The Fleet Industry Trends in Fleet Management

GSA SmartPay 2010 Conference The Fleet Industry Trends in Fleet Management Gary Robbins Vice President/Wright Express Corporation

12 th Annual GSA SmartPay Conference Atlanta, GA August 10-12, 2010

House Rules Fleet Managers To ensure the best possible learning experience for participants, please adhere to the following house rules: Turn cell phones and pagers to vibrate Hold questions to end of session Ensure your participant badge is scanned to receive CLP credits For each course Must leave room and re-enter Take advantage of opportunities to provide feedback Please select the Ask Citi icon on any Citi PC at the conference Answers to be emailed after the conference within 45 days

Goals & Objectives Fleet Managers This course is designed to assist you in achieving the following objectives: Understanding the latest technological advances affecting the Fleet Industry Providing insight to tools that can support your day-to-day management of drivers/vehicles Information which will allow you to engage with your Fleet Card Provider to raise the level of support Techniques which you can deploy to mitigate fleet expense

Agenda Fleet Managers 1. What is the Fleet Industry is telling us 2. Technological Advances 3. Increased Demand for Oversight tools 4. Actionable Information 5. Virtual Employees Support from your Fleet Card Provider 6. Bottom Line Return on your investment

1. What the Fleet Industry is Telling Us

What the Fleet Market is Telling Us Fleet Managers Financial Stability - alignment with a financially-fit company Increased Data Integrity stronger Controls & Insight Technology continued investment, ease of use Seamless Integration G/L, Cost Center; direct feed Assistance in Mitigating Fraud, Waste and Abuse Operational Efficiency ability to do more with less Actionable Reporting enabling productivity-lift Strong Support & Service People behind the plastic

2. Technological Advancements

Technological Advancements Fleet Managers Point of Sale Upgrades Increased Visibility into authorizations Enhanced Controls to monitor real-time transactions Product Codes at the Point of Sale become cleaner Increased Fraud-monitoring tools Real-time-alerts text/emails to your desktop or PDA within seconds of a transaction Geo-Fraud Tools When vehicle-based card is used outside a certain radius from your vehicle email alert is generated. Convenience Stores (PCATS) has introduced new standards for Financial Transactions Moving from 2-digit proprietary product codes to 3-digit standards Point of Sale Terminals are being upgraded Hosts/Networks have been upgraded

Technological Advancements Fleet Managers Federal Gov t and Industry continue to work to maximize Product Code accuracy: PCATS Petroleum Convenience Alliance for Technology Standards--a NACS subcommittee PCATS has introduced a product code standard to enhance the data captured from the POS Fleet Cards are participating and leading a Standardized Product Code Forum: Goal: expand the adoption and implementation of national recognized standard product codes for fleet charge card transactions in order to: Improve fleet mgmt through better/transparent data and reporting Better control costs Understand buying patterns/spend Reduce misuse/abuse and fraud Enhance the incentives to increase the number of locations selling and reporting alternative fuels

Technological Advancements Fleet Managers Leveraging external data-warehouses Access to your data anywhere Consolidation of multiple data-streams Fuel Transactions Maintenance Transactions Bulk-fuel Transactions Telematics Data Integration

Technological Advancements: Mobile Commerce is Emerging Mobile Commerce Payments POS Your invoice is ready Marketing Location Account Maintenance Bill Pay

Technological Advancements: Mobile Payment Mobile Payment using NFC technology for fuel and other things will most likely be 3 to 5 years yet. 1 Fuel Merchants have tested Mobile Payments 2 Fueling merchants need to install RFID hardware 3 Carries need to bring NFC smartphones to U.S. 4 Business models (Banks) will need to be finalized NFC = Near Field Communications RFID = Radio Frequency Identification

Technological Advancements Fleet Managers Open Network Proprietary Fleet Cards Why Choose? Fleet Card Providers allow: Full data capture and control Strengths of a Proprietary Card Broad Acceptance Strengths of an Open Network Card Level-3 data and Control on both Fuel and Maintenance Complete insight to driver behavior and vehicle operating costs Complete oversight of trends and analysis that matters to your Agency Maximizing Tax Exempt Transactions

Technological Advancements Fleet Managers North American Acceptance Fleet Cards offer the Convenience of Cross Boarder Acceptance Canadian Acceptance coast-to-coast Level-3 data available on all transactions Utilizing your US-based fuel card in Canada Same Authorization Controls Same Driver Experience (prompting)

3. Oversight Tools

Oversight Tools Fleet Managers Managing by Exception Actionable Information at your finger-tips Reporting when, where and how you want it Tools to triage Exception Reports Quick Query (pull), in your inbox (scheduled) Alerts knowing real-time mitigating Fraudulent Activity You, Law-enforcement, Your Card Issuer can see real-time data at the click of a button catching the bad-guys in the action Telematics monitoring vehicle utilization and driver behavior will: Increase productivity Decrease operating expense

Best Practices Setting Authorization Parameters Electronic Access Systems enable Fleet Managers to set broad, deep and meaningful parameters for their vehicles Fleets can set profiles which apply to the type, style, behavior of a certain group of vehicles First the Fleet will set the overall options Fuel Only Card or Custom Control Then, the Fleet can set limits by Transaction Amount, Timeframe and time when a transaction can occur

Best Practices Setting Authorization Parameters Through new Point of Sale Technology Fleet Card Providers can provide authorization by product type. Offering the fleet to turn-on Fuel and Oil/Fluids yet turn-off General Merchandise. In this situation, where the merchant has adopted Standard Product Codes, the Fleet can buy automotive goods, yet prohibit Twinkies, etc.

