Q. How do you see the market for fuel card services evolving over the coming years in terms of partner programs?
A. I think you see most oil companies focus on what they’re good at...
A. I think we always want to collect more data. Our partners and customers expect that from us. We’ve got a very robust dataset on fueling and fueling transactions. We partner with lots of outside agencies to obtain more fueling data. We’re kind of the system of record when it comes to fueling transactions.
But now, people are seeing the need for other pieces of data to tie into that. The fueling data is, for the most part, an asset-based piece of data.
You’re tracking a vehicle, you’re tracking a tool. But now people also want to track the driver and monitor driver safety, the behaviors of the drivers. And those two pieces, independent of each other, are very valuable. When you’re putting them together, you’re starting to get a better picture of what happens in the day of the life.
I have got a company, an employee and a company-owned asset working on my behalf. I want to know everything about what’s happening so I can keep them safe, be more efficient, be able to drive more revenues, whatever that role might be.
Those data sets lend itself to tools that help you manage your fleet better.
Senior Vice President and General Manager
A. I think you see most oil companies focus on what they’re good at...
A. I think you will get both. It’s going to take a lot of time to change to just one solution...
A. I think down the road everybody probably assumes that we end up in a cardless society...
A. No, not necessarily. It may be more of a partnership opportunity as they start to get more involved in other aspects of the business...
A. Vehicles will always need to be fueled...
A. In these regions, a lot of what we do is following our customers. We are fortunate enough to have a database of more than 300,000 customers...
A. We’re getting it more from the customers. If I manage a fleet and I have a presence in 15 different countries, I have a global fleet manager that oversees it all...
A. Obviously, a partner will have more presence than an individual customer. A fleet is just one entity, whereas a fleet management partner might have 20 or 30 accounts in a given region...
A. We’re starting to see a lot of points of integration, whether that be with data or systems. Telematics devices provide a rich data set that can be utilized in a number of ways...
A. Fleet management was historically built on the foundation of data. The more data you had, and the more you could combine various data sources, the easier it was to gain insight into how your fleet is operating, allowing you to make better decisions...
A. The pace of change today is faster than it’s ever been, and yet slower than it ever will be from this point forward...
A. The single biggest mistake we see is to view parts of your fleet operation independent of each other...
A. There are many things, beyond the obvious, such as developing a written preparedness plan and training your employees to implement it so you protect your vehicles and equipment and identify which employees play essential roles during a disaster...
A. Arriving at work, Fran Fleetkeeper scans a large board with dots on a map. Some of the dots are green. Some are red...
A. Imagine waking up one day to no fuel, damaged roads, and unknown damage to your fleet of 500 vehicles. It’s the ultimate nightmare for a business with any exposure at all to mobility...
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