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Zonar Systems Award Write Up
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2018 North American School and Transit Bus Telematics Company of the Year Award
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Zonar Systems Award Write Up
1.
2018 North American
School and Transit Bus Telematics Company of the Year Award 2018
2.
BEST PRACTICES RESEARCH ©
Frost & Sullivan 2018 2 “We Accelerate Growth” Contents Background and Company Performance ........................................................................3 Industry Challenges..............................................................................................3 Visionary Innovation & Performance and Customer Impact........................................4 Conclusion...........................................................................................................7 Significance of Company of the Year.............................................................................8 Understanding Company of the Year.............................................................................8 Key Benchmarking Criteria ....................................................................................9 Best PracticesAward Analysis.......................................................................................9 Decision Support Scorecard ...................................................................................9 Visionary Innovation& Performance ......................................................................10 Customer Impact ...............................................................................................10 Decision Support Matrix ......................................................................................11 Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices .................................................................................................................12 The Intersection between 360-Degree Research and Best Practices Awards.....................13 Research Methodology ........................................................................................13 About Frost & Sullivan ..............................................................................................13
3.
BEST PRACTICES RESEARCH ©
Frost & Sullivan 2018 3 “We Accelerate Growth” Background and Company Performance Industry Challenges Across North America, with the introduction of strict regulations and guidelines by government agencies and organizations like the National Highway Traffic Safety Administration (NHTSA) and Insurance Institute for Highway Safety (IIHS), Frost & Sullivan has observed the the advent of buses equipped with state-of-the-art equipment and safety systems - navigation systems, advanced braking systems, and emergency exit solutions. However, there are still many improvements to make regarding location reports, real-time vehicle status, and driver performance data. The adoption of new strategies and the introduction of innovative solutions that address these have been as crucial for the development of telematics in the bus transportation industry as in any other. With the introduction of tracking technologies and intelligent vehicle technologies, a number of users are opting for on board devices (OBDs), such as smart GPS trackers or embedded controller area network (CAN) bus-based solutions. However, Frost & Sullivan points out that these solutions can be quite expensive and are limited by system capabilities or the number of vehicles connected. A cloud-based management system could overcome these shortcomings by remaining inexpensive as well as by allowing for unlimited connections to the cloud database. In addition, the transportation sector is the industry most accountable for air pollution in the United States, and any effort taken to increase the fuel efficiency and economy will be impeded by increasing automobile purchases and increasing usage by drivers (direct rebounds). To achieve a significant carbon footprint reduction, industries must develop innovative solutions to mitigate emissions that concurrently allow for increased fuel efficiency and compliance with ever-increasing regulatory mandates. Fleet owners are also tasked with ensuring timely delivery, reducing operation costs and maintenance costs, monitoring fleet equipment, and meeting growing customer expectations. This requires a variety of frequent logs regarding start/stop times and idling times, logs that chart best routes, and constant updates regarding vehicle condition inspections. A significant difference between the on-highway industry (heavy duty trucks) and public transportation (school and transit transportation) is the amount of importance given to safety- and security-based solutions, including vehicle location, real-time monitoring, door sensors, emergency handles, and panic buttons. Safety is a top priority for school bus fleets, with advanced packages offering solutions like optimized routes, compliance adherence, and data-driven decisions (i.e., utilization and efficiency). Frost & Sullivan believes that telematics solutions that address the everyday challenges related to communication, compliance, and overall cost are key to succeeding in the pupil transportation market; in addition, comprehensive customer support, training, and technical assistance will prove to be vital for competitive uniqueness.
