Vice Preident, OEM Sales, Telogis
What are you offering that is new?
Our new offering is the bringing together of technologies that previously were stand-alone applications. Our seamless platform incorporates fleet management, routing and scheduling optimization, navigation, mobile integration, and it now incorporates a work order management tool that we call “Telogis Progression” that allows you to compare the actual versus planned performance of your mobile operations to a specific plan over time.
Now you can optimize your route, you can take into consideration all the attributes that are important in creating a route. For example, routes are dependent upon customer requirements. Routes are dependent on vehicle attributes, driver skill sets and tools available on the vehicle. They are dependent upon time-of-day constraints. We are taking all of that into consideration and helping customers make the best choice on how to leverage those assets to service their customers and manage their business.
A competitor may suggest reducing assets. What is your approach?
We approach it from a different perspective. Reducing the number of assets is really a bi-product of optimized asset utilization. We provide companies with the tools that help them understand how every action and decision impacts their business. How do you undertake a job in the most efficient and cost effective way? At the end of the day if you have more assets than you have work, then you would do one of two things: increase the work or take away the asset. We let the customers make that decision themselves. Taking an asset away may provide a value, but finding a more productive use for an underutilized asset is just as important
Driver behavior is a big concern these days especially with fuel costs and then safety issues. What do you offer in that realm?
Most every company now is looking at how to score a truck versus how to manage drivers. Which are the safest and the most efficient? We have created driver scorecards for our customers that allow them to determine what’s most important to them. How do they want to measure the driver in order to create a scorecard? For some companies driver efficiency is one measure. For others, driver fuel economy is an important measure.
We are empowering our customers to take into consideration things that are important to them to create meaningful scorecards. Some companies focus on safety; for example seatbelt usage, the number of panic stops or rapid accelerations or harsh breaking events. We give them the tools to create their own unique scorecard so they can manage the drivers the way they want to.
So how do you differentiate yourself from the competition?
Our key difference is that we have a global platform that allows companies to manage all of their assets — not just one type, not just rolling stock — all the assets a company has. We give them tools that give companies the ability to manage the three things that are important: the vehicle, the driver and the work. Those three things combined are what help make a fleet run efficiently. We give them the tools and the visibility to allow them to do that. That is our core differential
As companies look at managing their fleets, the important thing that companies need to consider is that there is no cookie-cutter approach. There is not a one-size-fits-all. You need a platform that allows you to manage those assets the way your business runs. That is the key thing about our platform. As a Software-as-a-Service model we are allowing customers to manage the business the way they want to manage it by giving them not only the access to information but management tools, business intelligence, dashboards. The customers can really manage the business the way want to manage it across their business whether it is rolling stock, non-rolling stock, whether it is heavy trucks, light trucks or even passenger vehicles. That is the difference for us
Leveraging an extensive background in logistics, Kevin brings more than 30 years of industry experience to his role leading Telogis’ OEM global sales efforts. He has spent more than 15 years focusing on mobility and software technologies that enable fleet and asset management solutions. Prior to joining Telogis in 2009 he served as Global Director of Industry Solutions for Intermec Technologies. He also has held leadership positions with TMW Systems, a leading TMS Software provider, and served as Directorof Strategic Alliances with EXE Technologies. Kevin’s diverse knowledge of supply chain and fleet requirements leverages both the strength of the OEMs and the advanced capabilities of the Telogis enterprise platform
Kevin holds a Bachelor’s of Science in Business from Kennedy Western University.