How to convince the customer that fuel control and GPS monitoring is not the only thing that works? Is it true that telematics solutions are unreasonably expensive? What to do if your client is facing misconceptions and why is it necessary to tell of devices’ capabilities and ways to apply them? In this article, we will debunk popular myths about price, versatility, and complexity of solutions.
1. Monitoring is too expensive
“Telematics equipment will cost me an annual profit” - this is what you can hear from the owners of small companies who are thinking about applying monitoring devices. Difficult installation that causes temporarily stops of the equipment is a certain barrier to make decisions.
Depending on the size of the fleet, the needs and the chosen integrator, the solution can be reasonably priced, moreover, do not forget that this is a profitable investment in the future of your company. Moreover, a specialist can install the equipment after work hours, and configure the unit remotely.
For example, a foreign carrier recouped the cost of installation in four months, and now it’s making a 28% bigger profit.
2. The effect of telematics solutions is unnoticeable
Cost reduction - this is what most business owners are looking for because every business is interested in saving resources. The main tasks of telematics are to provide the opportunity to monitor the consumption of time and material and human resources, as well as to monitor technical condition of the equipment.
By increasing productivity by optimizing equipment performance, a business can expect from 10 to 15% savings on fuel bills and achieve similar levels on maintenance. For instance, one of the largest oilfield service companies saved up to $ 250.000 only on fuel.
But in fact, the scope of telematics use cases is not limited to the oil and mining sectors and goes further: programming technologies and the ability to connect to different external sensors made it possible to automate all stages of winemaking. Fuel economy, rejects amount reduction, and control at all stages - these are not all the advantages that have become available to the client.
3. Only large companies can afford to use telematic solutions
It is a misconception that telematics is intended only for large companies because the use of telematics devices can benefit operations and processes of any scale.
For example, a small cleaning company with four vehicles can use GPS monitoring to optimize staff performance. If the employee is on shift and has already completed the previous order, the dispatcher or operator can send one to the place of the next order, instead of checking into the office. Or, for example, assign each employee to a specific polygonal geofence.
Fraud with fuel is also an urgent problem. So, refueling cars is carried out according to the fuel card, on which the limit on fuel volume is registered. Drivers can use extra fuel for their personal cars or sell it to other people. To avoid such expenses, compare the real vehicle mileage and the amount of fuel burnt.
You can save fuel not only by controlling the amount, optimizing routes and preventing drains but also by using the cars carefully with ECO Driving function. With its help, you can control the driving style, eliminate sudden braking and rapid acceleration.
Monitoring allows cleaning agencies, online stores, delivery services, and other small companies to control the execution of orders and the workload of their staff, optimize work, save money on fleet maintenance and fuel costs.
4. Employees will hide facts anyway
In case of any emergency that entails large losses for the company, you can only rely on the words of employees or incomplete information from other sources. To optimize the processes, you, as the owner, need to see exactly how honestly and how efficiently the staff copes with its tasks.
Galileosky equipment and technologies allow to see the full picture of what is going on. The company’s management can monitor the dynamics both in real time and refer to archived records stored in the “black box” that allows to reproduce second-to-second details.
For example, a company that conducts coal mining in northeastern Russia often experiences coups of loaded trucks. In the absence of a mobile connection, it is difficult to react to an incident in time and chick who was driving at that moment. However, all data about the driver, the condition of the equipment and the volume of cargo are stored in the internal memory of the GPS device, and managers can restore the picture in detail and believe facts, not words.
By observing the efficiency and decency of employees, you can create the crew that you can trust, change potentially dangerous routes, and also track periods when the risk of making a mistake is highest. Protect yourself from fines, repair costs and penalties.
5. I do not need to track “dots on map”
Over the years of using GPS trackers, some clients have a clear idea that telematics are moving dots on the map that cannot be controlled in any way, they can just watch them.
For example, the owner of the fleet can see where cars are located, in which region and whether they are connected. This is telematics in its simplest form, but now GPS monitoring has gone much further than observing “dots on map”. Galileosky developers can offer devices with wide range of functions: from monitoring the engine idling to fixing violations and assessing the driving style.
Possibly, some companies need to control “dots on map”, but will it be superfluous to benefit from safe driving? Lower fuel costs, repairs and scheduled maintenance of the fleet?
Telematics devices allow to control speed, driver behavior, rapid acceleration and sudden braking, as well as driving time spent during a certain period.
Such solutions can optimize the fleet, improve cargo safety, always be aware of the situation, as well as prevent problems before they occur.
6. Telematic solutions have no sense outside the GSM zone
Sometimes customers mistakenly think that telematics solutions are useless, because the equipment works in remote places, and data transfer is either impossible or will be very expensive. Now Galileosky technology allows you to receive data and control equipment even in places where there is no GSM coverage.
Different scenarios are possible: flexible Wi-Fi solutions will ensure stable data transfer without information loss, and with Iridium technology it is possible to send data from anywhere in the world. This will save money on traffic, and at the same time receive up-to-date information on the state of equipment.
For example, the integrator has applied a solution that allowed collecting and transmitting information to the server from machines operating under severe climatic conditions outside the GSM coverage area.
7. Monitoring + fuel control is enough. Additional features will not bring significant savings
Some company owners do not understand why devices with wide functionality are needed, because basic functions are enough for satisfactory performance.
However, more complex solutions that require advanced functionality can be very useful in crisis situations, for example, during a lockdown. A super opportunity to implement automation of production in order to minimize the use of people or even to exclude a man from the production process. What was previously done manually is now controlled by systems and sensors that reduce the risk of error.
Moreover, if earlier, a trip to a remote object or equipment was required to make changes to the operation of the algorithms, now specialists can configure the device remotely without interrupting the equipment from work.
Did you see familiar cues? - Now you know what to answer if a doubting customer has contacted you. Do not be afraid to work with objections, give complete information about the possibilities, let the client understand what benefits he misses when he refuses a more complex decision. Explain what effect the customer can expect after the installation.
We remind you that you can always get familiar with case studies on our website, where we publish stories from integrators.