S E N I H C A M G E N T I A E D SE P U T E E FL
Feb u 201 rary 6
WELCOME ABOARD Welcome to the second edition of the Seeing Machines Fleet Quarterly Update. In each edition we will endeavour to provide an overview of our progress as we build momentum in the commercial fleet market.
NEW YEAR, NEW OPPORTUNITIES At the core of our offering is a preventative solution for the biggest driving risk factors; fatigue and distraction. Our existing customers and new prospects are consistently being surprised by the results of our 60-day assessments because it’s the first time they’ve been able to objectively see the risks of fatigue and distraction to their organisations and their drivers.
PAUL ANGELATOS Chief Operations Officer
As the world ushered in the Chinese New Year, at Seeing Machines, teams were busy preparing for the upcoming tradeshow season in the U.S. Buoyed by the progress made at the 2015 December Sales Conference, the sales and marketing teams were preparing the launch of an exciting offering that will leapfrog our competitors in the safety telematics space. The first 6-9 months of the Fleet business has seen Seeing Machines embark on a steep learning curve. We have had to refine both our technology product and our services offering to be more relevant to this new market. We have listened to our customers and as a consequence have some exciting developments in the works. We are constantly striving to improve the way in which we deliver services and are extracting cost out of the business through a combination of process improvement and outsourcing non-core capabilities.
Forward-facing cameras have seen significant uptake in commercial fleets, primarily for accident litigation. I am pleased to announce that our product and engineering teams have successfully integrated this capability into the fleet product making our solution the first preventative solution to provide 360-degree situational awareness. The product combination of our proprietary driver state detection algorithms & driver camera, forward-facing camera, high-sensitivity accelerometer, and data connectivity are the essential building blocks for creating future value in our recurring services: location-based services such as geo-fencing, black-box event recordings and driving behaviour data analysis. We are confident in our product roadmap and have undergone an extensive product branding evolution to reflect our aspirations in the commercial fleet space. The launch of our updated brand and product offering will commence in March at three of the most influential trucking and safety shows in the U.S. In parallel, we have been building a sales pipeline outside of our historical mining
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market, and are now seeing the benefits. Our client assessments are progressing rapidly with several new assessments to commence this quarter. We have also successfully concluded a number of key assessments from the previous quarter with commercial negotiations now well advanced. The momentum within this business is now apparent, the exciting opportunities ahead of us are evident in the willingness of several large telematics companies keen to assess our technology with a view to integrating our unique capabilities. We continue to work closely with Caterpillar as they accelerate their efforts to market and sell our fleet solution into their fields of use with several assessment opportunities in the U.S.
Seeing Machines has also welcomed Les Carmichael to our Board of Directors. Les brings with him decades of experience in the commercial road transport industry including experience as a Director at GlobalTrans Logistics, CEO of Taylor Companies, VP at Swift Transportation and a host of other US logistics companies. This is a significant appointment for Seeing Machines from which we expect to see a direct benefit to our fleet business.
BUILDING A BRAND Since licensing our DSS Mining solution exclusively to CAT, the company began a transition away from using DSS as a brand for the commercial fleet market. The company used Seeing Machines Fleet as an interim solution. Our offering had built upon the success in mining, but was becoming more of a solution - with less of an emphasis on the hardware and more on our value-added services. The brand also needed to speak to both fleet managers, and their drivers. GUARDIAN by Seeing Machines essentialises what we do - we prevent fatigue and distraction events becoming accidents, and we protect drivers, cargo, and other road users. The logomark reflects the concept of a ‘guardian angel’ and also the front grill of a truck. The geometry compliments the parent Seeing Machines ‘Cube’. Paired with the product tag - ‘Prevent. Protect’, the brand uniquely positions our offering to the commercial fleet market. Updates to our website reflecting the new branding and messaging will be rolled-out over the coming weeks.
To conclude, we are very excited to be expanding our presence and capability, Market reports project that telematics solutions are projected to rise to 2.65 million units in service by 2018. Seeing Machines is poised to take advantage of the future growth of this sector.
UPCOMING EVENTS MARCH - 6-8. Las Vegas, Nevada: Truckload Carriers Association MARCH 31 - APRIL 2. Louisville, Kentucky: Mid-America Truck Show APRIL 24 - 26. Cincinnatti, Ohio: National Private Truck Carriers Association APRIL 26 - 28. Birmingham, UK: Commercial Vehicle Show (co-exhibiting)
FACING FORWARD The demand for road-recording cameras has seen exponential growth in the last 24 months in both the commercial fleet and mass automotive markets. Motorists and businesses alike are seeking the reassurance of an ‘objective source of truth’ in the event of an accident. Many of our existing customers have been asking if our solution includes a forward-facing camera (FFC), and we have responded by integrating with a BLACKVUE wireless FFC. The combination of our proprietry driver facing technology and the forward facing camera, our customers can have a the full story when an event is triggered.
