Monthly Highlights Webinar – December 6, 2022

All right and James, are you getting the proper view of the slide?
If you want to put it in this slide show mode. I right now
I’m seeing it in the normal View.
There we go better. Yeah. Okay, so
I just
okay.
Okay, perfect.
So today we’re going to
discuss the different ways that toll impacts
organizations
we’re going to briefly talk about what we
do at best pass and we’re going to cover how we
help fleets get a handle on tool.
So this visual here is a representation
of the current polling landscape in
the United States. There are over 50 separate
tolling authorities across the US.
They all operate differently. They require different
accounts different payment processes.
Different deposits on toll they have different
support teams and different coverage.
Some work better than others together and even
in the best of circumstances a vehicle traveling from
the East to the West Coast would often require
multiple, maybe several different devices
in a windshield and different accounts in
back office to manage toll.
Most leads that we speak to here are juggling
somewhere between three and maybe seven separate trolling
Accounts at a time before they work with
best pass. So as you can see, this is
a pretty messy landscape to try to navigate on
your own.
The kind of scattered and disjointed nature of the
towing landscape has created some major issues for fleets
that have vehicles that are heading toll when
they travel through multiple tooling authorities.
So we typically see most of these issues boil
down into about four main problem
are
As the first is lack of visibility.
Not having visibility visibility into toll
spend and to toll usage. So
do you know how much your Fleet is actually spending on
tool?
Do you know how it breaks out by region? Do you
know how it looks let’s say by business unit or cost center
or even down to the vehicle?
This lack of visibility actually makes
it very difficult for fleets to not only see
what their true tool usage is.
But to also try to make any budget or even
strategic decisions for the future of their
Fleet without this knowledge.
As a result of the lack of visibility many of
you are paying more foretold than you need to.
Have you noticed having any admin fees
or extra fees?
Processing fees, maybe even applied to
paper toll that you receive in the mail. Those admin
fees are actually applied by the tooling authority
to cover their costs for having you manage
or having having them manage
tool for you.
So if you’ve received a bill in the mail related to
toll at all oftentimes, it’s a violation that
that piece of paper will carry
with it an additional cost. I’m a
steeper cost in addition to just the toll that your vehicle ran.
We see these violations costing companies anywhere from five
to forty dollars or more per tolling
transaction.
And thanks to all the work involved in this so
all of the the back end support from
your team.
from the folks in your Fleet Management Group
oftentimes you’re dealing with pretty significant
administrative headaches.
a very manual process
paper tool and paper violations coming to
your office need to be sorted. They need to be accounted for
individually paid often to
different tolling authorities. And this is just extra work
across the board that distraction.
This kind of distraction that pulls your employees away from
their main focus also kills productivity.
Then lastly not having the correct coverage
across the proper Towing authorities for
the travel that they do often is a
main contributor to the excess spend and
to the manual work needed to process paper tools
and violations.
So between these four issues, these
are the most common issues. We see people struggling
with and the ones that we actually are often most
solving.
So I just want to take a quick poll. If you don’t mind telling
me how many of these issues are you or your
team currently experiencing things to
toll.
So there’s a little poll that just popped up on the
screen. If you can just click one of those options and let me
know which one best applies to your Fleet.
and then James, are you able to see our
I am it’s interesting because looks like
right now out of
the the polling a majority 64% since all
of them and only one responses actually
saying one of those of those
issues so it looks like most of the people are experiencing
potentially all of them.
on
to be fair. I think that’s the case.
Of The Fleets that we speak with so it’s not uncommon at all.
So for those of you that consider yourselves a visual
learner and you need to see something to believe it these two
photos here have actually been taken by best
pass customers before they signed
up with our toll service.
On the left are boxes of old violations that a
major US retailer had piled up
in the back Warehouse in the headquarters of their
of their company.
Their team was so overwhelmed with the volume
of mail coming in from
various locations that they actually just combined
it all in that Back warehouse and let
it kind of pile up on a palette waiting to
figure out what to do with it.
In this situation. Our team was actually able to properly set
up those Vehicles so that those paper tools
those violations were
not coming in going forward.
On the right is another best pass customer.
