2016 US HD Fleet Managers’ Voice on Advanced Truck Technologies

Fleet Managers Showing Preference for Service over Product Attributes Indicates the Rise of the Product-as-a-Service Business Model

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The aim of the study is to measure and analyze the current levels of and the changes in familiarity, desirability, and willingness to pay for advanced truck technologies by US Class 6-8 fleet managers. The study focuses on actionable insights in terms of the purchase decisions of fleet managers, offers insights focusing on key demands, satisfaction, and willingness to pay with respect to new technologies such as powertrain, safety, and telematics. Total cost of ownership, downtime reduction, regulation compliance, driver shortage, and equipment utilization are emerging as the dominant factors influencing fleet managers’ desirability and willingness to pay for advanced truck technologies. Growing awareness, impending regulations, and the enhanced value proposition of technologies that offer multi-dimensional benefits such as data for analytics are expected to drive the market. Original equipment manufacturers (OEMs) and suppliers of advanced technological solutions will need to highlight 'beyond-core' benefits to influence purchase decisions.

Table of Contents

1. Executive Summary
US Class 6-8 Truck Fleet Managers—Top-of-Mind Issues in 2016
Powertrain Technologies
Safety Technologies
Telematics Technologies
2. Research Objectives, Methodology, Background, and Scope
Research Aims and Objectives
Research Methodology
3. Powertrain Technologies
Powertrain Technology Summary
Influential Factors in the Powertrain Technology Purchase Process
Most Prevalently Used Powertrain Technologies—Current and Future
Future Purchase Plans Related to Engine Displacement
Future Intentions in Terms of 13L and 6-7L Engines
Decision-making Process for Engine Purchases
Primary Reason for Selecting OEM Nameplate Engines
Anticipated Pattern of Purchasing OEM Nameplate Engines
Expected Semi-automatic Transmission Suppliers for New Trucks
Expected Time Period to Recover Price Premium of Hybrid Trucks
Prevalence of Natural Gas Fuels Usage in Fleets
Diesel Price Threshold that will Influence Switch to CNG/LNG
Most Important Factors Determining Motor Oil Changes
Most Important Attribute in Lubricants for Vehicles with Emission After-treatment Devices
Key Insights—Powertrain Technology Trends 2016
4. Safety Technologies
Advanced Safety Technology Summary
Advanced Safety Technology Purchase Process—Influential Factors
Most Prevalently Used Advanced Safety Technologies
Advanced Safety Technologies in Fleets—Current and Future
Relative Importance of Safety Technology
Preferred Active Chassis Control Options
Factors Influencing the Fleet Safety System Supplier Selection Process
Factors Influencing the ROI of Safety Systems
Key Insights—Advanced Safety Technology Trends 2016
5. Telematics Technologies
Telematics Technology Summary
Influential Factors in the Telematics Technology Purchase Process
Most Prevalently Used Telematics Technologies
Relative Importance of Telematics Technology Options
Telematics Services and Hardware Installation
Current and Future Telematics Technologies in Fleets—Prognostics Technology
Interest in Remote Calibration and Maintenance Systems
Most Valuable Prognostic/Remote Diagnostic Information
Smartphone-based Brokering (Uber for Trucks)
Key Insights—Telematics Technology Trends 2016
6. Growth Opportunity and Companies to Action
Growth Opportunity—Current Offerings, Value-add Services, and Portfolio Expansion
Strategic Imperatives for Success and Growth
7. Key Conclusions and Future Outlook
Key Conclusions
The Last Word—3 Big Predictions
Legal Disclaimer
8. Appendix
Acronyms Used
Respondent and Fleet Facts
Fleet Profile


