Fleet Evolution: Embracing B2B Services and Technology (Brad Burgess)

In this episode, Brad Burgess, Interim Co-CEO and SVP of Sales and Marketing at Merchants, discusses the rapid transformation of the fleet industry into a B2B service, technology, and consulting space. Brad shares insights on the shift from vehicle leasing to data-driven, tech-enabled solutions. He emphasizes the importance of partnerships, predictive analytics, and emerging technologies like AI in enhancing fleet management. Additionally, he highlights work-life harmony and the evolving role of industry collaboration.

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Transcript

WEBVTT - This file was automatically generated by VIMEO

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You are listening to the Mile Marker Podcast,

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where we explore trends and innovations in fleet automation

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and shared mobility, helping fleet based businesses make

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better informed decisions

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and achieve full digital transformation.

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Welcome everyone to The Mile Marker podcast.

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I am Angela Simoes, your host,

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and today we have Brad Burgess, Interim Co- CEO of Merchants,

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and also SVP of Sales and Marketing.

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Welcome, Brad. Yes.

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Thank you for having me. I'm excited.

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Yeah. So I understand, as someone told me,

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Brad is a fleet guy through

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and through, so you've been in the industry for a long time,

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um, and congratulations on your new role.

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Thank you. So as a fleet man, through

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and through, you've seen lots

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of change happen in the past, I don't know, a couple decades.

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Yep. So what has been some of the, the biggest

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and most exciting changes,

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and then how does that kind of translate into this new role

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that you've got and things

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that you're seeing happen now? Sure.

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Yeah. There's a lot to unpack there and, um, you know,

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and from a fleet perspective, it's, you know,

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I always love asking that question,

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Hey, how did you get into fleet?

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Right? It's

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Always by accident. It's,

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It's, a lot of times it is by accident and it, and it,

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and it, it finds you, you don't find it.

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Mm-Hmm. Because I, it, what's interesting is I didn't grow

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up a car person Mm-Hmm.

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Uh, you know, attracted to, to, to cars or motorcycles

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or, you know, you know, those types.

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I, I'm, I'm, I'm a boat guy, okay. I'm a fisherman and Okay.

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Um, but it found me,

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and, um, you know, it's hard to believe a decision you made.

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You know, you make, uh, coming outta college, uh,

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an industry, a company, um, an industry you select and,

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and you end up, you know, being a part of it.

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And it's, uh, you know, I guess kind of like the mafia,

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just when you thought you were out, it, it pulls you back in

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and, and, uh, you know, it's a,

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it's a great industry and it's evolving.

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I think that's the exciting Mm-Hmm, uh,

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opportunity that's ahead of us.

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And, you know, to your question of, you know,

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what's changed, when I think about, you know,

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my 20 plus years in fleet, uh, when I first started,

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it was more focused on the, on the asset, the vehicle, okay.

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And financing it for, for clients.

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And over time, uh, that evolution, you know,

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the next step was services.

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So, uh, help you acquire the asset, finance it,

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but then I need, you know, services on, on that vehicle,

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you know, which was primarily focused on, uh,

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fuel, uh, repair.

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Yeah. They have fuel, maintenance, accident, uh,

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accident repair, call center support.

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Registration is a big one. Mm-Hmm.

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Um, so, you know, the industry became

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more a little bit more sophisticated.

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So it was, uh, you know, not leasing companies.

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They were fleet management companies.

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And, uh, you know, if you asked me what, you know,

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what industry I was in, now that evolution is, is really,

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uh, progressing in a way that it's,

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it's not a leasing industry.

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It's not, uh, a fleet management services industry.

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What business are we really in?

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Uh, we're a B2B service, technology and consulting company.

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That's to, you know, what I hear from clients

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and potential clients that they're looking for.

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Interesting. So, you know, that, and,

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and I just, uh, you know, based on, you know,

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where the market is, if, if you think about macro, micro,

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the industry, uh, continuing to progress

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and evolve more so to a service and technology and,

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and consulting company.

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And so I imagine that that really, um,

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gosh, it just makes me think

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because it's not just, like you said, the the vehicle,

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anything around the vehicle, it's all these different,

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uh, services that you're bringing in, right?

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Whether it's like, you know, data from a weather service

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or, you know, um, you're routing and you're using maps.

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Correct. And you're using, so there's all these other

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elements from other industries that you're having

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to connect, right?

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Yes. Um, and so yeah, expand on

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that a little bit because Yeah.

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There's also then like partnerships

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that people would've never expected

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and maybe consolidations of acquisitions

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that people would've never expected.

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And like you said, all

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of a sudden it's not, it's not a fleet industry.

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This is really a, a B2B services industry. Yeah.

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And then that's where, um, the industry is, is unique

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because, you know, the fleet management company,

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they're not the ones building the vehicles.

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Uh, they're not the ones turning the wrenches.

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They're not the ones always, uh, you know, you, uh,

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taking the data directly out of the, out of the vehicle.