Who had also piled up their paper tool and their
toll violations in hopes of finding a better solution?
in any case whether this looks like
your situation or a different version of this once
we enroll Fleet in and their
vehicles in our service these hard
copy mail and toll issues and all
these access fees that come with them drastically
reduce Often by
90% or even more
So here is a another visual
just to let you kind of start to understand what
best pass does to help a fleet your Fleet
or any Fleet that is hitting
toll would traditionally have to work directly with
the tooling Authority.
And at best pass we actually are your
buffer so that you don’t have to do that any longer.
So we manage the relationships with all the
tooling authorities many of them are shown here on the screen.
and what we see is
on a typical Fleet that experiences issues
with toll with one or multiple
of these tooling authorities will no
longer have to deal with them directly. They will they will
then be able to come to best pass and work with one partner
One account often one
device for all of their tool needs.
So how is toll impacting companies
in this way? It sucks
up a lot of time between the time spent managing the
devices.
Or the transponders the time spent Gathering paper
toll or violations that come
in and then the time that goes into managing payments
and making those through every
tolling Authority.
A company can actually lose up to or
if not more than a hundred hours a month.
So this is ours of your team’s time. That
could be much better spent.
Best pass offers major a hundred
percent of coverage on major toll roads across
the US. So whether you’re traveling through a main
tolling State shown here in Navy or
a state with partial toll or toll by
plate only best pass can cover for all
of those tooling needs.
now when it comes to how we do this
There are different ways we cover a vehicle
for toll coverage.
We can use a physical transponder, which is
the most reliable method of processing tool provides the
best rate and the quickest reporting.
But we can also use something called toll by
plate and cover the plates on
the vehicles which does not use a device and only needs
the license plate information.
So why don’t we look at a breakdown of these two
options?
So our most popular service is Nationwide
coverage and it uses the device shown
here called the complete pass.
This pass and the service covers
a vehicle for travel through the 48 states
the United States. It provides the
best toll rate.
The quickest reporting the most accurate reporting and
it uses the device shown here that is
placed on a windshield.
For a fleet that needs National coverage or
for a part of a fleet that needs
National coverage. This is often the best solution.
Now for a fleet that let’s say travels only
in the northeast or only up and down the East Coast we
would often recommend Easy Pass back.
Ed by so this is a service that covers toll in
the states shown here primarily in the Northeast and
along the east coast and it actually offers
a few different device types. So there
is an windshield device. There’s
an internal
Mal and external amount there are
a few options here for different devices and so for vehicles that
only stay in this region, this is likely the only device that
they will need.
For vehicles traveling in the southern states. So
the Navy States shown here. We offer
something we refer to as the Horizon service and that
uses the Horizon Scout.
This device also comes in a few different forms and it provides toll
coverage in the service that we’ve been talking about through only
these states here. So Florida through
the lower part of the East Coast, Texas, Oklahoma
and then over to California as
well.
now for a fleet or for vehicles that
cannot or do not want to use a transponder.
We do offer something we refer to as plate toll
coverage.
Well a transponder is typically the most effective type
of coverage. There are times when having
a physical device in the vehicle is not the
right fit if you have concerns about installing
Hardware or you’re worried
about potential theft or you have concerns
around managing inventory of devices a plate
whole solution. Maybe your best.
Plate hole allows your Fleet to
enroll in toll coverage without any hardware
on it’s simple relatively clean option
for total coverage. However, it does have some disadvantages. It’s
only included on the states shown here on those
those states do grow year after
year as mortal and authorities offer the service. Um,
but it also registers toll at
the cash rate.
Which is often higher than the electronic rate and
the reporting can be a few days slower than
the reporting. We see with a device. So
what we do here is we speak
with, you know, we really do work to
understand your fleets needs where you’re
traveling what those patterns are what your
needs are for toll coverage and then we will
present a custom solution for just
your vehicles that covers you where you need
to go doesn’t provide more coverage than you need and make
sure that you get the best possible rate.
So as we mentioned before between the
time spent managing transponders, which
can be a lot a typical Long Haul
truck could cross through five or more Towing authorities in a
month.
The time spent Gathering paper toll and
told by mail and making payments to
different billing authorities your company could
lose a hundred or often more hours a month.
