COMPETITIVE ANALYSIS FLEETMATICS

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1 COMPETITIVE ANALYSIS FLEETMATICS Why Fleet Complete Is Number One Learn the business strategy of FleetMatics, advantages/disadvantages and how their solution stands up to Fleet Complete. FLEETMATICS, FLEET TRACKING INTELLIGENCE FleetMatics is an aggressive GPS Tracking company that originated in Ireland, grew to the United States and is now expanding in Canada. They usually target small and medium business (SMB) customers and tend to avoid customers with long purchase cycles or committee decision making (Companies with IT and Purchasing departments). FleetMatics sells its product direct, using their own sales representatives. They are focused on rapid growth, using cold calls and marketing to generate leads and demo bookings as part of an aggressive sales effort. Started in Ireland in 1998 HQ in Dublin, Irland and Rolling Meadows, IL, USA Number of Employees = over 400 Customer Base = 18,000 + Subscriber Base = 280,000 + Their sales process uses outbound calling backed by a limited number of field sales representatives. They started selling in the Canadian market in 2010 with one field person in the Prairies. FleetMatics is only offered in English, so the company does not operate in Quebec. Recently, they expanded their Canadian effort and added a 20-person telesales team located in the US. We anticipate that their field sales team will grow as their Canadian efforts continue to ramp up. FleetMatics corporate culture is very fast-paced and demanding on their employees. Their customer service teams are overworked and are offered lower compensation and benefit rewards compared to other competitors. This results in poorer customer service and diligence. Obviously an aggressive competitor, FleetMatics isn t afraid to lower their price or bend the truth when talking to potential customers. They have already contacted several TELUS Fleet Complete customers and attempted to win them over with false accusations. While TELUS Fleet Complete is very competitive and stronger than FleetMatics in many areas; your team must be aware of the claims FleetMatics salespeople are making and how to address them fleetcomplete.com v. Jan 2014

2 FLEETMATICS CLAIMS: 1. FLEET COMPLETE COSTS MORE THAN FLEETMATICS, UP TO $370 PER VEHICLE. In fact, our bundled contracts are cheaper than FleetMatics. FleetMatics has only one vehicle tracking package, which is a bundled 3-year contract, including hardware and data (supplied by Rogers or Bell), for $42.25/month, previously $47/month. is offered in bundled and unbundled packages. Customers can buy a 3-year contract bundle, including hardware and data, for only $40/ month. Or a customer can purchase the hardware up-front ($299) without a contract, and pay a cheaper Month-to-Month fee of $35/month. 2. FLEETMATICS OFFERS REAL-TIME VEHICLE TRACKING, WHILE FC DOESN T. Both systems offer the same capability to track a customer s vehicle in real-time. FleetMatics tries to say they update vehicle positions more often, every seconds, but both tracking systems can provide the same rate of updates. It s a matter of the customer s needs, not the system s capabilities. More snapshots use more data, which can cost more money. Fleet Complete s default transmission setting is 1 snapshot every 2 minutes but the rate is completely customizable and can be adjusted as low as once every 30 seconds by the user right inside the application. 3. FLEETMATICS HAS A LIFETIME WARRANTY ON HARDWARE, WHILE FC ONLY HAS 3 YEARS. In reality, FleetMatics warranty coverage is the same as Fleet Complete s. FleetMatics does provide a lifetime warranty on their hardware but coverage is tied to their 3-year service contract. In order to get coverage for their tracking devices they have to be under contract with FleetMatics at the time of the request. If their contract has expired, they need to sign another 3-year contract to maintain coverage. All of Fleet Complete s tracking units come with a 3-year warranty, coverage that lasts the length of the 3-year contract. All warranty-covered work is completed at no charge by Fleet Complete, and customers are also notified if their is no longer in warranty before work begins. Unlike FleetMatics, additional warranty protection can be purchased separate from an ongoing contract.

