Making Toll Easier

Okay. Hello everyone. Good afternoon. Welcome to our webinar.

My name is Caitlin Beaterman. I am part of the Bestpass marketing team,

and we are excited to have you to review our toll management solution,

as well as take a deep dive look at how an integrated approach to toll

management,

as well as bypass management can positively impact your organization.

Leading today’s discussion is Shauna Thk, uh,

who has been with Bestpass for the last three years,

helping our team to find the right solutions to meet our customers’ needs.

I do want to point out that today’s session will be recorded and we will be

sharing that recording with you afterwards. Um,

and we also have a q and a tab where you can add any of your questions

throughout the presentation, and we will get to them at the end.

Oana, take it away.

All right. Thank you, Caitlin.

So you’re very welcome.

Thank you all for joining us today. It’s lovely to have you here. Um,

before we dive in,

we’re going to launch a very quick poll to see if any of

the toll related issues that we typically see here at Bestpass are ones that you

are all seeing also.

So are you lacking visibility that you would like to have around your toll

spend and where it’s coming from?

Are you or your team spending time manually processing paper toll

or violations that come in the mail?

Do you think you’re spending more than you should be on toll and the extra fees

that come with it? And finally,

are your vehicles fully covered for toll in all the places they travel?

So please take a moment and let me know if any of these issues

here are relevant to you or to your team.

And I’ll give everyone a moment to vote.

It’s possible that more than one of these are relevant to you.

So even if it only lets, it might only let you choose one,

but typically we see even more than one.

Okay, so,

All right.

So it looks like some of these are issues for many of

you today. So this is helpful to see.

Thank you for participating and luckily you are in the right place

because today we’re gonna look at what Toll can do and what it can look like

for you when you partner with Bestpass.

We’re gonna discuss the Bestpass and Drivewise partnership,

and we’ll talk about how that can help you in your fleet as well.

Bestpass was founded in 2001 by the New York Trucking Association.

Our founders saw how toll impacted trucking fleets,

and they began partnering with the tolling authorities to offer

customized toll for fleets.

They started in the Northeast where toll is is prevalent and

expanded outward from there until the service became fully nationwide.

Now we partner with over 50 tolling authorities across the US

and cover toll for our customers wherever they travel.

Coast to coast started four truckers by truckers.

We have grown from 5,000 customers to 32,000 customers in just the past

three years.

So what you see here is what the current tolling landscape looks

like in the us. As you can see,

it’s pretty complicated. There are over 50 different authorities,

all with different tolling accounts,

different payment processes.

They have different abilities to offer reporting or not

different coverage types, device types,

and varying degrees of support for customers,

particularly for fleets.

And a typical fleet will find this pretty hard to navigate.

It often requires a significant lift on the fleet and on the

team in the back office to manage the necessary accounts based on where

your vehicles travel. So that’s why we’re here. Here at Bestpass.

We believe that toll is a distraction for fleets,

and it is often costly and takes resources away from a fleet’s main

focus.

We’re helping fleets today solve their tolling issues by offering coverage

on toll nationwide that allows you to easily manage your vehicles,

your devices, and even trailers,

while providing you with quick and easy reporting on all of the costs and the

data related to the toll that you run.

We provide this visibility into your fleet’s toll that is often a missing piece

for our customers prior to coming to Bestpass and starting their partnerships

with us.

One feature of our reporting that many customers take advantage of is what we

call cost centers.

Cost centers allow a fleet to bucket their vehicles into different

groups for reporting purposes.

So that will allow them to easily view toll spend by

region, by location, by business unit,

whatever category makes sense for your business.

This is typically a pretty manual process otherwise,

and it’s something that we’ve seen greatly help our customers in managing their

spend and also in allocating their budget to the parts of their business

where they need it.

One of the biggest complaints that fleets have around toll is

paper toll, um, paper mail related to toll, toll bills,

uh, toll violations, things that they receive in the mail,

and the actual processing of those.

With each issuing tolling authority.

Bestpass reduces these violations and the manual work that they create

by an average of 90% for each fleet.

We do that by providing you with one account for all of your toll

and one monthly statement shown here that gives you visibility

into the manual into where all of your toll is coming from.

Removing the manual work that toll creates for a fleet can actually be

a huge time savings for your team.

