Successfully Selling SLXi Standard Connectivity

While the launch of the SLXi trailer unit in EMEA gave new opportunities for promoting Thermo King’s standard connectivity with our customers, it is the actual activation of the telematics technology that demonstrates true success.

Thermo King Transportkoeling BV in the Netherlands, found a way to capitalize on the opportunity by thinking outside the box and ultimately achieving the highest TracKing™ activation rate in EMEA the first half of 2017.

Training First
“We first set up a training program and process to promote the standard connectivity. This started with our service managers, field engineers and account managers to learn all features of the new Thermo King TracKing website, and followed with an activation training,” explained Marcel van der Ham, Service Support Team coordinator.

Selling Process
The sales team promotes the new connectivity with each SLXi unit sold and offers a free three-month demo period. The goal is to sell TracKing, iBox and/or Bluetooth. If a customer decides not to use the connectivity, the dealer considers activating the TracKing for their own use, in order to provide better service. TracKing is always activated when a maintenance contract is signed with a customer.

Data Integration Services – A Great Selling Point
“If we see that a large customer fleet has its own software system – or uses a third party provider, we recommend the Data Integration Services,” said Marcel. “Customers like this open concept, and we benefit as the dealer because of unit visibility on the Thermo King TracKing website.”

After Sales Process / Registration
If Thermo King Transportkoeling BV does not know the end user they request the contact information after SLXi installation. This is needed for the F-Gas regulation and also allows their account or service manager to follow up with the customer to offer training on the TracKing website and a demo. Paul Troost, after sales coordinator, monitors this process.

“As part of the mandatory Pre-Delivery Inspection Check Sheet, Paul gets an automatic e-mail confirming the unit installation. He then checks connectivity status and informs the account manager of activation. We have made this process mandatory so that we can effectively monitor all new SLXi connectivity installations,” explained Marcel.

Enhancements Win Customer Loyalty, Additional Activations
The dealership analyses all customer feedback and sends it back to Thermo King’s TracKing Support team who work to make the product even better through modifications and improved offerings. As a result, many enhancements were taken into consideration and have been incorporated into TracKing functionality. “The quick response from Thermo King was very positive for the end customer, showed our flexibility on the connectivity and commitment to meeting needs, and has helped grow activation rates further,” said Marcel.

Results Speak for Themselves


Thermo King Transportkoeling BV’s ‘outside the box’ planning, execution of the plan and effective follow-up and collaboration yielded excellent success with SLXi connectivity activations. “We visited customers, provided additional training, discussed their requirements, and at the same time, listened to their wishes,” said Bastiaan Dirken, service manager at the dealership. “This work ultimately led to 180 activations out of 291 SLXi units sold in the first half of 2017 (or 64 percent). This was the highest TracKing activation rate among all dealers in the southwest region – and all of EMEA.”