3 4. FLEETMATICS USES SATELLITE FOR LOCATION, WHILE FLEET COMPLETE USES CELLULAR TOWERS FOR LOCATION. CELLULAR DEAD ZONES COULD MEAN FC COULD LOSE TRACK OF YOUR VEHICLES, BUT SATELLITE ENSURES YOU WILL ALWAYS KNOW WHERE THEY ARE. FleetMatics and Fleet Complete both use GPS satellites for tracking. And both use cellular networks to transmit location data back to the application. All tracking systems use the GPS satellite network to identify the location of the vehicle. Most systems use a cellular provider (FM uses either Bell or Rogers) to transmit the vehicle s location information back to the application. No service equals no transmission. However, Fleet Complete on-board hardware stores the snapshots while out of range and as soon as a signal is re-established it transmits all of the stored data back to the application. 5. FLEETMATICS DOES NOT CHARGE FOR DATA, AIR TIME, SERVICE CALLS OR TRAINING. FLEET COMPLETE USES CELLULAR TECHNOLOGY, SO YOU WILL BE CHARGED DATA FEES. IF YOU TRAVEL OUTSIDE OF TELUS NETWORK, YOU WILL BE CHARGED. FleetMatics and Fleet Complete both use cellular technology. All of the data, training and support costs are included in the FleetMatics bundled price, just as they are in a TELUS Fleet Complete bundle. Free warranty service and free training is also included with every Fleet Complete contract. As a FleetMatics customer, if you travel outside of Rogers or Bell s network coverage, you will be charged as well. 6. FLEET COMPLETE IS A TELUS RESELLER OR THIRD-PARTY PROVIDER. In fact, Fleet Complete is a partner of TELUS and is a Canadian company. Fleet Complete is our product. We build, maintain and support the platform ourselves right here in Canada. FleetMatics is a European company, with US operations and very little physical presence in Canada. 7. FLEET COMPLETE RELIES ON TELUS TO SERVICE CUSTOMERS AND CAN T RESOLVE TECHNICAL OR HARDWARE ISSUES QUICKLY. As a Canadian company with a network of certified installers, Fleet Complete can easily have someone on-site quickly, often in as little as 24 hours. FleetMatics doesn t have support in Canada; they don t have certified installers and have to use car audio installers to handle their support.

4 8. FLEETMATICS OFFERS GARMIN INTEGRATION. Fleet Complete also offers it and FC Application is compatible with a variety of Garmin GPS Devices. Garmin integration allows two-way messaging between the dispatcher and the driver via the FC Application and the Garmin Device. Our integration also allows Driver ID functionality, which allows Fleet Managers to know which driver is behind the wheel at any time. Connection is via a Garmin cable, which is also available through Fleet Complete or TELUS. 9. FLEETMATICS CAN TRACK PTO EQUIPMENT. Fleet Complete can do that too and a lot more. can be accessorized with various optional sensors to collect different kinds of vehicle data, not just PTO sensors but door sensors, temperature sensors, etc. All sensors can be purchased either from TELUS or Fleet Complete. FLEET COMPLETE STRENGTHS VS FLEETMATICS FLEET COMPLETE IS A COMPLETE TRACKING SOLUTION Fleet Complete offers a complete tracking solution for your customers business. They can have vehicle tracking, asset tracking and/or mobile employee tracking, all on one application. Fleet Complete is an incredibly rich and broad mobile workforce platform, available all on one monthly bill from TELUS. FleetMatics only offers basic vehicle tracking. FLEET COMPLETE PROVIDES STRONG AFTER-SALES SUPPORT With our Canada-wide network of experienced installers and our Canadian technical support and after-sales teams, Fleet Complete provides a higher level customer support after the sale. We have a range of people in the field to help customers: our own RSMs, TELUS reps and dealers, and Canada s most vast installer network. When necessary a highly qualified person can be in a customer s office within hours to help solve hardware or technical problems. FleetMatics uses telesales for the most part and their subcontractors provide their post-sale support. With a small staff presence in Canada and lower customer volumes they can t support a customer in the field the way Fleet Complete can.

