March 2, 2021

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Editor’s Analysis & Top Industry News

The 80/20 Rule and the Fleet Driver

Pareto’s 80/20 rule holds true for fleet drivers; a study revealed that 20% of drivers were involved in 79% of traffic incidents and 76% of violations. What to do? Ed Dubens writes an engaging article about how to train those 20 percenters.

One of the best articles I have read about electric vehicles and the value proposition for fleets is in this week’s issue. Marc Geller, a director with the Electric Auto Association, gave FMW a wide-ranging interview on the state of EVs, now especially bright in view of the renewed commitment from the Biden administration.

Fleet service providers: Want to close more deals faster and boost ROI? Last month, marketing executive Ed Pierce introduced a new Call to Action series: Account-Based Marketing. He continues with Part II this week – Key Accelerants.

Reminder: Work Truck Week goes live online next week — March 8th through the 12th. Learn more about this must-attend virtual event for commercial fleet suppliers and managers.

Drive Safety!

Janice Sutton
Editor in Chief

VIDEO: Considering BEVs? Here Are a Few Steps to Help You Get Started

A lot of fleets are considering Battery Electric Vehicles, and there are some good resources that can help you get started with this process. For example, if your local utility has an EV department, then they are likely to be quite helpful.

Here are just a few of the resources that Sean Gouda recommends:

VIDEO: Vehicle Components and Repair

 “Fragility” Due to the Increased Computerization of Vehicle Components

“Fragility” is a term that’s often being used to describe how the increased computerization of components is making vehicles more susceptible to breakdowns.

PODCAST: Fleet Remarketing

 Looking at the Used Vehicle Market Now

In this episode, we are speaking with Bill Bishop, Senior Vice President at FLD about what happened in the used vehicle market in 2020, and what we might expect this year.

The Fleet Spot

Holman Enterprises and Lordstown Motors Expand Alliance

Lordstown Motors has entered into a set of agreements with Holman Enterprises, including a co-marketing agreement and vehicle procurement agreement with ARI, and an upfit services agreement with Auto Truck Group.

“The EV space and the future of e-mobility has been a top strategic priority for Holman Enterprises and this partnership with Lordstown Motors is an exciting opportunity to further strengthen our automotive core competencies in this growing and important segment of the fleet and commercial vehicle industry.” said Chris Conroy, president and COO of Holman Enterprises.


New Lytx Service Removes Burden of Meeting FMCSA Drug & Alcohol Clearinghouse Requirements


Lytx, provider of fleet safety management solutions, recently launched its Drug & Alcohol Clearinghouse Service.

The innovative program alleviates the burden required for fleets and carriers to conform with requirements of the Federal Motor Carrier Safety Administration’s (FMCSA) Drug and Alcohol Clearinghouse. The final rule, which went into effect January 6, 2020, require motor carriers to query the online database before hiring a driver and once per year for existing drivers.

“With no automated way to conduct Clearinghouse queries, fleets are struggling to manage this new and significant workload,” said Rick Walters, senior director of Lytx Compliance Services.


Sign Up for Agile’s LIVE Fleet Expert Q&A: Policies That Slash Costs & Transform Your Fleet

Are your fleet and motor pool policies keeping your costs in check?

Do you even have fleet policies? And if you do, do you (consistently) communicate and enforce them? If your answer is no, plan now to tune in on Thursday, March 4 at 2 pm EST and listen in on this 15-min Expert Q&A session that explores how to reduce costs with fleet policies. Fleet Expert Ed Smith of Agile Fleet will explore:

• Which fleet and motor pool policies you must have in your rulebook to reduce costs
• How to consistently communicate and enforce your policies
• How much savings you can achieve and where you can find it
• …and your questions

Space is limited, so register today.

Duke Energy Partners with Five Other Utilities to Push for More EV Charging

Duke Energy

Six major utilities today announced a plan to ensure electric vehicle (EV) drivers have access to a seamless network of charging stations connecting major highways in the South, Midwest, Gulf and Central Plains regions.

The Electric Highway Coalition – made up of Duke Energy, American Electric Power, Dominion Energy, Entergy Corporation, Southern Co., and the Tennessee Valley Authority – will enable EV drivers seamless travel across a broad portion of the country through a network of DC fast chargers.

