Proving the Business Case for the Internet of Things

Connected trailer technology scoops Frost & Sullivan award

Steve Rogerson
April 2, 2015
French company Novacom has won the 2015 European Frost & Sullivan Award for Customer Value Leadership based on the market watcher’s recent analysis of the connected trailer market. Novacom has quickly entrenched itself in the connected trailer market with its robust trailer telematics, Trailermatics. Its stratified pricing model, coupled with a modular structure, is said to provide flexibility and a fulfilling user experience.
Trailermatics is aimed primarily at OEMs, logistics and cargo companies. The hardware unit – the DG200 terminal – is a mobile telematics modem connected to the electronic braking system (EBS). It comprises numerous technologies including fleet management, cold chain monitoring, security enhancement, carrier management, tyre pressure monitoring and lorry ID.
One of the primary benefits is its EBS-enabled ability to measure tonnes per kilometre. This ensures fuel efficiency by accurately understanding the mileage, and eventually ensuring timely delivery. Meanwhile, its cold chain package assists fleets servicing pharmaceuticals and foods, and its security package aids transport companies by monitoring assets round-the-clock through sensors for locks, RFID, EBS cable-connected control and secured pin access.
The tyre pressure monitoring technology facilitates fuel savings, improves steering control and decreases downtime. Its lorry ID creates added value by identifying the match-up of lorries and trailers.
"The Trailermatics is a comprehensive and scalable solution, which can be used by any asset type," said Frost & Sullivan research manager Sathyanarayana Kabirdas. "Although the upfront hardware costs are relatively low, for price-sensitive customers, there are leasing options."
Furthermore, Trailermatics follows a modular architecture, which gives users the flexibility to select individual service modules based on their requirements, and add modules as and when required. It is hardware-neutral and therefore allows for the easy integration of Trailermatics packages with users' existing hardware.
"Besides having a comprehensive range of packages, Novacom focuses on presenting it customers with superior services such as periodic training on the proper usage of its solutions," said Kabirdas. "While many in the industry offer a 36-month warranty period, Novacom customers enjoy a warranty period spanning the entire contract term, which is typically 60 months. It also guarantees total replacement of the product in case it breaks down due to technical defects."
The company boasts a Europe-wide service network workshop, which includes more than 200 trailer services workshops and more than 100 roadside assistance vans. The company almost doubled its installed base from 17,000 in 2010 to 30,000 in 2014.
The company has attained a dominant position in the European market, with maximum penetration recorded in the Nordic countries, Benelux and France. Having established itself in Europe, it is looking to expand its footprint in the global market by foraying into the USA and Australia.
"The key to the long-term success of any company is its ability to continuously nurture and enhance the value of its products and services for its customers,” said Krishna Srinivasan, global president and managing partner at Frost & Sullivan. “As such, Frost & Sullivan is excited to recognise Novacom for its industry-leading focus on improving customer experience in the connected trailer market."
Each year, Frost & Sullivan presents this award to the company that has demonstrated excellence in implementing strategies that proactively create value for its customers with a focus on enhancing the return on the investment that customers make in its services or products. The award recognises the company's focus on augmenting the value that its customers receive, beyond simply good customer service, leading to improved customer retention and ultimately customer base expansion.