Download - Gurtam Operator Presentation
CompanyFoundation
Firstcustomers
● 50 units● 3 regular clients● Tracking
● Sales: 1● Support: 1● Accounting: 1● Installations: 1
What we have1O C T O B E R
2009 What we did
● Wialon B3 0909 Release● 1С setup● Business-processes:
not yet set● Teltonika hardware has
been test-operated.
2
Results
● First trial customers● First switches from competitive systems● New solutions missing
3
Active growth phase
J A N U A R Y
2010
● 200 units● 8 regular clients
● Sales: 1 + 1● Implementation: 1● Support: 1● Accounting: 1● Installations: 1● Procurement:1
What we have1
● Tracking● CAN for trucks ● Power supply protection● Insufficient funds/understaffing
What we did
● Wialon report system improvements
● Sell-off time
● Corporate wiki-docs also describing functions of the departments
● Google documents and tables are used as worktools
● Installers accomplished training courses on FLS and flowmeters installations
● Start of cooperation with Technoton
2
Active growth phase
Results
● Profound growth of the client community
● Intensive company growth● First international freight carriers as
customers
3
● Growth takes longer than expected● Tried to implement FLS sensors (trial)
2010J A N U A R Y
Market crisis
F E B R U A R Y
2011
● 400 units● 30 regular clients
● Sales: 2● Support: 1● Accounting: 1● Installations: 2● Procurement: 1● Legal adviser: 1
What we have1
● Tracking● CAN for trucks● Power supply protection● Currency deficit
What we did
● Wialon new server architecture was implemented.
● Getting ready for SDK as the next important step.
● Customer retention and cost minimization.
● Ruptela hardware has been test-operated.
● Focused on high-quality performance of hardrware
2 Results
● Survived on the market● Managed to secure customers
● Several employees left
● Emphasis on stable an;d high-quality work of hardware (battery protection, remote configuration)
32011
Market crisis
F E B R U A R Y
● 17-30 euro
● Ruptela, CAP, BTS
● How to use FMS 2.0 in CAN
● SMS chat with a driver
● Roaming update● High-quality reverse geocoding● Data integration with ERP
Environment1
● 1000 units● 104 regular clients● 9 employees*
● Tracking● CAN for trucks ● Power supply protection● Temperature sensors
● Low-performing installations department
● Non-competitive services
What we have2J A N U A R Y
2012
Shift in strategy
reorganizaton
Sales:2Installations: 1Support: 1Technical & Development: 2
Accounting: 1Procurement/Warehousing: 1Legal adviser: 1*
What we did
● Improved cartography.
● Regular business meetings● Potential customers● Personal tracking project
implementation
● Integration with ERP systems and SDK-based web-applications
● CRM utilization● Accounting system hardware and
SIM cards● The first car
● BCE hardware● EMT telecommunications
3 Results
● Fast reaction to mounting and installations
● High-quality diagnostics● More frequent updates for customers
(EMT)● More data from CAN + new hardware
manufacturer (BCE)
● Efficient address point data● New customer-oriented principles ● New proactive and robust team● First dealers
● SDK-based solutions● Order on the asset-level● Guidelines on work-management
processes between installers and support specialists
● VIP-clien lost● Engagement in individual developments
4
Shift in strategy,
reorganizaton
2012J A N U A R Y
● 10-15 euro
● Ruptela, CAP, Beltranssat (BTS)
● CAN for cars
● Driver cards reading● Remove tacho-files
downloading● Wialon routing based on
AETR
Environment1
● 1750 units● 120 regular clients● 11 employees*
● Highly competitive offer for international transportations & ERP integration services
● Lack of effective web-site
What we have2 F E B R U A R Y
2013
Active growth & development
phase I
Sales Dept.: 2Installations: 1Support: 2Technical & Development: 2
Developers: 1Accounting: 2Procurement/Warehousing: 1*
What we did
● SDK module was modified● GPS Tag was released
● Wialon Chat, AETR, Disposition● Iternal documentation for Support
Dept.● Collection calling
● Automated documents flow● Comprehensive skype-chats● High-quality tools for installers● Improved connection schemes● Elaborated materials for Sales Dept. ● Purchased another car
3 Results
● Several massive conversions from competitors
● Expansion of customer geographies● A new Sales Department ● First steps in marketing (online, offline)● Optimization of the Installation
Department
● Failed to secure the resources to remake the website
● Failed to expand the dealers' network
● Wialon Chat, ESTR, Disposition ● Made available more services for data
acquisition of Wialon in ERP
● Simplified work with vehicles under warranty
● VIP-client was lost
4
Active growth & development
phase I
F E B R U A R Y
2013
● 7-9 euro
● BTS, Ruptela
● Apps for international freight forwarders
● Remote tacho-files download● Wialon routing on ECTP base
Environment1
● 4050 units● 440 regular clients● 13 employees*
● High-quality and powerful solution for FLS
● Unregulated process of planning
What we have2 J A N U A R Y