“The path to cleaner transportation is a robust charging infrastructure along the nation’s major highways,” said Lang Reynolds, director of Electrification Strategy for Duke Energy. “Range anxiety is a barrier to more EV adoption. This coalition can erase those obstacles and help deliver the benefits of EV ownership to consumers.”


Fleet Marketing

The pandemic has sped the need for fleet service providers to find more effective means of winning and keeping business in a digital business world.

Account-based marketing moves beyond disparate lead generation, sales, customer service, and account management programs to deliver a winning strategy for the entire customer relationship journey. Part II looks more deeply into the key ABM accelerants.

By Ed Pierce, ITA Communications. Fleet.

Last month, we looked at the timeliness of an account-based management program, defining the term and pointing to its inherent value.

Now let’s list some of the key accelerants to help a company close more deals faster and boost return on investment (ROI), all while supporting departmental tactical goals as well as an organization’s strategic plan.



Crash-Free Culture

Pareto’s Principle states that 80% of outcomes or results are attributable to about 20% of inputs or activities

By Ed Dubens, Founder/CEO of eDriving

It’s a relatively well-known principle within the fleet and risk industries, often applied to driver risk, and confirmed by a study conducted by the Transportation Research Safety Board that concluded that 20% of drivers were involved in 79% of crashes/incidents and 76% of violations.

Critically, the 80/20 rule tells us just how important it is for organizations to identify, train and coach their most “at-risk” drivers, typically the 20% of drivers that account for approximately 80% of the organization’s risk, insurance, and liability costs.

A “catch-all” driver safety program that provides the same training to ALL drivers is highly unlikely to be as effective as one that identifies those drivers most in need of support, and sets out to improve the behaviors and attitudes of these drivers.



EVs Today

By Donald Dunphy

It’s too late in the game to deny the profound effect electric vehicles will have over transportation very soon.

With well-worn concerns regarding vehicle pricing, infrastructure, and the ever-present range anxiety being addressed, resistance is fading.

Add to that a renewed commitment to EV from the Biden administration and that includes the United States Postal Service,

Fleet Management Weekly spoke to Marc Geller, a director with the Electric Auto Association on the subject. He is a writer in the area of public and corporate policy related to electric vehicles, plug-in hybrids, and related source energy, and was a co-founder of the non-profit advocacy group Plug In America.

“We’re now at the point where the cost of making a battery-electric vehicle shows no tremendous premium over an internal combustion vehicle, and if you’re looking at the overall cost of ownership, EV and internal combustion vehicles are pretty much at parity already, given the lower cost of electricity compared to gasoline and diesel.”


Fleet Trends & Issues

The IRS Grants Temporary Relief To Fleets in Valuing Personal Use During Pandemic

The Internal Revenue Service responded favorably to a request from NAFA to provide relief to fleets in applying the vehicle valuation rules in 2020.

According to the IRS, employers will be able to use the vehicle cents-per-mile valuation rule beginning March 13, 2020 instead of the lease valuation rule, notwithstanding IRS consistency rules that prevent switching valuation methods.

NAFA sought relief from the IRS following the pandemic shutdown, when many companies suspended business operations or called for employees to work from home, drastically reducing the use of fleet vehicles for business purposes.


People Want Safer Cars Before They Drive Autonomous Ones


Autonomy is constantly presented as the future of the automotive industry with cars that can truly be termed “self-driving” as the goal. The average consumer wants the current systems on their cars to work more predictably before we start giving up control.

If you’re having trouble with your blind spot monitor working, for example, you’re going to be a lot less inclined to trust that every feature of your car will function smoothly without you behind the wheel.

This year’s AAA study found that a majority of people (80 percent) want automakers to be focusing predominantly on improving current safety systems before anything else. Only 22 percent of people felt that automakers should even be focusing on autonomous systems.

Read the article at MSN.

Amazon is Putting Cameras in its Delivery Vans and Some Drivers Aren’t Happy

CNN Business

Amazon announced this month that it has begun to roll out cameras inside its delivery vehicles that monitor both the road, and its drivers.

Road safety experts say Amazon’s driver monitoring should bring safety benefits for the company and everyone it shares roads with. At the same time, drivers are bracing themselves for what happens when cameras can scrutinize their every move, delivering feedback that could impact their livelihoods.