If you were to think of what your team could accomplish with
a hundred more hours. My guess
is it wouldn’t be related to toll you probably have much larger more
important strategic things that your Fleet
is focused on.
Well, many of you don’t have access to the reporting that you
need to give you insight into toll usage
and spend you’re often dealing with that manual
the manual steps to assign costs.
Some of you might not even be able to do that or have the
resources to do that on hand.
So it’s hard for you to know are you properly allocating costs
across your organization?
Are you able to see where you might be able
to increase the efficiency of the routes your drivers are taking.
Can you see where you’re paying too much for toll or maybe
which vehicles are hitting the most hole?
Sometimes when we speak with fleets we
hear them refer to toll is just a cost of
doing business. But in reality that cost
can often decrease freeing up
funds for other priorities.
So this means that your real day-to-day job
the one that’s focused on driving revenue for your
company, or maybe it’s focused on increasing safety
and compliance.
It’s negatively impacted by Toll and this often
goes farther than just a fleet manager or a
safety professional but it tends to spill over into an
accounting or a finance department operations.
On and it happens because there’s really no toll experts
in a typical Fleet.
We don’t see job postings for toll managers told
just gets passed around an organization and it’s
split up by a few or several people
every month. So when you
really sit back and look at it, this is an incredibly inefficient way
of managing it and it’s
a total distraction for your business.
So I’m gonna throw out another poll question to you
guys. Let’s just take a quick moment. Tell me how well
do you think your Fleet is
managing tools today?
If you can just take a second and click an option here.
James will look at our results.
So far Shana, it looks like out
of almost 10
responses the majority of saying that we could be more effective
and it’s almost
split right now between it’s a
mess and we could be more effective. So very
few have said that everything is going smoothly.
It’s pretty hard to go smoothly. There are some companies
out there that have done it. I’ve heard about it a couple
of times but it requires a lot of a lot
of manual intervention and a lot of administrative administrative
support.
So thank you guys for answering that whole.
So why don’t we just pivot for a second and look
at what a tool solution could potentially do for your company?
If you take a moment and you kind of visualize what
if you had tools and
the data so that you
could route your vehicles more effectively.
You had peace of mind that you’re told was
accurate and paid up to date.
You’re able to reduce some administrative headache.
So that your team could focus on their main priorities. You knew
your vehicles were covered wherever they traveled and you
had the ability to focus on driving revenue for
your business.
So I’m going to show you a few things here that we offer at best pass.
The first is insight into
this this data and some visualizations to
help you to help you really manipulate
the data quickly and effectively.
so imagine if you had reporting around
every aspect of to
ll that gave you visibility into where your costs came from how
to allocate them where you
could make adjustments to your Fleet and potentially save money
save time.
I’m gonna show you a brief video here of some enhanced reporting
that we’re providing our customers that
gives them some of this so I’m going to try to
hit play here.
It’s gonna work.
and see
I don’t see it. It’s not letting me play hair
dreams.
Okay. Well there goes hey there goes, okay.
Um, so you can see here on the screen. This is in our
portal.
so our customers
on the right you have the ability to filter through different types of
tool usage violations charges citations.
You can group this usage by
vehicle by cost center.
and then you can actually
sort your transactions.
Through different you can see here through vehicle.
You can input different date ranges.
How whatever criteria matters to
you and then you can export that quickly and easily just
like you see here. You can view it on the portal and
then you can export it through CSV.
So one of those reports was a cost center report
this allows a fleet to designate toll
costs to a particular category or a
segment of your Fleet, so that could
be through done by location.
Or travel region type of vehicle whatever
whatever naming convention is
relevant for your business. And then you can review reporting
on those cost centers allowing you to easily allocate
your toll costs without any manual work
that you might be doing today.
The best pass we hear a lot from our customers how their
day to day operations have been improved. Thanks
to our service.
We hear about how much visibility they have
and that they’ve gained that allows
them to properly build customers and even to
generate more Revenue.
We hear how quickly they receive new device orders and
how it only takes a matter of a couple
of seconds to update their vehicle list with us.
The one consistency through all the
feedback that we get from customers is that we make toll easier.
They have more time back in their day. They have
less administrative work on their desk and they have trust
in their tolling partner to provide accurate and
timely data when they need it.