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Um, so it's unique in that you have to have partnerships

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and key partnerships and relationships with, with folks

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that can help supplement so

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that you can accomplish those things.

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And, you know, you think about, um, you know, the evolution,

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it, it's managing, you know,

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clients are managing our portfolio, uh, and of assets,

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and how do you do that more effectively and efficiently

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and, you know, uh, at the right cost Mm-Hmm.

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Uh, from a cost containment, cost mitigation perspective,

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you know, what's the most effective way

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for me to manage these assets?

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Mm-Hmm. And that takes data.

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So that's where, you know, you think on the front lines,

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it's, I have to, you know, as a fleet management company,

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you have to service your client.

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Mm-Hmm. Because you think about,

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think about the industry today, um, the,

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everybody is being asked to do more with less, right?

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So you, you know, the only way you accomplish that is

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through partnerships, through technology,

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and through enablement to be able to do that.

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So you, you know, fleet management companies, we have

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to service, uh, provide, you know, stellar service

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to our clients, to their drivers.

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Technology enables that service,

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but then also enables us to collect the data so

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that we can help them, you know,

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make better decisions going forward.

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And not just, you know, looking backwards at what happened.

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It's how do you all of a sudden become, you know,

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more predictive and more

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prescriptive with, with what you're doing?

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And that's really, you know, where you'll see, uh, you know,

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partnerships, uh, evolve and, and more.

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And you'll, you'll probably see more consolidation

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as well in the industry, um, you know, going forward,

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but really focusing on how do we automate, how do we,

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you know, create a better client and driver experience?

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And then how do we collect data more efficiently so

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that we can become more prescriptive, more analytical?

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Mm-Hmm. mm-Hmm.

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And, you know, looking forward in, instead of looking back

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Well, and to do all those things, you're having

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to adopt new technologies.

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Yeah. Sometimes it's, sometimes it's a experiment, right?

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Like it's for like, for example, AI or something like that,

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or, or going electric with vehicles.

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It's an experiment. You do a pilot,

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but you also have to have an open mindset in order to do

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that, so you can grow and expand.

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And so to your point about we're no longer a fleet industry.

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We are a B2B services industry,

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that is a shift in mindset, right?

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So as you're in your new role, how are you helping people,

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your, you know, your folks at Merchants embrace this new

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view of the industry so that it can be more holistic?

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Yeah. Right?

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Yeah. And, and Merchants,

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the culture there is a special, is a special culture.

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You, you know, we're coming off

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of our client advisory board, uh, meeting

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and our client summit last week.

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And, and I, and you know,

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that's the first question I ask clients is, you know,

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what's your, you know, what's your perspective on, on,

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on the people and the people you work with?

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And, and it's one of, wow, you know, it's a, you know,

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they have a lot of energy, they have a lot of passion,

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and they're always thinking outside the box.

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Mm-Hmm. You know, what are things that you need as a client?

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Um, you know, what's something that you can't fix

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or you can't achieve on your own that you need us?

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And, you know, we might not do that today

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or be able to do it today,

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but, you know, let us take it back.

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Let us figure, let us try it.

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Let us figure it out and, and, and,

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and push the envelope on some of these things,

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because if it brings value to one client, most likely,

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and, uh, you know, we're here at Afla,

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uh, you know, for the conference.

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And, and that's the beauty of the conferences.

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If one person is having an issue,

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if one person is being challenged with an initiative,

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most likely there's others Mm-Hmm.

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And so, you know, that that's really a mindset that is,

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is at Merchants, you know, think outside the box.

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You know, think about ways that we can do things might not

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be perfect right out of the box, um, you know,

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but let's work together to figure out how we can, uh,

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you know, bring value and help you, uh, you know, uh,

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either fix or achieve that issue

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or initiative that you're, uh,

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being challenged with. Mm-Hmm.

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Thank you for mentioning that we're here at ala. Yeah.

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Um, so have there been, we're only,

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we're about half halfway through, right?

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Yeah. At the conference. Yeah.

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Um, any kind of aha moments, any like

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big takeaway so far that maybe you weren't expecting

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or maybe just confirming a few things

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that you had been Yeah.

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Suspect, suspecting,

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You know, this is, uh, the ALE Conference is a, is a,

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this is a special, you know, special event.

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And, uh, you know, I think about when, when I was coming up,

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you know, you mentioned being in the industry

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for over 20 years, you know, when I first got

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selected to attend Mm-Hmm.

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It was, it's a big deal. Mm.

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And it's a big deal because you get to come here, you, you,

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you with, uh, clients, potential clients, partners,

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and, and competitors.

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And it's really a unique environment to

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where you can all come together

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and for these couple days, you know, everyone is just peers.

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And, and it's just an environment to

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where you can create relationships.

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Mm-Hmm. Ask questions, you know, learn again

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what the challenges or initiatives

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that people are being faced with, and

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what are the opportunities for us to, you know,

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really push the industry forward.

