Qualcomm targets OEM sales for GlobalTRACS solution
By Murray Pollok24 June 2008
Equipment telematics and tracking specialist Qualcomm Inc is to market its GlobalTRACS fleet management system only through original equipment manufacturers (OEMs) and dealers, in a change to its sales policy. In the past, the company sold directly to large fleet owners, including rental companies.
“The increased focus on channel distribution can create more interest for telematics products by leveraging the direct relationships dealers and OEMs have with customers in the industry,” said Bud Sims, director of business development for Qualcomm Enterprise Services. “We believe there is a significant opportunity to increase adoption of wireless technology by enabling dealers and OEMs to provide a one-stop shopping experience for customers for all of their equipment information needs.”
Qualcomm said that existing customers would have the option of continuing to deal directly with Qualcomm of start to purchase through a Qualcomm partner OEM or dealer, although Qualcomm said users who opted for a dealer would “benefit from the dealer's extended local support for installations, troubleshooting, repair and replace services.”
The company added that the partnerships with OEMs – none have so far been announced – would enable it to develop and deliver “a more comprehensive solution with enhanced features and the ability to support the increasingly complex needs of the construction equipment industry.”