Amazon spokesperson Deborah Bass told CNN Business that drivers could not lose their jobs for a single mistake, but declined to detail how Amazon recommends the partner companies that make its deliveries handle feedback, coaching and discipline. Amazon has said video footage from the cameras will only be sent to it in certain circumstances, including hard braking, hard acceleration and U-turns.

Read the article at CNN Business.

Choices Expand for Safety-Conscious Consumers, as 90 Vehicles Earn IIHS Awards


The Insurance Institute for Highway Safety is recognizing 49 models for providing the highest level of safety — more than double the number that earned the TOP SAFETY PICK+ award last year. Another 41 vehicles earn TOP SAFETY PICK (without the plus), bringing the total number of 2021 award winners to 90, compared with 64 in February 2020.

“With these awards, we want to make it easy for consumers to find vehicles that provide good protection in crashes, sufficient lighting and effective front crash protection,” IIHS President David Harkey says. “Manufacturers have stepped up to meet the challenge, and the list of great options has grown to an impressive size this year.”

Of all manufacturers, Hyundai Motor Group, including the Hyundai, Kia and Genesis brands, has the most 2021 awards — 12 regular TOP SAFETY PICKs and five pluses. Volvo has the most TOP SAFETY PICK+ awards with nine.

Read the article at IIHS.

Sensors and Cameras Everywhere


Authorities in the southeast of England are working with a subsidiary of infrastructure giant Ferrovial to trial sensors that will monitor and analyze traffic, in another sign of how tech is being used as a tool to inform decisions about how the towns and cities we live in function.

The sensors will be installed at a number of locations within the county, including the town center of Dover, a port and major transport and logistics hub which connects the U.K. to the European Union.

There, the sensors will be used to “monitor pedestrian, cycle, car, motorcycle, HGV and bus movements in and around the town of Dover, including the impacts of Brexit on port-related traffic.” As well as ensuring the smooth flow of traffic, technology is also being used to ensure drivers are following the law and using their vehicles in a safe manner.

Read the article at CNBC.


Vehicle Relocation

By FMW Editorial Staff

As companies look to rebound from the recent economic downturn, those with fleet operations are reassessing budgets, resizing fleets, uncovering hidden costs, and finding innovative ways to achieve operational efficiencies.

Fleet vehicle transport and relocation services provide a unique opportunity to reduce costs and increase productivity. Success depends on a carefully- planned schedule of ancillary services as part of a move.

These services might include one or more of the following: vehicle legalization, maintenance, de-identification, body repair, storage, and others. With a single-source, end-to-end solution, companies reduce vehicle downtime and keep drivers more productive.



Data & Safety

By Adam Danielson, Director of Sales

Safety is one of the fleet industry’s most critical issues as it seeks to reduce crashes and improve safety standards. The benefits of creating a robust fleet safety culture go far beyond reducing crashes, it can also improve the entire organization while mitigating risk.

Where do you begin?
Continuous MVR monitoring, combined with a fleet safety program and other behavioral monitoring tools, is the ideal solution for effectively monitoring drivers’ risk profiles, ensuring compliance and safety, reducing liability, and minimizing business losses for any industry that employs drivers.

What to do with all that data?
When you add MVR monitoring, safety policies, training, vehicle anti-collision technologies, CSA scores, connected vehicles and telematics together, you create the beginnings of a very robust safety culture and A LOT of data. Too much data for the average fleet manager to manage and use effectively.How do you make the data actionable for your fleet?


Fleet Management Resources


The Automotive Fleet & Leasing Association. Advancing corporate fleet worldwide.

eDriving partners with its clients to engage with drivers and their managers to create a culture that supports lasting behavioral change to reduce collisions, injuries, license violations as well as a fleet’s total cost of ownership.

SuperVision is a fleet driver management solution for MVR & license monitoring, fleet management, fleet safety oversight and driver performance and retention.

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.

WEX fuel cards and fleet management solutions give you powerful tools to reduce spending — for any business, any fleet, any size.

Driving Dynamics
Driving Dynamics was established to help corporate fleet drivers develop expert, safe driving skills using proven, advanced driving techniques.

PARS’ mission is to provide you with high-quality service at competitive prices for all of your transportation needs.

Wheels, Inc.
First in fleet for 80 years. Wheels helps you build tomorrow’s fleet today.

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