Twelve years ago, Stephanie De Marco never imagined she'd be selling trucks. Today, she's a two-time Hino National Skills Competition finalist and Sales Consultant at CMI Hino Adelaide.
If you’d told Stephanie De Marco 12 years ago that one day she’d be selling trucks for a living, she probably would have thought you were talking nonsense.
Back then, Steph was working reception at a truck yard, learning the ropes of the automotive industry from the front desk. Like many starting in their careers, she had a bit of an idea where her path would lead, but truck sales was definitely not on her radar.
“Never in a million years,” Steph laughs. “I was a receptionist, that’s what I thought I’d always be doing. Selling trucks was never something I imagined I’d ever be doing.”
Today, Steph is a Sales Consultant at CMI Hino Adelaide. She helps businesses, councils and fleet operators find the right truck solutions for their needs. It’s been a journey that’s meant stepping outside her comfort zone, backing herself and proving that the trucking industry has room for everyone.
Challenging the norm
When Steph first started in the automotive industry, truck dealerships were different from what they are now.
“It was a man’s world,” she says. “Women were working behind the scenes in office roles. Seeing a woman in sales just wasn’t the norm. I just thought it was more of a man’s job.”
That was her thinking for some years. But after working across different areas of the automotive industry, moving from trucks into car sales and eventually back into trucks, Steph began to see an opportunity to challenge herself in a much bigger way.
“I wanted to see how far I could make it, especially as a female in such a male-dominated industry,” she says. “I guess I wanted to try something really different.”
It’s that willingness to take on a challenge that’s become a defining part of her career.
Learning an entirely new game
Moving into truck sales was certainly an exciting new chapter for Steph. But she quickly found it came with a steep learning curve.
Unlike selling passenger vehicles, truck sales require a deeper understanding of business operations, technical specifications and how a vehicle will perform in a customer’s day-to-day operations.
“Trucks are very technical. There’s a lot to it,” she says. “You’re selling someone a business idea. If you get that wrong and it’s not fit for purpose, you could potentially cost a business owner a lot of money.”
To help gain and grow that knowledge, Steph has completed extensive product and technical training through Hino’s training programs.
“There’s been a lot of in-person training, online training, learning all the models, applications, technical specs, even down to what’s underneath the cabin. And it never really stops, with regular updates, which is great. Hino really encourages ongoing learning and personal development.”
It’s that investment in training that has helped Steph continue to grow her confidence and expertise.
Every customer is different
A typical day for Steph can involve everything from managing quotes and customer follow-ups, to coordinating special truck builds, liaising with body builders, tracking production schedules and keeping customers updated every step of the way.
But while the work itself can be technical, Steph says customer service is still key to her role. It’s something she developed from her years working in reception and car sales.
“People are still buying from people,” she says. “Follow-up is important. Do what you say you’re doing. Don’t try to fudge the truth. Honesty is the best policy.”
Such a customer-focused approach is especially important when no two are the same.
For government and council clients, the process tends to be more straightforward.
“Government customers know exactly what they want. They give you the specs they want and you make sure you account for everything.”
Retail customers, on the other hand, often need more guidance.
“Some customers know exactly what they want, but others don’t. You’ve got to help guide them and really understand what they need the truck to do for their business.”
It's those complex negotiations and tricky situations that Steph treasures most. "The challenging ones that turn into gold are my favourites," she says. Whether it's navigating budget constraints or building trust with a sceptical buyer, these moments are where her problem solving and people skills shine. Each handover photo she takes serves as a reminder of how far those relationships have come.
Customers are looking to the future
Steph says one of the biggest conversations happening in the industry right now is around sustainability. She tells us she gets a lot of interest in the Hino Hybrid Electric.
“Hybrid technology is probably the biggest conversation at the moment,” she says. “It’s a nice middle ground between diesel and full electric. Once customers see the fuel cost savings and the Euro 6 compliance, it becomes an easy conversation.”
Government and council fleets have been particularly quick to embrace hybrid technology, with councils increasingly looking for greener transport solutions. As the only truck manufacturer offering hybrid capability in this segment, Hino is well positioned to meet that demand.
Steph says it’s an exciting shift to be part of, especially knowing the industry is evolving rapidly.
A personal milestone
One moment that stands out in Steph's journey is making it into the Hino National Skills Competition. To understand why, you have to remember where she started - a receptionist at a truck yard, never imagining she'd do anything more.
"The first time I made it into the skills competition, I thought about how, just 10-plus years earlier, I was sitting at a reception desk," she reflects. "I never looked at myself as being a truck salesperson back then. And then I'm going to Sydney to go into a truck sales competition. That was huge for me."
She's now competed twice, placing second in 2025.
A changing industry for women
One of the most rewarding parts of Steph’s journey has been seeing the automotive industry itself evolve.
Over the past decade, she’s noticed more women stepping into roles that were once traditionally male.
“You see women everywhere now; sales managers, apprentices, technicians, coordinators. Hino is a company that encourages and celebrates women in the industry,” she says.
For Steph, this shift is more than statistical progress, it's personal. Women are no longer exceptional in the industry; they're expected, valued, and thriving.
Steph has some simple advice for other women considering a career in automotive or trucking.
“Just do it. There’s nothing to be scared of. There’s so much opportunity, and you never know what you’re capable of until you try.”
What’s next
For all that Steph has achieved, she's far from finished. When asked about her future, her ambitions are clear - she'd love to become a national face for Hino and eventually hold a leadership position at a national level.
"It would be cool to go national, maybe even international one day," she says. "To be one of the top people at Hino, or to represent the company in a way that shows what we can do. That would be amazing."
Steph De Marco's journey proves the trucking industry is changing. And she's helping to play a part in that change, one customer, one truck and one milestone at a time.