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Um, so, you know, no ahas,

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but just confirming, you know, this is a special opportunity

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for us all to come together.

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Um, you know, just the continued focus

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of the collective group of, you know, regardless

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of which fleet, fleet management company you work for,

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which partner, uh, you know, who you work with as a client,

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all come together and, and, and ask the same questions and,

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and challenge each other so that we can all collectively,

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you know, move the industry forward.

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And so what are some of those big, uh, hot items

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that you are collectively all talking about?

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I, I think we've talked about them in some

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of these previous interviews that we've done here at the

243
00:09:52.805 --> 00:09:56.245
show, but, um, uh, what are, from your perspective,

244
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what are some of those big things

245
00:09:57.485 --> 00:09:58.525
that you're looking at in the future?

246
00:09:58.675 --> 00:10:00.485
Yeah. So there's no, no shortage of,

247
00:10:00.505 --> 00:10:02.005
of opportunities for us to come together.

248
00:10:02.325 --> 00:10:03.365
I mean, that, that's, that's clear.

249
00:10:03.425 --> 00:10:05.165
And, uh, you know, we talked about some of those yesterday.

250
00:10:05.765 --> 00:10:07.285
I mean, if you think about, you know,

251
00:10:07.285 --> 00:10:08.765
in the, in the short term, right?

252
00:10:09.025 --> 00:10:12.205
Uh, you know, at the, at the macro economic level, you know,

253
00:10:12.205 --> 00:10:13.245
continued high interest rates

254
00:10:13.245 --> 00:10:15.645
and the impact that that's had on clients, uh,

255
00:10:15.705 --> 00:10:18.965
you think about the, uh, used vehicle market and,

256
00:10:19.065 --> 00:10:20.045
and the changes there, the

257
00:10:20.045 --> 00:10:21.365
normalization that's happening Mm-Hmm.

258
00:10:21.445 --> 00:10:23.605
You know, coming, coming off of, you know, the highs in,

259
00:10:23.625 --> 00:10:28.245
in 20 20, 20 21, 20 22, um, are all creating opportunities.

260
00:10:28.745 --> 00:10:31.805
You think about, you know, the EV transition, you know,

261
00:10:31.805 --> 00:10:33.685
the transition from, from ICE to ev

262
00:10:33.865 --> 00:10:35.845
and, you know, what's the opportunity there

263
00:10:35.865 --> 00:10:37.285
to support clients going forward?

264
00:10:37.425 --> 00:10:40.445
And, and how do you bring, um, you know, a,

265
00:10:40.565 --> 00:10:42.205
a better driver experience and,

266
00:10:42.425 --> 00:10:44.925
and sustainability, um, you know,

267
00:10:44.985 --> 00:10:46.725
and balancing costs Mm-Hmm.

268
00:10:46.805 --> 00:10:49.085
Uh, going forward, you know, those are all opportunities

269
00:10:49.085 --> 00:10:51.365
that we're spending a lot of time talking about this week.

270
00:10:51.865 --> 00:10:53.605
Um, and then emerging technologies and,

271
00:10:53.665 --> 00:10:58.165
and I, I tend to bucket, uh, EVs and,

272
00:10:58.165 --> 00:10:59.245
and the transition from ICE

273
00:10:59.245 --> 00:11:01.045
to EV in the emerging technologies.

274
00:11:01.045 --> 00:11:02.365
Mm-Hmm. Because, you know, like

275
00:11:02.365 --> 00:11:05.525
what we talked about is there's a, uh, ecosystem there

276
00:11:05.525 --> 00:11:08.045
that's needed, uh, to support that transition.

277
00:11:08.625 --> 00:11:11.205
And, um, you, you know, it's not just one company

278
00:11:11.205 --> 00:11:13.405
that's gonna lead that going forward, um,

279
00:11:13.465 --> 00:11:15.725
but you think about emerging technologies around, you know,

280
00:11:15.945 --> 00:11:18.485
AI and what's the, you know, what value can it bring?

281
00:11:18.985 --> 00:11:20.925
And if I go back to my three pillars as far

282
00:11:20.925 --> 00:11:22.165
as my perspective on the industry,

283
00:11:22.465 --> 00:11:25.885
how can you utilize these emerging technologies, AI,

284
00:11:26.025 --> 00:11:29.125
in this case, to, uh, provide a better service

285
00:11:29.225 --> 00:11:31.605
to our clients, to our drivers, um,

286
00:11:31.825 --> 00:11:34.405
or collect data in a way that we haven't,

287
00:11:34.625 --> 00:11:38.245
or, uh, you know, analyze the data quicker, faster,

288
00:11:38.355 --> 00:11:40.405
more effectively, you know, using, you know, some

289
00:11:40.405 --> 00:11:41.525
of these emerging technologies.

290
00:11:42.225 --> 00:11:44.445
Um, but it's all, at the end of the day, a again,

291
00:11:45.085 --> 00:11:46.645
everyone's being asked to do more with less Mm-Hmm.

