Presented by Matt Stevens of CrossChasm Technologies and FleetCarma during Drive Oregon's April 2015 event on electric vehicles and fleets

1. EVs & Fleets
The Electrifying Truth
Matt Stevens, Ph.D.
Pillars of Risk Stack the desk
Build on the
platform
1 2 3

2. EVs & Fleets
The electrifying truth
The Protagonist
Municipal Mike
Mike is in his mid-40s, has a wife and two kids.
He has 15 mechanics and 500 vehicles under his management, a
combination of light-duty and medium-duty vehicles (up to class 6).
He is viewed as a cost-center and a strategic ability. His customer
is the driver, and he is the key to the driver doing their job.
Larry is being asked by council to adopt AFVs/plug-ins…

3. EVs & Fleets
The electrifying truth
The Pillars of Risk
Time, Money, and Knowledge
Time
Will adopting EVs require more of
my, already lacking, time?
How much time will I have to
allocated for mechanic training?
Money Knowledge
Will adopting EVs require more of
my, already lacking, budget?
Is the funding model different than
my current budget structure
(capex vs. opex)
Is it uncertain how these vehicles
may work inside my fleet?
Will I have to have special driver
training?
Using traditional approaches, all of the answers to these are yes and each adds
RISK

4. EVs & Fleets
The electrifying truth
the four letter word that is the
secret for EV adoption in fleets

5. EVs & Fleets
The electrifying truth
Conventional Approaches/Technology
promote
Conventional Vehicles
Can better technology promote
better purchases/operations?

6. Municipal Mike &
Pillars of Risk
Stack the desk
Build on the
platform
1 2 3

7. EVs & Fleets
The electrifying truth
Stacking the Deck
Use technology
PredictiveTCO
The World’s most accurate
method to determine the
optimal route/vehicle
matching.
Know before you buy.
EV Monitoring System
The World’ leading EV logging
solution with historical and real-
time data.
Optimize your operation.
Smart-Charge with Vehicle-Side
Minimize infrastructure
investment by managing real-time
loads.
Manage the charge smartly.
How could Mike use
this technology?

8. EVs & Fleets
The electrifying truth
Core Technology
Predictive Modeling System
FleetCarma’s patented PredictiveTCO system enables personalized fuel efficiency and range-capability
(for electric vehicles) assessments based upon data from a user or fleet’s current vehicles.

9. EVs & Fleets
The electrifying truth
Three Fits in a Fleet
The Use Matters
These three Honda Fits within
the fleet have notably different
usage and real-world energy
consumption.
EV suitability varies
dramatically by use case.

10. EVs & Fleets
The electrifying truth
A Simple Roadmap
Decide on Risk/Reward
Easily rank the savings based
upon decreasing savings.
Mike can pre-filter relevant
replacement vehicles by actual
operational needs (ie. Towing
capacity) and decide if it is worth
tackling perceived/actual needs.

11. EVs & Fleets
The electrifying truth

12. EVs & Fleets
The electrifying truth
Before & After
The impact of personal PredictiveTCO reports
“I support the desire to green the fleet,
but the vehicles must be reliable and
capable of performing their duty.”
“We have proposed a 3 year plan to
management to have plug-ins represent
10% of our new purchases in Year 1,
scaling to over 20% in Year 3.
When you de-risk, you enable action.
BEFORE AFTER

13. EVs & Fleets
The electrifying truth
Electric Vehicle Monitoring Platform
The C5 Platform
FleetCarma is the World Leader in Electric Vehicle Monitoring Systems
Started the design & build of the first C5
EV logger in 2010.
Thousands of units deployed across
22 different countries.

14. EVs & Fleets
The electrifying truth
Chevrolet Volt
Supporting the Deployment of a New Charging Station
Before
After

15. EVs & Fleets
The electrifying truth
Nissan LEAF Range vs Temperature
Model Year Comparison
-22 -12 -2 8 18 28 38 48 58 68 78 88 98
25
30
35
40
45
50
55
60
65
70
75
80
85
90
95
100
40
50
60
70
80
90
100
110
120
130
140
150
160
-24 -19 -14 -9 -4 1 6 11 16 21 26 31 36
Temperature [F]
Range[miles]
Range[km]
Temperature [C]
MY2011-MY2012
MY2013-MY2015
Email me if you want the public report
(mstevens@fleetcarma.com)