2014
Active growth & development
phase II
Sales:3Installations: 2Support: 2Technical & Development: 1
Developers: 1Accounting: 2Workflow management:1Procurement/Warehousing:1
*
What we did
● Eco Driving release● Integration with third-party
logistics● Weekly newsletters, video
tutorials and FAQ
● Omnicomm (fuel level sensor)● Kilometrazhnik app, OTR app
● Developed а native ERP/CRM● Purchased a corporate car● Moved to a new office● Separate stable server for all of our web-
development works
3 Results
● FAQ● Emergence of marketing ● More active communication with
customers● Quality fuel solutions ● First customers from construction
sector● First customers from logistics sector● New office
● The absense of relevant solution to remote DDD-file tacho download
● Kilometraznik apps ● ОТР● New FLS
4
Active growth & development
phase II
J A N U A R Y
2014
● 4-5 euro● BTS, Ruptela
● Remote tacho-files download
Environment1
● 6550 units● 641 regular clients● 21 employees*
● Construction equipment performance analysis and control solutions
● Tyre pressure control system● Third-party logistics solutions
compatible with Wialon● CAN-bus AdBlue level and axle load
● Unsatisfactory organizational management and techsupport level
What we have22015
"Cleaning up the chaos"
phase
J A N U A R Y
Sales: 4Installations: 3Support: 3Technical & Development: 3
Developers: 2Accounting: 3Workflow management: 1Procurement/Warehousing: 1Marketing: 1
*
What we did
● Wialon Mobile Client, WiaTag, Locator, LBS-detector, Tacho Manager and Tacho View apps
● Industry exhibitions● Internet marketing activity● Techsupport improvement
● Units Viewer app, Retranslator ● Fuel flow meter
● Redmine● Reorganized Support Dep.● Increased business development
dept.● Website update
3 Results
● Big dealer converted (Еurotorg) ● New R&D department
● High ammount of diagnostics● Still lacking an ideal solution for remote DDD-
file download
● Units Viewer● Retranslator● Fuel consuption flow sensors
4
"Cleaning up the chaos"
phase
J A N U A R Y
2015
● 5-7 euro
● BTS
● Online data from Сarrier refrigerators
● Wialon routing based on AETR, traffic jams, road construction and restrictions
● Registration of loadings and load clusters
● Mobile office
Environment1
● 10450 units● 690 regular clients● 25 employees*● Axle load sensors● Fuel flow sensors● GPS Watchlock● Tesis system to track stationary
assets● Jamming detection tool
● High accounts receivable● Lack of Sales Department
performance evaluation● Lack of analyst
What we have2 F E B R U A R Y
2016
New market need
identification
Sales Dept.:4+1 administratorInstallations: 3 +1 logisticsSupport:4Implementation:1
Technical & Development:4Developers:2Accounting:2Workflow management:1
Debtor indebtedness management:1Procurement/Warehousing:1Marketing:1*
What we did
● Wialon Logistics release
● Active warm calling and interviewing of current customers
● New approach to interaction with potential leads
● Starcom Systems ● Gosafe● Autosat ● Satelite Solutions ● NiceRF
● DDD-files remote download from VDO and Stoneridge tachographs
● Working on debtor indebtedness.● Purchased a corporate car for sales
representatives and customer support
3 Results
● Remote DDD-file download from VDO and Stoneridge
● Wireless temperature and door sensors
● Radio-extender Nicerf for RS485/232
42016
New market need
identification
F E B R U A R Y
W O R K F L O W
Customer Accounting Сashier
Customer Sales CRM ERP Warehouse
Сustomer service department
Vip or trial customer
ERP
Customer Support 1 level Support
ERP
Tasks & projects
Installers’Tasks
Sorter Masters Result Сustomer
Support Tasks
Sorter 2 levelSupport
Outcome Сustomer
Old Customer
New solutons
New Customer
Development
Technical Software-related
Ideas
Incoming calls
Sale(1 grade)
Сold calling CRM
Warm customers
CP
Demo
Booklet
Sale(2 grade) Filter
DemandsGuidance PresentationsalesCRM Meeting/
Presentation
AgreementSales/Test Units
Bill
Sale(2 grade)
СallSupport
DemandsGuidance Presentation
Coordinator/Administrator
Cashier Bill
P O T E N T I O N A L C U S T O M E R S ( L E V E L 1 )
C U R R E N T C U S T O M E R S
CP
Demo
Booklet
Sale(3 grade)
How's the progress?New vehicles?sales:
* New functionality* New devices* Accumulators* protective housing
Conversion UnitsBillCall
Meeting
Cashier Bill
Incoming calls
Sales(3 grade)
DemandsGuidance Presentation
CP
Demo
bookletConversion UnitsBill
Meeting
cashier Bill
( L E V E L 2 )
CP
Demo
booklet
VIP Sales(3 grade)
How's the progress?New vehicles?sales:* New functionality* New devices* Accumulators* protective housing
Conversion unitsBillCall Meeting cashier Bill
Change agents and ideas
●GMT - General management theory (https://dotu.ru/)
●Sense of duty●Responsibility●Punctuality
●Christopher Meyer - the Live organization
●Golldratt - The Purpose (TOS)
●ALTSHULLER - In Pursuit of an Idea (TRIZ)
●Scrum (Agile) ●Adizes - Management of Corporation LifeCycle (PAEI)
●Stephens Howard, Cox Jeff - How to sell the Wheel
2012 2013 2014 2015 2016