Post on 10-Dec-2021
• General Program Update (~7 Minutes) – Josh
• Models, Pricing, Dates, Mobile App Update
• Installation and Activation (~8 Minutes) – Elli
• Activation Form, K-Warranty Overview, K-Service App
• Fleet Management Demo (~8 Minutes) – Elli
• Demonstrate connection and use of ZTR and Cellutrak
• Why Telematics is Important (~7 Minutes) – Josh
• Sales focused topics – how to position and talk about telematics
• Questions and Answers (Balance of Time)
• Helpful Links and Resources
TABLE OF CONTENTS
Key Points• 1 – KubotaNOW Telematics Program Update• 2 – Activation and Provisioning Process Overview• 3 – Demo of myKubota and 3rd Party Telematics Integrations
Action Item• Understand Commercial Telematics Details • Understand telematics value proposition• Understand administrative process of setting up telematics• Functional understanding of telematics integrations available to
dealers
Rollout and PricingRollout Details and Pricing
• Telematics associated to machine like a warranty.• Full term included (no monthly recurring charges).
Launch for Dealer Owned andDealer Rental Fleet Machines
All Customer Availability Begins
Jan2021
KubotaNOW Components Retail D-NET
DCU6700 Telematics Modem $395.00 $300.20
Machine Specific Wiring Harness $130.00 $98.80
Total $525.00 $399.00
Supported Models
SVLSSV R Series KX Series U Series
RTV 900/1100
M4 Series M7 & M8M5 Series M6 Series
myKubota
1.View Kubota Equipment Resources
2.KubotaNOW Telematics Integrated
3.Detailed Equipment Data
Get Kubota equipment alerts on your
wearable device.
myKubota
4.Setup Geofence Alerts
5.Disable Re-start Functionality
6.Push Alerts to App and Watch
Promotional Materials
• KBT is adding KubotaNOW Telematics to Product Brochures
• Dedicated KubotaNOW and myKubota brochure in the works
DefinitionsModem: the black box installed on the machine that is used to process data and send it to KubotaNOW servers
Also Known As: DCU (Data Collection Unit)
Unique Identifier: IMEI (International Mobile Equipment Identity)
Installation
During the telematics installation:• Take a picture of the modem’s
white label and the machine PIN plate.
Activation
To access the submit a Machine to Modem Pairing:• Go to K-Service Web• Click Support Programs• Click link For KubotaNOW
Telematics Activation form
SummaryDuring Installation, take a picture of modem label with machine PIN plate
Use K-Service Web link to go to Activation form.
Submit KubotaNOW Telematics Activation form and await response.
Machine Telematics InstallDuring Telematics Kit installation:
Open the K-Service App and login.
Click Support tab at the bottom of the screen.
Click Machine Telematics Install button to begin.
Machine Search
Search for the machine you are installing telematics on.
Search using the Enter Machine Serial and Enter Machine Model fields, or the Scan Machine Serial Number option.
Unit Scanned
Once you have located your machine, you should be at the Unit Scanned screen.
Click the Step 1: Scan IMEI Barcode button
Scan IMEI Barcode
Take the modem you are installing, and cover the top and bottom barcodes with your fingers. Only the IMEI barcode should be visible.
Use your phone camera to scan the IMEI barcode.
Covered
Covered
Once scanned, you can see if the modem has reported yet.
NOTE: To have your modem report:
1. The telematics harness should be fully installed2. The modem should be plugged into the telematics harness3. The machine battery should be charged and connected4. The machine should be in an open outdoor space to allow
for cellular connection to be made.
When ready, click Step 2: Commit Machine/DCU Pairing button
Scan Complete
Once you get a Success message on the K-Service app, you can verify the data on K-Warranty.
Lookup the machine inventory record. On the Related tab, scroll to Major Components.
You should see a Telematicstype record with the IMEI number you associated.
Confirmation
Integrator Option: by
Initial pricing for importing a KubotaNOW asset into One i3 would be $1.99 per month, per asset.
Contact ZTR’s team for more details: support@ztr.com
Integrator Option:
Initial pricing for importing a KubotaNOW asset into the Cellutrak platform would be free through March 2021.
Contact Cellutrak’s team for more details:
Edward WolofskyTerritories: East West & Southern CoastTel: 1-888-901-8725 ext. 232edward@cellutrakca
Lea RezkoTerritories: Central & MidwesternTel:1-888-901-8725 ext. 225lea@cellutrakca
Key Points
Integrators can be contacted directly to answer questions regarding their platforms and integration options.
Your username and password will be provided by you to your integrator to access your data. Setup varies by integrator.
Sources of Telematics Value
• Opportunities based on knowing key events and thresholds throughout a product's life.Usage Based
• Opportunities based on analysis of customer profile, ie. full range of equipment, accessories, trade in cycles, for a given customer or customer type enables targeted marketing and sales efforts.
Customer Profile or Persona Based
• Using large datasets from equipment to determine trends, forecast parts demand, identify major economic trends, predictive modeling, etc...
Macro Data Analysis
• Single targeted use cases for specific issues like theft recovery and managing lease-end experience.
Specific Targeted Use Cases
Most direct approach to revenue.
More complex, less direct, but high value.
High value, but needs time and population.
Telematics Value Life Cycle
Hours
Years
500 1000 1500 2000 2500
1 2 3 4 5
1st Majo
r Ser
vice
2nd
Major S
ervic
e
3rd Majo
r Ser
vice
4th Majo
r Ser
vice
5th Majo
r Ser
vice
1 st2-Year Service
2 nd2-Year Service
Trade In Opportunity
2 ndOwner Relationship
Pro-Active Maintenance Opportunities
Warranty Over
New Machine Risk
1st Service
2nd Service
2 Year Service
Trade In
3rd Service
Second Owner Relationship
4th Service
2nd 2-Year Service
5th Service
Cumulative Revenue Opportunities
9+ Revenue Opportunities
Telematics Value Life Cycle
Process for Usage Based OpportunitiesEvents
● Service Interval● Fault Code● Warranty End● Trade In Age● New Accessory● New Model● Etc...
Offer and Action•Prescribed Action for Dealer
•Prescribed Action for Customer
Dealer pro-actively contacts customer.
Coordinated Direct to Customer Communication / Promotion
Order – Pay -Shipment
Restart
Value Increases with Time and Population
0100200300400500600700
0-500 Hours 501-1500 1501-2500 2501+
Machine Age
Quantity
You want as many as you can get over
here.
● Next Steps for Dealers1. Just Start
• Like compound interest, earlier is better2. Connect with DBS Provider, or3. Connect with Fleet Management Provider
• ZTR Onei3 Platform is an excellent, modern interface• Cellutrak is promoting free trials through March 2021 for Kubota
Dealers
● MULTIPLE CHOICE• Where can dealers get KubotaNOW information and
help?• K-Service Web• Showroom• Facebook• What is KubotaNOW?