EPA Compliance Alert: Changes Ahead for Truck Sales Teams

Based on reporting from Transport Topics, January 2025

Image credit: Wikimedia Commons.

The EPA just handed down one of its largest-ever emissions enforcement actions on Jan. 15, and it's changing the game for truck sales teams. Hino Motors, a subsidiary of Toyota that competes in the United States on medium-duty trucks, agreed to a settlement valued at $1.6 billion in penalties for violations affecting more than 110,000 diesel engines sold between 2010 and 2022.

What Happened

Between 2010 and 2019, Hino Motors gave false engine test data to the EPA. Instead of running real emissions tests, the company admitted to changing test results and creating fake data. They also didn't tell regulators about engine software that could change how emissions controls worked. Because of these violations, their trucks released extra pollution equal to having 110,000 more trucks on the road.

The EPA came down hard on Hino for breaking these rules. They canceled all approvals for Hino models made between 2010 and 2019—the biggest cancellation the EPA has ever done. They also banned Hino from bringing any diesel engines into the United States for the next five years.

Why Sales Teams Should Care

The EPA crackdown on Hino could signal that regulators are getting more serious about emissions. This case changes three key things for anyone selling trucks:

1. Records Matter More Than Ever
   • Every truck's emissions certification needs to be verified
   • Service records must show compliance with EPA standards
   • Sales teams need quick access to emissions documentation
2. Customer Questions are Changing
   • Fleet managers are watching emissions compliance closer than ever

   • Missing documentation can trigger major penalties

   • Customers need clear proof their trucks meet standards
3. Service Follow-up is Critical
   • Regular emissions system checks prevent compliance issues
   • Service records need to be complete and easy to find
   • Quick answers about emissions keep deals moving
     
     

What Works in the Field

The Hino case shows the growing importance of emissions compliance documentation. To match this need, many smart sales teams are already taking notes on emissions discussions and setting up reminders for maintenance checks. They are also talking to customers about compliance changes. 

But doing all this in practice can be a challenge. Sales teams already have their hands full with managing customer relationships. Add on emissions tracking, and it starts looking like a full-time job by itself.

Making it Work

The Hino case shows EPA enforcement is getting stricter. Sales teams that can track and communicate better notes about their customers and products will have an edge. The key is keeping it thorough without making it complicated.

For outside sales teams, the real challenge isn't just knowing what to track—it's finding time to do it while visiting customers all day. Sales reps need a way to record details quickly in the field, share them instantly with their team, and access them easily when customers have questions. Voze makes all the difference here. 

Success comes down to having a simple way to track and communicate everything. If that's a challenge in your team, Voze wants to help.

With Voze, sales teams can:

• Record customer meetings with quick voice notes
• Get automatic follow-up reminders
• Share updates with the whole team instantly

Want to see how other truck sales teams are growing their business with Voze? 

Schedule a quick chat about how we can support your team.