We believe that tolling is a byproduct
of doing business and a distraction for organizations that
prevents them from focusing on their Core Business.
We provide support insight into
trolling data.
We eliminate administrative headaches and we
give resources back to our customers.
So we are best pass our products simplified tolling with
a single statement payment and service so
you can get back to work.
If any of this today that I’ve covered sounds
like you or your Fleet, let’s explore if
you might be able to help you.
And James that is it for my presentation.
Thanks Shawna. We do have a couple of questions that have
come in. I will start with the first which
is does your portal export to
excel.
It does. Yes very easily we didn’t I don’t
think we showed it on that little video, but it’s a couple of clicks and it
exports right into an Excel or a CSV file.
Thanks. And next question. I
see here is if you can explain how the
prepaid deposit works for everyone.
Sure. Yeah, so it’s something that
we actually have a lot of flexibility around so I don’t want to
Put anything, you know set anything in stone, but I
can say that what we do in the majority of
our customers is they provide an upfront
deposit on the tool that they plan to run in a single
month?
And then we hold that 12 money for them and we use
it to pay their tools as their vehicles run tool so
it just sits waiting to be used and if it’s used
quicker, then they expect we’ll ask them to replenish
it quicker if it takes longer and it’s over the portion. Let’s say
two or three months then that’s fine too. The reason
we do a prepaid model is often as possible is so
that toll is paid quickly. Their accounts are
always positive with the tooling authorities and that those
transactions happen as quick as possible so that our
customers get their data as quick as possible.
Yeah, that’s great. Okay, I’m gonna continue
going through we’ve got a few more which is great to see
that the next question in order is if
there are any economic uncertainties for
fleets going in a 2023 that best pass
is keeping an eye on and if so how we
are helping fleets prepare
for them.
one
ways that we’ve been able to
talk with fleets about that is through the savings
that we are presenting to most of
the customers we work with. So one thing that is happening
is you’re running toll your vehicles are running
tool and if you are managing it
yourself.
There’s a lot of extra fees Associated. We looked
at a lot of those earlier.
If we are able to remove those for a
customer, they’re often actually more in
the positive than when they came to best pass.
So that right there freeing up additional revenues every month.
Puts the customer in a better place than before they came the best.
Another thing we see fleets do is actually use the service
that we offer as a hiring incentive for
their drivers.
We know that finding drivers and retaining drivers is
a big Focus for fleets. And that’s something
that can actually help in the recruiting efforts and the in the
maintaining the happiness across those employees.
excellent
That’s great.
Well, next question is if that
we can use they can use
Easy Pass across all states.
The next question so an easy past device
will cover the Northeast.
And down through some of the southern states to Florida.
It will also go a little bit into the Midwest and that’s it.
So if you have vehicles that are traveling let’s say
over to Texas, Kansas Oklahoma all the
way over to California that that device
will not cover those States. However, if
your vehicles are staying only in the Northeast in the east coast,
then you would be covered.
Great.
Okay, we did get a question about if we handle parking speeding
and or red light violations.
So um today I mentioned violations related to
toll.
On there are obviously other citations that come in
to a fleet that have to do with.
Red lights school zone They Don’t
often impact a traditional tractor trailer,
but if you have vehicles that are let’s say
box trucks or bands or service Fleet
or any really two axle vehicle. We
do. We do actually provide a service that
helps process those citation payments for
you.
And then digitize them so you actually have reporting and
the same kind of insight. We’ve been talking about with
toll reporting but on citation reporting as
well because those are typically hard copy they
come in the mail really hard to organize and
so we provide that services.
Great, um going to skip
around the one or two here. We were just
talking about Easy Pass. Another question was if Easy Pass
covers, Massachusetts.
It does that’s next question.
I see here is what is
The cost of the customer for a service and you know, do we reduce the
the total cost for our customers?
So the cost of our service is a
once monthly fee.
ranges
a few dollars per vehicle
A month, it’s not per transaction. There’s no processing fee.
It’s just a monthly service fee.
To answer the second question, which was
about this cost of toll we actually do.
Help our customers qualify for the best
possible rate on the toll itself as well.
So as part of
the best past account. We are the largest account
with the tooling authorities.