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BEST PRACTICES RESEARCH ©
Frost & Sullivan 2018 4 “We Accelerate Growth” Visionary Innovation & Performance and Customer Impact Addressing Unmet Needs Zonar Systems, founded in 2001 in Seattle, has become a leader in smart fleet management technology by providing verified inspection reporting, GPS tracking, and ELD- ready solutions for all fleet sizes. Frost & Sullivan feels that Zonar has cleverly bridged the gap between inspection and service with its patented Electronically Verified Inspection Reporting (EVIR®), which inspects radio frequency identification tags (RFIDs). These tags are placed in critical zones and completely eliminate the need for keeping pen and paper records. All data from these tags are broadcast to the company’s Web-based platform called Ground Traffic Control®, wherein fleet managers monitor digital logs that indicate whether or not a particular part requires immediate/intermediate service. By using its innovative “Tag Once, Inspect Regularly, Know Always” approach, vehicle upkeep is reduced, translating to more time on the road. In addition, the tags can be used for student checks and verifiable driver clock-in times. Keeping in mind the need for passenger safety, as these are primarily students, Zonar Systems has developed a mobile-based app - Zonar Verify™ - that provides rider safety and visibility using RFID enabled Z Pass™ for ample rider visibility and safety. The Z Pass is integrated with the online management portal RouteBoard to handle route exceptions and daily bus management. This technology can prevent a “wrong bus, wrong stop” scenario by sending alerts to the driver, while also maintaining a passenger check. Furthermore, regulatory pressure to cut both the vehicle emissions and fuel consumption of these vehicles has intensified in the last few decades in North America. In 2017, the US Environmental Protection Agency awarded $29 million in grant funding to reduce emissions from existing diesel engine fleets. An idling diesel truck burns approximately one gallon of fuel an hour, according to reports generated. Using periodic logs compiled by a Web-based system, the data obtained can be frequently studied to develop a plan that will reduce the idling times of bus drivers. After implementing Zonar systems and providing such feedback to drivers with the help of remote vehicle diagnostics, the amount of fuel burned due to idling reduced from $600 per week to under $180. The Federal Motor Carrier Safety Administration (FMCSA) validated Zonar’s logging device to meet testing standards. Implementation of Best Practices Continental, a leading German automotive manufacturing company, acquired 81% of Zonar Systems in 2016. This has allowed Zonar Systems to broaden its presence in the automotive industry by leveraging the brand name of Continental, improving the resources at its disposal, and sharing its innovations. Continental’s extensive capability in the auto components market also helps Zonar develop better hardware and software solutions, as it is also leveraged by its OEM customers, such as Daimler Trucks North America (DTNA). Zonar is also the exclusive OEM partner for DTNA’s Virtual Technician solution, which is installed on more than 200,000 Daimler trucks. Through Zonar’s OEM partnership with DTNA, every Thomas Built Bus (39% market share of school buses in the US and Canada)
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Frost & Sullivan 2018 5 “We Accelerate Growth” comes off the assembly line equipped with Zonar. Additionally, Blue Bird school buses, which have a 30% market share in North America, come pre-wired with Zonar equipment. In 2009 in Sacramento, CA, Zonar’s technology was implemented in a range of 600 vehicles over the course of 5 years. Installed in combination with Assetworks’ maintenance management software system Fleetfocus M5, overall fuel consumption was reduced by 25% (due to reduced idling times and the development of more efficient routes). In turn, this led to fewer driver layovers and a lower cost of upkeep. In 2018, Zonar announced its continued sponsorship of the annual Don Carnahan Memorial Grant opportunities with the National School Transportation Association (NSTA) and the National Association of Pupil Transportation, providing up to $50,000 in smart fleet hardware technology to contractor members and school districts. This grant supports and promotes improved safety, effectiveness, and efficiency of pupil transportation programs in the United States and Canada. Customer Service Experience Zonar has a nearly 99% overall customer retention rate, which it achieves by providing support to its client base with the help of a dedicated customer care and support department. This consists of 82 employees (the largest back end customer support personnel among the competition) and includes industry leading service level agreements. Zonar also delivers full-service implementation to its customers, including equipment installation, training, and customer education. In addition to providing a standard purchasing model, Zonar also provides bundled package services. These bundled services include subscriptions, installation, and hardware. Frost & Sullivan independent analysis confirms that most of Zonar’s competition has not yet explored this flexible model of business. Zonar also offers unique integrations, such as video-based safety solutions for coaching drivers. This service is accompanied by 24x7x365 technical support, with more than 90% of calls answered within 120 seconds by customer care staff, which has access to business advisories, industry knowledge, as well as technical expertise regarding application program interface (API) and system integration. Zonar also has a commercial vehicle compliance team that comprises former commercial vehicle law enforcement and Commercial Vehicle Safety Alliance (CVSA) officials that are available to assist customers with their compliance needs and questions. Some of the customer feedback loop mechanisms in place include Zonar user groups, social media, and executive and business reviews. Zonar utilizes this feedback to draw a better overview of its operations, product roadmap, and all customer-facing initiatives. This results in increased customer satisfaction and retention, as well as the adoption of innovative ideas from customers. Some documented customer feedback includes:
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Frost & Sullivan 2018 6 “We Accelerate Growth” “Zonar has been a fantastic partner that works hand in hand with us to understand customer needs and provide them with customizable transit solutions.” – CEO, National Express Transit “Zonar is our technology partner to ensure our customers receive reliable, safe and trustworthy transportation, consistent and proactive maintenance on our fleet of vehicles result in fewer breakdowns, increased safety and top-notch customer service. In fact, Stout’s vehicle out-of-service rate is less than 2%...where the national average is nearly 21%. We have always celebrated our superior performance rating, and adopting Zonar’s technology gives us the extra assurance to know our vehicles are working and our customers are satisfied.” – Fleet Maintenance Director, Stout’s Transportation “The most important benefits we have received from using the Zonar system are increased driver accountability and improved customer service.” – Director of Transportation, Colombus City Schools Customer Ownership Experience Many companies are now opting for Zonar Systems based on its solution offerings that specifically meet fleet requirements. Thomas Built School Buses are equipped with Zonar’s technology on the inside, with implementation on every Saf-T-Liner® C2 and other models for easy monitoring. “DTNA and Zonar continue to utilize their telematics partnership to revolutionize commercial vehicle operation, which has resulted in enormous opportunities,” according to Dr. Wolfgang Bernhard, Member of the Board of Management of Daimler AG. Knight Transportation a provider of multiple truckload transportation services, and one of the country’s largest company-owned tractor fleets has chosen to deploy Zonar telematics across its fleet for a flexible and portable system that can help its drivers stay in touch, be more productive and operate safer trucks. Knight also wanted a system that could grow with its needs, advance as technology develops, and be affordable for its bottom line. Zonar Systems installed in Razorback Transit buses provided higher efficiency, more accurate data, quicker response times for maintenance, and less time compiling mileage reports - according to David Dunn, Superintendent of Maintenance of Razorback Transit. Brand Equity Frost & Sullivan points out that telematics in the school bus ecosystem is a relatively niche segment, and Zonar Systems has become synonymous with superior telematics in school buses and child safety. Since around 24 million children in the United States ride school buses every day, and there are still ever-growing security concerns among parents, a comprehensive tracking solution has become a new necessity. California's Paul Lee School Bus Safety Law requires all buses to be equipped with a “child safety alert system” by the start of the 2018 to 2019 school year, and Zonar has partnered with Child Check-Mate to provide these tracking solutions. According to a recent study, Continental was ranked third in global OEM automotive parts sales in 2012, and its majority investment in Zonar systems has helped Zonar achieve a
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Frost & Sullivan 2018 7 “We Accelerate Growth” wider market reach. Owing to Zonar’s exemplary overall performance, long-lasting relationships with OEMs and component manufacturers, Continental and Daimler Trucks North America invested heavy stakes in Zonar systems. Frost & Sullivan believes that DTNA’s (who has a 19% stake in Zonar) continuing vision to develop future vehicle technologies — including connectivity, electrification, and autonomous driving — will only help Zonar to expand its reach even further. Conclusion Serving an industry that transports more than 24 million school children and teenagers with around 500,000 buses in the US alone takes high levels of commitment in maintaining safety standards and procedures. Statistics show that children who use other means of transportation are more prone to accidents compared to riding with school buses, which puts additional pressure on school districts to ensure that school buses are indeed the safest transportation mode. This extends further, to telematics service providers who use this technology to achieve the same result. Zonar Systems, with its comprehensive solutions to provide vehicle tracking and periodic inspections, increasing driver productivity and fuel efficiency, along with its child check systems and patented innovations using data mining and analysis, has become an integral part of school bus systems across North America. The company’s methodology of demonstrating new standards, such as a RFID tag system and various factors that make fleet management systems electronically verifiable and seamlessly accessible, has helped it establish a firm competitive position in both the school and transit bus transportation industries. With over 90 patents in tracking technologies, as well as proven validation of technologies, Frost & Sullivan research concludes that the Zonar Systems solution addresses all the key logistical challenges in public and pupil transportation. With its strong overall performance, Zonar Systems has earned the 2018 Frost & Sullivan Company of the Year Award.