Best Practices Setting Authorization Parameters Then, once the product type is chosen, the Fleet Mgr can choose transaction limits, $$$ amounts by product type So, you could set a $60 fuel limit yet have a $150 Automotive Service limit

Fleet Violation Summary Report (Driver Score Card) Enables you to alter driving behavior (reduce risk) through a customizable scoring system based on assigning point values to areas of biggest concern. Telematics can provide a snapshot of your drivers behaviors as well Determine how often a driver exceeds your Fleet Speeding Policy Determine how often your drivers accelerate or break harshly Each of these behaviors have direct costs to your fleet: Fuel Usage, Maintenance/Repair Expense and Liability

4. Actionable Information

Web-enabled Device Fuel Price Mapping Knowing the price of fuel along the road before you get there can be a great tool Fleets are saving anywhere between 6-25 cents per gallon. Custom Search Functionality Detailed Search Results

Web-enabled Device Fuel Price Mapping Push of a button maps the site, provides you directions to the locations which are on your route Integrated step-by-step mapping to low price provider

2007 Confidential & proprietary. 2007 Wright Express Corporation Best Practices Fraud Example: Real-Time Purchase Alert Beta Testing in Progress Eastern Time Zone Card swipe occurred at 6:35:12AM Pacific time, notification was with WEX Fraud in Eastern time zone 48 seconds Fleet Cards are capturing data at Authorization enabling you to see multiple authorizations If fraud is taking place e.g. if someone is standing the CRIND and fueling random vehicles we would see multiple transaction auth s within a short period later of time at the same gas station causing alarm We can put alerts against these types of activities alerting your fraud dept or fleet manager of un-authorized behavior Pacific Time Zone

Fuel Price Mapping desktop

View of Geographic Fuel Discrepancy Report Fuel-Telematics Integration Geographic Fuel Discrepancy Report To further assist in detecting program misuse and potential fraud, in December 2009 WEXSmart released functionality to alert fleet managers when card use occurs in a location that is not consistent with GPS vehicle location.

5. Virtual Employees

Virtual Employees outsourcing your Fuel/Maintenance Program needs The people behind the plastic will make the difference as your fleet travels around every corner ensuring satisfaction & success

Resource Tools

Virtual Employees Fleet Managers Customer Service Natural Disasters & Emergency Support Vital support during natural disasters & emergencies Coordination of authorization controls and active fueling sites reporting within 48 hours Pre-define purchase limits and protocols for assigning cards to emergency profiles Emergency station locater provides a daily list of active fueling sites in disaster areas Fleet Card Programs have a plan in place to communicate network/merchant outages

6. Bottom Line Return on Your Investment

Bottom Line Return on Your Investment Fleet Managers Improve the Bottom Line Mitigate Economic Pressures Leverage the Investment of your Fleet Card Provider Determine the latest offerings put them to work for you Utilize the data available through new Point of Sale upgrades Auth Controls and Cleaner Data Choose the oversight-tools that matter to your mission Take advantage of the Actionable Information Maximize the use of your extended Fleet Team Your Program or Account Manager Ask for an ROI prior to purchasing capital

Example: Return on Investment Model Optimizing Profit/Efficiency Risk/Insurance Savings $ 1,214,400 # of total vehicles 1100 Fuel Savings # of Vehicles using Satelli 0 Idling $ 658,944 Avg miles/veh per year 22500 Speeding $ 110,880 Employees hourly wage $25 Harsh Breaking $ 104,544 Un-necessary Miles Traveled $ 495,000 Vehicle cost per hour $15 Off Road Slippage $ - Off Road Fuel Tax Rebate $ - Average Miles Per gallon 12 Maintenance Savings Excess Wear/Tear $ 123,750 Minimize Towing - w/dtc's $ 22,880 Operational Savings(Efficency/Productivity) Administrative Savings $ - Employee Efficiency $ 2,860,000 Vehicle Efficiency $ 680,625 Night Weekend Vehicle Use $ - Satellite (Dual mode)units Base Units Total Est. Savings $ 6,271,023 Unit Costs 0 Unit costs $0 Install Costs 0 Install costs $0 Total cost/unit $ - Total cost/unit $ - 175 messages Monthly Costs 0 Monthly costs $0 Net Savings Annual Costs $ - Annual Costs $ - Year 1 $ 6,271,023 Each add'l year $ 6,271,023 First yr costs $ - Second yr costs $ - Months to Payback 0.0

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Gary Robbins Fleet Managers

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