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Signed: Key Steps

  1. All documents submitted to Contract Admin
  2. Regularly review Field Deal Approval portal to ensure deal is booked and units are ordered in a timely manner

Exit Criteria = Deal has been Booked

Quoted: Key Steps

  1. Present proposal and Master Agreement
  2. Address any objections/negotiations
  3. Ask for the business
  4. Provide contracts for review and signing (Schedules)

Exit Criteria = We have a Signed Deal

Working: Key Steps

  1. Conduct an effective Fact Find
  2. Understand their success factors, strategies, objectives and challenges to complete 4-Blocker
  3. Understand key elements of the opportunity:
    • Quantity of units
    • Unit types and specifications needed
    • Operational requirements
    • Estimated annual miles/radius of operation
    • Budgetary and/or financial requirements
    • Competitive pressures
    • The buyer's decision-making process
  4. Introduce Penske capabilities, people and infrastructure to demonstrate Penske value
  5. Use ROI tools to monitize value proposition
  6. Develop a Prescriptive Proposal

Exit Criteria = We have Developed a Proposal

  1. The account has a transportation need and is open to a Penske solution
  2. After preliminary review, they appear to meet our credit and insurance requirements
  3. Correct legal name is entered in Salesforce
  4. Validated decision timeline (decision in 120 days or less)

Exit Criteria: We have a Qualified Opportunity with no known barriers to moving forward

Defining a sales process is crucial to helping our business grow. The Penske sales process contains the most effective and efficient series of activities to identify, qualify, and close deals. It creates very specific outcomes for each stage, focusing on one deal at a time and intends to increase close ratios, reduce sales cycle times, increase margins and improve pipeline accuracy.

Our sales process includes 5 stages:

Throughout this microsite, we've mapped out the key steps in each stage. We've also supplied a vast array of tools and guidance to:

  • Help with effective fact finding
  • Access the latest and most up-to-date versions of our capabilities and proposal decks
  • Gain visibility and access to all key corporate programs or initiatives, including Rental Conversions, Quick Delivery, etc.
  • Obtain necessary ROI, CVA and Sell2Lease tools

To get started, click through the tabs of each stage to review the necessary steps and exit criteria. Examine and take advantage of the recommended activities and supporting documents.

Terminology

Automatic Onboard Recording Device (AOBRD)

A device that is used to automatically capture logs electronically.

Cameras

Can be used for driver coaching, accident exoneration, reducing backing accidents, reducing blind spots. Typical options include forward facing, driver or rear facing cameras

Cloud Computing (The Cloud)

The practice of using a network of remote servers hosted on the Internet to store, manage and process data, rather than a local server or a personal computer.

Dispatch

Typically refers to routes fleet managers create in order to advise drivers what stops to make.

Driver Behavior

Typically a view of a driver using scorecards, safety and compliance (HOS) measurements.

Driver Vehicle Inspection Report (E-DVIR/DVIR)

Pre- and Post-trip inspection that needs to be completed daily by drivers for any commercial vehicle they operate, as specified by Federal Law 49 CFR 396.11 and 396.13 and enforced by the DOT.

ECM/Vehicle Data

Engine Control Module

Electronic Logging Device (ELD)

A device that is used to automatically capture logs. Facilitates the accurate recording of the driver's HOS. Meets technical specifications of the ELD Rule.

Electronic Onboard Recorder (EOBR)

A device that is used to capture logs electronically.

E-rods

FMCSA ELD/HOS data platform.

FDA Food Safety Modernization Act (FSMA)

The most sweeping reform of our food safety laws in more than 70 years was signed into law by President Obama on January 4, 2011. It aims to ensure the U.S. food supply is safe by shifting the focus from responding to contamination to preventing it.

Federal Motor Carrier Safety Administration (FMCSA)

These guys make the rules.

Fleet Management System

Fleet (vehicle) management can include a range of functions, such as vehicle financing, vehicle maintenance, vehicle telematics (tracking and diagnostics), driver management, speed management, fuel management and health and safety management. Ex: OBC + SaaS = Peoplenet

Fuel Tax Reporting

An excise tax imposed on the sale of fuel. In most countries the fuel tax is imposed on fuels which are intended for transportation.

