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Competition Framework for Product Managers.
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© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Leveraging Industry Expertise – Competing Against the MCP 50
April 17, 2012
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Trip Manager COS Fault Codes In-Cab Nav
04.05.12: Qualcomm Announces Commercial Availability of MCP50 with New Monthly Pricing Plans
MCP50 commercially available
10.17.11: Qualcomm Announces New Customer Portal and Public Website for the Transportation and Logistics Market
Re-launch of Qualcomm Enterprise Services announced; commercially available with release of MCP50 in early 2012
Mar 11 May 11 Jul 11 Sept 11 Nov 11 Jan 12 March 12 May 12 TBD
To Infinity & Beyond
03.13.11: Qualcomm’s New Cost-Effective Solution Will Help Fleets of All Sizes Meet Safety and Compliance Requirements
MCP50 announced; slated for commercial availability fall 2011
September 14, 2011Qualcomm's soon-to-be-released MCP50 will deliver applications and features to help fleets proactively monitor and manage compliance, while also reducing costs associated with fleet safety and operations. To improve fleet management, the solution includes:http://www.techzone360.com/news/2011/09/14/5776693.htm
Qualcomm Will Introduce Low Cost EOBR - the MCP50 Wed, Dec 07, 2011: the MCP50 due to be released in February and we were impressed.http://www.meltontechnologies.com/on-the-horizon-trucking-blog/bid/73583/qualcomm-will-introduce-low-cost-eobr-the-mcp50
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Distribution Networks
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
A Winning Distribution Network PeopleNet Qualcomm Advantage
Account Management / Distribution Channels
PeopleNet Account Management
Qualcomm Enterprise Services & Pana-Pacific
PeopleNet CTP AM’s Less Conflict Less territory battles Less customer
confusion No finger pointing
Product Knowledge Experts at Listening & Addressing Fleets Goals & Objectives
Qualcomm: Product Based
Pana-Pacific: Focused on multiple products
PeopleNet
Product Availability PeopleNet Managed Qualcomm: Direct from Qualcomm
Pana-Pacific: Distribution Center & Dealer
PeopleNet No management of
DC or dealer inventory
All product ships with latest code
Implementation Multiple Options including Professional Services
Online Training & Professional Services
N/A
Factory Installation Yes, Pana-Pacific Manages
???? N/A
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
How is PeopleNet’s sales process different from Qualcomm’s? How can we leverage that to our benefit?
What can we do to play off of Qualcomm and Pana-Pacific’s overlap in the distribution channel?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Data Center & Communications Reliability
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Uptime:» We will make the Service (excluding Applications) available to you
in Covered Areas free from interruption or break for at least 98% of all hours per month, except for planned maintenance actions, which may occur between 10 p.m. and 3 a.m. Pacific time (“Service Availability”). “Covered Areas” means the continental United States and those geographical areas in Canada and Mexico within the commercially available coverage of the wireless network.
Service Warranty Remedies.
The Pana-Pacific Account Manager Quote:
» “With 2 Data Centers our customers do not experience downtimes”.
Patrick Barnwell from Lucky Transport Quote:» “Qualcomm has these Very professional looking Notices that we
receive when the Qualcomm system is down, How come You guys don’t send out notices like this… A Couple times a Week…Like They do??”
Do Two Data Centers Eliminate Downtimes?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
What is PeopleNet’s comms actual uptime?» A: 99.99% YTD
What does even 1% downtime look like each month (half of QC’s “acceptable” downtime)?» A: 7 hours without comms every month!
How can this be brought into play?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
MCP Hardware and Reliability
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
MCP Hardware Review
Vehicle Telematics Module 50 (VTM50): provides power to the display and processing of vehicle data.» Supports J1587 and J1939 vehicle data
protocols» 3 axis Accelerometer (all directions)» Installation Notes: Install where VTM50 will
not come into contact with liquids or solvents. It is essential that the VTM is securely mounted to a solid surface. The accelerometer inside the VTM will not work properly if it’s not secured.
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
MCP ECM Connection Hardware Review
Power/IO Cable (9-pin or 6-pin “Y” cable): Connects to trucks’ 9-pin or 6-pin diagnostic connector for Power and vehicle data on J1587 and J1939 data links (Cable length: 7 feet)
» Disadvantage: If issue with databus, MCP50 cannot get power.
» Disadvantage: If a fuse blows, you are not getting power and driver has to get to cables (note: not a sealed cable)
» Disadvantage: No multi-bus, PeopleNet PACCAR cable without deutsch connection,.
» Disadvantage: Crimping may be required if power cable does not have the right connector (Note: may have to extend the ignition wire)
» Advantage: easier to install
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
MCP50 Antenna Hardware Review
Antenna: The antenna includes a cellular modem and GPS receiver, with only 7 feet of cable for connection to VTM (cellular/GPS leads). Install notes:» For optimal system performance, the
antenna should be placed on top of the vehicle’s dash and as close to the windshield as possible.
» However, there are many vehicles that mounting under the dash is an acceptable practice.» Do you really want extra hardware on
the dash? Tampering?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
MCP50 PTO Hardware Review
Only monitoring PTO via switch monitoring (optional) » PeopleNet: J1708/J1939
& Discrete Input
PTO wires must be connected to the pump or compressor input.
