Leveraging Industry Expertise Competiting Against the MCP50!4!14 12 - Compressed

© 2012 PeopleNet All Rights Reserved - CONFIDENTIAL

Leveraging Industry Expertise – Competing Against the MCP 50

April 17, 2012



Trip Manager COS Fault Codes In-Cab Nav

04.05.12: Qualcomm Announces Commercial Availability of MCP50 with New Monthly Pricing Plans

MCP50 commercially available

10.17.11: Qualcomm Announces New Customer Portal and Public Website for the Transportation and Logistics Market

Re-launch of Qualcomm Enterprise Services announced; commercially available with release of MCP50 in early 2012

Mar 11 May 11 Jul 11 Sept 11 Nov 11 Jan 12 March 12 May 12 TBD

To Infinity & Beyond

03.13.11: Qualcomm’s New Cost-Effective Solution Will Help Fleets of All Sizes Meet Safety and Compliance Requirements

MCP50 announced; slated for commercial availability fall 2011

September 14, 2011Qualcomm's soon-to-be-released MCP50 will deliver applications and features to help fleets proactively monitor and manage compliance, while also reducing costs associated with fleet safety and operations. To improve fleet management, the solution includes:http://www.techzone360.com/news/2011/09/14/5776693.htm

Qualcomm Will Introduce Low Cost EOBR - the MCP50 Wed, Dec 07, 2011: the MCP50 due to be released in February and we were impressed.http://www.meltontechnologies.com/on-the-horizon-trucking-blog/bid/73583/qualcomm-will-introduce-low-cost-eobr-the-mcp50

http://www.techzone360.com/news/2011/09/14/5776693.htm



http://www.promiles.com/

http://www.promiles.com/

http://www.qualcomm.com/media/releases/2011/10/17/qualcomm-announces-new-customer-portal-and-public-website-transportation-a



http://www.qualcomm.com/media/releases/2011/03/13/qualcomm-s-new-cost-effective-solution-will-help-fleets-all-sizes-meet-saf

http://www.qualcomm.com/media/releases/2012/04/05/qualcomm-announces-commercial-availability-mcp50-new-monthly-pricing-plans

http://www.qualcomm.com/media/releases/2012/04/05/qualcomm-announces-commercial-availability-mcp50-new-monthly-pricing-plans


Distribution Networks


A Winning Distribution Network PeopleNet Qualcomm Advantage

Account Management / Distribution Channels

PeopleNet Account Management

Qualcomm Enterprise Services & Pana-Pacific

PeopleNet CTP AM’s Less Conflict Less territory battles Less customer

confusion No finger pointing

Product Knowledge Experts at Listening & Addressing Fleets Goals & Objectives

Qualcomm: Product Based

Pana-Pacific: Focused on multiple products

PeopleNet

Product Availability PeopleNet Managed Qualcomm: Direct from Qualcomm

Pana-Pacific: Distribution Center & Dealer

PeopleNet No management of

DC or dealer inventory

All product ships with latest code

Implementation Multiple Options including Professional Services

Online Training & Professional Services

N/A

Factory Installation Yes, Pana-Pacific Manages

???? N/A


Open discussion

How is PeopleNet’s sales process different from Qualcomm’s? How can we leverage that to our benefit?

What can we do to play off of Qualcomm and Pana-Pacific’s overlap in the distribution channel?


Data Center & Communications Reliability


Uptime:» We will make the Service (excluding Applications) available to you

in Covered Areas free from interruption or break for at least 98% of all hours per month, except for planned maintenance actions, which may occur between 10 p.m. and 3 a.m. Pacific time (“Service Availability”). “Covered Areas” means the continental United States and those geographical areas in Canada and Mexico within the commercially available coverage of the wireless network.

Service Warranty Remedies.

The Pana-Pacific Account Manager Quote:

» “With 2 Data Centers our customers do not experience downtimes”.

Patrick Barnwell from Lucky Transport Quote:» “Qualcomm has these Very professional looking Notices that we

receive when the Qualcomm system is down, How come You guys don’t send out notices like this… A Couple times a Week…Like They do??”

Do Two Data Centers Eliminate Downtimes?


Open discussion

What is PeopleNet’s comms actual uptime?» A: 99.99% YTD

What does even 1% downtime look like each month (half of QC’s “acceptable” downtime)?» A: 7 hours without comms every month!

How can this be brought into play?


MCP Hardware and Reliability


MCP Hardware Review

Vehicle Telematics Module 50 (VTM50): provides power to the display and processing of vehicle data.» Supports J1587 and J1939 vehicle data

protocols» 3 axis Accelerometer (all directions)» Installation Notes: Install where VTM50 will

not come into contact with liquids or solvents. It is essential that the VTM is securely mounted to a solid surface. The accelerometer inside the VTM will not work properly if it’s not secured.


MCP ECM Connection Hardware Review

Power/IO Cable (9-pin or 6-pin “Y” cable): Connects to trucks’ 9-pin or 6-pin diagnostic connector for Power and vehicle data on J1587 and J1939 data links (Cable length: 7 feet)

» Disadvantage: If issue with databus, MCP50 cannot get power.

» Disadvantage: If a fuse blows, you are not getting power and driver has to get to cables (note: not a sealed cable)

» Disadvantage: No multi-bus, PeopleNet PACCAR cable without deutsch connection,.

