LONG BEACH, California—Uncertainty loomed large in the OEM panel discussion during the NAFA I&E 2025 general session here April 29, as the Trump administration teased changes to the tariff plans for automobiles—a significant development, coming just before the Detroit Big Three execs took the stage.
“Well, here we are. Let's talk about the elephant in the room: tariffs,” moderator Chris Brown, Automotive Fleet associate publisher, said to begin the chat. “This is affecting availability. It has potential to affect lead time, even vehicle content. How are your organizations dealing with this whole situation?”
The new order, a potentially complicated adjustment on auto parts to end tariff “stacking,” is “hopefully for the good,” suggested Gabe Slack, sales enablement manager – fleet management companies at GM Envolve. “We're just going to continue to try to be nimble and game plan around this. We've got the most U.S. plants of any OEM, so we've got some flexibility on moving some stuff around.”
See also: What the Big Three automakers plan for fleets in 2025
Getting a big laugh from the audience, Eric Swanson, VP of commercial sales for the East region at Stellantis, explained that the company’s legal department “was very clear” in its guidance on addressing tariff questions.
“It is a very fluid situation, which we are constantly monitoring,” Swanson quipped, before answering seriously. “We woke up to something this morning that is very different than it was the day before, so we're all trying to just figure it out.
“At the end of the day, we want to do what's best for our employees; we have to do what's best for our company; we have to do what's best for our customers—and we got to find how those three things line up.”
The third member of the panel, Ford Pro Commercial & Government Sales General Manager Greg Wood, didn’t shy away from the politics, pointing out that President Trump would be in Michigan to sign the executive order.
“Ford Motor Company supports President Trump's vision to have a healthier and growing automobile industry and manufacturing base here in the United States,” Wood said. “We assemble more vehicles in the United States than any other OEM. We hire more automotive workers than any other OEM. And we also export more vehicles to other countries assembled in the United States than their OEM. So we're going to continue to adapt and evolve.”
And the topic would emerge regularly throughout the discussion, with Swanson—after promising not to talk about tariffs any further—resorting to “the word that rhymes with ‘sheriff’.” But there were plenty of other commercial vehicle updates to discuss.
See also: 'No loss of enthusiam': NAFA keynote touts resilience
Electrification transformation
The discussion extensively explored the ongoing electrification of fleet vehicles.
While acknowledging the regulatory pressures, particularly in markets like California, the OEM representatives stressed the importance of offering customers choice and flexibility.
Wood emphasized Ford's approach of providing "power choice," offering gas, diesel, hybrid, and electric options to meet diverse fleet needs.
Swanson drew a historical parallel, comparing the current EV transition to previous automotive technological shifts, such as the move to fuel-efficient vehicles during the oil embargo in the 1970s.
Technological innovations and safety
The panel highlighted emerging vehicle technologies, with a particular focus on safety features. Dash cameras, in-vehicle coaching, and advanced driver assistance systems (ADAS) are becoming increasingly sophisticated.
The executives acknowledged the delicate balance between technological innovation and driver privacy, particularly regarding monitoring technologies.
Gabe Slack from GM noted the significant safety improvements in modern vehicles, pointing out features like automatic emergency braking and pedestrian alerts that come standard on many commercial vehicles.
Service and connectivity
A significant portion of the discussion centered on the expanding ecosystem of fleet services. Ford Pro, GM, and Stellantis continue to develop and expand comprehensive solutions that go beyond vehicle sales, including:
- Mobile service capabilities
- Integrated telematics
- Charging infrastructure support
“It's connecting that software and hardware together that creates a lot of the magic that can help support uptime advancements for all of you,” Wood said, outlining the evolving ability to remotely diagnose a problem, order parts, and schedule service.
Addressing fleet challenges
The panelists were united in their commitment to supporting fleet customers, particularly government and public sector clients. They emphasized the importance of:
- Early communication
- Flexible ordering processes
- Transparent pricing strategies
- Customized solutions for unique fleet requirements
When addressing concerns about parts sourcing and potential supply chain disruptions, the executives were candid about the complexities of global manufacturing, acknowledging that advanced notice of potential issues is often challenging.
Looking forward
The panel concluded with a sense of cautious optimism. While acknowledging the unprecedented challenges of recent years, the OEM representatives demonstrated a commitment to innovation, adaptability, and customer support.
"We're going to continue to adapt and find new ways of solving problems," Swanson said. “What is the problem, what is the challenge that you guys are facing? Let us know so that we can solve it together.”
The NAFA panel underscored a critical message: In an era of constant change, communication, flexibility, and a customer-centric approach remain the most valuable assets for navigating uncertainty.