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
MCP50 Hardware Review Display Interface Unit 50 (DIU50): 7-inch diagonal display (800X 480),
touchscreen, color graphical display» Built-in speaker for text-to-speech» USB 2.0 Host Port (only 1)» Cable length: 9 1/2 feet for connection to VTM» Installation Notes: leave some cable slack to allow the driver to
move the display within the cab» Troubleshooting: If the display is blank or dark it could be the Unit
is asleep (i.e. ignition off, and power down timer exceeded). *PeopleNet Sleep and Coma Mode
» Troubleshooting: Make sure the VTM50 is in place and does not vibrate. What truck does not vibrate?
Display Holster» Allows the display to be moved around the cab, or secured on
the dash while the truck is operating.» PeopleNet: hard mounting solution with Driver Terminal and
BLU2, Tablet is portable but can be locked in place to reduce damage
RAM Mount» Used for mounting the display/holster to the dash.
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
MCP50 Hardware Review
Keyboard: MCP 50 soft keyboard only (no discussion of using USB keyboard)» PeopleNet:
Software or USB keyboard
Antenna, VTM50 &
Display are not watertight (not commercial hardware for a truck)
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Warranty
“The Terminal Warranty Period for each Terminal you purchase directly from Qualcomm is 12 months from the Shipment Date. Repairs not covered by the Terminal Warranty will be at our then-current repair rates or spare parts prices listed at the Customer Portal. Terminals transferred to your Service account from another Qualcomm customer’s Service account will receive any unexpired warranty remaining under the original Terminal Warranty Period.”
Nearly 40% of Install doc covered Troubleshooting steps
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
What protocols does the VMT support? What types of customers are limited by this?
What does the warranty coverage tell us about MCP50 even before we see it in action? How do we leverage this?
Where does the MCP50 seem to match us with hardware?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
How Long Does Qualcomm Claim the Installation Process is for the MCP50?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Not as Easy as Advertised
Two-day installation process: » At least one day before installation, someone in your
organization must activate the unit over the internet (activation process up to 4-hours for messages to flow).
Hardware Installation Time» Estimated 30 minutes (get behind dash, power, adding
wire, taping, ECM connection, etc.)
System Test» CDD database sync test: Database synchronized with
NOC (5 to 10 minutes after unit first powers up).
Software Check, USB Stick » Approximately one minute after the USB memory stick is
inserted, the process writes data to memory and reboots itself. Once the unit comes back up after the reboot, the DIU50 screen shows “Upgrading” This takes about 5 minutes. Installation Time:
45+ Minutes
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Installation
“The installation prices in Item 05 are for the original installation performed by Qualcomm or our authorized 3rd party and are based on
installation occurring at the rate of a minimum of 7 vehicles per 8-hour day per facility and a minimum of 35 vehicles per facility during a consecutive 5-day period. Deinstallation of Equipment or installation of other Equipment, including ancillaries, will be at our then-current list price. If you elect to self-install Terminals, you must carefully follow our published installation procedures. Your improper installation of Terminals may void the Terminal Warranty.”
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
System Test
Cellular Registration: Green checkmark if the unit is properly activated and provisioned.
Cellular signal strength test: Green checkmark when in good cellular network
CDD database sync test: Green checkmark when database has been synchronized with NOC (usually takes 5 to 10 minutes after unit is first powered up).
GPS fix test: Green checkmark if GPS network is detected and it is getting a 3D
J1587 packet detection test Will show a green checkmark if connected to the J1587 databus, the vehicle’s ignition is ON, configured to look for J1587, and its getting data.
J1939 packet detection test Will show a green checkmark if connected to the J1939 databus, the vehicle’s ignition is ON, configured to look for J1939, and its getting data.
Ignition on test Will show a green checkmark if the ignition is ON.
Code Data Items Will show a green checkmark if speed, RPM, distance fuel, and engine time is being detected.
Advantage Qualcomm: Streamlined System Test, with more detail around ECM data, exceptions and when the last test was run.
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Hardware & Installation Analysis
PeopleNet Qualcomm Advantage
Installation Location Anywhere Limited to front of vehicle with limited cable length
PeopleNet
Device set-up the day before
No Yes PeopleNet
Power from J-bus No Yes Time will tell
Onboard Computer G3, install anywhere Vehicle Telematics Module 50
PeopleNet
Accelerometer N/A The accelerometerinside the VTM will not work properly if it’s not secured.
Qualcomm
ECM Connection Multi-bus & OBDII Separate J1708 & J1939
PeopleNet
Antenna Outside for Optimal Performance
Inside Vehicle PeopleNet
Warranty 3-years 1-Year PeopleNet
Extended Warranty Available N/A PeopleNet
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
Qualcomm focuses on their easy installation. How do we position against that with a physical install that takes twice as long?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Reliable Data Management, Integration & Communications
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Communications Analysis
PeopleNet Qualcomm Advantage
CDMA Multiple digital CDMA providers (Bell Canada, Sprint, US Cellular, Verizon, Telus)
The MCP50 is CDMA only, even though their sales literature says Gobi which supports CDMA and GSM.
