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ISSUES Fact Book 2012 April / May 2012 December 2011 / January 2012	Feature Article November 1, 2011 THE MISSION IS GROWTH The fleet industry in Canada has been affected as have most others, by the on-going global economic crisis. For many fleets the watchword these days has become “caution.” But, in this interview with CAF, Greg Tepas, EMKAY’s President and CEO, takes a refreshingly decisive position that stresses an unequivical goal: EMKAY’s prompt growth in the Canadian market. CAF: EMKAY’s reputation as a very experienced, internationally-ranked organization, counted among the top fleet leasing and management companies globally is now even more firmly established in the Canadian market. What was the core component of EMKAY’s decision to acquire the bulk of JPL’s fleet operations at this time? TEPAS: We have completed several acquisitions within the last decade, which has been one element of EMKAY’s strategy. However, when making acquisitions, we look for the right type of company to bring value to the clients. This acquisition was a bit different in that we did not have robust operations in Canada. We have operated in the Canadian market for decades, and we always believed there was more potential for us to expand in this market. This provided us that opportunity and was strategic in nature, as it not only increases our scale and diversification, but also allows us to expand upon our North American cross-border value proposition. Additionally, we were highly familiar with JPL through a previous relationship, so our knowledge of their business helped us get comfortable with the opportunity and understand where we could add value. We realized that by combining the strengths of both businesses, and bringing our technology to this client base, that we can be a true player in this market. CAF: Do you have a target range of size or type of fleet in mind for EMKAY’s growth strategy in the Canadian market? TEPAS: EMKAY’s business and capabilities are designed to suit a variety of fleet segments. Our small fleet accounts range from 15 to 50 vehicles, our middle market fleets from 50 to 500, and our large account strategies will focus on fleets of more than 500 vehicles. Each has unique service structures and offerings designed for those segments. The portfolio of clients that we have acquired is comprised of fleets of varying sizes. Further, we offer diverse solutions that apply to multiple vertical markets and have a comprehensive integrated technology and service approach designed for fleets that desire a complete North American solution. We have been actively working with customers that have operations on both sides of the border as our first priority; however, we have robust growth plans for new business going forward. Our unique position will offer solutions and technology not traditionally found in the Canadian fleet marketplace, and we are looking forward to sharing our story with those who haven’t yet heard of EMKAY. CAF: How would you articulates EMKAY’s unique selling proposition? How will it benefit fleets in Canada? TEPAS: EMKAY’s mission is to be the premier fleet management company in North America. We do this by offering innovative solutions while delivering exceptional service that is not only highly responsive, but also contains a proactive consultative approach to account management. Our service teams and technology have received many awards over the last several years, and our integration strategies include bringing these up for the Canadian clients to use immediately. We recognize that no two fleets are alike; as such, we create customized solutions for our clients, leveraging our processes, our people and our systems to continually enhance their experience. At the end of the day, we strive to provide a client experience that is simple, superior and unique among the alternatives offered in the fleet management industry. CAF: EMKAY’s current international experience with customers includes fleets that range in size from 5 to more than 1000 vehicles. In which size sector do you anticipate most emphatic growth in Canada in the near term? TEPAS: We see growth opportunities across the board. Over the second half of this year and into the first part of next year, as we complete the integration, we will begin executing the strategies to grow all segments. We are excited to have full-scale capabilities and operations in the Canadian marketplace, and we can’t wait for the future.

November 1, 2011
THE MISSION IS GROWTH

The fleet industry in Canada has been affected as have most others, by the on-going global economic crisis. For many fleets the watchword these days has become “caution.” But, in this interview with CAF, Greg Tepas, EMKAY’s President and CEO, takes a refreshingly decisive position that stresses an unequivical goal: EMKAY’s prompt growth in the Canadian market.

CAF: EMKAY’s reputation as a very experienced, internationally-ranked organization, counted among the top fleet leasing and management companies globally is now even more firmly established in the Canadian market. What was the core component of EMKAY’s decision to acquire the bulk of JPL’s fleet operations at this time?

TEPAS: We have completed several acquisitions within the last decade, which has been one element of EMKAY’s strategy. However, when making acquisitions, we look for the right type of company to bring value to the clients. This acquisition was a bit different in that we did not have robust operations in Canada. We have operated in the Canadian market for decades, and we always believed there was more potential for us to expand in this market. This provided us that opportunity and was strategic in nature, as it not only increases our scale and diversification, but also allows us to expand upon our North American cross-border value proposition.

Additionally, we were highly familiar with JPL through a previous relationship, so our knowledge of their business helped us get comfortable with the opportunity and understand where we could add value. We realized that by combining the strengths of both businesses, and bringing our technology to this client base, that we can be a true player in this market.

CAF: Do you have a target range of size or type of fleet in mind for EMKAY’s growth strategy in the Canadian market?

TEPAS: EMKAY’s business and capabilities are designed to suit a variety of fleet segments. Our small fleet accounts range from 15 to 50 vehicles, our middle market fleets from 50 to 500, and our large account strategies will focus on fleets of more than 500 vehicles. Each has unique service structures and offerings designed for those segments.

The portfolio of clients that we have acquired is comprised of fleets of varying sizes. Further, we offer diverse solutions that apply to multiple vertical markets and have a comprehensive integrated technology and service approach designed for fleets that desire a complete North American solution.

We have been actively working with customers that have operations on both sides of the border as our first priority; however, we have robust growth plans for new business going forward. Our unique position will offer solutions and technology not traditionally found in the Canadian fleet marketplace, and we are looking forward to sharing our story with those who haven’t yet heard of EMKAY.

CAF: How would you articulates EMKAY’s unique selling proposition? How will it benefit fleets in Canada?

TEPAS: EMKAY’s mission is to be the premier fleet management company in North America. We do this by offering innovative solutions while delivering exceptional service that is not only highly responsive, but also contains a proactive consultative approach to account management. Our service teams and technology have received many awards over the last several years, and our integration strategies include bringing these up for the Canadian clients to use immediately.

We recognize that no two fleets are alike; as such, we create customized solutions for our clients, leveraging our processes, our people and our systems to continually enhance their experience. At the end of the day, we strive to provide a client experience that is simple, superior and unique among the alternatives offered in the fleet management industry.

CAF: EMKAY’s current international experience with customers includes fleets that range in size from 5 to more than 1000 vehicles. In which size sector do you anticipate most emphatic growth in Canada in the near term?

TEPAS: We see growth opportunities across the board. Over the second half of this year and into the first part of next year, as we complete the integration, we will begin executing the strategies to grow all segments. We are excited to have full-scale capabilities and operations in the Canadian marketplace, and we can’t wait for the future.