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


● 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


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


● High-quality and powerful solution for FLS

● Unregulated process of planning

What we have2 J A N U A R Y

2014


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


phase II

J A N U A R Y

2014

● 4-5 euro● BTS, Ruptela

● Remote tacho-files download

Environment1


● 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 )

http://economy_en_ru.academic.ru/12440/cold_calling

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

gurtam operator presentation

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