PeopleNet
Local & Regional Providers
45 No, Verizon & Affiliated Carriers PeopleNet
WiFi BLU2 & Tablet No PeopleNet
Satcom Yes No PeopleNet
Always On Connectivity
Maintains a continuous connection with the Wireless Carriers that reduces latency to seconds.
? (Jason will confirm) PeopleNet
Carrier Select Controls and manages the logic that determines Carrier selection and continually reviews network success and latency to optimize message delivery and success.
No, Verizon & Affiliated Carriers PeopleNet
Network health is monitored
Yes Yes None
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
What comms methods are available for the MCP50? Which customers are most affected by the limitations?
MCP50 uses CDMA, as does PeopleNet. What’s the difference?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Usability and Training
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
In-Transit & Driver Interface
PeopleNet Qualcomm Advantage
Safe Mode Data Rich Limited (driving time only) PeopleNet
Text-to-Speech Messages In-Transit
1 button push 3-button pushes PeopleNet
Text-to-Speech Alerts N/A Alarms Qualcomm
Audible Alerts New Messages New Message
Keyboard Soft keyboard or USB Soft keyboard only but the screen adjusts to the positioning of the keyboard
PeopleNet
Panic Button Safe Mode & Short Cut N/A PeopleNet
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Q - Limited if any Driver User Interface Configurability
PeopleNet Qualcomm Advantage
User Friendly Interface
Configurable short cuts, features not activated are not displayed in menu
Standard user interface, greyed out means service not activated, easy navigation
PeopleNet
Message Type
One type of message Standard & Emergency messages Qualcomm
Home Return to main screen Returns to main screen N/A
Hot Keys Configurable N/A PeopleNet
Messaging Free-form, PPM, DTF, Automated, PDF, bar code, pictures, scans,
Free-form & Macro PeopleNet
Available HOS
Safe Mode & eDriver Logs Screens Every screen has available drive time N/A
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Driver System, Industry & Corporate Training
Wi-Fi Access Point
Proxy Server
PeopleNet Qualcomm Advantage
In-Cab Help N/A Yes Qualcomm
In-Cab Training Tutorials
Yes No PeopleNet
ProTread Training Yes No PeopleNet
Corporate or Industry Training via Intranet or Internet
Yes Provides drivers access to Company Intranet through Wi-Fi
No PeopleNet
Driver Training Manual Detailed Driver Quick Reference Guide
2-Page Sensor Tracs Overview PeopleNet
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
How does user interface affect driver morale?
What are the differences between PeopleNet and MCP50 training options? Which customers are going to care the most about that?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Improve Communications Between Company & Driver
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Driver & Dispatcher Communications PeopleNet Qualcomm Advantage
Free-form Yes Yes N/A
Pre-Programmed Yes Yes N/A
Linear Forms Yes Yes N/A
Decision Tree Forms Yes No PeopleNet
Form Management By Group of Vehicles, Web or Script Form Creation, Pre-defined Recipients, forced reply
Difficult to create forms, Macro messages also ask you to confirm your choice to send them. I have not seen pre-defined recipients
PeopleNet
Priority Messages No Yes Qualcomm
Sorting Messages Configurable Newest Message at Top PeopleNet
Driver email Yes ? (did not see this as an option) PeopleNet
Message Alert Yes Yes N/A
Bar Codes Yes (all displays) No PeopleNet
PDF Yes (Tablet) No PeopleNet
Signature Capture Yes (Tablet) No PeopleNet
Picture Yes, integrated camera or import pictures (Tablet)
No PeopleNet
In-Cab Scanning Yes (ACS TripPak) No PeopleNet
MCP50 Users Can Send Linear Forms, Free-Form & Priority Messages
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Driver & Dispatcher Communications Options
PeopleNet Qualcomm Advantage
Saved Box Yes No, All in Inbox PeopleNet
Sent Box Yes Yes, Outbox N/A
Drafts Yes No PeopleNet
Address Box Yes No PeopleNet
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
PeopleNet has DTF, while MCP50 only supports linear macros. How does this affect the driver’s workflow?
What are the differences in how forms/macros are presented to the driver? Which customers would consider that important?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Does the MCP50 Support In-Cab Scanning?
Answer: No, and no plans in the future to support scanning.
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Increase Route Efficiency & Management of Trips Throughout the Day
Automated Workflow & Geofencing
… Eventually
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Driver Workflow (3rd party dispatch integration)» Today: Form integration to third party
dispatch systems» Future: Circle of Service (Qualcomm does not
support approaching geo-fences or embedded pre-populated messages)
» Future: Integration to ALK for routing to location
Trip Manager» Future: Integrate with outside routing
software or create your routes through Trip Manager with auto arrive & depart and projected ETA.
