Each one of us, who is involved in telematics (or let’s put it straight, any kind of business) familiar with the race – the constant search for new customers.
Hundreds of companies are being contacted, dozens are actually talking to you, and only a handful of these companies are actually willing to continue the talk, and who knows what will turn out of it.
And meanwhile the market is getting more and more crowded each year – new companies arise, new services are being introduced, and equipment is getting cheaper and cheaper.
Against such background, customers obviously are getting increasingly picky. And that is quite common for the developed market.
What can truly turn the heads – is something new, something unfamiliar, and simultaneously, simple and previously hidden from sight.
Such solution or ad-on for classical telematics is accurate fuel control and fuel management system. Provide solutions which are not based on almost abstract CANbus data (see our previous article on how this data is collected by manufacturers, not to mention VW and Co scandal). This solution is based on accurate, physical sensors, counting every drop of fuel – and then these data is processed by software and good decisions are made based on exact information.
So, how can this work for you and your telematics business?
“GPS tracking? Well, we mastered that already, now let’s see what we can offer beyond that!”
First of all, the power of novelty – giving customers new service of qualitatively high accuracy level and based on its driver assistance, real ECO-driving (see previous post), efficient fuel management and fuel theft elimination. This all is now possible because your system has real data source.
Secondly, including such new possibilities to you service portfolio and displaying it on your website is an extremely powerful, (not mentioning low cost) approach to differentiate among other telematics providers. By placing focus on what fleet owners are really concerned about – that is costs, and showing how they can be driven down, your proposal would sell for you.
Not convinced yet? Good, as we left the best for the end. Talk it over with your current customers! If they are already satisfied with your service (and we sure they are) – they are always in search of opportunities and are open for discussion.
Agree on testing installation, work together to find best use of data – fleet owners are the ones who should be interested in that the most, and as a result you will have a system, developed in cooperation with actual users of it – the customer. Showcasing your success in this case is as simple as catching a GPS signal in the middle of the field.
