Success Factors for Marketing Telematics to the North American Commercial Trucking Industry

Author: George Perros, Senior Analyst, Location Based Services

Published: 26 Mar 2009

The highly heterogeneous North American commercial trucking industry consists of a number of distinct sectors, subsectors, and operating segments. Suppliers of commercial telematics solutions seeking to successfully penetrate this industry must do their homework. They must understand the operating sensitivities, cost structure, and performance parameters for each company in each operating segment they wish to sell to. Differences within the North American commercial trucking industry go well beyond private fleets, contract carriers, and common carriers, as well as beyond truckload versus Less-Than-Truckload (LTL) fleets. The important question for market sector participants is: Why are these distinctions important to telematics suppliers?

The full text of this Insight is available to subscribers of the Telematics Research Service and the Connected Car Research Service and the Commercial Telematics Research Service.

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