The document discusses the future of trucking business intelligence. It provides background on historical new truck sales and market size. It also examines what fleet owners/customers are demanding, which includes more services, parts, and sales. The document suggests that in the future, OEMs and dealers can differentiate themselves by knowing extensive information about customers before visits, such as fleet details, vehicle information, parts usage history, and spending potential. It proposes that collecting and managing this customer data could provide insights into areas like total fleet size, parts needs, and spend patterns. New smart technologies and business partnerships are seen as enabling more real-time updates, feedback, and innovative ways of conducting business to benefit customers.

1. THE FUTURE
OF
TRUCKING BUSINESS
INTELLEGENCE

2. Basic Commercial Vehicle Business Information
How big is the PIE
What the fleet owner / customers are demanding
How do OE’s and Dealers differentiate themselves from the rest
What would happen if?
Where to from here

3. 0
5000
10000
15000
20000
25000
30000
35000
1976 1986 1996 2006 2016
1976 1986 1996 2006 2016
Sales 3149 7165 13607 33080 26500
33139
Background information
New Truck Sales 1976 to 2016

4. 0
5000
10000
15000
20000
25000
30000
35000
40000
1995
1996
1997
1998
1999
2000
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
2011
2012
2013
2014
2015
2016
33139
37442
Actual New Truck Sales

5. How big is the PIE?
0
5
10
15
20
25
30
0
5000
10000
15000
20000
25000
30000
35000
1976 1986 1996 2006 2016
South Africa
Market Size
370028
1976 1986 1996 2006 2016
OE's 6 14 16 21 26
Total Sales 3149 7165 13607 33139 26500
Global
Market Size
23366066
News Truck Sales / Number of CV OE’s

6. 100%
100%
100%
1976 1986 1996 2006 2016
Total Sales OE's
News Truck Sales / Number of CV OE’s

7. 50
55
60
65
70
75
80
85
90
95
100
1986 1996 2006 2016
sales service parts
1986 1996 2006 2016
sales 62,61 76,43 81,07 86,3
service 62,8 76,09 82,38 90,71
parts 62,37 76,73 79,19 89,98
What the Fleet owners / Customers are demanding
Comparative Truck Study National Average
The past 30 years – What your customers think about you?

8. In the future
How will OE’s and Dealers differentiate
themselves from the rest?

9. What would happen if a dealer new everything about their customers’
before visiting the customer?
For example – You have the basics
1. Company Name
2. Contact person
3. Address
4. Size of fleet
Then we start to add – critical information
• Key people information
• Supplier, Make, Model, Registration
• The weight Category
• The age of the vehicle/s
• Parts break down used over time
• An estimate of the annual aftermarket
potential spend
And even more information
• MMcode by registration
• Current Trade and Retail price by registration
• Damage assessment report
• Total recon cost
• Electronic Valuation report
• All live and ONLINE

10. If the Dealer /OE was able to manage all this collective data about their customers
By
Total potential fleet size of all my customers
By Area, post code and province
Estimated value a customers
Then we start to add additional
information
• By total other supplier within my own
customer base
• By weight category
• By age of the vehicles
• By parts needed
• By make and model
• By potential spend
And even more information
• By day
• By Month
• By Quarter
• By Year All these good things, to help you

11. Smart Technology and managing your business intelligence
New Innovative ways of conducting business
Real time, updates and feedback
Partnering with business’s that can help you
Where to from here?
How will this be possible?

12. The most exciting part about the future
is that this technology and these
business partners are already here