Tap Into The Booming Commercial Vehicle Market with Work Truck Solutions — Kathryn Schifferle & Jim Press

In this episode of Driving Solutions, discover why the commercial market is experiencing rapid growth and how dealerships can effectively enter this lucrative sector. Tune in as Kathryn Schifferle, founder and chief vision officer of Work Truck Solutions, and Jim Press, former Toyota North America and Chrysler executive and now a senior advisor to Work Truck Solutions, share their expert insights.

As OEMs shift their focus and profitability increasingly relies on commercial vehicles, dealers who ignore the segment risk missing out on long-term growth. In this episode of Driving Solutions, Kathryn Schifferle, founder and chief vision officer of Work Truck Solutions, and Jim Press, former Toyota North America and Chrysler executive and now senior advisor to the company, share why the commercial market is booming and how dealers can successfully transition into it.

“This is the beginning of a transition that a lot of dealers who are adapting to commercial are finding it's also a pathway to the future for the whole operation.” — Jim Press

Commercial vehicles are becoming a critical profit center for OEMs, prompting a renewed push to bring more dealers into the space. According to Press, the Detroit 3 have already trimmed less profitable retail product lines in favor of trucks and SUVs, and now see commercial sales as the next frontier. He notes that commercial trucks are highly profitable and tied to recurring B2B relationships rather than one-time retail transactions. This shift creates a compelling opportunity for dealers who are prepared to engage business customers and move beyond transactional sales. 

Schifferle emphasizes that loyalty remains a major asset in the commercial segment. Businesses can lose $2,000 to $5,000 per day when a vehicle is down, creating urgency and long-term service relationships with dealers who can meet their needs. She explains that end customers typically fall into three categories: large fleets, government fleets, and local small- to medium-sized businesses. Each has unique demands and high profit potential for dealers who can serve them efficiently.