By Bruce Lilly, Contributing Writer
This story appears in the December 2014/January 2015 issue of iTECH, published in the Dec. 15 print edition of Transport Topics. Click here to subscribe today.
ROI numbers can come from many sources, so the issue arises of which numbers can be trusted.
“When calculating the ROI for a new technology, the first thing is to make sure the numbers you get are solid and indisputable,” said Yves Provencher of Performance Innovation Transport. “You may see numbers on websites or in magazines that aren’t reliable. You need to consult with a reliable third party.”
Soliciting a range of input externally and internally is another tactic. “We encourage companies to engage several different technology providers and include people from different departments within their own company,” said Deryk Powell of Velociti Inc. “When a company engages all stakeholders and all potential vendors and then commits itself to doing a measured evaluation, that’s when you get the best results. Your numbers have more validity.”
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One of the most valuable sources of information is actually the competition, according to Dan Murray of American Transportation Research Institute. “One of the best ways to get reliable information on the benefits of technology is from other trucking companies.”
“Competitive as we are as an industry, we seem to be very receptive to taking a phone call from one of our competitors and talking about the technology we’re using,” Murray said. “That sort of peer review and collaboration on what’s working well and what’s not working well is one of the best sources of information, both in terms of credibility and accuracy. I suggest that carriers ask vendors for the phone numbers of comparable fleet customers who have used the technology for at least a year. Most people are really quite receptive and candid about sharing the pros and cons.”