292
00:11:46.725 --> 00:11:50.165
So how do we as an industry, as a fleet management company,

293
00:11:50.225 --> 00:11:51.765
as a partner, become more effective

294
00:11:51.765 --> 00:11:54.685
and efficient, uh, in managing, you know, those assets

295
00:11:54.705 --> 00:11:55.765
and then providing service

296
00:11:55.985 --> 00:11:58.285
to our clients or, or their drivers?

297
00:11:58.785 --> 00:11:59.965
So you mentioned three pillars.

298
00:11:59.965 --> 00:12:01.245
What are, what are your three pillars?

299
00:12:01.355 --> 00:12:03.485
Yeah. So the, yeah. From a pillar perspective, as far

300
00:12:03.485 --> 00:12:05.085
as the, the industry, it's, you know,

301
00:12:05.085 --> 00:12:06.325
we're not a leasing industry.

302
00:12:06.335 --> 00:12:08.645
We're not a, you know, fleet management industry.

303
00:12:08.785 --> 00:12:10.045
We are a, you know, this is,

304
00:12:10.045 --> 00:12:12.405
this industry is a B2B service technology.

305
00:12:12.405 --> 00:12:14.565
Mm-Hmm. Okay. And consulting industry, that,

306
00:12:14.585 --> 00:12:15.845
that's really what we do.

307
00:12:15.985 --> 00:12:19.365
And my belief, um, you know, based on what I hear from,

308
00:12:19.395 --> 00:12:20.605
from clients, it's,

309
00:12:20.675 --> 00:12:23.645
it's service technology enabled service allows you

310
00:12:23.645 --> 00:12:25.485
to collect data, and then you have

311
00:12:25.485 --> 00:12:27.725
to have the expertise in the horsepower to do something

312
00:12:27.725 --> 00:12:30.845
with the data and make recommendations, uh, going forward.

313
00:12:31.085 --> 00:12:32.685
'cause that's what our clients are being challenged

314
00:12:32.685 --> 00:12:35.565
with every single day around, you know, well, well, one,

315
00:12:35.565 --> 00:12:37.485
if you're not providing, you know, quality service,

316
00:12:38.065 --> 00:12:39.085
you're gonna have an issue.

317
00:12:39.085 --> 00:12:41.405
Mm-Hmm. Um, but if you're not looking at ways to either,

318
00:12:41.545 --> 00:12:42.605
you know, contain cost

319
00:12:42.625 --> 00:12:44.565
or mitigate cost, you're gonna have,

320
00:12:44.745 --> 00:12:46.365
you know, you're gonna have an issue. So,

321
00:12:46.865 --> 00:12:49.765
So what is the B2B service industry,

322
00:12:50.175 --> 00:12:51.685
technology service industry Yeah.

323
00:12:51.685 --> 00:12:53.005
Look like in five years?

324
00:12:53.875 --> 00:12:58.245
Yeah. So, so I, I mean, I, I, my belief is, again,

325
00:12:58.795 --> 00:13:01.765
investing in the technologies that are gonna make all

326
00:13:01.765 --> 00:13:03.485
of us more effective and efficient.

327
00:13:03.485 --> 00:13:07.085
Mm-Hmm. And, you know, our approach has been, you know,

328
00:13:07.125 --> 00:13:09.045
let's, let's meet the client where they are.

329
00:13:09.045 --> 00:13:11.325
Mm-Hmm. Because everyone's on a different journey. Mm-Hmm.

330
00:13:11.425 --> 00:13:13.765
You know, again, if you take the example of the ice

331
00:13:13.785 --> 00:13:17.645
to ev conversion evolution, everyone, you know,

332
00:13:17.885 --> 00:13:19.325
everyone's being challenged with, you know,

333
00:13:19.335 --> 00:13:20.805
converting at some point,

334
00:13:21.105 --> 00:13:23.685
but everyone's at a different stop stage of Yeah.

335
00:13:23.685 --> 00:13:26.685
A different stage. You know, different stop, different exit.

336
00:13:26.785 --> 00:13:29.405
I'm originally from New Jersey, so what exit, um, you know,

337
00:13:29.405 --> 00:13:31.165
they're, they're, you know, they're at a different exit

338
00:13:31.165 --> 00:13:33.365
right now in, in, in supporting them in a way.

339
00:13:33.785 --> 00:13:36.285
Um, to me that's really the future of the industry is,

340
00:13:36.345 --> 00:13:38.925
is investing in the technologies around automation.

341
00:13:39.185 --> 00:13:42.005
You know, making things simpler, um, for,

342
00:13:42.265 --> 00:13:43.445
for clients going forward.

343
00:13:43.905 --> 00:13:46.485
And, and, and again, our approach has been meet the client

344
00:13:46.485 --> 00:13:49.405
where they are, um, uh, you know, ask them questions,

345
00:13:49.405 --> 00:13:51.445
help identify what those opportunities are,

346
00:13:51.445 --> 00:13:53.365
what are those issues or initiatives that they're having.

