The North American Fleet Association (NAFA) Institute & Expo was April 9-12, 2011 in Charlotte, North Carolina. This was Manheim’s third year at the event; however it was Amanda Kent’s 6th visit, and Michelle Stowers’ first year in attendance. We caught up with them to get their take on the show, the industry and Manheim’s fleet management business outlook.
Q1. Who are the primary attendees of the NAFA Institute & Expo, and why do they attend?
AK: Fleet is usually considered institutional sellers and buyers, but the NAFA audience was probably 99% sellers. We primarily saw government entities – cities, states and DOTs - and large distributors in attendance. On the trade floor, it was generally other fleet industry affiliates like Manheim, as well as financial services providers, manufacturers, logistics companies and other organizations the meet the fleet management needs.
MS: In comparison to other shows I’ve been to like the Work Truck Show, this show was a very different type of event with a very different audience. NAFA provides numerous education programs for fleet professionals to become certified fleet managers. These classes are definitely what bring most people to the event. Because this show is very focused on education, it was very informative and refreshing.
Q2: How would you describe the general atmosphere of the event? How was morale this year?
MS: Everyone seems cautiously optimistic. We heard that attendance was up this year and that’s always a good indicator that the industry is moving in a positive direction.
AK: It’s true: nobody was singing the blues like in previous years. The economy is still having a huge impact on trade cycles. Many people we spoke to mentioned they’re keeping fleet units longer – it’s going from 4 to 6 years to more like 6 to 8 years. That has a ripple effect across our entire industry.
While nobody’s really closer to it, they can finally see the light at the end of the tunnel. Inventories have run out, so fleet managers are starting to buy new units. Prices - both in fuel and vehicles - are rising, but in general everyone did seem encouraged.
Q3: Speaking of inventory, how is Manheim’s fleet inventory?
AK: Manheim’s inventory is down a little in the fleet category compared to last year. It’s harder to find inventories across the board. We’ve become more aggressive to ensure our products and customer service are top notch, so we continue to stay ahead of our competitors. We’re also forging a strong market in Canada, where next month we’re opening truck sales to the public at Manheim Toronto.
Q4: Beyond exhibiting at NAFA, how else was Manheim involved in the event?
AK: Manheim’s chief economist, Tom Webb, spoke about the state of the economy. Several attendees came by our booth after his presentation to remark about how insightful he was.
MS: Tom compiles a monthly Used Vehicle Value Index and a bi-annual Used Car Market Report. He’s a great speaker with a strong grasp on what’s going on in the industry on a macro level; people always love to attend his sessions.
Q5: What would you say was a key take-away from the event?
AK: Attendance seemed to be up, and people were walking around with a purpose. That’s a good indicator of recovery!
Amanda Kent is Manheim's National Heavy Truck & Equipment Manager. A 15-year auction veteran, Amanda has been with Manheim Heavy Truck & Equipment Auctions for two years.
Michelle Stowers is Manheim’s Inside Sales Rep for Heavy Truck & Equipment. She has been with Manheim for three and a half years. An 18-year auction veteran, Michelle started on the auto side of the business and recently joined the Heavy Truck and Equipment division.
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Source: http://manheimheavytruckauctions.com/Blog/bid/57440/Focus-on-Fleets-Let-s-Talk-about-NAFA
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