5 FLEET COMPLETE OFFERS QUALITY SERVICE NOT ONLY IN THE FIELD Fleet Complete respects and provides a great working environment for their employees with competitive salaries, benefit plans and bonuses. Low turnover rates ensure that customer-facing teams are knowledgeable in all products and provide the Best-In-Class customer service, whether it is on-site technical support or support over the phone. Planned business growth ensures particular attention to product quality control and excellent partner support. With RnD and Professional Services Teams stationed locally, customers specific requests and customizations can be accommodated with proper attention to their business needs and industry requirements. FleetMatics sky-rocketing growth puts enourmous pressure across all internal teams and lowers customer service quality. FleetMatics offers an out-of-the-box solutions only with little customization and expansion offers. FLEET COMPLETE OFFERS CUSTOMERS MORE CAPABILITIES Fleet Complete offers a huge range of capability: comprehensive dispatching, routing, scheduling, client management, pricing, billing, barcoding scanning, package tracking, work item management, signature capture and a customer web portal. Fleet Complete goes way beyond the basic dispatch FleetMatics offers with their system, and its Garmin integration. FLEET COMPLETE HAS BUILT A NETWORK OF CERTIFIED INSTALLERS Fleet Complete has spent over 7 years building a strong network of trained, experienced installers across Canada. We provide all installation documents and diagrams, as well as unlimited support and training, at no charge to the customer. Free installation is included with most bundled TELUS packages, and our installers can travel to a customer if required. FleetMatics uses subcontracted automotive audio installers to handle their installations and works with them on an ad-hoc basis. They have not built the network of experienced, certified installers that Fleet Complete has. FLEET COMPLETE IS CANADIAN Complete Innovations is a Canadian company. Fleet Complete is our product: we build, maintain and support the platform ourselves right here in Canada. All of the technical support, training and customer service are provided by our local team. Working with Fleet Complete, TELUS has become a national leader in fleet management and mobile workforce solutions. Over the 10 year+ partnership, we have signed up over 50,000 subscribers in Canada alone.

6 Product Comparison Hardware Capabilities 1 Feature MGS500 FleetMatics Asset Tracker AT1000 Action/ Resource Tracker I/O inputs / Outputs 4 Inputs, 2 Outputs 13 Inputs, 4 Outputs 4 Inputs, 2 Outputs 2 Inputs N/A 3G HSPA Antenna Internal / External External Internal Internal N/A On-board ethernet N/A Wi-Fi capable N/A Built-in accelerometer N/A Operating temperature F C F C F C F C N/A Over-the-air configuration Battery back-up Optional Optional Optional N/A Power source OBD-II / Hardwired Hardwired OBD-II / Hardwired Battery or Hardwired N/A RF switch N/A Installation Options Feature MGS500 FleetMatics Asset Tracker AT1000 Self-installation Pro-installation Installation classification Self / Pro Pro Self / Pro Self Data Readings Feature FleetMatics Asset Tracker AT1000 Odometer Vehicle battery level

7 Product Pricing / Support / Other 1 Feature MGS500 FleetMatics Asset Tracker AT1000 Action/ Resource Tracker Price from $30 from $45 from $42 from $20 from $7 Contract Length M2M / 3 Yrs M2M / 3 Yrs 3 Yrs M2M / 3 Yrs No contract Contract renew Upon request Upon request Autorenewal Upon request N/A Warranty terms Manufacturer / Installation Manufacturer / Installation Manufacturer / Installation Manufacturer / Installation N/A Warranty length Contract Contract Contract Contract N/A Cancellation terms Upon request Upon request 60 day notice Upon request Upon request Cancellation Fee cost $200 $320 $250 $199 N/A Installation costs Free with contract / $120 + travel Free with contract / $120 + travel Free with contract Free with contract / $120 + travel N/A Additional Service / Pricing / Support / Other 1 Feature Fleet Complete FleetMatics Webinars offered? Cost Weekly, Free 3-4 Daily, Free 1:1 training offered? Cost Yes, Free Training Videos / Tutorials Yes, Free Yes, Free Customer support offered Unlimited, Free Unlimited, Free Languages supported English, Spanish, French English, Spanish Ability to integrate with internal systems

8 Software Capabilities Feature Fleet Complete FleetMatics Current location Follow asset Breadcrumb trail Asset status Asset speed Direction of travel Default transmission rate Every 2 min / Customizable Every 1 min / Customizable Transmission frequency rate From every 30 sec From every 30 sec Reports Timecards Points of Interests Sensor Information Sensor Alerts Find Nearest Vehicle Traffic Status Available Hours Reports HOS Violations Reports DVIR Vehicle Inspection Maintenance Scheduling Maintenance Log

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