At the 2025 Geotab Partner Day in Sydney, industry leaders shared practical advice for Fleet Managers navigating an era of tightening emissions standards, electrification, and data-driven decision-making.
The panel featured Mike Costello (Cox Automotive Australia), Mace Hartley (AfMA), and Marc Sibbald (IPWEA & Fleet News Group). Together, they delivered a clear message: the next decade of fleet success will come from smarter use of data, flexible lifecycle planning, and better communication with the C-suite.
1. Leverage policy changes to your advantage
With the New Vehicle Efficiency Standard (NVES) now in place, fleets could see new opportunities. Mike Costello explained that manufacturers will soon need to balance their fleet-average CO₂ emissions or face fines — a dynamic that can work in a buyer’s favour.
“As the year ends, you’ll see OEMs realise they need to move more EVs and plug-in hybrids to hit their targets,” Costello said. “That could create some great deals for fleet managers in November and December.”
Fleet Managers are encouraged to time their procurement cycles around these new seasonal trends and to engage early with suppliers.
2. Rethink replacement cycles for EVs
Traditional three-to-five-year replacement policies may not make sense in the electric era. EVs continue to improve through over-the-air updates and show slower depreciation than many predicted.
“An EV gets better with software updates — it’s not at its best the day it leaves the showroom like an ICE vehicle,” said Mace Hartley.
Marc Sibbald added that Geotab data can help identify the optimal replacement point. “You can move from a time-based model to a risk-based one,” he said. “Look at utilisation, battery health, and fault codes — not just the calendar.”
3. Use data to make smarter, risk-based decisions
Both Sibbald and Costello said fleets should use telematics to gain a deeper understanding of asset health and cost trends.
“Fleet Managers have gotten lazy over the years, replacing every four years because that’s what the last guy did,” Sibbald said. “With Geotab, you can see which vehicles are underused, overworked, or developing faults and make decisions based on data rather than habit.”
Costello noted that for EVs, vehicle age matters more than odometer readings, as technology evolves so quickly.
4. Measure and communicate fleet performance
Sibbald offered a simple but powerful way for Fleet Managers to raise their profile internally: start reporting.
“Do a monthly report — doesn’t matter what’s in it, just send it to your CFO or executive,” he advised. “After a few months they’ll start asking questions, and that’s when you become part of the conversation.”
He suggested presenting results in a “traffic-light” format showing what’s working, what’s not, and what’s at risk.
5. Manage plug-in hybrids with data, not assumptions
Plug-in hybrids (PHEVs) remain an important bridge technology — but only if they’re used properly.
“Plug-in hybrids are fantastic — but only if you charge them,” Sibbald warned. “If fleets buy them just to tick a box and never plug them in, they’re actually worse for emissions than a petrol car.”
Using Geotab’s reporting tools, fleet managers can track charging frequency, fuel use, and electric-only kilometres, ensuring their environmental targets are backed by evidence.
Looking ahead
The experts agreed that the next phase of fleet management will be defined by flexibility, insight, and accountability. Geotab’s connected vehicle data enables fleets to measure utilisation, manage electrification, and report results with confidence.
As Costello concluded, “Fleets will be at the front line of Australia’s decarbonisation. Those who understand the data and act on it will lead the market.”
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