2014 ANNUAL CONFERENCE & EXHIBITION Planning Your Next IT & Finance Move June Lincolnshire Marriott Resort Lincolnshire, IL Les Bicknell USA Truck Overcoming Integration & Organizational Challenges When Changing Mobile Communication Providers Mark Emerson PeopleNet

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Key Topics Why are you considering a new mobile communications solution? Overcoming integration challenges Overcoming organizational challenges Implementation and Training

Why are you considering Does your current provider truly understand your company’s vision? What is your current provider not giving you? Features Stability Service Support

Key Topics Why are you considering a new mobile communications solution? Overcoming integration challenges Overcoming organizational challenges Implementation and Training

Overcoming Integration Challenges Integration Paths Web Services o Pull Services o Push Services Integration Support Tool o Integration enabler o Utilizes the open interface and data delivery services o Stores data in SQL compliant database on customer’s network o STP o Batch process

Overcoming Integration Challenges Transportation Management System Purchased o Existing Integration o How tightly are you currently integrated? o How old is your integration? o Availability of support staff. o Development time after implementation (or hands off) o Are they True Partners? o Integration Support Tool Legacy System o There will be some internal development of integration o Is your back office Mobile Comm indifferent?

Key Topics Why are you considering a new mobile communications solution? Overcoming integration challenges Overcoming organizational challenges Implementation and Training

Overcoming Organizational Challenges Get everyone involved in the decision process Every department will be effected o Dispatch o Maintenance o Safety o Finance o Information Technology o HR/Driver Recruiting o Purchasing

Overcoming Organizational Challenges Making a Change Historically a relationship driven industry Involvement from everyone in the process o Get buy in from department heads o Develop achievable ROI Driver acceptance is critical o Take advantage of early adopters o Early adopters get involved in trials o Internal promotion is key

Overcoming Organizational Challenges Driver capabilities and experiences Fear of new Technology o Different features o Look and feel will be different o How they process things will be different

Key Topics Why are you considering a new mobile communications solution? Overcoming integration challenges Overcoming organizational challenges Implementation and Training

Implementation Calculated Rollout Installation o 3 rd Party vs Internal Implementation Specialist Project Management

Implementation and Training Training Initial Training Driver Dispatch Safety

USA Truck, Inc. Case Study Transportation and Logistics Provider o Headquartered in Van Buren, AR Terminals, offices and staging facilities located throughout the U.S. Transport general commodities within U.S., Canada and Mexico Also offer dedicated, brokerage and rail intermodal services o 2,248 total tractors o Same mobile communications vendor since 1997

Why were we considering? Leveraging latest technology o Industry Mandates EOBR (eLogs) Other functionality o New Features and Technological Advances Auto Arrival/Departures Improved Navigation Analytics Maintain or exceed the service and stability Partner with a provider that understood our vision o IT Strategy Changes within our company New TMS Future Maintenance system upgrade

Accessing your options Company-dependent factors Required functionality Compare lifecycle costs Factor “switching” costs IT staff requirements Required service levels Deployment flexibility Vendor-dependent factors Available functionality Licensing terms Integration with your current or future systems (true partnership) Service availability/guarantee Installation assistance

Accessing your options Selection Committee o Key stakeholders from each department Competitive Matrix o Pricing o O/S o Install time o OTAP capable o Text-to-speech Pilot Program o Selected vendors/products from the matrix o Site visits o Deployment and monitoring of pilot plans o Feedback and recommendation from stakeholders

Planning for Success On-going Project Management Initiating Planning Executing Monitoring & Controlling Closing

Thank You For Your Attention! Questions? Les Bicknell USA Truck Mark Emerson PeopleNet