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New technology has now entered the Fleet industry that makes outdated mileage standards and cumbersome logbook audits obsolete. Fleet Managers can now affordably identify vehicle underuse particularly in car vehicle fleets and reduce vehicle counts with no loss of service quality. The webinar highlights temporary GPS based Fleet Utilization Audits, the Change Management traps, how to select the best vehicles to remarket and best channels and services providers to help you maximize your returns.
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“How to Find and Remarket Your Surplus Fleet Vehicles Without the
Pain”
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Bishop Fleet OptimizationFleet Right Sizing Audit Company
Fleet - Right Size, Downsize, Optimize…
Right-Sizing AuditsIntroductions
AGENDA
Methodology Selection
CommonMistakes
Selling Change Remarketing
Q&A
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80% Findings Implementation Rates
About Bishop Fleet Optimization
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[95% reduce by 14%-37% … 20:1 ROI typ.]
• Derrick Bishop founded BFO in 2000 to bridge the gap between telematics and fleet right-sizing audits.
• Solution involved 8 years R&D + millions in investment
• BFO is a generation ahead of the industry in terms of technology, know-how and results.
• Service most countries from offices in US (Florida, Hawaii [HQ]), Australia and New Zealand.
• Strong focus on …• Quality fleet size decision-making • Change management • Environmental sustainability• Implementation success!
Staying Ahead of the CurveA Utilization Audit will enable you to identify…
• Surplus vehicles to eliminate associated fixed costs
• Opportunities to merge local interdepartmental motor pools at each site
• Inefficient travel and scheduling
• Service area overlaps
• Peak/low vehicle use by hour/day/week
• New transport options based on robustquantitative data
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A Few Right-Size Decision Facts70%-80% of fleet costs are fixed and are incurred if a vehicle drives or not
Vehicle utilization typically follows the same daily, weekly and monthly patterns
Methodology selection can be the difference between and success and failure
Making fleet size and composition changes is difficult without real trip data
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Common MistakesAcross the board fleet cuts• Demoralizes your efficient managers and promotes a culture
that holds vehicle reserves ‘just in case’
Extrapolating pilot findings across the whole fleet• Site surpluses vary from 0%-50% or more - don’t do it!
Fixation on fuel as the leading savings opportunity• 70%-80% of fleet costs are fixed so eliminating surplus
vehicles can offer > 20 times larger savings
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Common MistakesBundling all fleet audit activities into one RFP• Make a separate RFP to get the specialized right-size skill
sets and tools you need to optimize your fleet
Fleet Management company performs sizing audits• Fleet size optimization included as a ‘free’ service by a
vehicle supplier is not a recommended best practice
Procurement afterthoughts• Organization forgets to optimize fleet size BEFORE …
• Outsourcing fleet management• Filling new vehicle requisitions• Renewing lease contracts
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Change Management
• Get Executive buy-in first
• Use a C-level or GM/VP level Project Sponsor
• Communicate to your staff and union
• Ensure staff understand how the process works and what they need to do
• Include local knowledge
• Avoid assumptions at all cost. It is why most audits fail.
Some key tips to ensure a smooth implementation
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Change Management• Build credible business cases for change based
on quantitative data.
• Provide an interactive analysis tool so Managers understand the decision rationale.
• Keep your eye on the ball – no witch hunts
• Credible Data + Transparent Process + Understanding = High Implementation Rates
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Methodology SelectionCRITICAL DECISION FACTORSANALYSIS FACTORS
Concurrent Vehicle UseTime of Day/Week UseVehicle DestinationVehicle Sharing OptionsTrip/Park DurationEngine IdlingTrip Planning EfficiencyService Area OverlapsMaintenance Downtime
CREDIBILITY FACTORSFINANCIAL FACTORS
What you need to know
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Methodology SelectionCRITICAL DECISION FACTORSANALYSIS FACTORSCREDIBILITY FACTORS
Collects Individual Trip DataSite/Dept Specific Decision-MakingGathers Data in Urban Canyons or Areas Without Cell CoverageOffsite Overnight Parking Data With No OmissionsCredible Findings
FINANCIAL FACTORS
What you need to know
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Methodology SelectionCRITICAL DECISION FACTORSANALYSIS FACTORSCREDIBILITY FACTORSFINANCIAL FACTORS
Affordable Data CollectionQuantitative Business Case DataPositive ROI for Right-Size Audit
What you need to know
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Methodology SelectionCOMMON
METHODOLOGIES COMMENTS GRADE
Mileage Analysis Ignores key factors + easily misinterpreted F
Staff-to-Vehicle Ratios Ignores key factors + unique site anomalies F
Staff Interviews Perceptions are often wrong F
Vehicle Log Book Audit Poor data source D
Permanent GPS Too expensive - only need 5-weeks data B
5-week GPS Audit Meets all criteria A
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5-WEEK GPS AUDIT MEETS ALL CRITERIA A
Sell change to Managers and Staff
Audit utilization to identify surplus
vehicles
Create Utilization and Change
Management PlanMake RFP specifically for
right-sizing – don’t bundle
Simplified Audit Plan
Remove surplus vehicles
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Visualization Makes Analysis Easy
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Optimize Vehicle Numbers5-Week Utilization Graph
Concurrent Vehicle Usage Graph
NOTE: 91 vehicles but typically no more than 59 used
32 SURPLUS VEHICLES
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Travel Range
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Site Visitor – Repair Shop
• 8 [17%] Vehicles were at a repair shop during the audit
• Downtime = 1,044 hours or 43.5 days
VEHICLEDURATION[hh:mm:ss]
Car A 47:39:27Car B 165:54:09Car C 91:28:10Car D 117:25:31Car E 21:06:25Car F 48:29:26Car G 190:45:55Car H 361:58:02TOTAL 1,044:47:05
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Overnight Offsite Parking Example
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Ready to Remarket
• Methodology Selection completed!• Right-Size specific RFP done!• Audit finished!• Findings implemented!