Fuel Management

Back office method to track fuel usage, costs and purchases. It can also include RFID.

Geo-Fencing

Technology that enables you to track units using a virtual fence and enable alerts if the perimeter is broken.

Global Positioning System (GPS)

A space-based navigation system that provides location and time information in all weather conditions, anywhere on or near the earth where there is an unobstructed line of sight to four or more GPS satellites.

Gross Combination Weight Rating (GCWR)

The gross combined weight rating or gross combination weight rating (GCWR), also referred to as the gross combination mass (GCM), gross train weight (GTW), or maximum authorised mass (MAM), is the maximum allowable combined mass of a road vehicle, the passengers and cargo in the tow vehicle, plus the mass of the trailer and cargo in the trailer.[1][2] This rating is set by the vehicle manufacturer.

Gross Vehicle Weight (GVW)

Or gross vehicle mass (GVM) is the maximum operating weight/mass of a vehicle as specified by the manufacturer, including the vehicle's chassis, body, engine, engine fluids, fuel, accessories, driver, passengers and cargo but excluding that of any trailers.

Hours of Service (HOS)

Regulations are issued by the Federal Motor Carrier Safety Administration (FMCSA) and govern the working hours of anyone operating a commercial motor vehicle (CMV) in the United States.

International Fuel Tax Agreement (IFTA)

An agreement between the lower 48 states of the United States and the Canadian provinces to simplify the reporting of fuel use by motor carriers that operate in more than one jurisdiction.

International Registration Plan (IRP)

A reciprocal agreement that authorizes the proportional registration among the jurisdictions (states) of commercial motor vehicles and truckers.

JBUS

Most heavy-duty vehicles come with a 6 or 9 pin JBUS port for the computer of the vehicle, which allows the tracking device to read real data from the vehicle.

Mapping

Similar to GPS in that back office can have visual representation of where trucks are on a map.

Moving Ahead for Progress in the 21st Century Act (Map21)

This new law includes many important provisions intended to help the Federal Motor Carrier Safety Administration (FMCSA) in its important mission to reduce crashes, injuries and fatalities involving large trucks and buses.

Navigation

Truck specific navigation by type of vehicle; avoids roads that trucks should not travel, etc.

Onboard Computer (OBC)

A device or computer that is installed in a mobile object (e.g. Trucks).

Onboard Diagnostics (OBD)

An automotive term referring to a vehicle's self-diagnostic and reporting capability. OBD systems give the vehicle owner or repair technician access to the status of the various vehicle subsystems.

Onboard Technology (OBT)

Any technology that is installed on a fleet's trucks and/or trailers.

Original Equipment Manufacturer (OEM)

For us, in the simplest terms it means truck/chassis or trailer companies.

Peripheral Devices

Devices and sensors that can be added to the truck and/or trailer. All will function with and/or without a core device onboard. Ex: Trailer Tracking

Records of Duty (RODS)

The driver's record of duty status, commonly known as the driver's log, is the document used by the driver to record his/her time.

Reefer Monitoring

Refers to technology that can be used on refrigerated trucks to monitor and helps keep sensitive assets safe and compliant.

Reporting & Analytics

The ability for fleet managers, dispatchers and other business teams to view fleet data; set and evaluate safety, compliance, driver and business goals; identify areas of improvement, and report and audit as needed.

Routing

Technology used to present the most efficient way to route trucks.

Safety

Typically refers to monitoring driver speeding, hard-braking, idling, seatbelt usage.

Software As A Service (SaaS)

A software licensing and delivery model in which software is licensed on a subscription basis and is centrally hosted. It is sometimes referred to as "on-demand software." SaaS is typically accessed by users using a web browser.

Telematics

The technology of combining telecommunications and computing for data collection, dissemination and analysis.

Telematics Service Provider (TSP)

Any vendor for onboard tech, specifically telematics.

Trailer Tracking (Asset Tracking)

Use of technology to track and monitor assets, find lost trailers, monitor drop and hook activity, determine if trailer is empty, evaluate tire inflation.

