June 2, 2014
Editor's Analysis & Top Industry News

Sutton_Janice Expert Marketing to Fleet Decision Makers

This week marks the debut of A Call to Action (for Fleet Providers)’, writ­ten by fleet brand­ing and mar­ket­ing author­ity Ed Pierce. An exclu­sive with Fleet Man­age­ment Weekly, Ed’s new monthly col­umn is writ­ten expressly for prod­uct and ser­vice providers who want to con­nect and influ­ence fleet deci­sion mak­ers. Ed’s fleet indus­try mar­ket­ing career spans 21 years and he is up-to-the minute in his assess­ment of the fleet mar­ket­ing arena. Don’t miss his inau­gural col­umn this week in Fleet Mar­ket­ing.

At NTEA’s The Work Truck Show, we thor­oughly enjoyed talk­ing with Steve Jansen, Direc­tor of Truck Fleet Ser­vices at Donlen. He has an engag­ing and out­go­ing per­son­al­ity and clearly is an expert in truck fleet man­age­ment. Our inter­view with Steve: ’ What’s Trend­ing in Truck Fleet Man­age­ment?’ appears in Truck Fleet Man­age­ment; if trucks touch your life, you will want to hear what he has to say.

Drive safety,

Jan­ice Sutton

Clarus PHH Arval Releases Three New Software Application Platforms

PHH Arval has launched three new tech­nol­ogy plat­forms to replace PHH Inter­ac­tive, its cur­rent Web-based solu­tion plat­form: Clarus, Clarus Dri­ver, and PHH Xplore

By Mike Sheldrick, Senior Edi­tor, Fleet Man­age­ment Weekly

Fleet Man­age­ment Weekly spoke about the new releases with Robert San­dler, senior vice pres­i­dent, Cus­tomer Expe­ri­ence and Enter­prise Con­sult­ing, and Chris Brown, direc­tor of Cus­tomer Expe­ri­ence. “These tools enable our cus­tomers to improve the pro­duc­tiv­ity of their fleet and to ensure dri­ver com­pli­ance with their cor­po­rate fleet poli­cies,” San­dler said. “They allow our clients improved access to data, the abil­ity to sift through that data quickly, and to make guided and pre­dic­tive ana­lyt­i­cal deci­sions based on the data.”



VIDEO: An Electronic Hours of Service Compliance Advantage

When it comes to elec­tronic hours of ser­vice, inthinc has peo­ple on all the com­mit­tees that mat­ter — from the Fed­eral Car­rier Motor Safety Asso­ci­a­tion to the Amer­i­can Truck­ing Asso­ci­a­tion and more — which is a big advan­tage for their customers.

VIDEO: Running Fleets Efficiently
  The Power of End-to-End Solutions

End-to-end solu­tions means a one-stop-shop from mate­r­ial han­dling all the way through class 8 trac­tor trail­ers — includ­ing all of the req­ui­site ser­vices that can help you run your busi­ness more effi­ciently and cost effectively.

Click here to watch video
VIDEO: Global Trends
  Brazilian Fleet Trends: Outsourcing and Telematics

Of the five or six mil­lion cor­po­rate vehi­cles in Brazil, only about 7% are actu­ally being out­sourced — but it sounds like that’s chang­ing. There’s also poten­tial oppor­tu­nity for telem­at­ics com­pa­nies in Brazil.

Click here to read more

The Fleet Spot

M Resort las vegas Opening Soon in Las Vegas: AFLA 2014 Annual Conference

‘Learn, Inno­vate, Win’ — Improv­ing Your Odds for Fleet Success

Today’s busy fleet pro­fes­sion­als have so many demands on their time, but invest­ing a few days in Las Vegas in Sep­tem­ber at the AFLA 2014 Annual Con­fer­ence could be a major career boost. This must-attend fleet con­fer­ence takes place Sep­tem­ber 8–10 at the M Resort & Spa. Inspir­ing keynote speak­ers, thought-provoking edu­ca­tional ses­sions and superb net­work­ing — all designed to help you improve your odds for fleet suc­cess!

Click here for reg­is­tra­tion information

Gene Ayres Gene S. Ayres Named Executive VP Sales & Marketing for PALFINGER Liftgates

Gene Ayres has been named Exec­u­tive Vice Pres­i­dent of Sales and Mar­ket­ing for PALFINGER Lift­gates. Pre­vi­ously, Ayres spent 36 years at Mor­gan Cor­po­ra­tion; as VP of Sales and Mar­ket­ing for the last eight years with respon­si­bil­i­ties for tech­ni­cal sales and new prod­uct development.

In this new role, Gene will report directly to Hakan Peter­son, pres­i­dent at PALFINGER Lift­gates. “We look for­ward to lever­ag­ing Gene’s expe­ri­ence and back­ground as we con­tinue devel­op­ing lift­gate sales in North Amer­ica” explains Peter­son, ” This oppor­tu­nity will per­mit Gene and his team to offer the best value solu­tions for our many customers.”

