Success Story: Freeway Fleet Systems at Euro Bus Expo
The fleet maintenance software provider has tripled its income in the bus industry since first exhibiting in 2016. We speak to Freeway MD Patrick Tandy about how business has ‘blossomed’
Established in 1995, Freeway Fleet Systems helps fleet operators automate and digitise processes to reduce time-consuming workshop admin and maintain compliance efficiently. Freeway’s system eliminates paper on the shop floor, allowing staff to access and complete their job cards, timesheets, inspection reports and other paperwork on a tablet or smartphone.
Ready to launch
While Freeway had been successfully serving the bus and coach industry for over two decades, business expansion in this area had slowed due to a focus on existing customer sites rather than going out to market, admits the firm.
By 2016, Freeway was ready to go to market with one of the first tablet-based platforms that integrates with central asset management systems to provide live vehicle data.
“We had also rebranded, and as a company, we were growing in confidence,” says Freeway MD Patrick Tandy.
“We had a proven system already tried and tested by existing clients. So, we were ready to introduce it to a wider audience.”
Increase visibility
The firm decided that exhibiting could be an ideal way to increase its visibility in the sector. But first, some research was required to ensure it would be worthwhile.
Patrick explains: “We got someone on the phone to contact the UK's main bus and coach operators to ask the question, ‘do you go to Euro Bus Expo?’. And 84% said that they were definitely going.
“It was a no-brainer for Freeway. We thought, here’s a show that’s highly focused on the industry we want to target.”
So, the firm booked to exhibit at Euro Bus Expo for the first time in 2016 – and hasn’t looked back.
Opportunities aplenty
Turning prospects into clients can be a slow process, particularly when there’s sophisticated software involved. Exhibiting allows suppliers to nurture leads and keep in touch with them, which is one of the key benefits.
Says Patrick: “Although it's about the quality of leads, it's as much about building long-term relationships with operators and other suppliers. So, there isn't a better way to do it than to attend Euro Bus Expo.”
Then there are the opportunities to network with other suppliers in the industry.
“One of the key things about going to a show is the chance to meet other people who are targeting the same sector but have a common interest.
“For example, you've got people who supply systems that relate to Freeway because they're dealing with another part of the operation, such as ticketing, which Freeway integrates with.”
Patrick adds that getting in front of such suppliers could lead to business partnerships, and this chance to talk to people and build relationships is reason enough to exhibit.
A threefold increase
Business has “blossomed” for Freeway since exhibiting at Euro Bus Expo and subsequently its sister show Coach and Bus UK. Before 2016, less than 20% of Freeway’s business was in the bus industry. Today it’s over 50%, and the firm’s income in the bus industry has tripled.
“Euro Bus Expo was our first push at investing in exhibiting at shows, so we’re overwhelmed with the response and success we’ve had.”
And sales generated from exhibiting haven’t only come from new customers. Connecting with existing customers and finding opportunities within those businesses have been just as important.
“The impact from exhibiting at the shows on Freeway’s business has been very substantial, and the catalyst was first attending Euro Bus Expo in 2016,” says Patrick.
“Other things have happened, but if we hadn't decided to go then, it would have been difficult to get where we are now.”
Key learnings
Patrick describes the firm’s first year of exhibiting as a “big success”. It was also a learning curve, with the team coming away with a better insight on how to maximise their show presence next time.
One of the key learnings was to book early, so there’s more choice in where your stand is situated. Booking early also means you can effectively plan and carry out your pre-show publicity.
“For example, we make sure we get our press releases out well in advance to raise the profile of Freeway to customers, prospects and the press,” says Patrick.
“The visibility of being at the leading bus and coach show is a PR exercise in itself - it's important; you need to be seen to be there.”
What’s new for Freeway?
Freeway will be at this year’s Euro Bus Expo at the NEC, Birmingham on 1-3 November on Stand T62.
The firm will be showcasing its latest developments, notably integrations with other technologies such as driver inspection apps, transport operations software and onboard systems. A partnership with Stratio, for example, sees real-time vehicle data being accessed to provide actionable insights that help operators automate tasks and make more informed decisions.
“One of the big impacts of going paperless is you start collecting a lot of data, which is automatically recorded onto systems,” explains Patrick.
"We’re working with Stratio and other suppliers to use telematics data to deliver real-time predictive fleet maintenance technology. By making use of this data, operators can improve the efficiency of fleet maintenance operations.”