347
00:13:53.945 --> 00:13:58.165
And then, you know, really focus on, um, you know,

348
00:13:58.165 --> 00:14:01.485
driving change within their organization going forward

349
00:14:01.485 --> 00:14:03.525
that's gonna deliver, you know, deliver results

350
00:14:03.545 --> 00:14:05.525
to them in the short term and long term.

351
00:14:06.385 --> 00:14:10.765
And so, are there, I mean, when I say, you know, in,

352
00:14:10.765 --> 00:14:15.325
in five years too, it does it, are the players different?

353
00:14:15.545 --> 00:14:19.725
Has there been, uh, I don't know, new entrants, you know,

354
00:14:20.055 --> 00:14:21.725
maybe unexpected entrants?

355
00:14:21.885 --> 00:14:23.205
I mean, not necessarily startups,

356
00:14:23.205 --> 00:14:27.045
but other companies that are looking to, uh, join forces or,

357
00:14:27.225 --> 00:14:28.725
or take advantage of the industry?

358
00:14:28.805 --> 00:14:30.365
I don't know. I just feel like, um,

359
00:14:30.365 --> 00:14:32.485
because it is sort of broadening

360
00:14:32.505 --> 00:14:34.885
and being a little bit more holistic Yeah.

361
00:14:34.885 --> 00:14:36.445
There could, it, it could look very different

362
00:14:36.445 --> 00:14:37.525
in five years. Yeah.

363
00:14:37.525 --> 00:14:40.365
Yeah. And if I go, if I go back to, you know,

364
00:14:40.395 --> 00:14:42.485
what is the goal, uh, you know,

365
00:14:42.485 --> 00:14:43.485
you think about more effective

366
00:14:43.485 --> 00:14:46.005
and more efficient, um, you know, I,

367
00:14:46.205 --> 00:14:49.405
I I believe there will be more entrance on, you know,

368
00:14:49.405 --> 00:14:50.565
the technology side Mm-Hmm.

369
00:14:51.085 --> 00:14:53.845
Software as a service, and then being able to connect into,

370
00:14:54.465 --> 00:14:56.925
um, you know, partnering with, uh, you know,

371
00:14:56.925 --> 00:14:58.725
fleet management companies to, to be able to,

372
00:14:58.725 --> 00:14:59.925
you know, do that seamlessly.

373
00:14:59.925 --> 00:15:03.325
Mm-Hmm. You know, at the end of the day, it's, um, you, you,

374
00:15:04.265 --> 00:15:06.245
you use an example of, you know, you buy a TV

375
00:15:06.345 --> 00:15:08.965
and you want to, um, you know,

376
00:15:09.055 --> 00:15:10.485
watch, you know, watch a movie.

377
00:15:10.595 --> 00:15:11.605
Well, how do you do that? Well,

378
00:15:11.605 --> 00:15:14.205
you can stream it from any number of players.

379
00:15:14.505 --> 00:15:17.245
You can connect, you know, to a cable provider.

380
00:15:17.355 --> 00:15:18.565
It's, you know, plug and play.

381
00:15:19.105 --> 00:15:20.805
Um, but it's pretty seamless, right? Mm-Hmm.

382
00:15:21.105 --> 00:15:23.165
And that's, you know, you think about the experience

383
00:15:23.165 --> 00:15:27.045
that our clients have in their B2C lives, you know,

384
00:15:27.265 --> 00:15:30.965
the goal is to eventually get, you know, us as an industry

385
00:15:30.985 --> 00:15:33.365
to a place where, you know, we can easily

386
00:15:33.705 --> 00:15:34.885
or more easily plug

387
00:15:34.885 --> 00:15:37.405
and play, you know, different partners in, in,

388
00:15:37.465 --> 00:15:39.885
in different technologies that are gonna help us again,

389
00:15:39.885 --> 00:15:41.285
become more effective and efficient.

390
00:15:41.285 --> 00:15:42.645
Mm-Hmm. If that's in providing a service

391
00:15:42.705 --> 00:15:45.965
or collecting a data so that we can be more predictive

392
00:15:45.965 --> 00:15:47.285
and analytical with them Mm-Hmm.

393
00:15:47.365 --> 00:15:49.205
Then, you know, that that would be the goal.

394
00:15:49.475 --> 00:15:52.085
Something that's come up in, uh, previous,

395
00:15:52.525 --> 00:15:56.685
a previous interview was different modes of modality.

396
00:15:56.775 --> 00:15:58.605
Right. And you being a boat guy. Yeah.

397
00:15:58.745 --> 00:16:02.525
Um, so how do you see that sort of playing out in the next,

398
00:16:02.625 --> 00:16:06.365
you know, three to five years as far as, uh, fleet companies

399
00:16:06.915 --> 00:16:10.245
kind of having to consider other types of Yeah.