» Disadvantage: Crimping may be required if power cable does not have the right connector (Note: may have to extend the ignition wire)

» Advantage: easier to install


MCP50 Antenna Hardware Review

Antenna: The antenna includes a cellular modem and GPS receiver, with only 7 feet of cable for connection to VTM (cellular/GPS leads). Install notes:» For optimal system performance, the

antenna should be placed on top of the vehicle’s dash and as close to the windshield as possible.

» However, there are many vehicles that mounting under the dash is an acceptable practice.» Do you really want extra hardware on

the dash? Tampering?


MCP50 PTO Hardware Review

Only monitoring PTO via switch monitoring (optional) » PeopleNet: J1708/J1939

& Discrete Input

PTO wires must be connected to the pump or compressor input.


MCP50 Hardware Review Display Interface Unit 50 (DIU50): 7-inch diagonal display (800X 480),

touchscreen, color graphical display» Built-in speaker for text-to-speech» USB 2.0 Host Port (only 1)» Cable length: 9 1/2 feet for connection to VTM» Installation Notes: leave some cable slack to allow the driver to

move the display within the cab» Troubleshooting: If the display is blank or dark it could be the Unit

is asleep (i.e. ignition off, and power down timer exceeded). *PeopleNet Sleep and Coma Mode

» Troubleshooting: Make sure the VTM50 is in place and does not vibrate. What truck does not vibrate?

Display Holster» Allows the display to be moved around the cab, or secured on

the dash while the truck is operating.» PeopleNet: hard mounting solution with Driver Terminal and

BLU2, Tablet is portable but can be locked in place to reduce damage

RAM Mount» Used for mounting the display/holster to the dash.


MCP50 Hardware Review

Keyboard: MCP 50 soft keyboard only (no discussion of using USB keyboard)» PeopleNet:

Software or USB keyboard

Antenna, VTM50 &

Display are not watertight (not commercial hardware for a truck)


Warranty

“The Terminal Warranty Period for each Terminal you purchase directly from Qualcomm is 12 months from the Shipment Date. Repairs not covered by the Terminal Warranty will be at our then-current repair rates or spare parts prices listed at the Customer Portal. Terminals transferred to your Service account from another Qualcomm customer’s Service account will receive any unexpired warranty remaining under the original Terminal Warranty Period.”

Nearly 40% of Install doc covered Troubleshooting steps


Open discussion

What protocols does the VMT support? What types of customers are limited by this?

What does the warranty coverage tell us about MCP50 even before we see it in action? How do we leverage this?

Where does the MCP50 seem to match us with hardware?


How Long Does Qualcomm Claim the Installation Process is for the MCP50?


Not as Easy as Advertised

Two-day installation process: » At least one day before installation, someone in your

organization must activate the unit over the internet (activation process up to 4-hours for messages to flow).

Hardware Installation Time» Estimated 30 minutes (get behind dash, power, adding

wire, taping, ECM connection, etc.)

System Test» CDD database sync test: Database synchronized with

NOC (5 to 10 minutes after unit first powers up).

Software Check, USB Stick » Approximately one minute after the USB memory stick is

inserted, the process writes data to memory and reboots itself. Once the unit comes back up after the reboot, the DIU50 screen shows “Upgrading” This takes about 5 minutes. Installation Time:

45+ Minutes


Installation

“The installation prices in Item 05 are for the original installation performed by Qualcomm or our authorized 3rd party and are based on

installation occurring at the rate of a minimum of 7 vehicles per 8-hour day per facility and a minimum of 35 vehicles per facility during a consecutive 5-day period. Deinstallation of Equipment or installation of other Equipment, including ancillaries, will be at our then-current list price. If you elect to self-install Terminals, you must carefully follow our published installation procedures. Your improper installation of Terminals may void the Terminal Warranty.”


System Test

Cellular Registration: Green checkmark if the unit is properly activated and provisioned.

Cellular signal strength test: Green checkmark when in good cellular network

CDD database sync test: Green checkmark when database has been synchronized with NOC (usually takes 5 to 10 minutes after unit is first powered up).

GPS fix test: Green checkmark if GPS network is detected and it is getting a 3D

J1587 packet detection test Will show a green checkmark if connected to the J1587 databus, the vehicle’s ignition is ON, configured to look for J1587, and its getting data.

J1939 packet detection test Will show a green checkmark if connected to the J1939 databus, the vehicle’s ignition is ON, configured to look for J1939, and its getting data.

Ignition on test Will show a green checkmark if the ignition is ON.

Code Data Items Will show a green checkmark if speed, RPM, distance fuel, and engine time is being detected.

Advantage Qualcomm: Streamlined System Test, with more detail around ECM data, exceptions and when the last test was run.


Hardware & Installation Analysis

PeopleNet Qualcomm Advantage

Installation Location Anywhere Limited to front of vehicle with limited cable length

PeopleNet

Device set-up the day before

No Yes PeopleNet

Power from J-bus No Yes Time will tell

Onboard Computer G3, install anywhere Vehicle Telematics Module 50

PeopleNet

Accelerometer N/A The accelerometerinside the VTM will not work properly if it’s not secured.

