Fleet management and asset tracking: worldwide trends, forecasts and strategies
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1 Research Viewpoint Fleet management and asset tracking: worldwide trends, forecasts and strategies September 2014 Michele Mackenzie
2 2 About this report This report provides analysis of the fleet management and asset tracking market, including: key implications and recommendations for mobile network operators (MNOs) a 10-year forecast of fleet management connections and a view of the container asset tracking market key trends in the sector that have an impact on growth, including supply chain analysis and business models a summary of market drivers and inhibitors, and a market outlook. This report is based on several sources. Analysys Mason s internal research, including our forecasts of M2M device connections, revenue and average revenue per connection (ARPC). 1 We have also validated our assumptions by comparing them with operator insights and discussions with key stakeholders in the fleet management sector. Figure 1: Summary of report coverage [Source: Analysys Mason, 2014] Geographical coverage Regions modelled: North America (NA) Western Europe (WE) Central and Eastern Europe (CEE) Developed Asia Pacific (DVAP) Emerging Asia Pacific (EMAP) Latin America (LATAM) Middle East and North Africa (MENA) Sub-Saharan Africa (SSA) Forecast splits Fleet management heavy goods vehicles (HGV) light commercial vehicle (LCV) Asset tracking Containers Revenue 1 See Analysys Mason s forecast report M2M device connections and revenue: worldwide forecast Available at
3 Revenue (USD billion) ARPC (USD per month) Fleet management and asset tracking: worldwide trends, forecasts and strategies Fleet management generates high revenue: the worldwide ARPC rate is higher than average for M2M ARPC for fleet management and some asset tracking solutions is typically higher than average M2M ARPC by a significant margin. The forecast in Figure 10 combines revenue from operators end-to-end services and the revenue generated from providing OEMs and aftermarket providers with connectivity services. Hence, the ARPC is lower than that generated from offering an end-to-end service. In developed markets, the average ARPC is about USD25 per month, but can be as high as USD50 for an end-to-end service. In emerging markets, average ARPU is between USD10 and USD20 per month, depending on the country. The ARPC from simple track-and-trace solutions will be at the low end of these ranges, but applications that generate value such as fuel efficiency and reduced insurance premiums will generate higher ARPC. Pure connectivity ARPC can be as low as USD5 per month in developed markets. Figure 10: Fleet management connectivity revenue by region and ARPC, worldwide, [Source: Analysys Mason, 2014] Revenue: ARPC NA WE CEE DVAP EMAP LATAM MENA SSA
4 21 M&A and venture capitalist activity creates scale, furthers market expansion and diversifies the product portfolio The addressable market of commercial vehicles is large (about 225 million worldwide in 2013) and there is plenty of room for growth in connected fleet management solutions. A few worldwide suppliers are complemented by many regional and local players in each country. The market is fragmented and overcrowded, which makes it difficult to achieve scale, and consolidation continues. The service offering is not homogenous and fleet owners buy different applications from different suppliers. Suppliers are consolidating to create scale, enter new markets and diversify their product range. Venture capitalists and the financial community are investing in this market because it is sufficiently mature and the business model for the end user is proven. It also still has room for growth and opportunities to generate good returns. Despite strong M&A activity, the market is competitive and innovation thrives. Figure 12a: Selected operator partnerships and acquisitions in the fleet management and asset tracking market [Source: Analysys Mason, 2014] Company Activity Details Astrata M&A Qualcomm Enterprise Services sold Omnitracs Europe Holdings to Singaporebased Astrata for an undisclosed sum. Omnitracs is one of the largest US players. Masternaut Venture capital and M&A Francisco Partners acquired Cybit and Masternaut in 2010 and 2011, respectively. The two companies merged and became one of the largest fleet management players in Europe. It was sold in 2014 to Fleetcor and Summit Partners. Michelin M&A Michelin acquired Sascar Tecnologia Automotiva to enter the Brazilian market. Qualcomm Technologies Trimble Navigation Venture capital and M&A M&A Qualcomm sold Omnitracs Americas to Vista Equity Partners at the end of 2013 for USD800 million. Omnitracs acquired Roadnet Technologies around the same time. Trimble acquired Punch Telematix in 2009 to extend its presence in Europe, and PeopleNet in 2011 to make it one of the largest players in the US market. It will continue to grow through acquisition as well as organic growth.
5 27 Executive summary and recommendations Market definitions and key trends Forecasts and regional differences Market structure and case studies About the author and Analysys Mason
6 28 About the author Michele Mackenzie is an analyst for Analysys Mason s IoT and M2M Solutions research programme. She has 15 years of experience as an analyst. Prior to joining Analysys Mason in February 2014, Michele was a freelance analyst with a focus on machine-to-machine (M2M) and Internet of Things (IoT) technology and trends including smart cities, transport, intelligent buildings, fleet management and telematics. She has written reports for Machina Research and produced research for other clients on areas such as mobile broadband and digital media. Michele worked for Ovum for 12 years where she focused on consumer mobile applications and held various roles including Practice Leader for Consumer Services. She has also worked as a consultant for Ovum s consultancy division.
7 29 About Analysys Mason Knowing what s going on is one thing. Understanding how to take advantage of events is quite another. Our ability to understand the complex workings of telecoms, media and technology (TMT) industries and draw practical conclusions, based on the specialist knowledge of our people, is what sets Analysys Mason apart. We deliver our key services via two channels: consulting and research. Consulting Our focus is exclusively on TMT. We support multi-billion dollar investments, advise clients on regulatory matters, provide spectrum valuation and auction support, and advise on operational performance, business planning and strategy. We have developed rigorous methodologies that deliver tangible results for clients around the world. For more information, please visit Research We analyse, track and forecast the different services accessed by consumers and enterprises, as well as the software, infrastructure and technology delivering those services. Research clients benefit from regular and timely intelligence in addition to direct access to our team of expert analysts. Our dedicated Custom Research team undertakes specialised and bespoke projects for clients. For more information, please visit
8 Published by Analysys Mason Limited Bush House North West Wing Aldwych London WC2B 4PJ UK Tel: +44 (0) Fax: +44 (0) Registered in England No All rights reserved. No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means electronic, mechanical, photocopying, recording or otherwise without the prior written permission of the publisher. Figures and projections contained in this report are based on publicly available information only and are produced by the Research Division of Analysys Mason Limited independently of any clientspecific work within Analysys Mason Limited. The opinions expressed are those of the stated authors only. Analysys Mason Limited recognises that many terms appearing in this report are proprietary; all such trademarks are acknowledged and every effort has been made to indicate them by the normal UK publishing practice of capitalisation. However, the presence of a term, in whatever form, does not affect its legal status as a trademark. Analysys Mason Limited maintains that all reasonable care and skill have been used in the compilation of this publication. However, Analysys Mason Limited shall not be under any liability for loss or damage (including consequential loss) whatsoever or howsoever arising as a result of the use of this publication by the customer, his servants, agents or any third party.
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