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Frost & Sullivan 2018 8 “We Accelerate Growth” Significance of Company of the Year To receive the Frost & Sullivan Company of the Year Award requires a market participant to demonstrate excellence in growth, innovation, and leadership. This kind of excellence typically translates into superior performance in three key areas: demand generation, brand development, and competitive positioning. These areas serve as the foundation of a company’s future success and prepare it to deliver on the two criteria that define the Company of the Year Award (Visionary Innovation &Performance and Customer Impact). Understanding Company of the Year Demand, brand strength, and competitive differentiation all play a critical role in delivering unique value to customers. This three-fold focus, however, must ideally be complemented by an equally rigorous focus on Visionary Innovation& Performance to enhance Customer Impact.
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Frost & Sullivan 2018 9 “We Accelerate Growth” Key Benchmarking Criteria For the Company of the Year Award, Frost & Sullivan analysts independently evaluated two key factors—Visionary Innovation &Performance and Customer Impact—according to the criteria identified below. Visionary Innovation &Performance Criterion 1: Addressing Unmet Needs Criterion 2: Visionary Scenarios through Mega Trends Criterion 3: Implementation Best Practices Criterion 4: Blue Ocean Strategy Criterion 5: Financial Performance Customer Impact Criterion 1: Price/Performance Value Criterion 2: Customer Purchase Experience Criterion 3: Customer Ownership Experience Criterion 4: Customer Service Experience Criterion 5: Brand Equity Best Practices Award Analysis for Zonar Systems Decision Support Scorecard To support its evaluation of best practices across multiple business performance categories, Frost & Sullivan employs a customized Decision Support Scorecard. This tool allows our research and consulting teams to objectively analyze performance, according to the key benchmarking criteria listed in the previous section, and to assign ratings on that basis. The tool follows a 10-point scale that allows for nuances in performance evaluation. Ratings guidelines are illustrated below. RATINGS GUIDELINES The Decision Support Scorecard is organized by Visionary Innovation & Performance and Customer Impact (i.e., these are the overarching categories for all 10 benchmarking criteria; the definitions for each criterion are provided beneath the scorecard.).The research team confirms the veracity of this weighted scorecard through sensitivity
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Frost & Sullivan 2018 10 “We Accelerate Growth” analysis, which confirms that small changes to the ratings for a specific criterion do not lead to a significant change in the overall relative rankings of the companies. The results of this analysis are shown below. To remain unbiased and to protect the interests of all organizations reviewed, we have chosen to refer to the other key participants as Competitor2 and Competitor3. Measurement of 1–10 (1 = poor; 10 = excellent) Company of the Year Visionary Innovation & Performance Customer Impact Average Rating Zonar Systems 9.5 9.5 9.5 Competitor2 8.0 8.0 8.0 Competitor3 7.0 8.0 7.5 Visionary Innovation& Performance Criterion 1: Addressing Unmet Needs Requirement: Implementing a robust process to continuously unearth customers’ unmet or under-served needs, and creating the products or solutions to address them effectively Criterion 2: Visionary Scenarios through Mega Trends Requirement: Incorporating long-range, macro-level scenarios into the innovation strategy, thereby enabling “first-to-market” growth opportunity solutions Criterion 3: Implementation of Best Practices Requirement: Best-in-class strategy implementation characterized by processes, tools, or activities that generate a consistent and repeatable level of success. Criterion 4: Blue Ocean Strategy Requirement: Strategic focus on creating a leadership position in a potentially “uncontested” market space, manifested by stiff barriers to entry for competitors Criterion 5: Financial Performance Requirement: Strong overall business performance in terms of revenues, revenue growth, operating margin, and other key financial metrics Customer Impact Criterion 1: Price/Performance Value Requirement: Products or services offer the best value for the price, compared to similar offerings in the market. Criterion 2: Customer Purchase Experience Requirement: Customers feel they are buying the most optimal solution that addresses both their unique needs and their unique constraints.