We’ve built relationships with them over the last years and
we’ve been able to negotiate in some cases a lower
rate Untold.
Or at the very least help our fleets qualify
for a volume discount that they often can’t
qualify for on their own. So both of those
are discounts that were able to pass on to our customers and
they vary from tolling authority to tolling Authority, but
we are able to often reduce the actual
cost of toll in addition to the overall
cost.
Yeah, great.
So is there any type of average or
you know an amount that you could you know,
as far as how much we usually save
for fleets and I know there’s probably a lot that goes
into that answer.
pretty hard to answer
we often
I would say what I
see new Fleet
Let’s say paying back their service
fees for a year within let’s say
three to four maybe five months of service. So
it doesn’t take long
to actually be in the positive after signing up
with best pass is just takes us a few months to get through all of
the outstanding pole balances potentially
violations and things like
Yeah, okay. Yeah, I mean I love seeing
all these questions come in. Another one here
is if there is a way to so if the fleet has
let’s say owner operators that they use. Is there a
way to rebuil those owner operators with our portal?
We do have a service that offers for rebelling. Yes.
So we do on you can also use our standard reporting to
you by driver as well. But if rebilling is
something you’re interested in reach out because we actually we do
offer our service that allows for that.
Yeah, I think next question
here might be better answered by,
you know have the the ease of which you know,
we’re able to provide the potential
customers and fleets of what the
total cost would be by working with us and
like usually how quickly we’re able to come up
with a total cost for them.
It’s it’s very quick for us to figure that out on what
we do is we look at the full
vehicle list. So all of
your vehicles where they travel and then
we’re able to determine the type of
coverage they need and then once we have that information, we can
provide a quote very
quickly.
Great.
It did see an interesting one here comment, maybe
a question that Maryland
has recently passed a bill
on customer usage by vehicle. Is that
anything that we’re aware of?
you know, Maryland actually works with
best coverage
that’s an interesting.
One we can actually move reach out to our
team and follow up with them to see if there’s that impacts our customers
at all.
Yeah. No, I think that makes sense. Okay, I’ve
saved the last two. I know we’ve had a lot but I
think these two are some interesting ones. So the
next question here is you know, why would
someone still be receiving paper bills or toll
violations if their trucks already have an iPass
on their on their trucks?
Okay, that’s a great question. There’s a few
reasons why that might happen.
And I passed won’t traditionally cover
all of the trailers. So we see
trailer coverage actually being a huge component of violations
for customers before they enroll in our
service on if your vehicles
are traveling outside of
the region that I pass covers that
would generate paper toll or a violation
and then if all of the plates aren’t fully updated,
that’s probably the most common reason somebody
gets a violation is because they don’t have all the
plates so that would be on the tractors and the
trailers and all of the vehicles in the account all of
those license plates being registered with the proper tolling
authorities where they’re traveling.
Those are all things that we do here for all of our customers. But
if you’re using a specifically an iPass, those are probably the
three top reasons why you’d be getting paper tool or
violations.
Got it. Okay. And the last one I
thought might be a good one to end on Shawna. It’s
if there’s anything that you’ve seen
or experienced in 2022 that a
surprise you related to how fleets are managing their tools.
Um, I just spoke with a prospect last
week who was still faxing in
all of his vehicle updates to the tolling
service that he was using. So he
was using a fax machine every morning Monday through Friday to
update his vehicle list and obviously
the use of our portal would massively fast
forward the ease that that
customers seeing. So we’re still talking with him. That was
probably the most recent surprising thing. It was
very surprising. Yeah. That’s a good example to give
thanks Shawna. I don’t
see any other questions. So I did want
to just remind everyone I forgot to
point out earlier. We will be sending a recording of this
out to everyone in an email afterwards. Once
we get everything together. We’ll send it
out to everyone that is joined. If you do have any other questions
that come in I’m happy to answer them here
in the next minute or two.
But if not, I did want to thank Shauna for
your time for going through and providing
the presentation and answering all the questions that have
come in and more importantly. I wanted to think everyone who
joined us today. I think it’s great that
you’re able to take time in a
very busy December. We want to wish everyone a happy
holidays and we hope to see and
connect with you very soon.
Thank you James. Thank you very much for your time today. Thanks.