NAFA-Logo NAFA’s 2014 Conference Reports Largest Fleet Manager Attendance In Fleet Industry

With the final atten­dance num­bers in hand, NAFA proudly announces the 2014 Insti­tute & Expo remains the industry’s largest learn­ing and net­work­ing event by bring­ing together the most fleet man­age­ment pro­fes­sion­als year after year.

“The I&E just keeps reaf­firm­ing its dom­i­nant posi­tion in the world of fleet. Fleet man­agers from all over North Amer­ica make it a ‘must-see, must-do’ con­fer­ence, and they are spread­ing the word,” said NAFA Chief Exec­u­tive Offi­cer Phillip E. Russo, CAE. “It is tremen­dous news — to know that, as the I&E keeps scal­ing up in size, the demand is right at pace.”


autobrake More Cars Earn Top Ratings in Avoiding Crashes with Autobrake

New rat­ings for sys­tems that help dri­vers avoid front-to-rear crashes were released by the Insur­ance Insti­tute for High­way Safety.

Auto man­u­fac­tur­ers are mak­ing strides in adopt­ing the most ben­e­fi­cial sys­tems with auto­matic brak­ing capa­bil­i­ties and are offer­ing the fea­tures on a wider vari­ety of mod­els. Twenty-one of 24 cars and SUVs, all 2014 mod­els unless noted, earn an advanced or higher rat­ing in the lat­est round of IIHS evaluations.

“We are already see­ing improve­ments from automak­ers since the ini­tial launch of our rat­ings last Sep­tem­ber,” says David Zuby, IIHS exec­u­tive vice pres­i­dent and chief research offi­cer. “BMW and Lexus, for exam­ple, have added more brak­ing capa­bil­ity to their sys­tems, which has paid off in higher ratings.”

READ MORE to find out which vehi­cles have per­fect scores.

Fleet Marketing  

This is the first Fleet Man­age­ment Weekly–exclu­sive col­umn writ­ten by brand­ing and mar­ket­ing author­ity Ed Pierce expressly for prod­uct and ser­vice providers who want to con­nect and influ­ence fleet decision-makers.

Hav­ing just eclipsed 21 years of fleet indus­try mar­ket­ing, I can con­fi­dently say this is the most excit­ing time to mar­ket your com­pany, prod­ucts and ser­vices to fleet decision-makers. As fast as tech­nol­ogy is chang­ing the fleet prod­ucts and ser­vices you are pro­mot­ing, it is chang­ing the media that you use to pro­mote them.

Twenty years ago, Mar­ket­ing sup­ported sales by cre­at­ing aware­ness. No sales rep wanted to make a cold call or go to a meet­ing and hear, “Who is (name of com­pany)?” Today, stud­ies show that about 71 per­cent of enter­prise pur­chase deci­sions in the U.S. begin with research con­ducted online. More so, busi­ness buy­ers do not con­tact sup­pli­ers directly until 57 per­cent of the pur­chase process is complete.

Obvi­ously, aware­ness is now just the first of sev­eral crit­i­cal mar­ket­ing goals. In this age of the well-informed buyer, earn­ing a great rep­u­ta­tion, cre­at­ing a dif­fer­en­ti­ated posi­tion, pro­vid­ing quan­tifi­able value, build­ing a strong base of cus­tomer “advo­cates,” and deliv­er­ing those mes­sages effec­tively through mul­ti­ple chan­nels are your other impor­tant mar­ket­ing goals.

Mul­ti­ple Channels

Not that long ago, there was just one media chan­nel, that was, “earned”. Com­pa­nies either paid (adver­tis­ing) for access or earned edi­to­r­ial cov­er­age based on news­wor­thi­ness (pub­lic rela­tions). Yes, you could dis­sem­i­nate a cus­tomer newslet­ter, but dis­tri­b­u­tion was lim­ited to cus­tomers and pos­si­bly a prospect list.

In today’s dig­i­tal world, “earned” media has expanded to include ban­ner adver­tis­ing, Google Ads (AdWords), native adver­tis­ing and more. Fleet Man­age­ment Weekly was one of the dig­i­tal media pio­neers in any indus­try, and it is still a great exam­ple of how “earned” media must be an impor­tant part of your mar­ket­ing mix. But the web has ush­ered in a sec­ond media chan­nel, that is, “owned.” The “owned” chan­nel includes your own cor­po­rate web­site, microsites, land­ing pages, video, blogs, social media pres­ence, back links, and con­tent mar­ket­ing. The “owned” chan­nel pro­vides com­pletely new oppor­tu­ni­ties to effec­tively reach fleet decision-makers.

In the next col­umn, we’ll take a look at trends and oppor­tu­ni­ties related to the “earned” media chan­nel as they per­tain to the fleet indus­try. I wel­come feed­back, ques­tions, sug­ges­tions, expe­ri­ences and dif­fer­ing points of view from fleet prod­uct and ser­vice providers as well as from fleet man­agers, cor­po­rate buy­ers, con­sul­tants, trade asso­ci­a­tion and media rep­re­sen­ta­tives who want to help build bet­ter con­nec­tions. Just send an email to EdPierce@ItsTheArts.com.