Qualcomm

ECM Connection Multi-bus & OBDII Separate J1708 & J1939

PeopleNet

Antenna Outside for Optimal Performance

Inside Vehicle PeopleNet

Warranty 3-years 1-Year PeopleNet

Extended Warranty Available N/A PeopleNet


Open discussion

Qualcomm focuses on their easy installation. How do we position against that with a physical install that takes twice as long?


Reliable Data Management, Integration & Communications


Communications Analysis


CDMA Multiple digital CDMA providers (Bell Canada, Sprint, US Cellular, Verizon, Telus)

The MCP50 is CDMA only, even though their sales literature says Gobi which supports CDMA and GSM.

PeopleNet

Local & Regional Providers

45 No, Verizon & Affiliated Carriers PeopleNet

WiFi BLU2 & Tablet No PeopleNet

Satcom Yes No PeopleNet

Always On Connectivity

Maintains a continuous connection with the Wireless Carriers that reduces latency to seconds.

? (Jason will confirm) PeopleNet

Carrier Select Controls and manages the logic that determines Carrier selection and continually reviews network success and latency to optimize message delivery and success.

No, Verizon & Affiliated Carriers PeopleNet

Network health is monitored

Yes Yes None


Open discussion

What comms methods are available for the MCP50? Which customers are most affected by the limitations?

MCP50 uses CDMA, as does PeopleNet. What’s the difference?


Usability and Training


In-Transit & Driver Interface


Safe Mode Data Rich Limited (driving time only) PeopleNet

Text-to-Speech Messages In-Transit

1 button push 3-button pushes PeopleNet

Text-to-Speech Alerts N/A Alarms Qualcomm

Audible Alerts New Messages New Message

Keyboard Soft keyboard or USB Soft keyboard only but the screen adjusts to the positioning of the keyboard

PeopleNet

Panic Button Safe Mode & Short Cut N/A PeopleNet


Q - Limited if any Driver User Interface Configurability


User Friendly Interface

Configurable short cuts, features not activated are not displayed in menu

Standard user interface, greyed out means service not activated, easy navigation

PeopleNet

Message Type

One type of message Standard & Emergency messages Qualcomm

Home Return to main screen Returns to main screen N/A

Hot Keys Configurable N/A PeopleNet

Messaging Free-form, PPM, DTF, Automated, PDF, bar code, pictures, scans,

Free-form & Macro PeopleNet

Available HOS

Safe Mode & eDriver Logs Screens Every screen has available drive time N/A


Driver System, Industry & Corporate Training

Wi-Fi Access Point

Proxy Server


In-Cab Help N/A Yes Qualcomm

In-Cab Training Tutorials

Yes No PeopleNet

ProTread Training Yes No PeopleNet

Corporate or Industry Training via Intranet or Internet

Yes Provides drivers access to Company Intranet through Wi-Fi

No PeopleNet

Driver Training Manual Detailed Driver Quick Reference Guide

2-Page Sensor Tracs Overview PeopleNet


Open discussion

How does user interface affect driver morale?

What are the differences between PeopleNet and MCP50 training options? Which customers are going to care the most about that?


Improve Communications Between Company & Driver


Driver & Dispatcher Communications PeopleNet Qualcomm Advantage

Free-form Yes Yes N/A

Pre-Programmed Yes Yes N/A

Linear Forms Yes Yes N/A

Decision Tree Forms Yes No PeopleNet

Form Management By Group of Vehicles, Web or Script Form Creation, Pre-defined Recipients, forced reply

Difficult to create forms, Macro messages also ask you to confirm your choice to send them. I have not seen pre-defined recipients

PeopleNet

Priority Messages No Yes Qualcomm

Sorting Messages Configurable Newest Message at Top PeopleNet

Driver email Yes ? (did not see this as an option) PeopleNet

Message Alert Yes Yes N/A

Bar Codes Yes (all displays) No PeopleNet

PDF Yes (Tablet) No PeopleNet

Signature Capture Yes (Tablet) No PeopleNet

Picture Yes, integrated camera or import pictures (Tablet)

No PeopleNet

In-Cab Scanning Yes (ACS TripPak) No PeopleNet

MCP50 Users Can Send Linear Forms, Free-Form & Priority Messages


Driver & Dispatcher Communications Options


Saved Box Yes No, All in Inbox PeopleNet

Sent Box Yes Yes, Outbox N/A

Drafts Yes No PeopleNet

Address Box Yes No PeopleNet


Open discussion

PeopleNet has DTF, while MCP50 only supports linear macros. How does this affect the driver’s workflow?

What are the differences in how forms/macros are presented to the driver? Which customers would consider that important?


Does the MCP50 Support In-Cab Scanning?

Answer: No, and no plans in the future to support scanning.


Increase Route Efficiency & Management of Trips Throughout the Day

Automated Workflow & Geofencing

… Eventually


Driver Workflow (3rd party dispatch integration)» Today: Form integration to third party

dispatch systems» Future: Circle of Service (Qualcomm does not

support approaching geo-fences or embedded pre-populated messages)

» Future: Integration to ALK for routing to location

Trip Manager» Future: Integrate with outside routing

software or create your routes through Trip Manager with auto arrive & depart and projected ETA.