And what we’ve seen is that equates to a cost savings as well.

So some of the ways that we reduce cost of toll, um,

first,

we help prevent the paper toll and the work that it creates

for you and your team set. Second,

we provide you with the visibility into your toll and your spend to help you

make better business decisions. Um,

we have a very popular high plate toll report that shows a

fleet where ve which vehicles are hitting the most expensive tolls,

and then that allows the fleet to determine maybe they need to assign devices

differently or change routes or address driver behavior.

And lastly, we help reduce costs by minimizing,

or I’m sorry,

maximizing the available discounts on the toll itself that

you receive.

So our focus is to ensure that you’re always paying the lowest possible

rate on the toll that you run on the screen here,

we actually show you a few of those discounts that our customers are receiving

today and what they look like.

I think we’ve chosen five of the most popular areas for toll,

where it can be very expensive. Um,

and this shows you what those discounts can look like.

We also understand that every fleet is different and you might need to

address toll differently for some parts of your fleet versus others.

So we, what we offer here is,

is absolutely not a one size fits all solution.

We don’t offer just a single type of toll coverage or a blanket service.

We offer regional coverage. We have different device types.

We even offer plate only coverage, which I’ll speak to in a moment. We,

the, the biggest focus for us here is not only to improve efficiency,

but to make sure every customer is getting the best possible service they can

when it comes to toll.

So there are different devices out there,

it’s probably not a surprise to a lot of you here. Why does it matter? Well,

different devices behave differently,

and the truth is that the most reliable,

the most accurate and cost effective method of toll and

toll coverage is using a transponder.

So using a physical device typically in the windshield of a car or

of a tractor of any type of vehicle.

But it also can be applied to a license plate in some cases or to,

um, the roof and mounted to the roof of the vehicle.

The tolling authorities process that toll specifically on an

automatic basis.

So there is no manual intervention in the way that toll is captured.

So for our customers,

you’ll actually get access to that reporting very quickly and it will be very

accurate. However,

there are times when you may not want a device in a windshield or on a

license plate or on the roof of the vehicle.

You may own your assets or you may lease them, you might be renting them today.

You might also use trailers,

which are often a big offender when it comes to toll violations.

In these cases,

we can actually provide toll coverage by license plate only.

We refer to that as plate coverage,

and we offer it wherever possible throughout the United States.

Not every state recognizes plate only coverage yet, but many do.

And that is a service that we can offer.

The caveat here is that with plate toll coverage,

there is a degree of manual support at the tolling authority and also here

at Bestpass. So it can take longer to post that data,

and it might not be, um,

it won’t always apply the maximized discounts that we talked about a few minutes

ago. However,

if you are having a device in your vehicles does not work,

this is an option that we can offer for our customers. In either situation,

whether you’re using a device or plate coverage,

we ensure that all of your vehicles and your trailer plates are on file with

every towing authority where you, you travel.

So you’ll be covered regardless of if you’re using a device or not.

So why best paths? Well,

if your fleet is experiencing any of the issues that we just discussed,

we’re here. We have active partnerships with every tolling authority,

and our goal is to be your one and only partner with everything

related to tool.

So I wanna take a quick moment and touch on the partnership between Drivewise

and Bestpass.

The focus of our partnership is to allow all of our customers to be

proactive with the data that we’re providing.

While our partnership is still relatively new,

our teams are hard at work behind the scenes,

working on integrating all of our data into the existing systems that

you already use. We’re heavily focused on building what is next.

While we’re still continuing to grow our tolling and our bypass

networks,

we continue to customize the toll service that we provide here at Bus Pass based

on what all of our customers need.

And while other tolling providers charge processing fees,

transaction fees, administrative fees, at Bestpass,

we only have a once monthly fee per vehicle.

We keep it simple for you regardless of how much toll you run or how many

vehicles you need covered for toll. And lastly,

because we were built by fleets for fleets,

we know the challenges that you face and we do everything we can to support your

fleet with whatever your needs are.

We believe that tolling is a byproduct of doing business and a distraction

for organizations that prevents you from focusing on your core business.

We provide support and insight into tolling data.

We eliminate administrative headaches and we give back resources to

our customers.