Vehicle Technology  

By Mike Sheldrick, Senior Edi­tor, Fleet Man­age­ment Weekly

Google will build 100–200 pro­to­type dri­ver­less elec­tric cars by the end of the year. Com­pany Co-founder Sergey Brin revealed the project last week. It’s a plas­tic, bubble-shaped two seater with­out steer­ing wheels or brakes, except that cur­rent state laws require them and dur­ing early test­ing, com­pany dri­vers can still take con­trol with famil­iar devices.

Top speed is 25 mph. It’s not clear whether Google plans ulti­mately to man­u­fac­ture the vehi­cles if they prove to be suc­cess­ful, or seek a part­ner­ship with an auto man­u­fac­turer or a tier one sup­plier. One rumor is that the pro­to­types will be built by Roush Indus­tries, an engi­neer­ing, design and man­u­fac­turer. In recent years, Roush has been promi­nent in equip­ping vehi­cles to oper­ate on propane.



Fleet Trends & Issues

HondaConsumer Reports Blasts Honda Accord Hybrid MPG Claim

The 2014 Honda Accord Hybrid is the lat­est among a grow­ing list of gas-electric mod­els to take hits for what crit­ics con­tend are overly opti­mistic and mis­lead­ing mileage claims.

It’s not the first time Honda has been faulted for its hybrid mileage rat­ings – an esti­mated 47 mpg on the 2014 Accord ver­sion – but it’s far from alone, Ford last year low­er­ing its own num­bers for the Fusion C-Max that ini­tially also had a 47 mpg rating.


crashNew NHTSA Study Shows Motor Vehicle Crashes Have $871 Billion Impact on U.S. Citizens 

The U.S. Depart­ment of Transportation’s National High­way Traf­fic Safety Admin­is­tra­tion (NHTSA) released a new study that under­scores the high eco­nomic toll and soci­etal impact of motor vehi­cle crashes in the United States. The price tag for crashes comes at a heavy bur­den for Amer­i­cans at $871 bil­lion in eco­nomic loss and soci­etal harm.

“No amount of money can replace the life of a loved one, or stem the suf­fer­ing asso­ci­ated with motor vehi­cle crashes,” said U.S. Sec­re­tary Anthony Foxx.

READ MORE to learn about the key findings

UK mapThe Closer View: UK National and Regional Market Review

A new report from British Car Auc­tions (BCA)

With ris­ing new car vol­umes and strong demand for used cars, there can be lit­tle doubt that the eco­nomic recov­ery has reached the retail car sec­tor. How­ever, as the UK recov­ers from the eco­nomic down­turn, what do motorists really want and how might national and local mar­kets differ?

The Closer View: A National and Regional Mar­ket Review is a new BCA report by Pro­fes­sor Peter Cooke, Emer­i­tus Pro­fes­sor in Auto­mo­tive Man­age­ment, Uni­ver­sity of Buck­ing­ham, which addresses the range of issues affect­ing the country’s new and used car sec­tors and exam­ines how con­sumers might change their views on what cars to own and how they buy them.

Truck Fleet Management  

The truck fleet man­ager has a tough job. So, being able to access the resources and expert advice from a fleet man­age­ment provider with a team spe­cial­iz­ing in com­plex truck fleets is a boon.

Steve Jansen, direc­tor of Truck Fleet Ser­vices at Donlen, has more than 35 years of expe­ri­ence in trans­porta­tion, many of them in fleet. When he began telling us about the trends he is see­ing in the truck fleet arena we knew right away that we were going to get an insight­ful review of key issues.


Toll Management  

Donlen has part­nered with Amer­i­can Traf­fic Solu­tions (ATS) Fleet Ser­vices to pro­vide a fully inte­grated toll man­age­ment pro­gram for their customers.

“We’ve taken toll man­age­ment to the next level by fully inte­grat­ing it within FleetWeb,” said Brad Kacsh, Direc­tor of Licens­ing Ser­vices. “Toll vio­la­tions account for more than half of all fleet vio­la­tions. Through a cus­tomized dash­board, fleets now have full insight into their toll pro­gram – which ulti­mately gives them con­trol over their toll spend and man­ages the risk and cost of toll violations.”


Fleet Tracking Solutions  

When mak­ing the deci­sion of which GPS track­ing solu­tion is best for your busi­ness, you need to eval­u­ate based on the ben­e­fits and fea­tures you are look­ing to obtain. There are cer­tainly track­ing solu­tions that will only pro­vide the cur­rent loca­tions of your vehi­cles and have less upfront costs. If you are look­ing to gain full insight into your fleet’s activ­ity, then an advanced GPS track­ing solu­tion, like GPS Insight, is right for your business.


Fleet Management Resources 
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LeasePlan is the world's leading high-touch service provider for vehicle leasing and fleet management.
Customizing global fleet management to achieve your goals.
Driven fleet professionals. Driving results.
NAFA is the association for the diverse vehicle fleet management profession regardless of organizational type, geographic location, or fleet composition.
The CEI Group Inc.
North America's largest accident management and fleet driver safety company.
GPS Insight
GPS Insight offers GPS tracking solutions to meet your organization's unique requirements and challenges.
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