» Future: Web-services for integration with routing programs (Call vs. Open Interface Requests)

» Future: Integration to ALK for routing to locations

What’s Reality & What is to Come in the Future for Integration


Qualcomm Trip Manager

Future Dynamic Routing: Dispatching from the Qualcomm Web-Site

Future: Integration to Routing Programs

Future: Integration with Circle of Service Workflow

Future: Dispatcher can edits forms which the driver already completed

Note: Every plan is $4.95 per vehicle, per month


Qualcomm Trip Manager Reports


Routing Review – Trip Manager (future)


Dynamic Route No Yes, Manual through Qtracs Qualcomm

Static Routes LINK No PeopleNet

Planned ETA Routing Program Required Web or Routing Program (future?) Depends on need

Planned vs. Actual Miles Routing Program Required Web or Routing Program (future?) Depends on need

Planned vs. Actual Service Time

Routing Program Required Web or Routing Program (future?) Depends on need

Planned vs. Actual Travel Time

Routing Program Required Web or Routing Program (future?) Depends on need

Planned vs. Actual Miles Yes ? ?

Planned vs. Actual Cases Yes Future? (OS&D) N/A

Driver Throughput Yes No PeopleNet

Customer Notification Stop Profile Managers email alerts

N/A PeopleNet

Sequenced, Non-Sequenced and Floating

Supported ? ?

Hardware Required Virtual Machine or Rack Mount

Web-Portal Depends on need


Competitive Analysis of Dispatch Integration PeopleNet Qualcomm Advantage

Auto On-time or Late Auto Approaching Alerts Yes (OBC decision) No PeopleNet

Driver Prompting for On-time or late Approaching In-Cab

Yes (OBC decision) No PeopleNet

Alerting Everyone within the Supply Chain Including Customer of Approaching Events

Yes No PeopleNet

Auto On-time or Late Arrived Alerts Yes (OBC decision) No, GPS Dispatch Decision

PeopleNet

Driver Prompting for On-time or late Arrived In-Cab Yes (OBC decision) No PeopleNet

Alerting Everyone within the Supply Chain Including Customer of Arrived Events

Yes No (dispatch maybe) PeopleNet

Option for Auto Arrived or Negative GUF Confirmation Yes (OBC decision) No PeopleNet

Prompt driver with a form upon arrival Yes (OBC decision) No (manual) PeopleNet

Prompt driver with a embedded form upon arrival Yes (OBC decision) No PeopleNet

Auto On-time or Late Auto Departing Alerts Yes (OBC decision) No, GPS Dispatch Decision

PeopleNet

Driver Prompting for On—time or late Departing In-Cab Yes (OBC decision) No PeopleNet

Alerting Everyone within the Supply Chain Including Customer of Departing Events

Yes No (dispatch maybe) PeopleNet

Decision Tree Form Support Yes No PeopleNet


Open discussion

How many of your recent wins/losses had dispatch integration as a key component?

Which markets will be most tempted by Trip Manager when it eventually is made available? How do we position against that?


Increase Route Efficiency using In-Cab Navigation … Eventually


PeopleNet MCP50

Navigation options Maptuit NaviGoALK CoPilot (July)

ALK CoPilot (future) PeopleNet

CoPilot version V9 (first to market) V8 PeopleNet

Dispatch-originated full trip route Yes – from PACOS Yes – direct (future) N/A

Dispatch-originated route to next stop

Yes – from PACOS No PeopleNet

Customizable POIs Yes – Maptuit No PeopleNet

Customizable routes Yes – Maptuit No PeopleNet

Fuel integration Yes – Maptuit No PeopleNet

Route Compliance – report + alert

Yes – Maptuit No PeopleNet

Dispatch Compliance – report + alert

Yes – Maptuit No PeopleNet

3D/2D option Yes Yes N/A

Day/Night mode Yes Yes N/A

Configurable route parameters ALK – In-cabMaptuit – web portal

ALK – In-cab (future) PeopleNet

Matching Navigation Features vs. Operational Needs


Routing from dispatched tripRoute Review ScreenNavigation Screen

In-Cab Navigation Comparison

Similar Process Flow

Manual Destination Entry


Open discussion

How many prospects require In-Cab Navigation?

Are the UI differences between CoPilot v9 and CoPilot v8 significant enough to matter to customers?

CoPilot vs. NaviGo – where can we leverage our product add-ons to provide value that isn’t available to MCP50 users even after CoPilot is eventually made available?


Improve Fuel Management & Fleet Maintenance Across the Organization


PeopleNet MCP50 Favors

Engine data report period

6hrs 1hr (not sure if future only)

N/A. Do customers need ECM data every hour, manage fault codes in real-time, alarms, but driver performance daily, weekly, etc.

Fault codes managed All including proprietary

Future (Vehicle Maintenance app)

PeopleNet

Graph of vehicle diagnostic performance before/after fault code

No Future (Vehicle Maintenance app)

Qualcomm (future)

Email alert of fault code

Yes Future (Vehicle Maintenance app)

N/A (future)

Configurable fault code priority

Yes ? ?

Fleet Manager Dashboard


Fleet Manager Dashboard


Ad Hoc Comparative Dashboards


Idling Dashboard


Dashboard Overview


All Data Within Qualcomm Dashboards are in PeopleNet Scorecards


Terminal Name: ODT for the reporting period 3/2/2012 to 3/23/2012

Vehicle Management by Driver


Open discussion

How do the Qualcomm dashboards compare to the PeopleNet dashboards?