So before we move on and we start to wrap up,

please let me know how important is it to you on a scale of one to

10 to solve your issues with Toll?

Do you feel like the gentleman in the photo here when it comes to toll or

is it more manageable for you and it’s not a priority?

If anything that I covered today sounds like you and your team or your

organization, let’s explore If we might be able to help you

here at Bestpass, our products simplify tolling with a single statement,

a payment, and a single service so that you can get back to work.

So I’ll give everyone a moment to wrap up that poll

and then I think we are ready to move on to questions. Yes,

Caitlin?

Yes, that is correct. Thank you so much, Shauna. Okay.

All right. So our first question here,

lemme just pull it up real quick. So Shauna, someone asked,

can you tell me how you would help a fleet that has a Par has

partial National Travel and partial regional travel?

Sure, yeah, that’s, um,

that’s probably many if not most of the fleets that we

service today. Um,

so we would take the time with you upfront to fully understand

where your fleet is traveling,

what your issues have been to date with Toll, um,

what your biggest problem areas are,

and then based on where you travel and what you need,

we would make sure you had the right coverage for your vehicles. Um,

so for example,

that might mean part of a fleet with Coast to coast coverage so that

they’re covered in any state that they might run through, where part of an the,

another part of the fleet might be regional only and stay in,

let’s say the Northeast or in, down in the Southern states,

maybe around like Texas, Kansas, Oklahoma area, whatever the case is,

we’ll make sure that the devices are only the ones that you need. Um,

the coverage is only what you need.

And so that program might be kind of tiered and set up differently,

but it would be custom based on what,

what that customer issues were and what their needs were with Toll.

Great. I hope that answered that person’s question. Um,

so speaking of of impact, um,

can you give an example, um,

or share the impact that Tool management has had on one of your customers?

So the issues that we talked about upfront, um,

related to visibility,

manual work and administrative work at the fleet, um,

paying too much or ex having excess fees related to toll.

And then lastly, not having full coverage and,

and it looks like there was a decent spread across those issues for everybody.

Um, those are all,

those are all issues that anyone coming to Best Pass will see improvement

1. Um,

typically before joining Bestpass, I, I,

I see most customers have multiple people involved in Toll. Um,

sometimes it’s between three and five or six other times it’s up to

10 to 12 people at some point in time in a given month having to

stop what they’re doing and address toll.

And as we’ve learned here that there is no toll manager role

in, um, any fleet. If there is one out there,

I want to meet them because we are, we have never met a toll manager before. Um,

we’re pretty sure no one has this as their job.

And as a result it gets passed around a lot in the fleet.

So lots of different people will end up touching Toll at one point in the month

or the week. And it is not their job, it’s not their focus.

They’re focused on safety or driver retention or any other

of the many things that a fleet has to manage in a given month.

And it takes up a lot of resources. When people come to Bestpass,

they’re able to take a lot of that.

We take a lot of that off their plate and most of the time we can bring it down

to one, maybe two people depending on the size of the fleet.

And all those other folks don’t have to focus on toll throughout the month and

they can do what they’re, what they’re intended to do.

Wow, really taking something that shouldn’t, you know,

seems to cause a lot of headaches for, for people and just,

just simplifying it. Um,

we have two que two more questions here and we’ll still probably have a little

bit of time at the end, so make sure that you get your questions in. Um,

are you able to give us a precise saving from our current statements?

Sometimes we can, um, sometimes we can. It depends on your statements,

where they’re from, um, how accurate they are for your fleet.

Long term meaning is every month typically the same travel

around the same amount of vehicles on the road hitting toll or does it vary

month to month?

If it’s typically around the same and you give us a good sample month,

let’s say, of data,

we can do a pretty accurate analysis for you of what your costs

would be prior to and then after joining Bestpass. Um,

I will say though, one of the,

the biggest savings that people receive when they sign up with us and they often

don’t realize that before they speak with us is all of those

extra fees that we talked about earlier, the violations, um,

the processing fees, the administrative fees, the transaction fees.

A lot of people are paying transaction fees on toll right now and they may not

even realize it. Um,

all of those things go away because we don’t charge those serve tho those fees.

So those,

in addition to maximizing discounts and getting time back,

all of that has a value, uh, and that value is different for every fleet.