400
00:16:10.405 --> 00:16:12.605
Vehicles, whether that's micro mobility

401
00:16:12.825 --> 00:16:16.925
or maybe, you know, maritime or rail

402
00:16:17.065 --> 00:16:19.285
or, I mean, like what do you, do you think that

403
00:16:19.285 --> 00:16:21.285
that will be something that has to be considered?

404
00:16:22.085 --> 00:16:23.285
I, I, I do. And,

405
00:16:23.285 --> 00:16:25.205
and I think, again, that'll continue to,

406
00:16:25.465 --> 00:16:26.845
um, evolve over time.

407
00:16:26.865 --> 00:16:29.445
But if you think about it, depending on, you know,

408
00:16:29.445 --> 00:16:30.685
what industry Mm-Hmm.

409
00:16:30.765 --> 00:16:34.085
Um, you know, what industry the client's in, um, you know,

410
00:16:34.085 --> 00:16:36.325
what are the, the geographic locations Mm-Hmm.

411
00:16:36.465 --> 00:16:39.685
Are they, you know, in a major metropolitan area, um,

412
00:16:39.865 --> 00:16:41.485
or are they more remote Mm-Hmm.

413
00:16:41.605 --> 00:16:43.165
You know, what are those options that are available?

414
00:16:43.265 --> 00:16:46.005
And if you just think about, you know, what is, uh,

415
00:16:46.385 --> 00:16:49.165
you know, the, the vehicle is something

416
00:16:49.165 --> 00:16:50.445
that enables the business.

417
00:16:50.465 --> 00:16:51.605
So if that's the service

418
00:16:52.345 --> 00:16:54.285
or from a sales perspective, get, you know,

419
00:16:54.285 --> 00:16:56.245
getting somebody from point A to point B mm-Hmm.

420
00:16:56.325 --> 00:16:57.605
To provide whatever that is that,

421
00:16:57.605 --> 00:16:58.605
that they do in their business,

422
00:16:59.105 --> 00:17:02.645
and what does that look like in what is the assets that,

423
00:17:02.645 --> 00:17:05.325
that, that's required to do that Mm-Hmm.

424
00:17:05.405 --> 00:17:08.165
You know, meet the, uh, you know, to be able to do the,

425
00:17:08.185 --> 00:17:10.725
the work, um, but then do it effectively

426
00:17:11.065 --> 00:17:12.165
and cost effectively.

427
00:17:12.165 --> 00:17:15.005
Mm-Hmm. So, you know, that's where I see opportunities

428
00:17:15.025 --> 00:17:18.685
for us as an industry to, you know, potentially do more is,

429
00:17:19.225 --> 00:17:22.605
uh, you know, around, you know, getting on for point A

430
00:17:22.605 --> 00:17:25.205
to point B if that's a sedan, if it's a pickup truck,

431
00:17:25.585 --> 00:17:29.485
if it's a van, um, you know, if it's a e-bike Mm-Hmm.

432
00:17:29.985 --> 00:17:33.885
Um, if it's a, uh, you, you know, um, subway pass.

433
00:17:34.305 --> 00:17:36.405
Um, but, but I think you, you know, you'll see more

434
00:17:36.405 --> 00:17:39.245
and more, uh, services start to evolve there

435
00:17:39.305 --> 00:17:42.365
and more focused on mobility, getting 'em from PO point A

436
00:17:42.365 --> 00:17:45.445
to point B, and again, not, you know, going back to 2000

437
00:17:45.445 --> 00:17:48.645
and, and one or 2002, it's not the leasing industry anymore.

438
00:17:48.645 --> 00:17:50.645
Mm-Hmm. You know, that's a B2B service.

439
00:17:50.825 --> 00:17:53.245
And, and I, I believe that the industry will continue

440
00:17:53.245 --> 00:17:55.085
to move, you know, towards that going forward.

441
00:17:55.825 --> 00:17:58.765
So to wrap it up, take a, we're taking a bit of a turn.

442
00:17:58.875 --> 00:18:01.845
Yeah. Um, I understand you're a big family man as well.

443
00:18:01.875 --> 00:18:04.525
Yeah. Yeah. And so it's important to take time for family,

444
00:18:04.795 --> 00:18:06.885
have some, some balance in, in life.

445
00:18:07.225 --> 00:18:10.245
So what are some of the things that you do, um,

446
00:18:10.465 --> 00:18:12.405
to help you achieve that work life?

447
00:18:12.475 --> 00:18:13.885
I'll say harmony, because that, yeah.

448
00:18:13.885 --> 00:18:16.685
That was the big thing on the first day in the keynote.

449
00:18:17.065 --> 00:18:19.485
Um, you know, to make sure that you have time with family

450
00:18:19.705 --> 00:18:21.285
and, you know, quality time.

451
00:18:21.675 --> 00:18:24.245
Yeah. The, uh, you know, which, uh, you know, at, at,

452
00:18:24.305 --> 00:18:26.485
at different times can, can be a bit of a challenge.

