Implementation Risk Becomes an Important Issue in Fleet Wash Automation Procurement

Although automation should provide a better framework for vehicle cleaning processes, a large number of discussions about procurement become focused on the question of implementation risks. Customers want to know more about how new solutions will fit into their workflow to see whether automation can be justified.

The matter is caused by the nature of fleet business. The vehicles usually operate on tight schedule, thus any delay or backlogs might cause significant problems. Although it might seem quite clear how to install a new washing system, its operators are concerned with the questions of potential downtime, training and the risk of disruptions.

Fleet wash products manufacturers find themselves facing the changed behavior of their customers. Those are considering the whole process of implementing automation in addition to evaluating equipment capabilities.

The fact leads to changes in the character of negotiations. Inquiries related to installing and maintaining new equipment become more popular since fleets are interested in understanding what challenges they will face. At the same time, equipment characteristics lose its previous significance.

Implementation risk also affects the timing of purchase decisions. Some fleets prefer to postpone the purchase until they make sure that disruptions can be avoided at a certain level. Others prefer to choose the solution which looks simpler to implement even if there are similar competing solutions.

There is a need for manufacturers to strike the balance between presenting advantages of automation and taking into account all the practical concerns associated with introducing new solutions. Simplification of the process can damage the reputation of manufacturers since customers realize that installation of new systems requires adjustments.

The matter becomes particularly important for those operators which have no ability to absorb interruptions. It means that transit fleet or services company can hardly adjust its cleaning schedules or switch to some temporary alternative due to introduction of a new system.

In this context, the issues of effective communication and planning of a project become more critical. Customers expect manufacturers to provide specific information about the process of installing the equipment since uncertainty about it or support issues can postpone purchasing decision.

Another aspect is that the product design might move towards simplicity since some operators had bad experience implementing new technology elsewhere.

Automation fleet wash manufacturers should expect increased level of scrutiny of the solutions from customers who evaluate the implementation risk along with performance of products. In this case, the next phase of development of the sector will require not proving the effectiveness of automation, but proving its feasibility.