Why You Win

What makes a vehicle work-ready isn't always what you see on the surface.

In this episode, Kyler and John sit down with Adam Keane, President of Allied Body Works, Inc., and founding partner of Fourward Upfitting, about how upfitters are shaping the future of commercial fleets. 

Adam shares how responding to customer needs has sparked innovation and expansion, from custom builds to patented safety products. He discusses the balance of serving fleet customers locally while maintaining consistency, and how being part manufacturer, integrator, and problem-solver drives their approach. You’ll also hear him highlight how customer insights and operational flexibility open doors in a rapidly changing market.

Key Takeaways:
  1. Focus on the customer: Prioritize understanding your customers' needs and ensure your product or service directly addresses those needs. 
  2. Embrace innovation in everyday solutions: Small, incremental improvements—like designing specialized vehicle features—can lead to big results and create new market opportunities.
  3. Leverage partnerships for growth: Collaborating with like-minded businesses can open doors for national expansion and better serve customers. Find ways to work together, sharing knowledge and resources, to offer consistent solutions across multiple regions.

Timestamps:
(00:00) Introducing Adam Keane
(00:53) Transitioning from second-in-command to owning the business
(03:24) The strategic founding of Fourward Upfitting
(05:04) Why local builds can benefit national fleet customers
(06:37) Custom innovations from dog grooming vans to safety products
(11:59) How a city request sparked a patented safety solution
(15:52) A family business built on resilience and reinvention
(18:25) Balancing legacy, growth, and impact as a business owner
(22:24) What it really means to be an upfitter
(25:28) Upfitters as the Value Added Resellers of Commercial Vehicles
(29:19) Scaling smart solutions without sacrificing customization
(36:30) Staying focused on the end-user to keep growing

What is Why You Win?

From dealing with complex distribution channels to trying to control a distant customer experience, leaders in mobility manufacturing deal with complexity every day. But then, there are the leaders who are, simply, winning.

This is Why You Win, the show hosted by Element Three’s Kyler Mason and John Gough that asks the foremost leaders in the industry to share where they are placing bets and making hard choices that put their businesses in a better position to win.