In this week’s episode of Straight Talk on Fleet, Erin Gilchrist, VP of Fleet Evangelism at IntelliShift, dives deep into a conversation with Thurman Register, Senior Manager of Fleet at Ferguson Enterprises. With over 30 years in the fleet industry, Thurman shares invaluable insights on managing change, fostering driver engagement, and leveraging data for strategic growth. Ferguson, North America’s leading value-added distributor in the $340B construction market, relies on Thurman’s expertise to oversee a complex fleet of over 5,500 vehicles. This episode is packed with actionable takeaways that any fleet leader can use to elevate safety, efficiency, and long-term success. 

Key Takeaways from the Episode 

#1: Transitioning to a Centralized Fleet Model  

Thurman opened up about Ferguson’s shift from a decentralized to a centralized fleet structure—a transformation that required strategic leadership and patience. “At the heart of my initiatives really was to bring a decentralized fleet model and drive the creation and implementation of a centralized fleet operation for Ferguson,” he explained. This change didn’t happen overnight. “That’s a culture change inside of an organization and those take not months or weeks but years to do well and to do correctly.” His advice? Use data as your anchor to demonstrate the value of change and win over stakeholders. 

#2: Navigating Acquisitions with a Personal Touch  

Acquisitions come with unique challenges, and Thurman likened the fleet industry to a snowstorm where every fleet is a snowflake. “Every fleet is a snowflake, meaning we’re all similar but we’re all different,” he said. Ferguson’s acquisition strategy includes detailed due diligence, vehicle condition assessments, and aligning safety protocols. “We go in with positive stories and feedback from our own drivers on how the program has made them better, not only at work but at home,” Thurman shared, emphasizing that trust and tailored onboarding are key to successful integration. 

#3: Winning Driver Buy-In Through Communication and Incentives  

Introducing new technology can be met with resistance, especially from drivers who might see it as surveillance. Thurman addressed this head-on: “We want to dispel that myth that it’s a ‘gotcha’ system… It’s really a driver exoneration program, and that’s what we focus on.” Ferguson also revamped its driver safety incentive program to pay out quarterly instead of annually. “If you have a bad month, it doesn’t disqualify you for the entire year,” Thurman explained. This shift has increased participation and morale, reinforcing that Ferguson’s focus is on safety and driver success. 

#4: Data-Driven Decisions for Maximum Impact  

Data isn’t just numbers for Thurman; it’s a vital tool for strategic decisions. “I’m not data averse. I want it all,” he stated. Collecting comprehensive data allows Ferguson to respond quickly and effectively to emerging challenges. “If we have the data already stored, it’s easier to go back and capture what the answer is that I’m trying to solve for,” Thurman added. This approach has allowed his team to optimize asset utilization, manage life cycles, and prevent unscheduled downtime. “Data is the new oil, the new gold. He who has the data wins.” 

#5: Balancing Top-Down and Bottom-Up Communication  

Thurman’s approach to decision-making involves both leadership and grassroots input. Ferguson’s Fleet Management Advisory Council (Fleet MAC) ensures that everyone, from executives to drivers, has a say. “Regardless of what your business title is, you get one vote, and everybody gets a vote,” he said. This creates a culture where drivers’ voices are valued and considered in decision-making. “It gives the drivers a voice at that executive level,” Thurman emphasized, highlighting that this inclusive approach fosters trust and engagement. 

Thurman’s Advice for Fleet Leaders: Prioritize, Communicate, and Stay Engaged

Thurman’s key advice for fleet managers is to focus on what will bring the most value. “We step over those shiny nickels and quarters to pick up a dirty dollar,” he said with a chuckle, reminding leaders to prioritize high-impact initiatives. Clear communication about these priorities builds trust across teams and keeps everyone aligned. “Acknowledge that you hear them and understand them, even if today’s focus is on the bigger picture.” 

Final Thoughts  

Thurman Register’s insights underscore that successful fleet management is about people, data, and strategic alignment. From integrating acquisitions seamlessly to using data as a competitive edge and championing driver engagement, this episode is a must-listen for any fleet leader aiming to drive meaningful, lasting change. 

Be sure to tune into Straight Talk on Fleet for more episodes that empower fleet managers with insights and strategies. Connect with Erin on LinkedIn to join a growing community of fleet professionals committed to elevating the industry. 

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