» Future: Web-services for integration with routing programs (Call vs. Open Interface Requests)
» Future: Integration to ALK for routing to locations
What’s Reality & What is to Come in the Future for Integration
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Qualcomm Trip Manager
Future Dynamic Routing: Dispatching from the Qualcomm Web-Site
Future: Integration to Routing Programs
Future: Integration with Circle of Service Workflow
Future: Dispatcher can edits forms which the driver already completed
Note: Every plan is $4.95 per vehicle, per month
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Qualcomm Trip Manager Reports
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Routing Review – Trip Manager (future)
PeopleNet Qualcomm Advantage
Dynamic Route No Yes, Manual through Qtracs Qualcomm
Static Routes LINK No PeopleNet
Planned ETA Routing Program Required Web or Routing Program (future?) Depends on need
Planned vs. Actual Miles Routing Program Required Web or Routing Program (future?) Depends on need
Planned vs. Actual Service Time
Routing Program Required Web or Routing Program (future?) Depends on need
Planned vs. Actual Travel Time
Routing Program Required Web or Routing Program (future?) Depends on need
Planned vs. Actual Miles Yes ? ?
Planned vs. Actual Cases Yes Future? (OS&D) N/A
Driver Throughput Yes No PeopleNet
Customer Notification Stop Profile Managers email alerts
N/A PeopleNet
Sequenced, Non-Sequenced and Floating
Supported ? ?
Hardware Required Virtual Machine or Rack Mount
Web-Portal Depends on need
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Competitive Analysis of Dispatch Integration PeopleNet Qualcomm Advantage
Auto On-time or Late Auto Approaching Alerts Yes (OBC decision) No PeopleNet
Driver Prompting for On-time or late Approaching In-Cab
Yes (OBC decision) No PeopleNet
Alerting Everyone within the Supply Chain Including Customer of Approaching Events
Yes No PeopleNet
Auto On-time or Late Arrived Alerts Yes (OBC decision) No, GPS Dispatch Decision
PeopleNet
Driver Prompting for On-time or late Arrived In-Cab Yes (OBC decision) No PeopleNet
Alerting Everyone within the Supply Chain Including Customer of Arrived Events
Yes No (dispatch maybe) PeopleNet
Option for Auto Arrived or Negative GUF Confirmation Yes (OBC decision) No PeopleNet
Prompt driver with a form upon arrival Yes (OBC decision) No (manual) PeopleNet
Prompt driver with a embedded form upon arrival Yes (OBC decision) No PeopleNet
Auto On-time or Late Auto Departing Alerts Yes (OBC decision) No, GPS Dispatch Decision
PeopleNet
Driver Prompting for On—time or late Departing In-Cab Yes (OBC decision) No PeopleNet
Alerting Everyone within the Supply Chain Including Customer of Departing Events
Yes No (dispatch maybe) PeopleNet
Decision Tree Form Support Yes No PeopleNet
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
How many of your recent wins/losses had dispatch integration as a key component?
Which markets will be most tempted by Trip Manager when it eventually is made available? How do we position against that?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Increase Route Efficiency using In-Cab Navigation … Eventually
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
PeopleNet MCP50
Navigation options Maptuit NaviGoALK CoPilot (July)
ALK CoPilot (future) PeopleNet
CoPilot version V9 (first to market) V8 PeopleNet
Dispatch-originated full trip route Yes – from PACOS Yes – direct (future) N/A
Dispatch-originated route to next stop
Yes – from PACOS No PeopleNet
Customizable POIs Yes – Maptuit No PeopleNet
Customizable routes Yes – Maptuit No PeopleNet
Fuel integration Yes – Maptuit No PeopleNet
Route Compliance – report + alert
Yes – Maptuit No PeopleNet
Dispatch Compliance – report + alert
Yes – Maptuit No PeopleNet
3D/2D option Yes Yes N/A
Day/Night mode Yes Yes N/A
Configurable route parameters ALK – In-cabMaptuit – web portal
ALK – In-cab (future) PeopleNet
Matching Navigation Features vs. Operational Needs
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Routing from dispatched tripRoute Review ScreenNavigation Screen
In-Cab Navigation Comparison
Similar Process Flow
Manual Destination Entry
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
How many prospects require In-Cab Navigation?
Are the UI differences between CoPilot v9 and CoPilot v8 significant enough to matter to customers?
CoPilot vs. NaviGo – where can we leverage our product add-ons to provide value that isn’t available to MCP50 users even after CoPilot is eventually made available?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Improve Fuel Management & Fleet Maintenance Across the Organization
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
PeopleNet MCP50 Favors
Engine data report period
6hrs 1hr (not sure if future only)
N/A. Do customers need ECM data every hour, manage fault codes in real-time, alarms, but driver performance daily, weekly, etc.
Fault codes managed All including proprietary
Future (Vehicle Maintenance app)
PeopleNet
Graph of vehicle diagnostic performance before/after fault code
No Future (Vehicle Maintenance app)
Qualcomm (future)
Email alert of fault code
Yes Future (Vehicle Maintenance app)
N/A (future)
Configurable fault code priority
Yes ? ?
Fleet Manager Dashboard
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Fleet Manager Dashboard
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Ad Hoc Comparative Dashboards
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Idling Dashboard
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Dashboard Overview
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
All Data Within Qualcomm Dashboards are in PeopleNet Scorecards
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Terminal Name: ODT for the reporting period 3/2/2012 to 3/23/2012
Vehicle Management by Driver
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
How do the Qualcomm dashboards compare to the PeopleNet dashboards?