Transportation Management System (TMS)

A subset of supply chain management concerning transportation operations and may be part of an enterprise resource planning system. A TMS usually "sits" between an ERP or legacy order processing and warehouse/distribution module. Ex: TMW Systems and McLeod

Two-way Messaging

This feature can optimize communication between vehicle operators and dispatch.



Having timely access and visibility to important data helps shape critical business decisions. At Penske, our goal has always been to help you effectively and efficiently manage your fleet. With Fleet Insight, you have the data and the tools to do just that – all from a single location.

  • Personalize Your Data – Unit grouping and search capabilities, configurable dashboards, notification management and the ability to oversee service requests and report scheduling
  • Valuable Insight – Provides a detailed look at your fleet's overall efficiency, costs and scheduled maintenance to help make accurate and timely business decisions
  • Improve Fleet Management – Benchmarking reports, preventive maintenance scheduling, 24/7 roadside assistance, mileage reporting, daily fuel pricing, fleet profiles, repair order approvals, rental visibility for lease customers, location finder, updated billing visuals and essential vehicle documentation

Key Topics

Free for Penske customers, the Penske Driver app is the industry's first fully integrated, custom app that provides drivers with easy Hours of Service (HOS) functionality to meet the electronic logging device (ELD) mandate for rental trucks.

The Penske Driver app quickly and easily connects using Bluetooth inside Penske's rental trucks and is then synchronized to meet ELD mandate requirements, remaining connected to ensure the driver is always in compliance.

To learn more about our updated features such as 24/7 Roadside and HOS, watch the Penske Driver & Driver Management Webinar.

Do you want to try out the app? Use the Demo Login Credentials to sign in and take it for a spin.

Penske Fleet™ is a mobile app designed to make our customer's job easier. With just one click, they get accurate information and reports on their fleet, whenever they want it.

To learn more, watch the Penske Fleet Video.

All registered MyFleetAtPenske™ users can download the new Penske Fleet™ mobile app, which delivers critical, real-time fleet information to their Apple or Android device.

Do you want to try out the app? Use the Demo Login Credentials to sign in and take it for a spin.

Having timely access and visibility to important data helps shape critical business decisions. Our goal has always been to help our customers effectively and efficiently manage their fleet. With Fleet Insight, they have the data and the tools to do just that –– all from a single location.

Fleet Insight is a secure website for all of their Penske fleet information. It's designed to streamline fleet data and customize reports in ways that make sense for our customer's business — ultimately leading to greater visibility and smarter fleet decisions.

For more information, download our Fleet Insight PDF.


To better serve our customers, we enhanced our 24/7 Roadside Assistance with remote diagnostics. This capability enables the vehicles that are leased from us to connect directly with our 24/7 Roadside Assistance team. With remote diagnostics, our 24/7 coordinators can get real-time information directly from the vehicle so they can get them back on the road with faster and more accurate service plans.

Talk to your customers about the benefits of connecting their fleet with Penske and utilizing remote diagnostics to help increase the uptime of their fleet.

Key Topics

TSP Integration Notes:

  • For large fleets, who use other telematics providers, we can work with their vendors
  • If any questions, contact the Connected Fleet customer success team at 844-426-4555
Telematic Providers (TSP) Integrated
Geotab via Assured Telematics Yes
Trimble (Formerly PeopleNet) Yes
Zonar Yes

Electronic Driver Vehicle Inspection Report (E-DVIR/DVIR) is a pre & post trip inspection that needs to be completed daily by drivers for any commercial vehicle they operate, as specified by Federal Law 49 CFR 396.11 and 396.13 and enforced by the Department of Transportation. More information can be found on the DVIR FAQ page.

TSP Integration Notes:

  • For large fleets, who use other telematics providers, we can work with their vendors
  • If any questions, contact the Connected Fleet customer success team at 844-426-4555
Telematic Providers (TSP) Integrated
Geotab In Progress
J.J. Keller In Progress
Omnitracs Yes (XRS, IVG, MCP50)
PeopleNet Yes
Velocity Yes
Zonar Yes

The International Fuel Tax Agreement (IFTA) is an agreement between the lower 48 states to share tax revenue collected at fuel purchases across the states where vehicles travel. It's a major administrative burden for fleets to accurately collect all miles driven across state lines, leading to administrative personnel manually transcribing trip driver trip reports (and driver handwriting, often collected while the vehicle is in motion), then sending in forms to the proper state authorities. More information can be found on the IFTA FAQ page.

