Navistar Surpasses 100 EV Authorized Dealers

Becoming an authorized electric vehicle (EV) dealer is no small task. It requires many steps, training, and investment, but Navistar’s dealer network has taken the industry shift in stride. As of today, more than 100 International Truck and IC Bus dealer locations have become authorized to sell EVs, covering 41 states and seven Canadian Provinces.

Becoming an EV authorized dealer begins with a commitment to the customer experience and supporting them in reaching their sustainability goals. In conjunction with the Navistar Commercial Operations team, dealers must begin the process by developing a customized plan to support customers. Part of that evaluation includes ensuring that dealers are future proofing their facilities for ongoing EV needs.

After their plan is approved, dealers must invest in technician training for at least two dedicated technicians to provide timely maintenance and repairs, and in service equipment including lifts, tools and chargers to ensure they are fully prepared to diagnose all aspects of EVs.

An important step in the process of readying dealers for EVs is educating them on how preventive maintenance and repairs look a bit different compared to their diesel internal combustion engine (ICE) counterparts. The biggest difference is fewer fluids to worry about in an EV compared to ICE application. For instance, EVs don't have engine oil leaks, exhaust leaks, or any kind of aging after-treatment components.

“In our ongoing dialogues with dealers regarding the expansion of their facilities for Electric Vehicles (EVs), we emphasize the significance of forward-thinking infrastructure development,” said Ryan Johanneson, Manager, Dealer Operations. “Initially, some dealers are hesitant towards substantial investments in charging infrastructure and facility expansion. However, it's imperative to ensure that any infrastructure modifications are comprehensive enough to minimize disruptions and accommodate future requirements. Our aim is to facilitate a strategic approach that anticipates and addresses evolving electric vehicle demands efficiently.”

Once all training and equipment installation is completed dealerships are authorized as “EV ready.” Cumberland International, which operates in Florida and Tennessee, has two dealerships that are currently EV authorized, an investment that took much planning and consideration.

“We pride ourselves on being the advocate for the customer, and it is often hard for them to tell what is fact or fiction in the EV market,” said Rick Otten, president, Cumberland International. “Research and education on our part is necessary to build relationships with these customers to attain  positive outcomes so they trust us when they need our assistance.”

While the process may seem straight forward on the surface, Rick alluded to the extra investments that may not be front of mind.

“The infrastructure and physical modifications are a big investment, but you need to make an investment in people, too,” he stated. “We have a dedicated EV specialist who handles everything electric, from training, grants, charging and diagnostics to working with technicians, sales, and school districts. Our goal is to be accountable to our customers and provide them the best solutions possible based on our knowledge and research.”

Cumberland has submitted 22 grant applications for EV bus funding in 2024 and sold and delivered 18 new EV buses in 2023.

Though getting to that state of being EV ready might seem daunting, within Commercial Operations, Navistar has created a dedicated Zero Emissions team and the following three-step consultative approach to help dealers and fleets throughout the transition:

1. Consulting. Understanding concerns, motivations to adopt EVs, and discuss short- and long-term plans. This allows us to help craft an adoption roadmap for the customer which can include route and range analysis, grant funding and charging and infrastructure planning.

2. Charging & Infrastructure. Understanding power needs, assisting the customer in making the appropriate charging hardware decisions based on their specific routes and application, and future-proofing operations by looking at the customer’s long term EV goals. Navistar and its partners can support customers in the design and build out of infrastructure and charging.

3. Customer Onboarding. Coordination of truck and body build timing, charging and infrastructure build as well as customer, driver and other training to ensure that when the vehicle arrives, it can be woven into customers’ operations with minimal disruption.

   
   

“Early adopters always have the toughest row to hoe, but somebody has to do it,” emphasized Rick. “The ability to sell something different has some benefits, but you have to be flexible and willing to educate and consult with your customers."

"We're focused on the customer experience and making sure we don't just sell EVs without having a service strategy for each vehicle,” Ryan noted, adding Navistar has a requirement that electric trucks and buses won’t be approved for fleets domiciled greater than 100 miles from an EV-authorized dealer location. “To ensure the best customer experience, we need to know where every truck and bus is going and have a comprehensive service plan for each, and every vehicle sold."