New clients can easily be overwhelmed by the vast array of features available in their new GPS tracking system. Some prospects may even be turned off by the idea of implementing GPS tracking, simply because it feels like too much to manage after viewing a demo. However, it does not have to be like that. There are many GPS solutions your clients and prospects can choose from. Many of the systems out there have many of the robust features offered by the Position Logic platform. What will help to set your business apart is the personal service you can provide as well as the guidance you can offer to help clients get the most out of their GPS tracking software.
GPS tracking puts so much data at the user's fingertips that it can be difficult to decide where to focus, and what areas of the fleet's performance the client should attempt to improve. From the plethora of vehicle location and diagnostics data available, you will have to help your clients parse out what will be most relevant and helpful for them to improve their business. On the location data side, GPS tracking can help routing vehicles, reducing labor costs, reducing the risk of vehicle theft. Vehicle diagnostics can help lower idle time, help keep on top of preventative maintenance tasks, or promote safe driving habits. The GPS tracking system can help with all these areas, but without clear goals and objectives, it is easy to become overwhelmed by the software and not substantially accomplish anything.
Instead of letting clients get lost in the details, an important part of the sales and implementation process is to help develop SMART goals (specific, measurable, achievable, relevant, and time bound). George T. Doran first wrote about the mnemonic acronym for SMART goals in 1981, and it has served as a reliable way for individuals and organization to set goals.
Goals that meet the five criteria of the SMART method will help set your clients up for success. For example, let's say your client wants to use GPS to improve fuel efficiency. That is a good goal to have, but it isn't a SMART goal. Below we will go through the various parts of a SMART goal, adding details to our initial objective of improving fuel efficiency.
These are the goals that target a specific area of improvement in the business. The original goal above fits that criteria: improving fuel efficiency.
SMART goals require something that can be quantified objectively or that at least has an indicator of progress. "Improve fuel efficiency" by itself is somewhat vague, so assigning a measurable value to it is vital. In this case, let's say improving the fleet's average MPG by 10%.
Some goals are not achievable, or achieving them will hurt another part of the business. For example, if the 'specific' and 'measurable' goal was to reduce fuel consumption by 100%, the only way to achieve that goal would be through shutting down the business. Alternatively, a goal of improving efficiency so each tech completes an additional 10 jobs per month may not be feasible. However, a 10% improvement in MPG appears more reasonable. If the fleet is averaging 15 MPG, the target will be 16.5 MPG. Depending on the size of the fleet, that 10% MPG savings could add up to several thousands of dollars.
SMART goals should also be relevant to the business's objectives. Improving fuel efficiency is relevant to most businesses operating a fleet of vehicles, and including tactics by which you'll attempt to achieve the goal makes it more applicable to the situation. In our case, let's include how we'll improve our fuel efficiency: reduce idle time, improve preventative maintenance programs, and enforce safe driving habits.
SMART goals are not open-ended. They have a time frame in which they should be accomplished. This part of the goal specifies when the result or results ought to be achieved. In our example, let's say by the end of the third fiscal quarter.
After going through the SMART goal methodology, the original goal of 'improve fuel efficiency' becomes much more concrete: Lower the fleet's average miles per gallon by 10% by the end of the third fiscal quarter by reducing vehicle idle time, improving preventative maintenance programs, and enforcing safe driving practices. Your clients will be much more successful with the GPS tracking solution you sell them if you help them set SMART goals they can use to reach their objectives.
If you’re thinking about starting a GPS tracking business, sign up today for a free demo. During the demo, you’ll learn more about the tangible benefits of GPS tracking, and how you can use the Position Logic platform to grow your business.