In order for the customer to electronically submit thier milage to the fuel team, please fill out the Penske IFTA Integration Form (PDF). Please note this does not exclude you from submitting your milage for billing purposes.

TSP Integration Notes:

  • Penske can receive customer IFTA data in two ways: a direct integration with the telematics provider or through Promiles. Promiles is a third party service which collects and automatically transfers the data to Penske.
  • For large fleets, who use other telematics providers, we can work with their vendors
  • If any questions, contact the Connected Fleet customer success team at 844-426-4555
Telematic Providers (TSP) Integrated
Agilis (Linx Up) via Promiles
Blue Tree via Promiles
CyntrX via Promiles
Fleet Complete Directly
Fleetmatics (Verizon) via Promiles
Forward Thinking via Promiles
Geotab via Promiles
Geotab (ATI) Directly
GlobalTrakIt via Promiles
iTelematic via Promiles
Keep Trucking via Promiles
Linxup via Promiles
Network Fleet (Verizon) via Promiles
Omnitracs (IVG/MCP) via Promiles
Omnitracs (XRS) via Promiles
PeopleNet via Promiles & Vusion
Qualcomm via Promiles
Samsara Directly (Coming Soon)
Skybitz via Promiles
TeleTrac Navman (RydeSmart) via Promiles
Telogis (Verizon) via Promiles
Temeda via Promiles
Traxxis via Promiles
Volvo via Promiles
WebTech via Promiles
Zonar via Promiles

Key Points

Onboard technology has evolved at a rapid pace, and the choices can be daunting. The customer success team can help your customer identify the right system for their needs — from the very simple to the ultra-complex. We know the benefits of each and can help customers select a system with the right kind of functionality to benefit their drivers and their business. Here's how onboard technology can help.

  • Discuss onboard technology (OBT) with your customers and prospects as early as possible
  • Get in touch with the customer success team
  • Use all of the tools and resources available to you
  • Stay informed and engaged throughout the process

Identifying The Right Solutions

  • Fill out the OBT Questionnaire or schedule a call with the customer success team
  • Please do not attempt to make recommendations about OBT on your own
  • The customer success team will work with you and your customer to figure out what their needs are and propose options based off of those needs
  • The telematic service provider (TSP) of your customer's choosing will coordinate and facilitate product demos and provide formal quotes

Purchasing and Installation

  • The customer can buy direct, include it in their lease, re-rate their lease, or special bill (local)
  • Work with your customer, the customer success team and the appropriate vendor to coordinate installations

Quick Tips

  • Discuss purchasing options with your customer ASAP.
  • We strongly suggest that you do not include monthly fees in the lease rate because it obligates Penske to those costs in the event the customer changes providers. The owning district will absorb the cost in this case.

Implementation and Integration

  • The TSP will work with your customer to set up their account and do any training sessions
  • Talk with your customer about potential integrations that are currently available like fuel tax reporting, e-DVIR and remote diagnostics
Getting Started Step 1 Step 2 Step 3

Key Topics

These are not the only options your customer has. By default, Penske is putting devices on the diesel-powered equipment that we order. These devices are not turned on unless the customer decides they want to utlilize the pre-installed option. Again, these are not the only options your customer has. They should be selecting a TSP that works best to meet the needs of their fleet.

Contact the customer success team for additional guidence.

OEM Pre-Installed TSP
Freightliner Zonar
Hino Verizon Connect (Formerly Telogis) via Hino Insight
International Geotab
Volvo Verizon Connect (Formerly Telogis) or Omnitracs

An electronic logging device (ELD) automatically records a driver's hours of service and duty status (or RODS). Such devices, used by many drivers and fleets today, also are known by names such as automatic onboard recording devices (AOBRD) and electronic onboard recording devices (EOBR). ELDs are designed to help fleet operators reduce paperwork and violations. The mandate doesn't change the rules regarding logging hours of service (HOS), but it does require the logging process to be electronic.