Who in the company will spend the most time with these reports? Where do they fit in the standard sales process?


MCP50 Lacks the Following Driver & Vehicle Performance Tools


Measuring Contributing Factors to Fuel Economy

VEHICLE MANAGEMENT BY SPEED BRACKET REPORT


Future Fault Codes


Maintain vehicles per the preventative maintenance schedules

Notify maintenance department of battery status across the fleet

Monitor the Diesel Particular Filter status

Alert maintenance department of the Diesel Exhaust Fluid levels

Increase driver and maintenance departments visibility of active fault codes on the ECM wirelessly

Real-time, Proactive Vehicle Maintenance

FAULT CODE DETAILS REPORT


Seat Belt Time: Seconds spent with the seat belt ON WHILE MOVING and the vehicle is above 15 MPH Brake Applications: The number of times the brake status went from Off to On while the vehicle speed was > 0

during the reporting period. Engine Load Stopped: Average percent of engine load while the engine was running and the vehicle was stopped. Engine Load Moving: Average percent of engine load while the vehicle was moving. Fuel Level 1: Total Fuel Remaining in Tank 1 as a percentage. Value ranges from 100% to 0% at .4% per bit

granularity. Fuel Level 2: Total Fuel Remaining in Tank 2 as a percentage. Value ranges from 100% to 0% at .4% per bit

granularity. Headlight Time: Seconds spent with the headlight ON WHILE MOVING. Seconds value, no calculation Speed Governor: Speed Governor setting. Granularity of 1/2 MPH (multiply value by .5 for actual value) Particulate Filter Status: Diesel Particulate Filter Status. 4 values that are calculated by J1939 bus: 0 =

Regeneration is not needed, 1 = Lowest Level, 2 = Moderate Level, 3 = Highest Level Exhaust Fluid Level: Diesel Exhaust Fluid Level as a percent full. Granularity is .4% per bit. Multiply value by .4 for

tank level Overspeed Low Throttle: Overspeed Seconds while in a low throttle status. Average throttle position during over

speed period was <= 20%, time is added to this parameter. Low and high over speed will equal total overspeed calculated earlier in the report.

Overspeed High Throttle: Overspeed seconds while in a hi throttle status. Average throttle position during over speed period was > 20%, time is added to this parameter. Low and high over speed will equal total overspeed calculated earlier in the report.

Over RPM Low Throttle: Over RPM seconds while in a low throttle status. Average throttle position during over RPM period was <= 20%, time is added to this parameter. Low and high over RPM will equal total overspeed calculated earlier in the report.

Over RPM High Throttle: Over RPM seconds while in a hi throttle status. Average throttle position during over RPM period was > 20%, time is added to this parameter. Low and high over RPM will equal total overspeed calculated earlier in the report.

MCP50 Driver & Vehicle Performance Missing Data


Open discussion

What types of customers require Fault Codes?

How can you best position the additional engine data to show its value to the prospect?


Does Qualcomm Provide True Data Analytics?


Measure Performance to Drive Purchase andPersonnel Decisions


Equipment PerformanceMake Eng. Make/E-STD Model Vehicles Adj Weight Veh Age Idle% OvRPM% OvSPD% FT-MPG Avg eMPG V-MPG Delta

FREIGHTLINER DETROIT 2003 6067HV6E 449 34442 4.21 38.51% 0.28% 0.06% 6.09 6.11 6.12 0.01FREIGHTLINER DETROIT 2003 6067HV6E - Die APU 470 34105 4.20 10.09% 0.27% 0.12% 6.36 6.53 6.38 <0.15>FREIGHTLINER DETROIT 2003 6067MV6E - Die APU 15 38504 4.20 7.52% 0.13% 0.08% 6.30 6.54 6.48 <0.06>FREIGHTLINER DETROIT 2007 DD15 511 33923 1.24 28.80% 0.31% 0.82% 6.51 6.71 6.51 <0.20>INTERNATIONL CUMMINS ‘07 ISX435ST 895 33472 1.28 23.10% 0.06% 1.00% 6.33 6.90 6.35 <0.55>

Ttl/Avg 2328 33986 2.73 25.12% 0.23% 0.50% 6.32 6.56 6.36

Series15.906.006.106.206.306.406.506.60

ECM - MPG Summary - June 2010Performance by Equipment Model & Engine Make

(No Adj for Age or Idle)

DET 6067HV6E DET 6067HV6E-Die APU DET 6067MV6E-Die APU

DET - DD15 CUM - ISX435ST

Financial Impact of Detroit Buying Decision Make / Engine Miles/Mo. MPG Gallons Consumed

FRT - Cummins ISX 10,000 6.35 1574.8

INT'L – Detroit 10,000 6.51 1536.1

Additional gallons consumed monthly by ISX vehicles 38.7

Diesel cost/gallon $3.85

Added operating cost/unit/month for ISX vehicles $149

ISX vehicles purchased 895

Monthly Savings $133,351

Annual Savings $1.6 Million

Measure Performance to Drive Purchase andPersonnel Decisions


Open discussion

How helpful is comparing MPG across the fleet or across all Qualcomm vehicles?

How can the in-depth analytics provided by Vusion change purchase decisions made by customers? How can that affect their costs?