453
00:18:26.485 --> 00:18:28.525
Mm-Hmm. Um, you know, but my, you know, my big thing

454
00:18:28.585 --> 00:18:31.165
and is, uh, you know, be present when, when you're,

455
00:18:31.165 --> 00:18:32.805
when you're there, you know, be there.

456
00:18:32.805 --> 00:18:35.725
Mm-Hmm. Uh, you know, I spend, uh, a lot of time away, like,

457
00:18:35.725 --> 00:18:38.285
like a lot of folks at the conference, you know, traveling

458
00:18:38.345 --> 00:18:40.285
and, and, and, you know, traveling around, meeting

459
00:18:40.285 --> 00:18:42.765
with clients, uh, being up at, uh, at headquarters.

460
00:18:43.305 --> 00:18:45.845
Uh, but when I'm home, you know, the commitment is to,

461
00:18:45.985 --> 00:18:47.005
you know, be there Right.

462
00:18:47.005 --> 00:18:49.605
And be present, uh, you know, put the phone down Mm-Hmm.

463
00:18:49.785 --> 00:18:52.925
Uh, you know, don't, don't, you know, no text messages,

464
00:18:53.025 --> 00:18:54.965
emails, you know, calls, you know,

465
00:18:54.965 --> 00:18:56.445
limit all that and, and be present.

466
00:18:57.145 --> 00:18:59.325
Uh, you know, big thing, you know, my kids play a lot

467
00:18:59.325 --> 00:19:01.005
of sports when I'm at the sport, you know,

468
00:19:01.005 --> 00:19:03.285
when I'm at the events, it's, uh, you know, I'm,

469
00:19:03.305 --> 00:19:05.045
I'm at the event and I'm watching the event.

470
00:19:05.505 --> 00:19:07.565
Um, and then I try to do like a lot of little things,

471
00:19:07.745 --> 00:19:10.045
you know, with my kids like that they, you know,

472
00:19:10.115 --> 00:19:11.965
picking 'em up and dropping 'em off at school.

473
00:19:12.015 --> 00:19:13.005
Right. Just the little things. Yeah.

474
00:19:13.005 --> 00:19:14.245
Beginning of the day, the end of the day.

475
00:19:14.425 --> 00:19:15.525
And, you know, surprising 'em,

476
00:19:15.525 --> 00:19:17.085
pick 'em up at practice where they didn't think I was going to.

477
00:19:17.225 --> 00:19:20.045
Aw. Um, you know, that those little things go a long way.

478
00:19:20.265 --> 00:19:22.365
And then, you know, again, you know, when I'm, you know,

479
00:19:22.365 --> 00:19:24.925
when we're together, you know, be, you know, be present

480
00:19:25.105 --> 00:19:26.605
and, uh, you know, be focused on them.

481
00:19:27.185 --> 00:19:29.205
Um, 'cause it goes by so quick. I really does.

482
00:19:29.245 --> 00:19:31.605
I have a, uh, you know, I have a freshman in high school,

483
00:19:31.945 --> 00:19:34.805
uh, a seventh grader and a, uh, second grader.

484
00:19:34.985 --> 00:19:37.365
And, uh, it, it goes by, you know, really, really quick.

485
00:19:37.365 --> 00:19:40.725
Mm-Hmm. Um, and, uh, you know, I'm fortunate.

486
00:19:41.065 --> 00:19:44.125
You know, we, uh, I, I grew up as a, you know, uh, as a,

487
00:19:44.265 --> 00:19:45.525
as a fisherman and a boater.

488
00:19:45.585 --> 00:19:49.405
You know, it's funny, when, uh, when I was 14, 15, my,

489
00:19:49.425 --> 00:19:51.805
my father said, you know, you need to get a job this summer.

490
00:19:52.625 --> 00:19:55.365
And I said, I don't wanna get a job. I, I just wanna fish.

491
00:19:55.365 --> 00:19:58.605
And he goes, well, then you should go find a job fishing.

492
00:19:59.365 --> 00:20:00.805
That's what I did. So it was always my passion.

493
00:20:00.825 --> 00:20:03.365
And I grew up working on boats, you know, since then.

494
00:20:03.745 --> 00:20:05.605
Um, and you know,

495
00:20:05.605 --> 00:20:08.605
the cool thing is my kids enjoy that time with me.

496
00:20:08.605 --> 00:20:10.645
That's like my special time with them. Mm-Hmm.

497
00:20:10.725 --> 00:20:13.285
They're on the boat. Um, you know, some of them like

498
00:20:13.285 --> 00:20:14.605
to fish more than others, that's fine.

499
00:20:14.705 --> 00:20:16.165
So, you know, some of 'em like to cruise,

500
00:20:16.905 --> 00:20:18.325
um, you know, and swim.

501
00:20:18.505 --> 00:20:21.205
Um, but, but they all enjoy that time when we get out and,

502
00:20:21.345 --> 00:20:23.605
and, uh, you know, spend the time together. So it works.