16. EVs & Fleets
The electrifying truth
Smart-Charging 101
The Basics
Now!
Now!
Now!
Dumb Charging Scheduled Charging Smart Charging
Charging begins as soon as you
plug in.
Charging is delayed until a preset
start time
(ie. low time-of-use rates)
Charging may begin immediately
but can be reduced/delayed based
upon external factors.
Partial control may be given to 3rd
party (ie. utility or building)
Charging cost per vehicle per month
$38 $29 $5
Comparable gasoline cost per vehicle per month
$157 $157 $157

17. EVs & Fleets
The electrifying truth
Demand Charges & Service Upgrades
The Hidden Costs
Now!
Now!
Now!
Dumb Charging Scheduled Charging Smart Charging
Anticipated Charging cost per vehicle per month
$38 $29 $5
+ Demand Charges:
a monthly charge based upon your peak power used
+ Service Upgrades:
a one-time infrastructure upgrade fee
Potential Charging cost per 100km
$215* $206* $0.05*
*many assumptions made (ie. Workplace charging, EV loads during peak power, smart-charging avoid extra charges)

18. EVs & Fleets
The electrifying truth
Global PEV Sales
Forecast
0
100000
200000
300000
400000
500000
600000
700000
2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020
AnnualSalesVolume(USMarket)
Source: Navigant

19. EVs & Fleets
The electrifying truth
Smart-Charging Recipe
Three Ingredients
45%
State of Charge
Vehicle State Owner Preferences/Needs Control Path
3pm
Departure Time
Networked
EVSE
+ +
Connecting this data across many
PEVs at an office building or across
a utility service area provides a list
of manageable loads.
This is the hard-to-get piece.

20. EVs & Fleets
The electrifying truth
The Competing Approaches
The control schemes
Charging
Station
Car
Smart
Controller
Car
Smart
Controller
J2847 Approach
(Infrastructure-side)
Send the data from the car to
the charging infrastructure.
Logic on infrastructure-side.
Only now being adopted for
future vehicles. Requires
costly infrastructure upgrade.
Not backwards compatible.
Central Server Approach
(Vehicle-Side)
Everything done on the vehicle
side.
Charging
Station
Requires all manufacturers to
agree, including on a financial
model.
Not backwards compatible.

21. EVs & Fleets
The electrifying truth
Conventional Approaches
promote
Conventional Vehicles
Can better technology promote
better purchases/operations?
Kind of…

22. EVs & Fleets
The electrifying truth
Conventional Approaches
promote
Conventional Vehicles
Better Approaches
promote
Better Vehicles

23. Logistics Larry &
Pillars of Risk
Stack the desk
Build on the
platform
1 2 3

24. EVs & Fleets
The electrifying truth
The Protagonist
Municipal Mike
The Protagonist
Logistics Larry
The Protagonist
Utility Ulric
All fleet managers, but have completely different
corporate scorecards.

25. EVs & Fleets
The electrifying truth
FleetCarma’s desire is to support the ecosystem, focusing on being a
platform enabling others to craft phenomenal customer experiences.
Apple
ARM
Innovative
financing
companies & Fleet
Consultants
FleetCarma
EVM
Demand Response
Aggregators
FleetCarma
SmartCharge
OEM Fleet Sales &
Clean Cities
Coallitions &
Sustainability
Groups
FleetCarma
pTCO …
The Platform
Enabling others to build fantastic customer experiences
Utilities
FleetCarma
pTCO & EVM
Technology is not an approach. It is only part of the solution.

26. EVs & Fleets
The electrifying truth
What’s next
Let’s build together
It’s exciting times!
Let’s partner to drive an
electric future.

27. EVs & Fleets
The electrifying truth
The 30 second run down
A quick conclusion
1. Risk is a 4-letter word in fleet management
2. Conventional approaches promote conventional vehicles.
3. Better approaches promote better vehicle purchase/operation
4. Better means personal and accurate.
5. Technology helps, but is not the solution.
6. We need all-hands-on-deck to craft the solutions.

28. EVs & Fleets
The electrifying truth
Matt Stevens, Ph.D.
mstevens@fleetcarma.com
519.342.7385 (tel)
519.404.5987 (cell)
Thank you for your time!
The CrossChasm Fuel Efficiency Family
Fleet Fuel EfficiencyFuel Efficiency by Design Personal Fuel Efficiency
Thank you for your time!

29. EVs & Fleets
The electrifying truth
The Protagonist
Logistic Larry
Pictures of “Larry”
A summary of Larry and his life.
The view of him as a cost center.
His customer is the driver, and he is the key to the driver
Being asked to adopted AFVs/plug-ins…