Fuel Tax Reporting



Automatically record and calculate state mileage based on GPS, Odometer & Fuel Purchases

Yes No PeopleNet

Incorporate electronic fuel purchase data

Yes No PeopleNet

Computes IFTA, state mile tax, and IRP tax and generates PDF reports

Yes State Miles Only (manual process)

PeopleNet

Audit Support Yes No PeopleNet

Back-office Dispatch Integration Yes No PeopleNet

Full service and online options Yes No PeopleNet

Manages Fuel Theft Yes No PeopleNet

Combine GPS Location and Fuel Card Purchase Data to Automate Fuel Tax Reporting

http://www.meltontechnologies.com/on-the-horizon-trucking-blog/bid/73583/qualcomm-will-introduce-low-cost-eobr-the-mcp50


Open discussion

What is the difference between State Miles and automated Fuel Tax reporting? What does that mean to the customer?

How do we position the variety of Fuel Tax options provided by PeopleNet? Which customers find this important?

Does the MCP50 Support TPMS?

Answer: No, and no plans in the future to support TPMS.


Driver Login Process


Driver Login Process & Access to Driver Logs PeopleNet Qualcomm Advantage

ID & Password Required for System Access

Yes Yes (recently added) N/A

# of Drivers on device 6 drivers, only 2-active, 1 in a driving status

2 drivers PeopleNet

Password required when switching from inactive to active team driver

No Yes PeopleNet, MCP50 requires passwords to become the active driver

Managing non-vehicle On-Duty (training, dock)

Driver Center, Time-clock Integration, Annotations

In-Cab Clock-In & Clock-Out, Annotations PeopleNet

Pre-trip or Post Trip Inspection Required

Yes No PeopleNet

Certification Upon Login Yes No, Approved Tab (approval all or edit) PeopleNet

Upon Login Compliance Review & Duty Status Confirmation Screen

Yes No PeopleNet


Open discussion

What types of customers have drivers that typically have on-duty time outside of the cab? What does PeopleNet provide to meet their time logging needs?

What is the maximum acceptable number of button presses to get logged in?


Inspections


Driver Vehicle Inspection ProcessPeopleNet Qualcomm Advantage

Driver Vehicle Inspections Configurable Pre/Post/Inter/DOT

Hard Coded Tractor & Trailer VIR

PeopleNet, Configurable and if no defect on tractor or trailer eDVIR is submitted

Required Upon Login or Logout

Configurable Required every 24-hours PeopleNet

System Knows the Truck # Yes Driver Must Type Vehicle # PeopleNet

Integration to 3rd party maintenance packages

Yes Yes N/A

Multiple Trailers Configurable (DTF) Maximum of 3 PeopleNet

VIR Workflow Previous DVIR Previous DVIR & Maintenance Response

Qualcomm

VIR Dashboard No Yes Qualcomm


Open discussion

Where is PeopleNet’s eDVIR system stronger than the MCP50’s? How do we leverage this?

Where is the MCP50’s VIR system stronger than PeopleNet’s? How do we position against that?


Hours of Service


Review of Regulations & Border Crossing Supported


USA Federal Yes Yes, TBD on 16-hour rule N/A

Canada N & S Yes Yes N/A

State Alaska (fed) California, Texas & Florida California, Texas & Florida N/A

USA Oilfield Yes No PeopleNet

Passenger Yes No PeopleNet

Personal Conveyance Yes (time & miles, and displayed on graph in future)

Yes (time not miles) PeopleNet

Border Crossing (state) Auto or Manual Manual PeopleNet

Region Crossing Auto or Manual Manual PeopleNet


Log Review Process


Summary Summary Page Summary & Clocks Page N/A

Graphs Yes Yes N/A

Log Details 1, 7, 8 or 15 days 1, 7, 8 or 15 days N/A

Request Logs Forms Yes, Notification to Supervisor

N/A

Fax Request Forms Yes N/A

Certification Process Log-in/out and anytime throughout the day (2-step process)

3-step (its suggested the driver do this daily)

PeopleNet


Driver Efficiency Report


Open discussion

Which regulations does MCP50 not support? What markets are affected by that?

What is the driver’s workflow on MCP50 when crossing to/from Canada?


Managing Risk


Monitor Company Maximum Speed and speed governor settings Identify and minimize high-risk driving habits by monitoring speeding through

exception reporting and real-time notifications: » Posted Speed Limits » Configured Speed Limits by Location » Maximum Speed Cap (Virtual Speed Governor, if 68 and road is 70, trigger at 68)

Identify and Minimize High-Risk Driving HabitsPeopleNet Qualcomm Advantage

Manager Speed Governor Setting

Yes No PeopleNet

Speed Gauge Available Not discussed in plans (but Speed Gauge can perform the service on the MCP50

N/A

Near Real-time Posted Speeding

Yes No - next day reporting for 1yr (PeopleNet exclusive)

PeopleNet

Speed Alerts Back-Office Alarm (July In-Cab Alert)

Back-Office PeopleNet (July)

Over & Excess Speed Yes Yes N/A

Over-speed High/Low Throttle

Yes No PeopleNet

Over-RPM High/Low Throttle

Yes No PeopleNet


OER & CER Triggers & SupportPeopleNet Qualcomm Advantage

Manual Trigger Yes (170/30) Yes (180/120) PeopleNet, less time but more data to recreate the event. Access from every screen.