Exhibiting opportunities
Euro Bus Expo is the largest UK-based exhibition dedicated to the bus and coach industry, attracting decision makers from the largest operators through to owners and managing directors at the smallest family-run businesses.
For exhibiting enquiries, contact Martin Laverton at [email protected].
Manufacturer Spotlight: EVM UK
We catch up with Horsham-based vehicle manufacturer EVM to find out more about sustainability and innovation in the coach and bus industry. Plus, which vehicles they will be showcasing at Euro Bus Expo.
Company name: EVM UK
Year founded: 2010
Headquarters/location: Southwater, Horsham, West Sussex
Main products: Luxury, Electric, Community Transport
Can you tell us more about EVM and what you do?
We’re a dedicated, conscientious and down-to-earth team, individually expert but united by a shared ambition to elevate the passenger experience. We’re building bespoke vehicle solutions so that everyone – from a disabled child on the way to school to a busy senior executive on an airport transfer – can travel easily, in safety, style and comfort.
We do more than just enable drivers to transport people from A to B. Never resting on our laurels, we use our collective ingenuity, the most appropriate technology, and an exemplary level of service to make sure all our customers enjoy the ownership experience, and all their passengers enjoy the journey.
How important is Euro Bus Expo to your business and the industry?
Euro Bus Expo is one of the biggest events in the calendar for us. It’s an event the whole industry looks forward to.
What are you most looking forward to about the show?
Networking and catching up with new and existing customers. After so long it will be nice to see a buzz within the industry again.
Looking ahead, what’s the biggest opportunity for the coach and bus industry in the coming years?
The transition to electric product is an opportunity to elevate the whole industry and the service level it provides to our customers. Our industry is changing, and it presents opportunities for us to expand our offering to our customers.
Can you give us an example of what your business is doing to be even more sustainable?
We plan to be net zero by 2050. We are also focusing on our social and environmental values and to be more aware of our Co2 footprint. For every new vehicle we donate £250 to your local chosen charity as well as the option to plant trees and offset your vehicle carbon footprint. We’re also dedicated to reusing cardboard and recycling metal where we can. As a company, we support local businesses and take part in charity events each year to raise awareness.
How many vehicles in your range are zero-emission?
Our electric models are: Electric Cityline, Electric CM, Novo Citi Volt, Citi Port, E-Elegance. We plan to have the full range of models in electric in the near future.
Do you see battery-electric or hydrogen as the more prominent power source in the future?
The inefficiencies of the whole life cycle of hydrogen are hard to overcome and will find low traction in small form factor vehicles like minibus where BEV has already found much favour. However, as H2 becomes available in true green format and adopted by larger vehicles, the opportunities for smaller vehicles will present themselves also.
How do you think the industry can continue to reduce its carbon footprint?
The continued drive in public tendering to focus on social and environmental issues will drive development towards more sustainable practices. This needs to remain the primary driver.
What’s your current bestseller?
Our Cityline model
What vehicles will you be promoting at the show?
- Grand Tourer 19 + Guide – Coach Built on the Sprinter 519 L3 VS30
- Revolution 29 + Guide PSVAR – Built on the Iveco Daily Chassis Cowl
- EVM Electric CM – Built on the Iveco Daily Chassis Cab
- EVM Electric Cityline – Built on the Sprinter 517 L4 H2 VS30
- EVM Luxury Mini Coach
- Isuzu Novo Citi Volt 8m – Electric
- Isuzu Visigo 9.5m
- Grand Toro 8.5m
What new tech should coach and bus operators be looking to invest in?
The BEV Minibus and bus is here now. It’s an extremely well refined product giving between 193 miles and 495 miles depending on model. There is now no excuse for air quality issues in our urban centres.
Why is innovation so vital to the future of the industry?
The world is constantly moving and evolving. It’s important to grow as a business with the new technologies and data that we are surrounded by. Alongside the drive for zero emissions are significant improvements in total cost of ownership and enhanced aftersales thanks to vehicle connectivity. The adoption of our latest range of products and the support we give to them will make your business more efficient.
Visit EVM UK on stand A80 at Euro Bus Expo at the NEC, Birmingham on 1-3 November 2022.
For more information and to register to attend, please visit www.eurobusxpo.com.