Who in the company will spend the most time with these reports? Where do they fit in the standard sales process?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
MCP50 Lacks the Following Driver & Vehicle Performance Tools
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Measuring Contributing Factors to Fuel Economy
VEHICLE MANAGEMENT BY SPEED BRACKET REPORT
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Future Fault Codes
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Maintain vehicles per the preventative maintenance schedules
Notify maintenance department of battery status across the fleet
Monitor the Diesel Particular Filter status
Alert maintenance department of the Diesel Exhaust Fluid levels
Increase driver and maintenance departments visibility of active fault codes on the ECM wirelessly
Real-time, Proactive Vehicle Maintenance
FAULT CODE DETAILS REPORT
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Seat Belt Time: Seconds spent with the seat belt ON WHILE MOVING and the vehicle is above 15 MPH Brake Applications: The number of times the brake status went from Off to On while the vehicle speed was > 0
during the reporting period. Engine Load Stopped: Average percent of engine load while the engine was running and the vehicle was stopped. Engine Load Moving: Average percent of engine load while the vehicle was moving. Fuel Level 1: Total Fuel Remaining in Tank 1 as a percentage. Value ranges from 100% to 0% at .4% per bit
granularity. Fuel Level 2: Total Fuel Remaining in Tank 2 as a percentage. Value ranges from 100% to 0% at .4% per bit
granularity. Headlight Time: Seconds spent with the headlight ON WHILE MOVING. Seconds value, no calculation Speed Governor: Speed Governor setting. Granularity of 1/2 MPH (multiply value by .5 for actual value) Particulate Filter Status: Diesel Particulate Filter Status. 4 values that are calculated by J1939 bus: 0 =
Regeneration is not needed, 1 = Lowest Level, 2 = Moderate Level, 3 = Highest Level Exhaust Fluid Level: Diesel Exhaust Fluid Level as a percent full. Granularity is .4% per bit. Multiply value by .4 for
tank level Overspeed Low Throttle: Overspeed Seconds while in a low throttle status. Average throttle position during over
speed period was <= 20%, time is added to this parameter. Low and high over speed will equal total overspeed calculated earlier in the report.
Overspeed High Throttle: Overspeed seconds while in a hi throttle status. Average throttle position during over speed period was > 20%, time is added to this parameter. Low and high over speed will equal total overspeed calculated earlier in the report.
Over RPM Low Throttle: Over RPM seconds while in a low throttle status. Average throttle position during over RPM period was <= 20%, time is added to this parameter. Low and high over RPM will equal total overspeed calculated earlier in the report.
Over RPM High Throttle: Over RPM seconds while in a hi throttle status. Average throttle position during over RPM period was > 20%, time is added to this parameter. Low and high over RPM will equal total overspeed calculated earlier in the report.
MCP50 Driver & Vehicle Performance Missing Data
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
What types of customers require Fault Codes?
How can you best position the additional engine data to show its value to the prospect?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Does Qualcomm Provide True Data Analytics?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Measure Performance to Drive Purchase andPersonnel Decisions
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Equipment PerformanceMake Eng. Make/E-STD Model Vehicles Adj Weight Veh Age Idle% OvRPM% OvSPD% FT-MPG Avg eMPG V-MPG Delta
FREIGHTLINER DETROIT 2003 6067HV6E 449 34442 4.21 38.51% 0.28% 0.06% 6.09 6.11 6.12 0.01FREIGHTLINER DETROIT 2003 6067HV6E - Die APU 470 34105 4.20 10.09% 0.27% 0.12% 6.36 6.53 6.38 <0.15>FREIGHTLINER DETROIT 2003 6067MV6E - Die APU 15 38504 4.20 7.52% 0.13% 0.08% 6.30 6.54 6.48 <0.06>FREIGHTLINER DETROIT 2007 DD15 511 33923 1.24 28.80% 0.31% 0.82% 6.51 6.71 6.51 <0.20>INTERNATIONL CUMMINS ‘07 ISX435ST 895 33472 1.28 23.10% 0.06% 1.00% 6.33 6.90 6.35 <0.55>
Ttl/Avg 2328 33986 2.73 25.12% 0.23% 0.50% 6.32 6.56 6.36
Series15.906.006.106.206.306.406.506.60
ECM - MPG Summary - June 2010Performance by Equipment Model & Engine Make
(No Adj for Age or Idle)
DET 6067HV6E DET 6067HV6E-Die APU DET 6067MV6E-Die APU
DET - DD15 CUM - ISX435ST
Financial Impact of Detroit Buying Decision Make / Engine Miles/Mo. MPG Gallons Consumed
FRT - Cummins ISX 10,000 6.35 1574.8
INT'L – Detroit 10,000 6.51 1536.1
Additional gallons consumed monthly by ISX vehicles 38.7
Diesel cost/gallon $3.85
Added operating cost/unit/month for ISX vehicles $149
ISX vehicles purchased 895
Monthly Savings $133,351
Annual Savings $1.6 Million
Measure Performance to Drive Purchase andPersonnel Decisions
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
How helpful is comparing MPG across the fleet or across all Qualcomm vehicles?
