• Kathryn Schifferle, CVO/Founder, Work Truck Solutions
• Steve Greenfield - Founder & CEO, Automotive Ventures

Steve talks about his books on the future of automotive retail and mobility. He emphasizes the need to anticipate future trends, especially for investing in 10-year funds. 

The discussion moves to the commercial vehicle sector, which is described as consistent, predictable, and market-centric. Commercial vehicle sales and service offer better margins and more consistent demand compared to retail. There's a focus on the importance of catering to businesses and minimizing their downtime.

https://www.worktrucksolutions.com/
https://www.comvoy.com/

Panel:
• (Moderator) - Kevin Kinell, Chief Technology Officer, Work Truck Solutions
• Jeff Risner, Co-Founder and Director of Business Development,Trupropel
• Jose Puente, Co-Founder, Motiva Ventures
• Eric Foster, Chief Revenue Officer, BZDev

Kevin and company discuss the transformative potential of AI across the commercial vehicle lifecycle, from purchasing (matching vehicles and incentives) and ownership (driver management, efficiency) to OEM/dealer operations (demand prediction, CRM), finance (performance-based lending), insurance (usage-based pricing), and fleet management (predictive maintenance, safety, optimization). Data is identified as the critical foundation for effective AI implementation. While acknowledging the history and recent advancements in AI, the discussion addresses challenges like data fragmentation and hype, while emphasizing opportunities for practical problem-solving. Turning data into visual and actionable intelligence is key. A significant focus is placed on the complex challenge of used commercial vehicle valuation, where AI can improve accuracy by analyzing diverse data. Recommendations include starting small, focusing on specific issues, leveraging existing data, and proactively engaging with AI advancements.

https://www.worktrucksolutions.com/
https://www.comvoy.com/

Speaker: John Gough, SVP Strategy and Services, Element Three

This video features John Goff from Element 3 discussing the complexities of the commercial vehicle industry's distribution model. He highlights the "pain" points of friction and frustration within the ecosystem, despite everyone wanting the channel to work.

https://www.worktrucksolutions.com/
https://www.comvoy.com/

Panel:
• Gregory Skinner (Moderator) - Escalent, Vice President, Strategic Insights 
• Gil Weiss, Founder and Principal, Automotive Training Team
• Steven Rice, National Fleet Account Executive, ChargePoint
• Kelly Kiger, Vice President, Commercial Vehicle Sales, Workhorse

The commercial vehicle industry is navigating a significant shift towards electric vehicles (EVs), requiring strong collaboration among OEMs, infrastructure providers, finance companies, and dealers to offer complete solutions. The sales process now heavily involves education and consultation to ensure customer understanding and buy-in from drivers and technicians, often through demonstrations and real-world data. Overcoming challenges like resistance to change and infrastructure needs, while providing accurate EV performance information, is critical. The industry's future is geared towards efficiency, cost savings, and increased EV adoption, driven by data and strong partnerships. AI's potential for operational improvements and community engagement through educational initiatives are also key aspects of this evolving landscape.

https://www.worktrucksolutions.com/
https://www.comvoy.com/

Panel:
• Jim Press (Moderator) Senior Advisor, Work Truck Solutions
• Peter Spitzer - Commercial/Fleet Account Manager, Ron Du Pratt Ford
• Rene St Hilaire, Director- Fleet & Commercial, Hendrick Automotive Group
• Yalda Ghorashy, Head of Dealer Digital Program, Stellantis

Jim Press, Peter, Rene, and Yalda discuss navigating the evolving commercial vehicle landscape, heavily influenced by tariffs impacting material costs. Dealers are adapting by strengthening customer relationships, focusing on cost-per-mile and service contracts, and being proactive and transparent. OEMs emphasize the growing importance of digital presence and leveraging service for customer retention. The industry is undergoing digital transformation with increased virtual interactions and online services,

https://www.worktrucksolutions.com/
https://www.comvoy.com/

• Kathryn Schifferle, CVO/Founder, Work Truck Solutions
• Greg Brink, Director, North America, Eccentric