List of Figures & Charts

1. Class 6-8 Truck Fleet Managers: Top-of-mind Issues Impacting Business Decisions, US, 2016
2. Class 6-8 Truck Fleet Managers: Key Questions this Study will Answer, US, 2016
3. Class 6-8 Truck Fleet Managers: Influential Factors in the Powertrain Technology Purchase Process, US, 2016
4. Class 6-8 Truck Fleet Managers: Current versus Future Powertrain Technology Prevalence (Mean%), US, 2016 and 2017
5. Class 6-8 Truck Fleet Managers: Future Purchase Plans Related to Engine Displacement, US, 2016
6. Class 6-8 Truck Fleet Managers: Future Intentions towards 13L and 6-7L Engines, US, 2016
7. Class 6-8 Truck Fleet Managers: Decision-making Process for Engine Purchases, US, 2016
8. Class 6-8 Truck Fleet Managers: Primary Reason for Selecting OEM Nameplate Engines, US, 2016
9. Class 6-8 Truck Fleet Managers: Future Pattern of Purchasing OEM Nameplate Engines, US, 2016
10. Class 6-8 Truck Fleet Managers: Expected Semi-automatic Transmission Supplier for New, Future Trucks, US, 2016
11. Class 6-8 Truck Fleet Managers: Expected Time Period to Recover Price Premium of Hybrid Trucks, US, 2016
12. Class 6-8 Truck Fleet Managers: Prevalence of Natural Gas Fuels Usage in Fleets, US, 2016
13. Class 6-8 Truck Fleet Managers: Diesel Price Threshold That Will Influence Switch to CNG/LNG, US, 2016
14. Class 6-8 Truck Fleet Managers: Most Important Factors Determining Motor Oil Changes, US, 2016
15. Class 6-8 Truck Fleet Managers: Most Important Attribute in Lubricants Designed for Vehicles with Emission After-treatment Devices, US, 2016
16. Class 6-8 Truck Fleet Managers: Influential Factors in the Advanced Safety Technology Purchase Process, US, 2016
17. Class 6-8 Truck Fleet Managers: Current versus Future Advanced Technology Prevalence, US, 2016 and 2017
18. Class 6-8 Truck Fleet Managers: Current and Future Advanced Safety Technologies, US, 2016 and 2017
19. Class 6-8 Truck Fleet Managers: Relative Importance of Safety Technology, US, 2016
20. Class 6-8 Truck Fleet Managers: Preferred Active Chassis Control Options, US, 2016
21. Class 6-8 Truck Fleet Managers: Factors Influencing the Fleet Safety System Supplier Selection Process, US, 2016
22. Class 6-8 Truck Fleet Managers: Factors Influencing the ROI of Safety Systems, US, 2016
23. Class 6-8 Truck Fleet Managers: Influential Factors in the Telematics Technology Purchase Process, US, 2016
24. Class 6-8 Truck Fleet Managers: Current versus Future Telematics Technology Prevalence, US, 2016 and 2017
25. Class 6-8 Truck Fleet Managers: Relative Importance of Telematics Technology Options, US, 2016
26. Class 6-8 Truck Fleet Managers: Telematics Service and Hardware Installation, US, 2016
27. Class 6-8 Truck Fleet Managers: Current and Future Prognostics Technologies in Fleets (Mean%), US, 2016 and 2017
28. Class 6-8 Truck Fleet Managers: Current and Future Prognostics Technologies in Fleets (Mean %), US, 2016
29. Class 6-8 Truck Fleet Managers: Most Valuable Prognostic/Remote Diagnostic Information, US, 2016
30. Class 6-8 Truck Fleet Managers: Interest in Smartphone-based Brokering, US, 2016
31. Class 6-8 Truck Fleet Managers: Strategic Imperatives, US, 2016
32. Class 6-8 Truck Fleet Managers: Key Conclusions, US, 2016
33. Class 6-8 Truck Fleet Managers: Respondent Facts and Fleet Facts, US, 2016
34. Class 6-8 Truck Fleet Managers: Vehicle Classes and Private versus For-hire Fleets, US, 2016
35. Class 6-8 Truck Fleet Managers: Respondent Profile, US, 2016





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