Sudden Acceleration Yes (60/30, 10-second increments)

No PeopleNet

Sudden Deceleration Yes (60/30, 10-second increments)

Yes (180/120) PeopleNet OER & Trip Recorder (10-days)

Driver Alerted Notification Panel & Driver Overview

Notification, Voice Prompt & Driver Details

Qualcomm

Hard Breaking Minimum Speed

Yes Yes N/A

Stability Control Meritor or Bendix (trigger OER) Meritor or Bendix (trigger OER)

N/A

Lane Departures & Following Distances

Iteris (transfer data), Mobileye & SafeTrak (create new event and reports)

Iteris, Mobileye & SafeTrak

TBD (not sure if they trigger CER)

NVRAM File Save Yes ? TBD

10-Days of Data Trip Recorder No PeopleNet

Databus Support J1708, J1939, OBDII & No ECM

J1708 or J1939 PeopleNet

Filtering Ignore erroneous data due to faulty speed sensor

Prevent erroneous events due to faulty truck speed sensors.

N/A

Real-time Transfer & Alert Triggers After Recording Triggers After Recording & Email Alert

Qualcomm NOTE: PeopleNet TS Team can build (built for Gazelle)


Qualcomm Critical Event Recorder


Real-time Monitoring of Driver Safety Performance

Onboard Event Recording | Detail

Access Incident Location Detail in Google Earth RPM vs. Speed


PeopleNet Lane Departure Reports


In-Cab Performance & Triggering Events


What if Analysis? – CSA Safety & Performance Service

Basic: CSA Safety Performance Service Basic provides comprehensive reporting on the FMSCA SMS scoring data at the individual driver, terminal, and company levels.

» Personalize and configure the service to best align your fleet’s performance with CSA scoring criteria.

» Assign weights and thresholds for the criteria

» Add your fleet’s own accident and violation data for more comprehensive and timely analysis.

Deluxe: CSA Safety Performance Service Deluxe gathers FMSCA SMS scoring data and relevant performance data collected from Qualcomm’s applications. The service gives your fleet the tools to correlate this large collection of data to the CSA scoring methodology. Your fleet managers can use the coaching modules and intelligent tools we provide to manage driver performance.


Manage Safety Data – CSA Safety & Performance Service


Open discussion

How do we position against the CSA Analysis feature?

What companies are concerned most about driver speeding?

What is the difference in data provided by OER vs. CER events? Why is that important, and to whom?


Tailored Solutions Offering


Applications Developed by Tailored Solutions Feature Description Advantage

Oilfield Customized Workflow PeopleNet, cannot be done via Qualcomm Macros

Car Haulers Future Custom Workflow PeopleNet

Prospect Custom Workflow

Discovery, Develop & Launch PeopleNet

Polygonal Geo-fences TS Required Qualcomm has as a standard product offering

In-Cab Printing Oneil DataMax MF4T (Oilfield) PeopleNet

Trip Recorder 10-days worth of driver performance data every 2-seconds

PeopleNet, MCP50 only has 5-minutes

RPM by Speed Bucket Extends Trip Recorder PeopleNet


Open discussion

What kinds of customers typically request Tailored Solutions? Do these requests come during the sales process or after roll-out?


Qualcomm MCP50 Strengths & Weaknesses


MCP50 Strengths

Feature Reason Strategy

Driver Logs Low cost EOBR for $19.95 Identify other fleet goals

Low Cost Low cost hardware (retail $795), low communications entry point

Identify fleet goals, compare features to rate plans, and missing features based on company goals

CSA Safety Performance Service

Integrates CSA Scores and Qualcomm Data More maintenance and safety features to improve CSA scores (fault codes, speed gauge, CSA training via ProTread, etc.)

Benchmarking Across fleet and industry Vusion second half of year will provide benchmarking by vehicle, make, model, year, APU, etc. Informing fleets of ECM inflation of MPG.

Inspection Reports Driver and Maintenance Departments Full Circle Validation

Customizable pre/post/inter/DOT inspection, required at login or logout

MPG Analytics Dashboards all tied around MGP PeopleNet provides more data to evaluate driver and vehicle performance

Driver User Interface Driver friendly user interface Customizable driver interface, with new workflow incorporated into next release

Text-to-Speech Messages and Alerts Notification panel reduces driver distraction while in-transit

Priority Messages Notifies the drive of priority messages Priority messages do not force the driver to respond to messages (forced reply)


MCP50 Weaknesses Feature Reason Strategy

Hardware Configuration & Reliability

Installation at front of vehicle (in-dash), unwrapped cables, not water tight, 1-year warranty and NO Hardware upgrade path

System is designed for implementation in all vehicles with a upgrade path to multiple displays. Also industrial strength (metal vs. plastic, reliable mounting, water tight, good line of sight for location)

ECM Connection No multi-bus (1708 or 1939), no OBDII, potential difficult access to 9-pin, fuse access, and power from 6 or 9-pin

System supports multi-bus and OBDII, broader set of connections, more ECM data, etc.

Fault Codes Not Supported J1708 & J1939 Fault Codes

Messaging Limited to free-form and linear forms Position driver ease of use through DTF, pictures, bar codes, PDF, signatures, etc.

