For the BCC sales team, 2025 was a year spent on the road. As a regional sales manager, I was focused on customer visits, shop walkthroughs, OEM meetings, and industry conferences across the Western region. Looking back, the most important lessons came directly from the field by listening to what fleets are dealing with every day and being honest about where we can help and where more work is needed.
Listening in the field
One of the biggest takeaways from last year was that being present matters more than polished messaging. Every visit reinforced how climate control systems actually perform in real world conditions and what maintenance teams need most from us. Shop conversations consistently surfaced challenges that never show up in reports or specs.
Conferences also played a bigger role than ever in shaping real conversations and uncovering helpful insights. Events like APTA, CTA, CALACT, WSTA, and CUTA put us face to face with the people making real decisions on policy, procurements, and the transition to cleaner technologies. Those conversations made it clear that sustainability is no longer theoretical and fleets are actively working through what it means operationally.
Our role at those events was to share what we are seeing in the field and be clear about how climate control performance directly impacts range, efficiency, and rider comfort.
Turning insights into action
BCC’s Fleet Tracker Program proved its value by solving real operational problems. It reduces unnecessary road calls and gives teams faster insights into AC-related issues remotely, helping supervisors make practical decisions about keeping buses in service. These early wins set the stage for the next phase, which will focus on performance trends tied to long term HVAC energy use and the impact on range. In doing so, we gain insights to help BCC stay focused on bringing new products to market that are more efficient and reliable.
Where flexibility mattered most
The travel load was heavy, and shifting customer priorities required constant adjustment. Some procurements stalled or were canceled, others accelerated, and some changed direction entirely. Staying flexible and keeping communication clear was not optional.
We saw firsthand that not every fleet is ready to adopt new technology at the same pace. Some customers needed more time, more training, or better coordination between suppliers and OEM partners. Meeting each fleet where they are will remain a priority in 2026.
Strong internal coordination stood out as a difference maker. When service, engineering, warranty, and sales align early, projects move faster and customers get better support.
How these lessons are shaping 2026
Last year made one thing clear: staying close to customers and partners is the only way to support the shift toward more sustainable operations. In 2026, that means being more intentional with travel, staying engaged at the right conferences, and strengthening internal collaboration.
Fleets are looking for climate control systems that meet performance goals and energy targets without compromising reliability or comfort. Our role is to be honest about what works today, support each fleet’s transition at the right pace, and deliver consistent performance along the way. Passenger comfort remains central to that conversation. As propulsion systems change, riders still expect dependable service and consistent comfort in every season.
Looking back at 2025 sharpened our direction. Moving forward means staying engaged in the field and supporting transit agencies as they work toward a cleaner and more reliable future.
Whether fleets are adapting to new technologies or planning for what comes next, our team is here to help.