DEF: Why It Matters and How to Maximize Your Strategy
For most fleet managers, diesel exhaust fluid (DEF) isn’t always top of mind, but it should be. Behind the scenes, DEF plays an important role in keeping diesel engines running efficiently and in compliance with environmental regulations. As emission standards tighten and operating costs climb, management is becoming an essential part of a smart fleet strategy.
In the FUELSCast episode, “DEF: The Industry’s Best-Kept Sustainability Secret,” host Sydney Casey sits down with Andy Austin, Senior Vice President of Specialty Products, and Jim Timmer, Vice President of DEF, for a discussion on what DEF is, how it works, and why strategic management is more important than ever.
What Is DEF and Why Does It Matter?
DEF is a mixture of 32.5% urea and 67.5% deionized water. It works within a truck’s selective catalytic reduction (SCR) system to reduce harmful nitrogen oxide (NOx) emissions. “DEF was mandated by the government in 2010,” Timmer explained. “It mixes with the exhaust stream of diesel engines to help eliminate nitrous oxide emissions, turning them into nitrogen and water.”
Austin calls it “the best sustainability story that our industry doesn’t tell,” noting how technology originally used in smokestack scrubbers was miniaturized for diesel vehicles. “It takes about 90% of the NOx that’s coming out of a diesel tailpipe and turns it into nitrogen and water.”
Changing Regulations
New EPA rules affecting diesel exhaust fluid systems could ease challenges for fleet operators. Starting with 2027 engine models, the EPA will permit reduced torque instead of full engine shutdown when its levels run too low. This adjustment is intended to minimize disruptions while maintaining compliance with emissions standards. At the same time, the agency is reviewing older endangerment findings, signaling that broader policy shifts may be ahead.
Although Canada is not directly included, different regulations between the two countries could be difficult to sustain, raising questions about future alignment. The issue is expected to drive considerable discussion in the coming months, potentially including legal challenges. Analysts are already modeling the potential impact on demand, and additional clarity is likely as more stakeholders weigh in. You can hear more about this topic and other market updates in our latest FUELSCast episode featuring Andy Milton.
Choosing the Right Delivery Format
Mansfield offers DEF through its Blue LEAF brand and private label partnerships. “Blue Leaf DEF was created about 15 years ago, originally for Canada,” said Timmer. “We’ve since brought it into the U.S. as our core brand.”
Mansfield also offers a robust private label program for customers who prefer their own branding. “We support our customers’ business-building efforts,” Austin said. We’re happy to be standing behind the curtain, providing the solutions.”
DEF is available in multiple formats: jugs, drums, totes, and bulk tank deliveries. While small operations may rely on jugs or drums, larger fleets benefit from bulk solutions. Bulk not only lowers per-gallon costs but also improves inventory control and reduces waste from packaging.
Supply Chain Strength
DEF production relies heavily on natural gas, as urea is derived from nitrogen-based chemical processes. That means pricing and availability can be affected by geopolitical events, natural gas demand, and unplanned plant outages. While North America maintains a fairly balanced supply, imports from places like Russia and China have decreased due to global tensions.
Mansfield mitigates these risks through strong supplier relationships, diverse sourcing strategies, and a national delivery network. In the U.S. and Canada, Mansfield offers both packaged and bulk DEF, with marine solutions for vessels operating in the Great Lakes and St. Lawrence Seaway.
Centralizing Procurement
Fuel procurement is often centralized, but many fleets still handle DEF locally or location-by-location. This decentralized approach creates inconsistencies in price, storage, and supply risk. By consolidating procurement, fleets can unlock economies of scale, reduce delivery costs, and simplify compliance across all locations.
Mansfield helps customers design optimal programs by:
- Right-sizing storage (totes or tanks)
- Inventory management with tank monitors
- Consolidating supply contracts
- Providing national delivery performance backed by logistics expertise
Advice for Fleet Managers
DEF is no longer just a box to check for emissions compliance; it’s a key cost center that can be optimized for better performance and savings. Centralizing your program, upgrading to the right storage solution, and partnering with an experienced supplier can transform DEF from a routine purchase into a strategic advantage.
Ready to take control of your strategy? Reach out to the Mansfield team to learn how a more efficient, scalable program can help you prepare for the road ahead.
Looking for the right equipment for your DEF needs? With Mansfield’s Equipment Catalog, you can explore a variety of equipment options and request information or purchase support directly. Check out our online catalog today!
Want to know more about DEF? In the FUELSCast episode “DEF: The Industry’s Best-Kept Sustainability Secret,” we’re exploring DEF (Diesel Exhaust Fluid), what it is, why it matters, and how it’s shaping the future of emissions control and engine performance.
Click here to play the episode!
This article is part of Daily Market News & Insights
Tagged: Blue Leaf DEF, Bulk DEF, DEF, DEF Canada, DEF Centralization, DEF Delivery, DEF Equipment, DEF inventory management, DEF Logistics, DEF Market Outlook, DEF pricing, DEF Procurement, DEF storage, DEF Strategy, DEF Supply Chain, Diesel Exhaust Fluid, Emissions Compliance, EPA Regulations, Fleet Cost Savings, Fleet Management, FuelsCast, Mansfield Energy, natural gas, NOx Reduction, Private Label DEF, SCR system, sustainability, urea
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