Got it. And um,

one of our other questions is coverage based on a flat,

a flat rate or based on the amount of vehicles in the states you that you travel

in?

Good question. Um,

the way our service works is it can be nationwide

or regional only, or a combination of the two. And,

um, you can cover your vehicles for what they need.

So if part of the fleet is traveling nationwide, maybe they have,

they’ll have a different device and a different type of service where the other

part of the fleet that’s regional only would have a different device and a

different different type of service, if that makes sense.

Mm-hmm. Definitely.

And if you are asking questions and you know you wanna follow up,

please add those to the list as well. Um, so someone asked,

who can we contact for the saving outlook? Referring I think back to,

um,

how you can determine a more precise savings based on their current

statements. Who would they reach out to for that?

Um, you could actually reach out to the email address right here,

sales at Bestpass and somebody from our team would be able to get

in contact with you, ask you the questions that they need to,

to fully understand what you’re doing now with Toll,

and then we can give you as accurate as possible of, uh,

of our ROI on what a program with Bestpass would do. If,

if you have issues with toll, it often helps, but if it’s not gonna be a,

a help to you or if the savings isn’t there, we’ll let you know that too.

Excellent. Uh, someone asked if,

if I were to bring on Bestpass,

what does a typ typical implementation process look like for

a, for a fleet?

We are asked that question a lot. Um,

I think it sounds worse than it actually is and I have a good visual for it.

I wish I brought today that, that, um, we could share. But basically,

depending on what you have now in place for toll, um,

we would kind of coach you through that process and walk you through what needs

to happen.

So let’s say you have toll coverage from multiple tolling authorities and maybe

some through a fleet management service right now.

We would explain to you how those plates,

your license plates need to get dropped from the fleet management service and

then how to bring your plates from any tolling authority over to Bestpass.

Once we have your license plates on file and we reach out to

tolling authorities, they will, in some cases,

they’ll immediately drop them to us.

Sometimes we might need you to help us with that communication.

Once we have your plates on file, the bigger the,

the harder part is done from there. If you do need devices,

our team is on site here in upstate New York, our shipping department,

and they will fulfill that order whenever you’re ready.

Typically it takes about a week given, you know,

maybe a little more give or take, um,

to get your hardware preassigned to the vehicle that it needs to go

in all packaged up individually so that when it does show up on site for you,

wherever you need it to show up, we’ll ship it there. It’ll be easily labeled,

easy to read, easy to identify,

and all you do is if it’s a windshield device, for example,

peel and stick it in the windshield and you’re good to go.

Seems pretty simple, pretty easy. Um, someone asked,

would you please explain the partnership between Bestpass and Drivewise?

I know we, you had talked about it on a previous slide,

maybe going a little deeper, how did this partnership come about? Um,

and what are some of the advantages that, um,

customers who have both have seen?

So it is very new, our partnership,

even though we’ve been announcing it since earlier this year. Um,

what we’re focused on now is our product teams working

together and, um, we’re looking at how all of our data,

the data that we’re gathering on toll for our customers and all of the data that

Drivewise is gathering for their customers,

how we can integrate everything into a really easy to use platform for

our shared customers. So that is in the works.

There will be multiple phases of that and what that looks like in the coming

months and through now through the end of the year and even into next year. Um,

and in the short term, our teams are communicating daily,

we’re in really close contact and we’re supporting each of our customers

individually depending on what they need for bypass,

what they might need for tolling service.

Excellent. Lots of good things to come. Um,

so for those of you who already have driveways and aren’t looking into getting

bus, there’s um, a really great partnership on the horizon.

So keep an eye out. We have just two minutes left. Uh,

so if anyone has any last minute questions they wanna ask Shawn,

I suggest you get those in in the next few seconds. Um,

otherwise we will wrap things up. So I’ll give just a,

a minute maybe, maybe less any last minute questions.

Okay. Alright. If you do have any questions, as Shauna mentioned,

the sales bestpass.com email address is there for you to reach out,

um, to inquire more about our product.

Thank you all so much for joining us. Like I said,

this recording will be sent out to you, um, and we really hope to hear from you.

So have a great afternoon everyone. Thank you.

Thank you for your time everybody. Thank you, Caitlin.

Thank you Shauna.