Manuel de la Torre
General Manager
Webfleet Solutions
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Webfleet Solutions: Reducing Operating Costs

By Alejandro Enríquez | Thu, 04/22/2021 - 06:00

Q: How does Webfleet reflect the evolution of TomTom Telematics and its acquisition by Bridgestone?

A: We have focused on reassuring our distributors, resellers and customers regarding our merger process, which was completed on time. Our rebranding was conducted as expected and word-of-mouth recommendations helped us significantly. Today, many of our customers have a clear idea of who we are through our quality and the launch of our Link-340 device. All these efforts are reflected in our positive results, even amid the pandemic.

Q: How has the pandemic influenced your business development strategies?

A: There are three key factors driving the evolution of Webfleet and our business amid the pandemic: growth, revenue and adaptability. Revenue has declined but this is because we have supported customers that are facing difficulties in their business. For instance, a customer focused on school transportation has most of its fleet idled. That being said, growth has been positive. It might sound unusual but we have grown 34.5 percent, pushing Webfleet Mexico into the spotlight among its global branches. We are closing the year with a new product that is pushing our business forward. As a result, we estimate that by the end of the year we could be doubling our installed capacity in the country.

During the pandemic, our most important segments have been automotive leasing for fleet management companies and last-mile deliveries. E-commerce has been a game changer; even Mercado Libre has developed its own last-mile delivery fleet.

Q: What trends are driving Webfleet’s business in its different segments?

A: Unfortunately, insecurity has been a considerable factor behind our growth as we have developed hardware and software applications to support our customers in improving asset security. On the other hand, e-commerce has led to greater customer demand in terms of knowing where vehicles are located and their estimated time of arrival. Last-mile delivery has played a fundamental role in the implementation of new technologies in segments that required upgrades because e-commerce customers are demanding. This applies to both e-commerce firms and the last-mile delivery companies that partner with them.

Q: As the pandemic fosters a cost-driven and cost-efficient environment, how does Webfleet support its customers?

A: Webfleet helps its customers to reduce their operating costs by 25 percent. Sometimes, we even go further as we help companies make data-driven decisions. An efficiency report includes both qualitative and quantitative data. Some cost reductions demand better driving performance, which has a direct effect on fuel efficiency and a considerable savings from tire wear. Tires and fuel are the most important costs for our customers.

Having efficient operations also implies preventive maintenance done right. By measuring driving time, we can schedule in advance the maintenance the vehicle needs. With all these services, we also contribute to diminishing accident rates for our customers, which ultimately provides safer conditions for drivers while having a dramatic influence on insurance policies. These are some of the cost savings we help our customers with.

Q: What are the cybersecurity elements, as well as data analytics capabilities, Webfleet provides to help customers make data-driven decisions?

A: Webfleet is ISO:27001 certified, which means we handle all data belonging to our customers and their clients according to the highest privacy standards. Apart from being a software and hardware solutions company, we also provide data storage services. Webfleet has worked not only on data security and privacy but also on data analysis. Some of our customers provide us with input data related to transportation and we create models to predict the time it will take to get from one point to another. Some customers purchase our data models to use them in their business strategies; for instance, to inform their customers about the time it will require to transport their goods.

Q: What opportunities does Webfleet see in the Mexican market and what is your 2021 strategy?

A: We have different strategies and products planned for 2021. Link-340 is our most recent device. It helps our customers manage their freight trucks on a single platform. We have also delved into agribusiness. In January, we launched different projects to support farmers and agribusinesses with a model that we have run in other countries. The solution involves precise tracking of agricultural machinery, as well as planting.

As for the products we will release in 2021, we have two newcomers. First, Link-240, which is a device that will focus on the segment where installation remained a challenge, not only due to location but also due to customers requiring a simpler solution for light vehicles. Second, alongside Bridgestone we will launch a product that will be available through Webfleet and with which clients can track the temperature and pressure of their tires. This will revolutionize the market. Both companies will launch the product together since most sensors will be installed directly at the production plant.

Moreover, in 2021, Mexico will become WEBFLEET’s regional office for the Americas. We will tackle the Colombian market next year, while opening telemarketing for the US and Latin America from Mexico.

Alejandro Enríquez Alejandro Enríquez Journalist and Industry Analyst