Market Research Logo

2017 European Fleet Managers Desirability and Willingness to Pay for Fleet Management Solutions—France, Germany, the UK, Italy, and Poland

2017 European Fleet Managers Desirability and Willingness to Pay for Fleet Management Solutions—France, Germany, the UK, Italy, and Poland

The main objective of this study is to investigate typical attitude towards fleet telematics (fleet management system solutions), understand key features and service expectations, explore perceptions and willingness to pay for fleet telematics services, examine vendor satisfaction and brand perceptions, and to look into vendor consideration and selection criteria. Data were collected by a panel-based survey in France, Germany, Italy, the UK, and Poland. A total of 206 decision makers or key influencers for fleet management solutions were surveyed to obtain the results.
Service packages discussed in the study are fuel management, vehicle management, safety and security, order management, driver management, driver behaviour management, and trailer management.

Research Scope
Evaluate general attitudes towards fleet telematics (FMS)
Understand features and services that are expected from a device as well as most preferred back-office services
Measure perceptions and willingness to pay for fleet telematics services
Understand key vendor consideration and selection criteria
Measure level of satisfaction with vendors
Why Connected Truck Market?
By 2020, more than 35 million of trucks globally will be connected.
Nearly 40% of fleet managers feel connected trucks are a “must have”.
With smart roads and smart cities, smart trucks will be a necessity.
Driver behaviour and compliance will be the key aspects for fleet optimization
Future trucks allow the user to easily pay for fuel, toll, parking, infotainment, and many more in real time.

Research Highlights
Challenges faced and current non-telematics solutions used to address them - identifies current non-telematics solutions used to address their challenges and the benefits realized
Awareness and attitude towards telematics - identifies the perception of telematics and reasons for not investing
Usage of telematics and benefits realized - presents the type of telematics solution largely used and reasons for investing
Preferred telematics vendor and satisfaction index - showcases the satisfaction level of current telematics solution and presents the preferred telematics solution for future
Preferred telematics hardware and future expectation - identifies the preference of hardware device and in-cab display
Preferred telematics services and future expectation - highlights the most used telematics services today and preferred telematics services for future
Preferred pricing and business model - identifies the preferred hardware and service pricing of telematics services and packages and interest towards new business model
Preferred selection criteria of telematics vendor - identifies the initial criteria to nominate a telematics vendor and popular medium used to follow telematics vendor


  • Executive Summary
    • Key Sections Covered in the Customer Research
    • Challenges Faced and Current Solutions Used to Address Them
    • Awareness and Attitude Towards Telematics
    • Usage of Telematics and Benefits Realised
    • Preferred Telematics Vendor and Satisfaction Index
    • Preferred Telematics Hardware and Future Expectation
    • Preferred Telematics Services and Future Expectation
    • Preferred Pricing and Business Model
    • Preferred Selection Criteria of Telematics Vendor
    • Vehicle & Fuel Management are Key Services for Non-users, While Driver Management is the Key Service for Users
    • OEMs' Solution Show Higher Preference Amongst Fleets
    • Preferences of Telematics Users and Non-users
    • Current Interest and Preference Matrix by Country
    • Package Priority by Country—Current Versus Future Interest Matrix
  • Research Objectives and Methodology
    • Research Objectives—Fleet Management Survey
    • Research Methodology
    • Definitions
    • Research Methodology—Questions About Fleet Telematics Services
  • Connected Truck Market—An Overview of the European Market (Market Context)
    • Total Cost of Fleet Operation—Benefits of Installing Telematics
    • Types of Savings Using Telematics—Managing Cost is Essential
    • Key Telematics Services
    • Key Telematics Services to Integrate in Future
    • Opportunities for All—Fleet Manager and Telematics Provider
    • Case Study—Importance of Fleet Manager's Feedback
    • Connected Truck Growth Potential
    • European Fleet Telematics Market—Market Snapshot
    • European Fleet Telematics Market—Regional Snapshot
  • Sample Overview
    • Sample Structure—Fleet Characteristics
    • Sample Structure—Customer Type
    • Respondent Position and Industry
    • Area of Operation and Annual Mileage by Country
  • Challenges Faced and Current Solutions Used to Address Them
    • Challenges Faced and Current Solutions Used to Address Them
    • Key Challenges in Operating the Fleet
    • Key Challenges in Operating the Fleet—2012 Versus 2016
    • Key Challenges in Operating the Fleet
    • Criteria for Choosing Non-telematics Solution and Benefits Achieved
    • Widely Used Non-telematics Fleet Management Solution
  • Awareness and Attitude Towards Telematics
    • Awareness and Attitude Towards Telematics
    • Familiarity of Fleet Telematics Solutions
    • Attitude Towards Fleet Telematics Solutions
    • Reasons for Not Investing into Fleet Telematics Solutions
    • Benefits that Can Convince to Use Fleet Telematics
    • Likeliness Towards Fleet Telematics in Next Vehicle Purchase
  • Telematics Solutions Usage and Benefits Realised
    • Usage of Telematics and Benefits Realised
    • Fleet with Telematics Solutions in Use—Penetration Level
    • Reasons for Investing into Telematics
    • Fleet Telematics Packages Widely Used
    • Satisfaction with Telematics Solutions
    • Usage and Type of Fleet Telematics Supplier
  • Telematics Users Preferred Vendor and Satisfaction Index
    • Preferred Telematics Vendor and Satisfaction Index
    • Satisfaction and Willingness to Change
    • Preferred Fleet Telematics Vendor
    • Integration of OEM Telematics in Other Vehicle Makes
    • Willingness to Retain Telematics Services After Initial Free Year
    • Preferred Telematics Vendor for Different Telematics Packages
  • Preferred Telematics Hardware and Future Expectation
    • Preferred Telematics Hardware and Future Expectation
    • Preferred Type of Fleet Telematics Hardware
    • Key Selection Criteria—Telematics Hardware Device
    • Preferred Type of Fleet Telematics Hardware Display
  • Preferred Telematics Services and Future Expectation
    • Preferred Telematics Services and Future Expectation
    • Penetration and Usage of Telematics Solutions
    • Vehicle Management—Usage
    • Safety & Security Management—Usage
    • Order Management—Usage
    • Frequency of Driver Management Telematics Usage
    • Trailer Management—Usage
    • Preference of Telematics Packages—Current Usage Versus Future Interest
    • Preference for Integrating Key Value-added Telematics Services (I)
    • Preference for Integrating Key Value-added Telematics Services (II)
    • Key Services When Integrating Telematics with Fuel Card
    • Interest for Integrating Telematics Hardware Other than Trucks
  • Preferred Pricing and Business Model
    • Preferred Pricing and Business Model
    • Preferred Pricing for Fleet Telematics Hardware Device
    • Preferred Pricing for Individual Telematics Packages—By Country
    • Preferred Pricing for Individual Telematics Packages
    • Preferred Pricing for Integrating Individual Additional Services
    • Preferred Business Model—Upfront Investment Versus No Upfront Cost
    • Preference in Profit Sharing Business Model
    • Preference in Volume-based Usage Payment
  • Preferred Selection Criteria of Telematics Vendor
    • Selection Criteria of Telematics Vendor
    • Selection Criteria—Fleet Telematics Vendor
    • Selection Criteria—Aftersales
    • Information Sources
  • Appendix
    • Market Engineering Methodology

Download our eBook: How to Succeed Using Market Research

Learn how to effectively navigate the market research process to help guide your organization on the journey to success.

Download eBook

Share this report