Greg discusses the critical role of customer data and understanding evolving buyer behavior in the commercial vehicle marketplace. While marketplaces offer benefits like convenience and variety, the commercial sector requires a focus on B2B transactions, ROI, and specific business goals, necessitating the tracking of vehicle configurations and upfits. Leveraging data is crucial for informed decisions on inventory, pricing, and customer interactions. The future of these marketplaces points towards visual configuration tools and personalized customer journeys, catering to the expectations of younger generations. Given the commercial vehicle industry's size and complexity, enhanced visibility and data utilization are essential to streamline processes and effectively serve customers. The conversation also highlights Eccentric's technology for visualizing vehicle configurations as a way to improve the customer experience.

https://www.worktrucksolutions.com/
https://www.comvoy.com/

Speaker: Stacie Williamson, Work Truck Solutions, VP Sales

Stacy shares her background and how she learned the need for collaboration early in her career when she transitioned from selling wine to working with auto dealers. She emphasizes that she needed to learn quickly about the automotive industry and leaned on colleagues and dealers to gain knowledge and credibility.

She discusses how the automotive industry, particularly the commercial landscape, is constantly changing with increased competition, more sophisticated customers, new technology, and shifts in fleet management. She stresses that these changes present opportunities for growth and that a collaborative mindset is crucial for success.

She highlights that collaboration helps dealerships better understand customer needs, differentiate themselves from competitors, and provide comprehensive solutions. She emphasizes that Work Truck Solutions values partnership and collaboration.

https://www.worktrucksolutions.com/
https://www.comvoy.com/

Panel:
• Aaron Johnson (Moderator) Work Truck Solutions, CEO
• William Cieslak, Element Fleet Management, Director, Strategic Asset Management
• Nikki Wilson, Jane Doe Marketing, President
• Adam Keane, Allied Body Works, Inc., President

The industry must be agile, customer-centric, and data-driven, and embrace technological advancements, fostering strong partnerships and communication across the supply chain.

https://www.worktrucksolutions.com/
https://www.comvoy.com/

Panel:
•Lauren Fletcher (Moderator), Bobit Business Media (BBM), VP of Content
• Candy McCollum, Comvoy.com, Business Development Manager
• Dania Rich-Spencer, Escalent, VP Automotive & Mobility
• Nicole Combs, Mitsubishi HC Capital America, Director of Sales Work Truck Finance

The commercial vehicle industry's future is being significantly shaped by rapid technological advancements like AI, telematics, and electrification, moving towards practical applications for efficiency. Data is central to this transformation, driving innovation and optimization through informed decision-making. Technology is enhancing safety and efficiency with features like predictive maintenance and real-time monitoring. The industry is also experiencing a generational shift in its workforce, requiring adaptation in communication and learning styles and emphasizing the need for tech-savvy professionals with analytical and interpersonal skills. Resilience, strong partnerships, and comprehensive training and support for new technologies and data utilization are crucial for navigating the future.

https://www.worktrucksolutions.com/
https://www.comvoy.com/

Speaker: Gregory Skinner, Escalent,  Vice President, Strategic Insights

Gregory Skinner from Escalant discusses success strategies for the commercial vehicle market during uncertain times by drawing parallels with the passenger car industry. While passenger cars are evolving towards software-defined vehicles focused on user experience, commercial vehicles offer significant opportunities in enhancing functionality through modularity, flexibility, and usability. Key strategies for the commercial vehicle space include standardization, a flexible understanding of "upfit," avoiding proprietary equipment, and expanding the dealer's role to include "upfit as a service," online presence, and consultative support. Collaboration across the industry is crucial to build an adaptable marketplace that meets evolving customer needs. The core message emphasizes a move towards more versatile commercial vehicles and a more integrated role for dealers in facilitating customization and ongoing support.

https://www.worktrucksolutions.com/
https://www.comvoy.com/