Navigating the EV Revolution in Trucking at Workhorse with Kelly Kiger

Why You Win

Ever wondered how transitioning from internal combustion to electrification can innovate your sales approach?

In this episode, Kyler and John sit down with Kelly Kiger, the VP of Commercial Vehicle Sales at Workhorse, to explore how to maintain a startup mentality in a rapidly evolving industry. As companies navigate the shift to electric vehicles (EVs), Kelly shares her firsthand experience of setting up dealer networks, transitioning traditional dealers to EV enthusiasts, and the unique challenges that come with this dual transformation.

Listen to learn valuable insights on balancing a lean startup environment while meeting industry standards and how geographic readiness across the U.S. can guide your sales strategy.

Key Takeaways:

1. Adopt a Lean and Experimental Approach: Instead of adhering to rigid processes like those found in large, established corporations, embrace a startup mentality by being flexible and open to experimentation.

2. Consider the "White Glove" Service: Providing a premium, personalized experience could significantly impact how your customers perceive new and innovative products, particularly in the EV sector.

3. Build Strong Dealer Relationships: Transitioning from traditional to electric vehicles involves educating and equipping your dealer network with the necessary tools and knowledge.

Timestamps:

(00:00) Meet Kelly

(05:05) Building a dealer network

(09:54) Areas where Workhorse is excelling

(13:00) Balancing dealer expansion and direct fleet relationships

(15:54) White glove approach to marketing and customer engagement

(22:03) Building trucks before hiring a sales team

(31:04) Advice for transitioning to a startup

(35:47) Retraining dealers to sell EVs and adjust their business models

(41:07) Collaboration within the EV industry to drive overall success