

It’s another start to the day. Another start to a new week or new month. But what happened? What happened to the plan of attack you created? What happened to the strategies you determined would get you from here to there?

Aren’t you tired of doing the same thing over and over again only to realize it’s not delivering “‘Your Best.” That your approach is NOT getting you to the next level?

So, you rationalize by saying, I’m tired. I’m frustrated. I’m exhausted. I can’t do it. It doesn’t necessarily require all effort that I thought it does. I forgot. I just didn’t feel like it. I found a shortcut. Those are just a few of the ways we excuse ourselves for not doing what we know we really need to do.

But why do we keep doing things that don’t lead us to the harvest we want? Why do we think we can do things our old way and get something new? It never happens and it never will. It’s time for us all to Get Out of our Own Way. What do I mean by that?



Vehicles and Climate Change

The Detroit Bureau

Although Lord Nicholas Stern is “more worried that I was a decade ago,” technological advances in the auto industry offer some hope for the future against the impact of climate change.

Ford Motor Company says it is planning to build 40 electrified vehicles for its global lineup by 2022. Sixteen of the new vehicles will be fully electric and the rest will be plug-in hybrids, executives said.

“No one can predict the consequences of climate change with complete certainty; but we now know enough to understand the risks. Mitigation – taking strong action to reduce emissions – must be viewed as an investment, a cost incurred now and in the coming few decades to avoid the risks of very severe consequences in the future,” the Stern Review noted.

“If these investments are made wisely, the costs will be manageable, and there will be a wide range of opportunities for growth and development along the way,” it added.

Stern said this week the challenges remain daunting. The world will be required, by population growth, the size of global economy is likely to double in the next 20 years and the urban population around the world in the next 35 years.

Read the article at The Detroit Bureau.

Fleet Trends & Issues

NASA and Boeing Studying “Urban Air Mobility”


Last year, Boeing bought Aurora Flight Sciences, whose projects include a new flying taxi being developed with Uber Technologies Inc.,

By the early 2020s, flying cars – electric passenger drones, seating two to five travelers – could drive to the airport by roadways and then accelerate down runways into the sky, with what NASA describes as “Urban Air Mobility.”

“It’s extremely costly to certify new aircraft, even when you’re certifying it for a well-established use and with well-established rules,” said Steve Wallace, a former FAA official who oversaw accident investigations and also worked in the agency’s certification branch. “Here we’re trying to open up a whole new use where there aren’t any rules. That’s an enormous task.”

Read the article at Bloomberg.

How Many Miles Does it Take to Build a Better Driver?


Although Waymo’s test fleet has logged 5 million miles driving in autonomous mode on public roads, it still may be far from what it needs to do.

A 2016 study by RAND Corp determined that demonstrating the reliability of autonomous vehicle technology to handle anything that could happen on public roads, in terms of reducing traffic fatalities and injuries, could require hundreds of millions or even hundreds of billions of test miles.

“They do have a meaningful lead – nobody else comes close to the millions of miles Waymo has driven on roads over the past decade,” said Nidhi Kalra, a San Francisco-based RAND scientist who was the lead author of the 2016 report. “It means they are finding the rarer and trickier situations and learning more and more. There’s just no true substitute for this.”

Read the article at Forbes.

Will Your Car Know What You Are Thinking?

Detroit Free Press

At Nuance Communications’ Drive Lab in Farmington Hills, you will hear terms like “cognitive arbitrator” and “gaze detection” as engineers take voice recognition into new areas.

By creating a system that links the ability to recognize spoken commands to gaze detection, the driver will be able to ask about signs, businesses and attractions along the road and receive suggestions based on his or her preferences.

“The idea is to be able to make anything a designer can draw,” said Bob Kinney, Faurecia vice president of engineering and R&D.

Read the article at Detroit Free Press.

European Drivers are Ditching Diesel Vehicles

The Guardian

As the industry and government were pushing diesel vehicles on the promise of cutting carbon dioxide emissions, the world is now more urgently addressing its NOx emissions which have fouled urban areas and contribute to 40,000-50,000 premature deaths a year in the UK alone from air pollution.

This week, judges decided that German cities in the heart of Europe’s biggest car market, have the right to ban diesels on their streets, and Rome’s mayor proposed an outright ban from 2024, a year before Paris expects the same.

“The bottom is falling out of the diesel car market, to the point where one of Mark Lavery, chief executive of Cambria Automobiles managing directors couldn’t persuade his own mother to buy one: “His mum is 74, has driven a diesel for the last 15 years and has now changed it for a petrol one – a higher carbon-emitting, more polluting car.”

Read the article at The Guardian.

Fleet Spectator

By Mark Boada, Senior Editor

Unless you operate on the West Coast, you may not be aware of an environmental wonder fuel called “renewable diesel.” But if you have diesels in your work truck fleet and operate anywhere else in the U.S. or Canada, and particularly off road, someday it may be your fuel of choice, if there’s enough of it.

Right off the bat, it’s important to know that renewable diesel is not biodiesel. Both are made from animal fats or vegetable oils, via different processes that give them different chemical properties. The basic difference is that biodiesel retains the oxygen found in its source materials, while the process used to make renewable diesel removes the oxygen and infuses the fuel with hydrogen.

While a relatively simple difference, the results are dramatic: RD burns far more cleanly than any other type of diesel fuel, including ultra-low sulfur diesel (ULSD) and BD. A 2015 study by the California Environmental Protection Agency concluded that renewable diesel generates about 30% less particulate matter emissions, 5% less total hydrocarbons and 10% less nitrogen oxides than ULSD, the latter being even slightly less than biodiesel.

Renewable diesel offers fleet operators another advantage. READ MORE


Changes at Sixt

Sixt bundles all products in the Corporate Customer segment to systematically expand digitalization

  • Vinzenz Pflanz takes over direction of the newly created Group Sales division
  • Oliver Popkowitz takes over direction of the SME & Digital Sales division
  • Both divisions report directly to Chief Sales Officer Konstantin Sixt


Sixt is aligning its sales structure to meet its corporate clients’ changing mobility needs. All Group products, for instance, including car rental, RideHailing, leasing, fleet management and innovative mobility products, are to be bundled and distributed to corporate customers under unified management.



The Trouble with Tariffs


President Donald Trump has threatened to impose tariffs on European cars that has made the prospect of an all-out trade war more and more of a possibility.

A trade war would almost certainly raise the prices of cars for all consumers, not just European cars, since American companies would have an incentive to raise their own prices if they were competing with companies whose prices were forced higher by tariffs.

“Trump’s new attack on European automakers is mostly a direct threat at Germany, which exported $23 billion in cars to the United States in 2016, according to data aggregated by the Massachusetts Institute of Technology. But large German automakers also have a sizable presence in the United States, with BMW employing thousands of workers in South Carolina and Volkswagen employing thousands more in Tennessee. Those manufacturers produce hundreds of thousands of cars in the United States each year, many of which are later exported to buyers in Asia and Europe.”

Read the article at Jalopnik.


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 78 years. Wheels helps you build tomorrow’s fleet today.

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