How can the in-depth analytics provided by Vusion change purchase decisions made by customers? How can that affect their costs?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Fuel Tax Reporting
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
PeopleNet Qualcomm Advantage
Automatically record and calculate state mileage based on GPS, Odometer & Fuel Purchases
Yes No PeopleNet
Incorporate electronic fuel purchase data
Yes No PeopleNet
Computes IFTA, state mile tax, and IRP tax and generates PDF reports
Yes State Miles Only (manual process)
PeopleNet
Audit Support Yes No PeopleNet
Back-office Dispatch Integration Yes No PeopleNet
Full service and online options Yes No PeopleNet
Manages Fuel Theft Yes No PeopleNet
Combine GPS Location and Fuel Card Purchase Data to Automate Fuel Tax Reporting
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
What is the difference between State Miles and automated Fuel Tax reporting? What does that mean to the customer?
How do we position the variety of Fuel Tax options provided by PeopleNet? Which customers find this important?
Does the MCP50 Support TPMS?
Answer: No, and no plans in the future to support TPMS.
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Driver Login Process
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Driver Login Process & Access to Driver Logs PeopleNet Qualcomm Advantage
ID & Password Required for System Access
Yes Yes (recently added) N/A
# of Drivers on device 6 drivers, only 2-active, 1 in a driving status
2 drivers PeopleNet
Password required when switching from inactive to active team driver
No Yes PeopleNet, MCP50 requires passwords to become the active driver
Managing non-vehicle On-Duty (training, dock)
Driver Center, Time-clock Integration, Annotations
In-Cab Clock-In & Clock-Out, Annotations PeopleNet
Pre-trip or Post Trip Inspection Required
Yes No PeopleNet
Certification Upon Login Yes No, Approved Tab (approval all or edit) PeopleNet
Upon Login Compliance Review & Duty Status Confirmation Screen
Yes No PeopleNet
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
What types of customers have drivers that typically have on-duty time outside of the cab? What does PeopleNet provide to meet their time logging needs?
What is the maximum acceptable number of button presses to get logged in?
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Inspections
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Driver Vehicle Inspection ProcessPeopleNet Qualcomm Advantage
Driver Vehicle Inspections Configurable Pre/Post/Inter/DOT
Hard Coded Tractor & Trailer VIR
PeopleNet, Configurable and if no defect on tractor or trailer eDVIR is submitted
Required Upon Login or Logout
Configurable Required every 24-hours PeopleNet
System Knows the Truck # Yes Driver Must Type Vehicle # PeopleNet
Integration to 3rd party maintenance packages
Yes Yes N/A
Multiple Trailers Configurable (DTF) Maximum of 3 PeopleNet
VIR Workflow Previous DVIR Previous DVIR & Maintenance Response
Qualcomm
VIR Dashboard No Yes Qualcomm
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Open discussion
Where is PeopleNet’s eDVIR system stronger than the MCP50’s? How do we leverage this?
Where is the MCP50’s VIR system stronger than PeopleNet’s? How do we position against that?
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Hours of Service
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Review of Regulations & Border Crossing Supported
PeopleNet Qualcomm Advantage
USA Federal Yes Yes, TBD on 16-hour rule N/A
Canada N & S Yes Yes N/A
State Alaska (fed) California, Texas & Florida California, Texas & Florida N/A
USA Oilfield Yes No PeopleNet
Passenger Yes No PeopleNet
Personal Conveyance Yes (time & miles, and displayed on graph in future)
Yes (time not miles) PeopleNet
Border Crossing (state) Auto or Manual Manual PeopleNet
Region Crossing Auto or Manual Manual PeopleNet
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Log Review Process
PeopleNet Qualcomm Advantage
Summary Summary Page Summary & Clocks Page N/A
Graphs Yes Yes N/A
Log Details 1, 7, 8 or 15 days 1, 7, 8 or 15 days N/A
Request Logs Forms Yes, Notification to Supervisor
N/A
Fax Request Forms Yes N/A
Certification Process Log-in/out and anytime throughout the day (2-step process)
3-step (its suggested the driver do this daily)
PeopleNet
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Driver Efficiency Report
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Open discussion
Which regulations does MCP50 not support? What markets are affected by that?
What is the driver’s workflow on MCP50 when crossing to/from Canada?
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Managing Risk
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Monitor Company Maximum Speed and speed governor settings Identify and minimize high-risk driving habits by monitoring speeding through
exception reporting and real-time notifications: » Posted Speed Limits » Configured Speed Limits by Location » Maximum Speed Cap (Virtual Speed Governor, if 68 and road is 70, trigger at 68)
Identify and Minimize High-Risk Driving HabitsPeopleNet Qualcomm Advantage
Manager Speed Governor Setting
Yes No PeopleNet
Speed Gauge Available Not discussed in plans (but Speed Gauge can perform the service on the MCP50
N/A
Near Real-time Posted Speeding
Yes No - next day reporting for 1yr (PeopleNet exclusive)
PeopleNet
Speed Alerts Back-Office Alarm (July In-Cab Alert)
Back-Office PeopleNet (July)
Over & Excess Speed Yes Yes N/A
Over-speed High/Low Throttle
Yes No PeopleNet
Over-RPM High/Low Throttle
Yes No PeopleNet
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
OER & CER Triggers & SupportPeopleNet Qualcomm Advantage
Manual Trigger Yes (170/30) Yes (180/120) PeopleNet, less time but more data to recreate the event. Access from every screen.