Integration Forms only PACOS (automated workflow)

Automated Messaging Not Supported (COS) Position PACOS, decisions on OBC (not back-office)

In-Cab Scanning Not Supported ACS TripPAK

Fuel Management ECM Data Only for MPG ECM Data, Fuel Theft, Reconcile Fuel Purchases with Tank Levels, Vusion Analytics,

Accident Reconstruction More time but less detail????, standard Google,

More detail, Google Earth, Trip Recorder

Fuel Tax State Miles only Online & Fuel Service Fuel Tax Offerings with Audit Support

Vehicle Disablement Not Supported Co-developed a process to enable & disable vehicles from the PFM.


MCP50 Weaknesses

Feature Reason Strategy

In-Cab Navigation Only ALK Co-Pilot Version 8, No COS integration

Co-Pilot Version 9 in July (more user friendly interface), PACOS integration and all the advantages of Maptuit.

Communications Verizon and Affiliated Carriers All CDMA Carriers, 45 regional, Satcom, WiFi.

Safe Mode Limited data Data Rich

Speed Gauge Not in rate plans, and if available they only support next day speeding alerts

Near real-time alerts

Route Management without Dispatch

Requires a vehicle dispatched via Trip Manager

For carriers not dispatching, position Activity Standards

Panic Alarm Not available Supported

Tire Pressure Monitoring Not supported Position Doran, Pressure Pro, Stemco and Bendix

Maintenance Alarms Not supported DPF alarm, fuel tank alarms, Diesel Exhaust Fluid Level (DEF - Urea),

Training Help Only Tutorials, ProTread, WiFi for Industry or Access to Corporate Intranet

Distribution Network Qualcomm and Pana-Pacific CTP Account Managers

Tailored Solutions No Yes


Open discussion

What do you see as the most dangerous MCP50 strength? How do we best position against that?

What “future” features have been dropped from the 6-month late initial launch? What features have no plans to be included?

Where is the MCP50 the most vulnerable? Which customers find that to be a critical feature?


Pricing – Comparing Apples to Oranges


How to Compare Apples and Oranges

PeopleNet MCP50

Matched Feature #1

Matched Feature #2

Matched Feature #5

Pnet Only Feature #3 MCP Add-on Feature #3

Pnet Add-on Feature #4 MCP50 Only Feature #4

Pnet Only Feature #6 MCP Add-on Feature #6

Base bundle pricing

Matched feature pricing

Limited Feature Plan Options

Lite (2012) EOBR Only

Purpose OBC-only - GPS, Engine HOS, base msg (no Engine)

US Price $25.00 $21.95

Matched feature price n/a n/a

Notes No comparable bundle No comparable bundle

Base Plan Comparison

Core Base (2012) Performance

Purpose Integrated msg,

State Miles (no Engine)

PACOS, PerformX (no OER, no State

Miles)

Integrated msg, MPG, CER, State

Miles

US Price $21.95 $30.00 $29.95

Matched feature price $33.80 $35.50 $32.90

NotesNo automatic dispatching or

Activity Stds., but has CSA Scoring

Has PACOS, Activity Stds., no CSA

Scoring, has other add-on options

(WiFi, Scan, NaviGo, Fault Codes, etc.)

No automatic dispatching or

Activity Stds., but has CSA Scoring

Performance Plan Comparison

Performance (2012) CompliancePurpose PACOS, Full Logs, Full PX/OER Integrated msg., Full Logs,

State Miles (no Engine)

US Price $40.00 $29.95

Matched feature price $42.50 $41.80

NotesHas PACOS, Activity Stds. and other add-on options, no CSA

Scoring

No automatic dispatching, Fault Codes or Activity Stds.,

but has CSA Scoring

Premium Plan Comparison

Performance & Safety (2012) Premium

Purpose Performance Plan + Full Svc. Fuel Tax, Vusion, CM Prog.

Compliance Plan + MPG, Driver Workflow

US Price $45.00 $41.95

Matched feature price $45.00 $46.90

NotesHas PACOS, Fault Codes, Full-Service Fuel Tax, WiFi, Activity

Stds. and other add-on options, no CSA Scoring

No automatic dispatching, Fault Codes, WiFi or Activity Stds., but has CSA Scoring.

Only State Miles

Open discussion

Which target markets is Qualcomm going after given how they structure their bundles?

In general, how does the MCP50 stack up against PeopleNet with the bundles as they exist?

What value can PeopleNet bring to the table when confronted with a lower cost MCP50 bundle?

Scenarios

Scenario #1

Customer is very tech savvy and wants to leverage the latest efficiencies for their fleet.» IT background – understands data.» Excited about new technology, but seems a trier

not a buyer.

Scenario #2

Customer is worried about rising fuel prices.» Wants to reduce MPG across the board.» Is willing to invest moderately, but does not have a

huge budget.

Scenario #3

Customer doesn’t use any technology currently and is worried about upcoming EOBR mandate.» Just wants electronic logs» Price sensitive

Scenario #4

Very professional, business-oriented company is nearing the end of their OmniTRACS contract and is shopping around.» Willing to invest in anything if strong ROI can be

shown.» Tightly run ship – quality is a priority.


Thank You

Leveraging Industry Expertise Competiting Against the MCP50!4!14 12 - Compressed

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