Most of Cybit’s customers operate vans (Henry: “we don’t do car fleets – it’s a harder sell”) in the public sector, service industries and logistics and distribution markets.

Transport and logistics has the largest penetration.

Henry believes telematics gives them competitive advantage. “It’s an opportunity to win more business because the company can be more aggressive on pricing in their tenders,” he says.

However, telematics can be a costly upfront investment, one that is a considerable hurdle to overcome in some boardrooms.

Funding options is a particularly prickly point after a handful of company failures left some fleets with defunct technology but a leasing agreement to honour.

It has cast a shadow across the telematics sector and has deterred some fleets from signing up to a long-term leasing model. 

Cybit’s solution is to sign multi-year agreements, typically three to five years, where companies pay a monthly fee and it delivers the hardware and the service over the life of the contract.

Bill Henry on...

Innovation

“We have doubled our development capacity because this is critical to our future success.”

Funding

“The headlines caused by the collapse of some suppliers concerns customers. Companies that depend on getting cash up front rather than monthly will struggle.”

Consolidation

“We will be a consolidator. Why? To look for more capabilities that we could use across our business, to grow our customer base, which will enable us to afford more developers, and to create a seamless European footprint. Large customers want a single, integrated platform across Europe.”

Future developments

“What if you, as a logistics company, could create fewer trips with empty trucks? There’s a shocking proportion of vehicles that drive around empty. By exposing this to customers they could take action and achieve significant cost savings.”