Sudden Acceleration Yes (60/30, 10-second increments)
No PeopleNet
Sudden Deceleration Yes (60/30, 10-second increments)
Yes (180/120) PeopleNet OER & Trip Recorder (10-days)
Driver Alerted Notification Panel & Driver Overview
Notification, Voice Prompt & Driver Details
Qualcomm
Hard Breaking Minimum Speed
Yes Yes N/A
Stability Control Meritor or Bendix (trigger OER) Meritor or Bendix (trigger OER)
N/A
Lane Departures & Following Distances
Iteris (transfer data), Mobileye & SafeTrak (create new event and reports)
Iteris, Mobileye & SafeTrak
TBD (not sure if they trigger CER)
NVRAM File Save Yes ? TBD
10-Days of Data Trip Recorder No PeopleNet
Databus Support J1708, J1939, OBDII & No ECM
J1708 or J1939 PeopleNet
Filtering Ignore erroneous data due to faulty speed sensor
Prevent erroneous events due to faulty truck speed sensors.
N/A
Real-time Transfer & Alert Triggers After Recording Triggers After Recording & Email Alert
Qualcomm NOTE: PeopleNet TS Team can build (built for Gazelle)
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Qualcomm Critical Event Recorder
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Real-time Monitoring of Driver Safety Performance
Onboard Event Recording | Detail
Access Incident Location Detail in Google Earth RPM vs. Speed
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PeopleNet Lane Departure Reports
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In-Cab Performance & Triggering Events
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What if Analysis? – CSA Safety & Performance Service
Basic: CSA Safety Performance Service Basic provides comprehensive reporting on the FMSCA SMS scoring data at the individual driver, terminal, and company levels.
» Personalize and configure the service to best align your fleet’s performance with CSA scoring criteria.
» Assign weights and thresholds for the criteria
» Add your fleet’s own accident and violation data for more comprehensive and timely analysis.
Deluxe: CSA Safety Performance Service Deluxe gathers FMSCA SMS scoring data and relevant performance data collected from Qualcomm’s applications. The service gives your fleet the tools to correlate this large collection of data to the CSA scoring methodology. Your fleet managers can use the coaching modules and intelligent tools we provide to manage driver performance.
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Manage Safety Data – CSA Safety & Performance Service
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Open discussion
How do we position against the CSA Analysis feature?
What companies are concerned most about driver speeding?
What is the difference in data provided by OER vs. CER events? Why is that important, and to whom?
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Tailored Solutions Offering
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Applications Developed by Tailored Solutions Feature Description Advantage
Oilfield Customized Workflow PeopleNet, cannot be done via Qualcomm Macros
Car Haulers Future Custom Workflow PeopleNet
Prospect Custom Workflow
Discovery, Develop & Launch PeopleNet
Polygonal Geo-fences TS Required Qualcomm has as a standard product offering
In-Cab Printing Oneil DataMax MF4T (Oilfield) PeopleNet
Trip Recorder 10-days worth of driver performance data every 2-seconds
PeopleNet, MCP50 only has 5-minutes
RPM by Speed Bucket Extends Trip Recorder PeopleNet
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
What kinds of customers typically request Tailored Solutions? Do these requests come during the sales process or after roll-out?
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Qualcomm MCP50 Strengths & Weaknesses
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MCP50 Strengths
Feature Reason Strategy
Driver Logs Low cost EOBR for $19.95 Identify other fleet goals
Low Cost Low cost hardware (retail $795), low communications entry point
Identify fleet goals, compare features to rate plans, and missing features based on company goals
CSA Safety Performance Service
Integrates CSA Scores and Qualcomm Data More maintenance and safety features to improve CSA scores (fault codes, speed gauge, CSA training via ProTread, etc.)
Benchmarking Across fleet and industry Vusion second half of year will provide benchmarking by vehicle, make, model, year, APU, etc. Informing fleets of ECM inflation of MPG.
Inspection Reports Driver and Maintenance Departments Full Circle Validation
Customizable pre/post/inter/DOT inspection, required at login or logout
MPG Analytics Dashboards all tied around MGP PeopleNet provides more data to evaluate driver and vehicle performance
Driver User Interface Driver friendly user interface Customizable driver interface, with new workflow incorporated into next release
Text-to-Speech Messages and Alerts Notification panel reduces driver distraction while in-transit
Priority Messages Notifies the drive of priority messages Priority messages do not force the driver to respond to messages (forced reply)
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
MCP50 Weaknesses Feature Reason Strategy
Hardware Configuration & Reliability
Installation at front of vehicle (in-dash), unwrapped cables, not water tight, 1-year warranty and NO Hardware upgrade path
System is designed for implementation in all vehicles with a upgrade path to multiple displays. Also industrial strength (metal vs. plastic, reliable mounting, water tight, good line of sight for location)
ECM Connection No multi-bus (1708 or 1939), no OBDII, potential difficult access to 9-pin, fuse access, and power from 6 or 9-pin
System supports multi-bus and OBDII, broader set of connections, more ECM data, etc.
Fault Codes Not Supported J1708 & J1939 Fault Codes
Messaging Limited to free-form and linear forms Position driver ease of use through DTF, pictures, bar codes, PDF, signatures, etc.