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Frost & Sullivan 2018 11 “We Accelerate Growth” Criterion 3: Customer Ownership Experience Requirement: Customers are proud to own the company’s product or service and have a positive experience throughout the life of the product or service. Criterion 4: Customer Service Experience Requirement: Customer service is accessible, fast, stress-free, and of high quality. Criterion 5: Brand Equity Requirement: Customers have a positive view of the brand and exhibit high brand loyalty. Decision Support Matrix Once all companies have been evaluated according to the Decision Support Scorecard, analysts then position the candidates on the matrix shown below, enabling them to visualize which companies are truly breakthrough and which ones are not yet operating at best-in-class levels. High Low Low High CustomerImpact Visionary Innovation & Performance Zonar Systems Competitor2Competitor3
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Frost & Sullivan 2018 12 “We Accelerate Growth” Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices Frost & Sullivan analysts follow a 10-step process to evaluate Award candidates and assess their fit with select best practice criteria. The reputation and integrity of the Awards are based on close adherence to this process. STEP OBJECTIVE KEY ACTIVITIES OUTPUT 1 Monitor, target, and screen Identify Award recipient candidates from around the globe • Conduct in-depth industry research • Identify emerging sectors • Scan multiple geographies Pipeline of candidates who potentially meet all best- practice criteria 2 Perform 360-degree research Perform comprehensive, 360-degree research on all candidates in the pipeline • Interview thought leaders and industry practitioners • Assess candidates’ fit with best-practice criteria • Rank all candidates Matrix positioning of all candidates’ performance relative to one another 3 Invite thought leadership in best practices Perform in-depth examination of all candidates • Confirm best-practice criteria • Examine eligibility of all candidates • Identify any information gaps Detailed profiles of all ranked candidates 4 Initiate research director review Conduct an unbiased evaluation of all candidate profiles • Brainstorm ranking options • Invite multiple perspectives on candidates’ performance • Update candidate profiles Final prioritization of all eligible candidates and companion best-practice positioning paper 5 Assemble panel of industry experts Present findings to an expert panel of industry thought leaders • Share findings • Strengthen cases for candidate eligibility • Prioritize candidates Refined list of prioritized Award candidates 6 Conduct global industry review Build consensus on Award candidates’ eligibility • Hold global team meeting to review all candidates • Pressure-test fit with criteria • Confirm inclusion of all eligible candidates Final list of eligible Award candidates, representing success stories worldwide 7 Perform quality check Develop official Award consideration materials • Perform final performance benchmarking activities • Write nominations • Perform quality review High-quality, accurate, and creative presentation of nominees’ successes 8 Reconnect with panel of industry experts Finalize the selection of the best-practice Award recipient • Review analysis with panel • Build consensus • Select winner Decision on which company performs best against all best-practice criteria 9 Communicate recognition Inform Award recipient of Award recognition • Present Award to the CEO • Inspire the organization for continued success • Celebrate the recipient’s performance Announcement of Award and plan for how recipient can use the Award to enhance the brand
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Frost & Sullivan 2018 13 “We Accelerate Growth” STEP OBJECTIVE KEY ACTIVITIES OUTPUT 10 Take strategic action Upon licensing, company able to share Award news with stakeholders and customers • Coordinate media outreach • Design a marketing plan • Assess Award’s role in future strategic planning Widespread awareness of recipient’s Award status among investors, media personnel, and employees The Intersection between 360-Degree Research and Best Practices Awards Research Methodology Frost & Sullivan’s 360-degree research methodology represents the analytical rigor of our research process. It offers a 360-degreeview of industry challenges, trends, and issues by integrating all 7 of Frost & Sullivan's research methodologies. Too often companies make important growth decisions based on a narrow understanding of their environment, leading to errors of both omission and commission. Successful growth strategies are founded on a thorough understanding of market, technical, economic, financial, customer, best practices, and demographic analyses. The integration of these research disciplines into the 360-degree research methodology provides an evaluation platform for benchmarking industry participants and for identifying those performing at best-in-class levels. About Frost & Sullivan Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth and achieve best-in-class positions in growth, innovation, and leadership. The company's Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined research and best practice models to drive the generation, evaluation, and implementation of powerful growth strategies. Frost & Sullivan leverages more than 50 years of experience in partnering with Global 1000 companies, emerging businesses, and the investment community from 45 offices on six continents. To join our Growth Partnership, please visit http://www.frost.com. 360-DEGREE RESEARCH: SEEING ORDER IN THE CHAOS
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