ONBOARDING A snapshot of some of the safety leaders that we’re proud to be working with. Please note that some opportunities cannot be broadcast due to commercial sensitivity.
Large Insurance Provider (New Zealand)
The team is working closely with a major trucking insurance provider in New Zealand to run assessments with five of their major trucking customers. Upon successful achievement, those companies will have their premiums reduced to reflect the lowered risk when protected by Seeing Machines technology. The immediate opportunity is 300 vehicles, however the indirect opportunity is much greater across the 4000+ vehicles insured by the provider.
Major Fresh Food Distributor (US)
A premier distributor of fresh produce and dairy products in southeast USA commited to the safety of their drivers and maintaining several hundred state-of-the-art vehicles. As a member of the ‘Produce Regional Operators Advancing Cooperative Trade’ (PRO*ACT), the opportunity lies in the wider network that operates 71 distribution centres and 1,950 distribution trucks.
Coach USA (US)
After a successfully executed assessment, we are now in final commercial discussions for the first volume deployment. The parent company, Stage Coach Group, operates 10,900 buses and coaches transporting 3 million customers a day.
Large Freight Carrier (US)
We are excited to announce an assessment with a large freight carrier that operates over 1,000 vehicles. Dedicated to meeting and exceeding safety regulations, this company has already implemented e-logbooks in 2012 and is a proven early adopter of technology.
Global Freight and Logistics Carriers (US)
One of the largest multi-national freight and logistics companies with over 15,000 vehicles is commencing a technical assessment of our solution. They annually invest millions of dollars in equipment and technology to prevent injuries and accidents, both on the ground and in the air. Cooperation and integration with a major telematics partner is an additional benefit to this opportunity.
Public Transport Authority (UAE) The government body responsible for providing public transportation services in Dubai
including the public bus network and inter-Emirates transport. After successful completion of the assessment program, commercial discussions are in progress with a potential rollout of 1,500 vehicles. The PTA has also decided to commence an assessment for suitability in their network of trams.
Dubai Taxi Corporation (UAE)
A large Government taxi fleet with in-excess of 5,000 vehicles. www.dubaitaxi.ae/ After successful completion of the assessment program, commercial discussions are in progress. Initial work has led to Dubai Taxis nominating Seeing Machines for two prestigious awards: The Dubai Government Excellence Program (DGEP), and the RTA Safety Initiatives Award.
KALARI ONBOARD An Australian wide company who are a specialist bulk logistics provider. www.kalari.com.au/ Successful completion of the assessment led to a quick decision that our technology was necessary to protect their entire long-haul fleet of over 150 vehicles. Kalari is part of the Swire Group - a global diversified conglomerate with interests in aviation, food-chain, trading and industrial services.
SAFELY SHIPPING Global port logistics company, DP World, conducted a successful trial in Korea late last year. The results were so impressive that they have committed to a 90 unit rollout across their fleet of container tractors - initially in two of their ports in the Phillipines. As the fourth largest global terminal operator, DP World operates over 60 ports world-wide and is commited to the safety of their people.
PARTNERING IN ASIA
TELEMATICS INTEGRATION
Discussions are also underway with several of the world’s largest fleet telematics providers, each with an install base of over 500,000 units. There has been significant interest from telematics providers to integrate our offering with traditional telematics platforms in order to provide additional value to their customers base.
Discussions with a South-East Asian distributor are well-advanced. Malaysia alone has experienced immense growth in road haulage with an estimated 4.7% compound annual growth rate (CAGR) on a 69,000 base in 2012. The well-connected potential distributor has access to large commercial fleets and coach businesses in the region. With the first round of customer engagements already completed and with a pipeline in the thousands we are working with our partner in both establishing a permanent service and sales presence as well as taking advantage of the initial prospect response to deliver significant volume of connected units within 2016.
SAVING LIVES
Pioneering the field of driver monitoring to make the world safer is at the core of our DNA at Seeing Machines. This mission would be impossible without the continued support of our investors. We trust that you find this publication useful. The next Fleet Quarterly will be released in May 2016. If you have any questions or content suggestions please send through to: investors@seeingmachines.com
CONTACT US. investors@seeingmachines.com