New value added service

Abraham your points are very valid, there is very little differentiation now days between devices and applications.

The key to getting a "win" with any customer is to know what their expectations are an then define a solution, device, sensors, applications, processes etc, that provides real value to the customer. In your example of the concrete trucks you need to devise a solution that adds value not just adding a sensor to provide visibility to a GPS device. Do they want to know if the truck does an unauthorized discharge, or do they want to improve the efficiency of the way that they do deliveries and mange the follow on dispatch for multiple pours. So incorporating route management and monitoring the real time taken to arrive at the site can allow them to determine when the next truck should be exiting the yard. Providing visibility to the end customer of where the truck is and the estimated arrival time so they can better manage the on site crews.

All of our solution rely on exception based notifications so nothing is seen on the screen or the device until some rule is triggered. So very simple solution to manage. We incorporate the tracking side into the customers current processes and help them change those processes if required. We extend the value of the solution through integration with our content management system which allows for automated form generation and improvement in process eg billing , within the customer that get triggers or details from the tracking side of things. So drive efficiency in other areas other than just the tracking solution.

Regards
John
John

Hi Guys,

i am also seeing in my daily "consulting" work the following typical problems and task:
- first find out what your customer wants / needs. mostly they dont know what they want.
- show in a little online presentation your potential customer, that you can solve ALL his needs / problems without any additional software costs (so no individual costs for programming the plattform to their needs, because you already can do 99,9 % with wialon out of the box)

And another hint:
In the beginning we tried to fight for every customers single unit.
Now we very quick understand, if a customer is a cheap charlie, than we do not spent any second in doing some real consulting work.
If customer is willing to pay for good hardware and does not cry about monthly fees just from the beginning, we do consult him for free. If cheap charlie --> go to ebay or buy our easy simple low cost solution.

Wolf.

Hi John,

They need only to capture data and activities inside tunnel like, speed, distance, ignition status etc.

Trackers with inertia sensors or accelerometer seems to fit for this project, which can be connected to the CANbus terminals. I am communicating with IRZ online and will try to get one for testing.

Abraham