503
00:20:23.795 --> 00:20:25.685
It's very special. And, and to your point, it's,

504
00:20:25.685 --> 00:20:27.285
it is very important to make the time

505
00:20:27.305 --> 00:20:28.485
and be present because Yeah.

506
00:20:28.625 --> 00:20:29.645
It does go by fast.

507
00:20:29.785 --> 00:20:32.885
And before you know it, they're off living their own lives.

508
00:20:32.885 --> 00:20:36.165
Yeah. Right. And, uh, you want them to come back Right.

509
00:20:36.385 --> 00:20:39.045
And, and come back and visit and Yes. So, yeah. Yeah.

510
00:20:39.045 --> 00:20:41.125
Really important. Uh, well,

511
00:20:41.125 --> 00:20:42.365
this has been a great conversation.

512
00:20:42.365 --> 00:20:43.925
Thank you so much for taking the time to,

513
00:20:44.065 --> 00:20:45.485
to sit down with us, and

514
00:20:45.765 --> 00:20:46.765
I appreciate it. Yeah, of course. It

515
00:20:46.765 --> 00:20:47.405
was, was great. It

516
00:20:47.405 --> 00:20:48.405
Was great. And, uh, I hope you have

517
00:20:48.405 --> 00:20:49.925
a good rest of the show. Yeah,

518
00:20:49.925 --> 00:20:50.925
We, yeah, we have, uh,

519
00:20:51.105 --> 00:20:52.925
co couple more sessions this afternoon

520
00:20:52.985 --> 00:20:55.525
and then a, uh, a dinner so we got another, you know,

521
00:20:55.525 --> 00:20:57.125
another opportunity for us to, uh,

522
00:20:57.185 --> 00:20:58.325
you know, build relationships.

523
00:20:58.385 --> 00:20:59.885
Mm-Hmm. And that's really what, you know,

524
00:20:59.885 --> 00:21:01.325
the industry is, is all about.

525
00:21:01.985 --> 00:21:03.965
Um, so we'll be spending a lot of time with,

526
00:21:04.105 --> 00:21:05.125
uh, with folks today.

527
00:21:05.555 --> 00:21:07.845
Yeah. The, the fleet is definitely, uh,

528
00:21:07.885 --> 00:21:08.965
I think the f is for friendly.

529
00:21:09.525 --> 00:21:12.365
Yeah. Because everybody is very friendly and,

530
00:21:12.365 --> 00:21:15.005
and all about making friendships and connections here.

531
00:21:15.075 --> 00:21:16.645
It's, uh, unlike any other

532
00:21:16.885 --> 00:21:17.925
industry that I've ever worked in.

533
00:21:18.065 --> 00:21:19.245
It is, it is very unique,

534
00:21:19.385 --> 00:21:21.405
but, um, you know, that's what makes it special for sure.

535
00:21:21.425 --> 00:21:23.045
And, um, you know, you can see, you know, that's

536
00:21:23.045 --> 00:21:25.085
what make people, you know, what make it.

537
00:21:25.115 --> 00:21:27.165
It's, it's, it's funny to me as I, as I walked

538
00:21:27.165 --> 00:21:30.085
through yesterday, I'm, I'm running into, you know, folks

539
00:21:30.195 --> 00:21:32.765
that I knew when I was in direct sales

540
00:21:33.625 --> 00:21:36.085
and, you know, from 15, 20 years ago,

541
00:21:36.105 --> 00:21:37.445
and they've been retired for five

542
00:21:37.445 --> 00:21:38.845
years and they're still, they're still coming.

543
00:21:38.845 --> 00:21:40.725
They're still coming back, and they're still coming back

544
00:21:40.725 --> 00:21:42.245
and they're still, you know, bringing value.

545
00:21:42.425 --> 00:21:45.885
Mm-Hmm. And, and um, you know, trying to again, you know,

546
00:21:46.265 --> 00:21:48.845
uh, steer change and drive results within the industry

547
00:21:48.995 --> 00:21:50.325
that again, you know,

548
00:21:50.325 --> 00:21:51.845
collectively we can do more than,

549
00:21:51.915 --> 00:21:53.485
than individually. So. Great.

550
00:21:53.485 --> 00:21:56.005
That's amazing the FL alumni association. It is.

551
00:21:56.125 --> 00:21:58.085
I think there's an opportunity there. Yeah. Yeah.

552
00:21:58.835 --> 00:22:00.445
Well, this has been awesome. Thanks so much, Brad,

553
00:22:00.505 --> 00:22:02.405
and congratulations again on the new role. Thank

554
00:22:02.405 --> 00:22:03.205
You. Appreciate the time.

555
00:22:03.385 --> 00:22:05.205
Thanks for listening to The Mile Marker Podcast.

556
00:22:05.705 --> 00:22:07.925
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557
00:22:08.015 --> 00:22:09.605
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558
00:22:09.945 --> 00:22:12.645
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559
00:22:12.645 --> 00:22:14.565
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560
00:22:14.985 --> 00:22:17.205
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561
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562
00:22:19.605 --> 00:22:22.525
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