Episode Episode 208: Don’t Stop Fighting for Replacement Funds

"It’s not reasonable to skip replacements and expect your fleet to be safe. And in court, reasonability is everything."

Episode Summary

n this powerful keynote-turned-podcast from Connect 2025, Marc Canton and Steve Saltzgiver tackle one of the most overlooked but financially devastating issues in fleet management: inadequate fleet replacement planning. Drawing from decades of experience and real-world consulting insights, Steve and Marc make a compelling case for why fleet managers must stop kicking the can down the road.

They go beyond the typical capital vs. operating cost debate, diving into the hidden costs of poor replacement planning: technician shortages, downtime, liability risks, and loss of stakeholder trust. Using vivid analogies (like rental car companies and depreciation curves), they break down exactly how aging assets cripple performance, and what to do about it.

This is a must-listen episode for government fleets, enterprise organizations, and anyone who feels stuck in the cycle of reactive maintenance.

Key Takeaways

• Good fleet replacement equals good fleet management. Full stop.
• Aging assets increase M&R costs, downtime, and liability risk, and reduce availability.
• The capital cost of an asset is NOT what you paid; it's the purchase price minus resale.
• Fleets with high replacement backlog (25%+) are in crisis and need immediate intervention.
• Leadership must be educated on the economics of replacement vs. repair.
• A strategic, data-backed plan gets stakeholders on board and secures funding.

Speaker Bios

Steve Saltzgiver is an award-winning fleet executive and consultant with decades of leadership in both the public and private sectors. Known as the "Fleet Whisperer," Steve helps fleets transform their operations by aligning strategy with data-driven performance.

Marc Canton is a fleet management strategist and speaker, passionate about connecting operational excellence to financial outcomes. At RTA, he works closely with government and enterprise fleets to implement impactful fleet success strategies.

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