On Dec. 16, 2015, the FMCSA published its final rule requiring the adoption and use of ELDs by all drivers currently required to complete paper logs. The mandate went into effect on Feb. 16, 2016, and the compliance date is Dec. 18, 2017.

For more information on the ELD mandate, download our ELD infographic, our ELD Success Guide or visit the ELD FAQ page for more information.

All food supply chain participants must comply, where applicable. The Food Safety Modernization Act (FSMA) impacts many aspects of a company and requires additional resources for training, record-keeping, product information/traceability systems, auditors, and food safety and legal staff. All food supply chain participants must comply, where applicable.

According to the rule, to keep food safe during transport, you must properly refrigerate it and clean vehicles between loads. Also as part of the rule, shippers and carriers must agree to a temperature-monitoring mechanism for certain foods, and carriers must demonstrate, upon request, that each load met required temperature conditions all along its journey. In addition, food and beverage providers as well as their supply chain partners must be able to track and trace products quickly in the event of a recall.

Onboard technology can help your customers stay compliant by:

  • Verifying temperatures
  • Identifying failures early
  • Meeting pre-cooling requirements
  • Avoiding loading foods at the wrong temperature
  • Tracking a load's location

To read more about FSMA, download our FSMA Compliance Brief.

Key Topics

An electronic logging device (ELD) automatically records a driver's hours of service and duty status (or RODS). Such devices, used by many drivers and fleets today, also are known by names such as automatic onboard recording devices (AOBRD) and electronic onboard recording devices (EOBR). ELDs are designed to help fleet operators reduce paperwork and violations. The mandate doesn't change the rules regarding logging hours of service (HOS), but it does require the logging process to be electronic.

On Dec. 16, 2015, the FMCSA published its final rule requiring the adoption and use of ELDs by all drivers currently required to complete paper logs. The mandate went into effect on Feb. 16, 2016, and the compliance date is Dec. 18, 2017.

For more information on the ELD mandate, download our ELD infographic, our ELD Success Guide or visit the ELD FAQ page for more information.

All food supply chain participants must comply, where applicable. The Food Safety Modernization Act (FSMA) impacts many aspects of a company and requires additional resources for training, record-keeping, product information/traceability systems, auditors, and food safety and legal staff. All food supply chain participants must comply, where applicable.

According to the rule, to keep food safe during transport, you must properly refrigerate it and clean vehicles between loads. Also as part of the rule, shippers and carriers must agree to a temperature-monitoring mechanism for certain foods, and carriers must demonstrate, upon request, that each load met required temperature conditions all along its journey. In addition, food and beverage providers as well as their supply chain partners must be able to track and trace products quickly in the event of a recall.

Onboard technology can help your customers stay compliant by:

  • Verifying temperatures
  • Identifying failures early
  • Meeting pre-cooling requirements
  • Avoiding loading foods at the wrong temperature
  • Tracking a load's location

To read more about FSMA, download our FSMA Compliance Brief. If one of your customers is effected by this, please reach out to the customer success team for any questions or assistance.

Fuel Tax Reporting is one of the biggest headaches for fleet administrators. Having an onboard system can help to automate filing and record keeping, improve accuracy, relieve burden on drivers, and mitigate audits.

The International Fuel Tax Agreement (IFTA) is an agreement between the lower 48 states to share tax revenue collected at fuel purchases across the states where vehicles travel. It's a major administrative burden for fleets to accurately collect all miles driven across state lines, leading to administrative personnel manually transcribing trip driver trip reports (and driver handwriting, often collected while the vehicle is in motion), then sending in forms to the proper state authorities.

Fleets operating in most of the U.S. and Canada can benefit from IFTA, which allows fuel tax rebates on commercial vehicles that travel interstate. However, manually calculating these refunds and rebates can be time-consuming and prone to error.

More information can be found on the IFTA FAQ page and a complete listing of regulatory requirements can be found in the IFTA procedures manual which is available on the IFTA website.

In order for the customer to electronically submit thier milage to the fuel team, please fill out the Penske E-Distance Reporting Form (PDF). Please note this does not exclude you from submitting your milage for billing purposes.

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