Finding your first tracking clients.
Who tends to buy first.
Look for businesses where a vehicle in the wrong place costs the owner money they can see. These groups are a good place to start.
Trades and service firms
Plumbers, electricians and pest control firms usually run a few vans. They want proof of site visits and fewer private trips in company vehicles.
Couriers and delivery
Small courier firms care about arrival times. They also need the route history when a customer disputes a delivery.
Car rental and leasing
Rental and leasing firms want each car's location and mileage, and a way to stop the engine when a car isn't returned.
Farms and plant hire
Tractors, generators and trailers are often spread over large areas. Battery units work well for equipment with no ignition.
Security companies
Guarding and response companies track their own vehicles. They could also add tracking to the monthly services they already sell.
Passenger transport
School and staff transport operators want speed records, and a way to show waiting passengers where the vehicle is.
Where to find them.
Start with the channels that cost you time rather than money. One warm introduction is worth more than twenty cold emails.
- Ask friends and contacts who they know with vans or trucks on the road, and get one introduction from each
- Auto electricians and fitment centres meet fleet owners daily, and may refer clients to you in return for the installs
- Insurance brokers know which clients need tracking, since in many markets insurers ask for it on high-value vehicles
- Vehicle dealers and finance houses are worth a visit, because a tracker fitted at the sale protects a financed car
- List your business in trade associations and online directories where fleet owners look for suppliers
- Put your logo and phone number on the doors of your own vehicle
Run a trial that ends in a sale.
- Before
Agree the terms first
Write the terms down before you fit anything. Keep the trial to one or two vehicles for two weeks, and agree the monthly price for after the trial.
- Day 1
Fit the tracker and show the map
Install the unit while the owner watches, then show them the vehicle moving on the map and on their phone.
- Week 1
Send a report
Email the owner a trip summary or a speeding report. It starts a better conversation than a sales call.
- Week 2
Meet at the end
Go through what the owner saw, ask how many vehicles they run in total and offer the price you agreed.
What to show in a demo.
Fleet owners care far more about their own data than about a list of features. Show them a replayed day, a list of stops with times and a report they could hand to their accountant. If they run trucks, show them the fuel figures too.
- A full day replayed with stops and times
- A scheduled report arriving in their inbox
- A temporary live link sent over WhatsApp
Selling questions
Should I offer a free trial?
For small fleets, a short trial on one or two vehicles works well, because the owner gets to see their own trips on the map. Agree the end date and the monthly price before you fit anything.
What should I charge for installation?
Installers usually charge per vehicle, and a wired unit takes longer to fit than a plug-in one. Get quotes from two local auto electricians, then add a fair amount for your own time.
Can a prospect see a vehicle live without an account?
Yes. You can send a link that shows one vehicle live on a map for a limited time. It's handy during a sales visit or while a trial is running.
Read next
Start your tracking business this month.
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