Now it is time to maximize your returns with a few key Remarketing Strategies!
Remarketing
Leased or Owned
Usage – specialized equipment requirements
Engine Size
Age vs. Maintenance Costs
Key factors in choosing which vehicles to dispose:
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Remarketing
Perform a Portfolio Analyses every year• Black Book – www.blackbookusa.com
• MMR – Manheim Market Report www.manheim.com
• NADA Market Guides – www.NADAguides.com
• KBB.com
Residual Values
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Remarketing Channel Selectionby Asset Type – Physical
ASSET TYPE PHYSICAL AUCTIONS
Automotive FleetsManheim, ADESA, Independent Auto Auctions
InOp VehiclesIAA, CoPart, Independent Salvage pools
Med/Heavy Duty Trucks, Trailers, Yellow Metal
Ritchie Brothers, ADESA Truck Auctions, Independent local truck auctions
Equipment and Specialty Vehicles [i.e. Ambulances, Fire trucks]
Local Independent equipment auctions
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Remarketing Channel Selectionby Asset Type – Online
ASSET TYPE ONLINE AUCTIONS
Automotive FleetsOVE.com, OpenLane.com ebay.com/motors
InOp Vehicles IAA.com, CoPart.com
Med/Heavy Duty Trucks, Trailers, Yellow Metal
rbauction.com, ironplanet.com. Govdeals.com Check rockanddirt.com for local listings
Equipment and Specialty Vehicles [i.e. Ambulances, Fire trucks]
dovebid.com, govdeals.com, ironplanet.com
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Professional Remarketing ServicesHave you considered outsourcing your remarketing efforts?
• Average fee from $200 to $300 per vehicle• How much will it cost not to use one?
Examples of some companies to consider:• ARI – www.arifleet.com
• CenterOne - http://www.centeronefinancial.com
• FLD – www.fleetlease.com
• PAR – www.parnorthamerica.com
• Primeritus - www.primeritus.com
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Can You Do It Best?1. How many vehicles do you remarket
every year?
2. How often?
3. Are you free to choose the best remarketing channel for different types of assets?
4. Are you or is someone on your team a remarketing specialist?
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Professional Remarketing ServicesHow can an outside remarketing firm help?• Customized Portfolio Analysis and Forecasting• Aggressive Floor-pricing Strategies• Transportation and Logistics• Channel Selection based on Asset Type• Integrated Upstream (on-line) and Downstream
Remarketing• Posting and Listing Management for
online sales
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Professional Remarketing Services• Auction Management (ADESA, Manheim,
Independent)• Physical/Onsite Auction Representation with
Experienced Field Staff• Reconditioning Recommendations• Standardized Reporting including Selling Price
versus Industry Average• Title Management• Dealer Relationship Management
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Right size audits
provide the largest
opportunity to reduce fleet costs
Change management is
essential to achieve high
implementation rates
Summary
Methodology selection is most critical
when choosing the right vendor
Choose best
remarketing option by asset type
Project failure is common, so call for
advice
5-week GPS right-size
audits are the no risk
option with the highest
ROI !
More Information Contact us at:
Bishop Fleet OptimizationEmail: [email protected]:www.bishopfleet.com
Toll Free Telephone Numbers
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Other Countries +1 (808) 728-6398
New Zealand +64 (0508) FLEETS +64 (0508) 353-387
Australia +61 (1800) 076 532
North America +1 (855) OPTIMAL +1 (855) 678-4625