Why OEMs should avoid the risk of getting left out of telematics!

Telematics solutions create competitive advantages for you and your customer - but only if you select, install, and control them.

Introduction

The market for telematics solutions is large, and demand among the end-users of mobile machines and vehicles of all kinds is growing as your customers embrace the promise and possibilities of IoT. What many of your customers don’t know is that not all telematics solutions are made equal. The market is full of providers who have their own takes on telematics and different goals for their businesses — and for yours as an OEM.

Evaluating telematics solutions starts with your business requirements and goals, your competition, and the advantages that various products will provide. Think about your needs for today and the next five or ten years to set up your company and your customers for long term success. 

Are you looking for a tool that functions as a digital logbook for fleet management? A simple telematics solution might be for you. If you’re looking for something that enables the complex analysis of machine data and remote machine control, you need an OEM telematics solution.

An OEM telematics solution’s advanced functions happen in the cloud with the complex calculations and analysis that provide you with useful data. The readout and transfer of the data is a small - and comparatively simple part - of the process. To make the most of the data by drawing the right conclusions, both the cloud and the person reviewing it must have good analytical capabilities.

5 reasons to install OEM telematics solutions in your machines as standard equipment

Your customers are clamoring for telematics. You have the opportunity to meet this demand head-on by installing telematics solutions before your clients ask for them.

When you install telematics solutions in your machines as an OEM, you maintain control. You can choose a solution that benefits you and your customer, ensuring that you have the access and ability to use collected machine data to improve the service and experience you provide your customers as well as your products and position in the marketplace.

A telematics solution can deliver insights that help you reduce costs and generate new revenue. These five examples illustrate just a few of the possibilities.

1. Retain the value of machine data after a sale

Telematics data is a valuable decision-making tool for your customers—and you. When you install telematics as standard on your machines, you can configure your customers’ degree of access to machine data and the access you retain as the OEM. Your customer can enjoy all of the benefits of the solution for their operations while you retain the data’s value, benefiting your business as well. Your R&D, Sales, and Service teams can garner insight from the data machines after they leave your hands with the help of reporting tools that allow for extensive analysis and evaluation of how your machines are performing in the field.

2. Access telematics hardware via bi-directional communication

An OEM telematics solution that can both send and receive information provides crucial remote access for updates, maintenance, and machine error correction. With solutions that enable FOTA/COTA access, you can send configuration settings and other digital programming wirelessly to networked machines from one central location, improving efficiency and cost-effectiveness by decreasing labor and downtime.

3. Develop new business models

OEMs can use telematics data to drive marketing and create new products and services to assure that you are giving customers what they need. You can design service contracts and billing processes tied to actual machine use. Offer branded fleet management solutions to your customers, right-on-time spare parts, or additional telematics features that you can unlock as part of an after-sales offering that can generate additional revenue for your business.

4. Deliver service improvements with remote real-time sessions

OEM telematics solutions enable you to replace your cabled connection with real-time sessions via the internet. You can deliver or extract information from machines instantly from a remote location, creating a better customer experience by improving efficiency and reducing (or eliminating) travel costs.

5. Manage a mixed fleet

To be competitive, your telematics solution must support the standardized provision of data via the AEMP interface. This enables the integration of your telematics data into web portals of neutral third parties. This is a necessity because most of your customers have a mixed fleet and want to view all your data in an independent location. Within one solution, this allows remote monitoring of fuel efficiency, machine wear, locations, and much more for entire fleets spread over any number of locations.

CASe Study

KAESER Compressors

KAESER Compressors manufactures compressed air and vacuum products, including rotary screw compressors and oil-less reciprocating compressors. They implemented Proemion Global Connectivity when demand from their customers for telematics solutions increased. The majority of KAESER’s customers are rental companies for whom the condition of equipment on job sites is critical.

With Global Connectivity, KAESER customers now have a pre-installed telematics solution they can depend on from Day 1. Remote error analysis via the DataPortal is available from anywhere, providing important details about the status of the rental equipment and helping address problems before they occur, decreasing downtime and loss of use. When equipment needs onsite service or repair, GPS localization gets maintenance support there quickly. Also, thanks to remote error analysis, a technician can know prior to being onsite whether a spare part is necessary and if equipment needs to be recalled for repair or can be serviced onsite.

KAESER is able to use machine data generated by its customers to provide on-going support, including telematics software updates and new features, and to gain insight for the development of new equipment and service offerings.

Uwe Grundmann

By using telematics hardware, KAESER helps its customers to optimize operations and costs and, of course, to plan and carry out service optimally at almost any location. We presented our first telematics system in 2013. KAESER now offers advanced technology that our customers can choose from for all electronically controlled MOBILAIR systems.

Uwe GrundmannManager Production center “Mobile construction compressors”

Conclusion

Don’t get locked out of your machines by leaving the selection and implementation of a telematics solution to your customer. As an OEM, when you provide Proemion telematics solutions as a standard part of your product offering, you are ensuring that you have access to machine’s data and its value to your business long after machines leave your facilities and are put into service.

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