Speakers:

Ardina Chaco Ferrin - Host

Bill Schankel - CAE, Chief Executive Officer, NAFA

Join Ardina Ferrin as she interviews Bill Schankel, CEO of NAFA, about his journey with the organization and his vision for the future of fleet management. Gain insights into NAFA's evolution, its crucial role in advocacy and education, and the exciting upcoming Institute & Expo in Long Beach. Learn about key challenges, emerging trends, and opportunities facing the industry and how NAFA is working to support its 3,400+ members.

This episode features host Steve Henning and guest Kathryn Schifferle, Chief Vision Officer and Founder of Work Truck Solutions, offering valuable insights into the 2025 Spring Commercial Vehicle Business Summit. 

Established in 2021, this pivotal virtual event unites stakeholders across the commercial vehicle sector to explore the multifaceted ecosystem that significantly contributes to the national GDP. Discussions encompass a wide array of critical topics, including the state of the industry, supply chain complexities, tariffs, artificial intelligence, electric vehicles, and dealership operations.

The Summit's two-day virtual format fosters expert dialogue, strategic networking, and on-demand access to recorded sessions. Guided by relevant themes such as "Connecting the Dots," "Reciprocity," this session’s theme, "Building the Future Together," consistently addresses current industry trends and challenges. 

The upcoming Fall Summit is scheduled for October 8th and 9th, with previous sessions available on the Work Truck Solutions YouTube channel.

• 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.

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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/

Panel:
• Jim Press (Moderator), Senior Advisor, Work Truck Solutions
• Kirk Mann, EVP & Head of Transportation, Mitsubishi HC Capital America
• Jennifer Costabile, General Director, Marketing and Sales Enablement, GM Envolve                                                                         
• Mandar Dighe, Global Sales/Marketing and Business Development Executive

Jim Press, Kirk, Jennifer, and Mandar discuss the future of the commercial vehicle industry amidst current market uncertainties, particularly regarding tariffs. Representatives from GM, Mitsubishi HC Capital America, and Napai share their companies' perspectives, emphasizing long-term strategies over short-term disruptions. A significant focus is placed on the increasing importance of technology and innovation, including EVs, telematics, connected vehicles, and autonomous capabilities, as well as the shift toward providing comprehensive mobility solutions beyond just vehicle sales. The complexities of upfitting vehicles with advanced technologies and ensuring safety and compliance are highlighted. The crucial role of finance providers in supporting the industry through flexible lending and subscription models is also discussed within the context of the current economic outlook. Strong relationships between dealers, lenders, and OEMs, and a deep understanding of evolving customer needs are deemed essential for navigating the future.

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

Kathryn Schifferle

Chief Vision Officer, Work Truck Solutions

Jameel Ghata

Chief Strategy Officer, PAVE

The commercial vehicle market faces significant uncertainty, leading to a flat outlook, compounded by potential tariffs. Innovation and technology, particularly AI-powered diagnostics, are crucial for navigating this period. While EV adoption is a key focus, its 2030 market share predictions have been lowered due to challenges related to geography, use case, infrastructure, and cost. Other alternative fuels like propane and natural gas are also being considered amidst evolving engine manufacturing and regulations. Proactive inventory management, understanding local markets, dedicated sales teams, and strategic partnerships are vital for success. Dealers have an opportunity to meet evolving customer needs by offering comprehensive service packages, including fleet management and consultative solutions. The changing regulatory landscape, including tariffs, greenhouse gas rules, and California's ACF, significantly impacts the market.

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

Steve Henning, CVBNetwork.com interviewed Chris Wahl, Director, Sales and Marketing at the 2025 Work Truck Week

Steve Henning, CVBNetwork.com interviewed Tucker Perkins PERC president and CEO at the 2025 Work Truck Week.

Brian St. Claire, Work Truck Solutions did a guest interview of Brian Rigby, Director of Operations for Fleet and Commercial at Richard Lucas Chevrolet, at the 2025 Work Truck Week.

Steve Henning, CVBNetwork.com interviewed Craig Seabolt, Regional Sales Director, Wabash at the 2025 Work Truck Week.

Craig Bonham Sr., Vice President of Business Development and Peter Miller M.H. Eby Senior Director of Business Development, SE region of the US sat down at the 2025 Work Truck Week for a conversation.

Steve Henning, CVBNetwork.com interviewed Russell Wallace,
Product Manager, Switch-N-Go & AmeriDeck, at the 2025 Work Truck Week.

Candy McCollum, CVBNetwork.com interviewed Marc Richter, President, Commercial Vehicle, Safe Fleet, a Clarience Technologies Company, at the 2025 Work Truck Week.

Steve Henning, CVBNetwork.com interviewed Caleb Pontius,
General Manager, Rockport Commercial Vehicles at the 2025 Work Truck Week.

Steve Henning, CVBNetwork.com interviewed 
Nathan Goodnow President and Chief Operating Officer, Christopher (C.J.) Felter, Engineering & Program Management, Reading Truck at the 2025 Work Truck Week

Steve Henning, CVBNetwork.com, interviewed John Critelli, SDG, Mitsubishi HC Captial America at the 2025 Work Truck Week.

Candy McCollum, CVBNetwork.com and Comvoy, interviewed Dave Herring - Retail Truck Finance, Mitsubishi HC Capital America at the 2025 Work Truck Week.