Integration Forms only PACOS (automated workflow)
Automated Messaging Not Supported (COS) Position PACOS, decisions on OBC (not back-office)
In-Cab Scanning Not Supported ACS TripPAK
Fuel Management ECM Data Only for MPG ECM Data, Fuel Theft, Reconcile Fuel Purchases with Tank Levels, Vusion Analytics,
Accident Reconstruction More time but less detail????, standard Google,
More detail, Google Earth, Trip Recorder
Fuel Tax State Miles only Online & Fuel Service Fuel Tax Offerings with Audit Support
Vehicle Disablement Not Supported Co-developed a process to enable & disable vehicles from the PFM.
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
MCP50 Weaknesses
Feature Reason Strategy
In-Cab Navigation Only ALK Co-Pilot Version 8, No COS integration
Co-Pilot Version 9 in July (more user friendly interface), PACOS integration and all the advantages of Maptuit.
Communications Verizon and Affiliated Carriers All CDMA Carriers, 45 regional, Satcom, WiFi.
Safe Mode Limited data Data Rich
Speed Gauge Not in rate plans, and if available they only support next day speeding alerts
Near real-time alerts
Route Management without Dispatch
Requires a vehicle dispatched via Trip Manager
For carriers not dispatching, position Activity Standards
Panic Alarm Not available Supported
Tire Pressure Monitoring Not supported Position Doran, Pressure Pro, Stemco and Bendix
Maintenance Alarms Not supported DPF alarm, fuel tank alarms, Diesel Exhaust Fluid Level (DEF - Urea),
Training Help Only Tutorials, ProTread, WiFi for Industry or Access to Corporate Intranet
Distribution Network Qualcomm and Pana-Pacific CTP Account Managers
Tailored Solutions No Yes
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Open discussion
What do you see as the most dangerous MCP50 strength? How do we best position against that?
What “future” features have been dropped from the 6-month late initial launch? What features have no plans to be included?
Where is the MCP50 the most vulnerable? Which customers find that to be a critical feature?
© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL
Pricing – Comparing Apples to Oranges
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How to Compare Apples and Oranges
PeopleNet MCP50
Matched Feature #1
Matched Feature #2
Matched Feature #5
Pnet Only Feature #3 MCP Add-on Feature #3
Pnet Add-on Feature #4 MCP50 Only Feature #4
Pnet Only Feature #6 MCP Add-on Feature #6
Base bundle pricing
Matched feature pricing
Limited Feature Plan Options
Lite (2012) EOBR Only
Purpose OBC-only - GPS, Engine HOS, base msg (no Engine)
US Price $25.00 $21.95
Matched feature price n/a n/a
Notes No comparable bundle No comparable bundle
Base Plan Comparison
Core Base (2012) Performance
Purpose Integrated msg,
State Miles (no Engine)
PACOS, PerformX (no OER, no State
Miles)
Integrated msg, MPG, CER, State
Miles
US Price $21.95 $30.00 $29.95
Matched feature price $33.80 $35.50 $32.90
NotesNo automatic dispatching or
Activity Stds., but has CSA Scoring
Has PACOS, Activity Stds., no CSA
Scoring, has other add-on options
(WiFi, Scan, NaviGo, Fault Codes, etc.)
No automatic dispatching or
Activity Stds., but has CSA Scoring
Performance Plan Comparison
Performance (2012) CompliancePurpose PACOS, Full Logs, Full PX/OER Integrated msg., Full Logs,
State Miles (no Engine)
US Price $40.00 $29.95
Matched feature price $42.50 $41.80
NotesHas PACOS, Activity Stds. and other add-on options, no CSA
Scoring
No automatic dispatching, Fault Codes or Activity Stds.,
but has CSA Scoring
Premium Plan Comparison
Performance & Safety (2012) Premium
Purpose Performance Plan + Full Svc. Fuel Tax, Vusion, CM Prog.
Compliance Plan + MPG, Driver Workflow
US Price $45.00 $41.95
Matched feature price $45.00 $46.90
NotesHas PACOS, Fault Codes, Full-Service Fuel Tax, WiFi, Activity
Stds. and other add-on options, no CSA Scoring
No automatic dispatching, Fault Codes, WiFi or Activity Stds., but has CSA Scoring.
Only State Miles
Open discussion
Which target markets is Qualcomm going after given how they structure their bundles?
In general, how does the MCP50 stack up against PeopleNet with the bundles as they exist?
What value can PeopleNet bring to the table when confronted with a lower cost MCP50 bundle?
Scenarios
Scenario #1
Customer is very tech savvy and wants to leverage the latest efficiencies for their fleet.» IT background – understands data.» Excited about new technology, but seems a trier
not a buyer.
Scenario #2
Customer is worried about rising fuel prices.» Wants to reduce MPG across the board.» Is willing to invest moderately, but does not have a
huge budget.
Scenario #3
Customer doesn’t use any technology currently and is worried about upcoming EOBR mandate.» Just wants electronic logs» Price sensitive
Scenario #4
Very professional, business-oriented company is nearing the end of their OmniTRACS contract and is shopping around.» Willing to invest in anything if strong ROI can be
shown.» Tightly run ship – quality is a priority.
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