How to sell ESG reporting to your fleet customers

Telematics companies, if you don’t think Environmental, Social & Governance (ESG) reporting is relevant to your customers, think again! Many ESG reporting regulations are already in place, and there are more to come. This means that a growing number of companies will be looking for data that helps them report on their social and environmental impact. The good news is that you have that data. And, selling it your customers is a win-win situation as it benefits both them and you.

In this blog post I explain why ESG reporting matters to your customers now and how easy it is to offer an ESG reporting solution to fulfil their needs.

ESG reporting is here to stay

ESG regulations are coming into play around the world and ESG reporting is already the norm for larger corporations. It’s only a matter of time before the regulations apply to smaller companies and, in the meantime, there’s growing pressure from customers, investors and other stakeholders for companies to increase transparency about their impact on the planet.

Some companies might be hesitant about starting ESG reporting due to being unsure about what exactly they need to report on. But, this provides a fantastic opportunity for you to step in as their ESG reporting data partner and guide them through the process one step at a time.

How can I help my customers with ESG reporting?

You might not realize it, but you already have the foundation for providing the data your customers need to fulfil the mobility aspect of ESG reporting. It’s just a case of uncovering the relevant insights from the data.

Data from your customers’ existing telematics solution can be optimized with AI to measure your customers’ driver safety (for the social part of ESG reporting) and sustainability (for the environmental part of ESG reporting).

The insights that can be uncovered through the data include:

Safety

• Drivers with highest and lowest risk
• Reasons for risk level
• Risk vs company or global average

Sustainability

• Drivers with highest and lowest climate impact
• CO2 emissions per fleet and driver
• Climate impact vs company or global average

These insights enable fleets to measure their risk level and climate impact, benchmark it, and act to improve it. Being transparent in these areas not only enables your customers to fulfil ESG reporting, but to demonstrate their commitment to a sustainable future.

Would it benefit me to sell an ESG reporting solution?

Yes! Because more and more companies are falling under the scope of ESG reporting regulations. And, as discussed above, applying an ESG reporting framework – even when it’s not legally required – is good for business. Helping your customers to realize this is the key to your success with selling an ESG reporting solution.

You might want to consider evolving your company messaging to highlight the ways in which ESG initiatives can benefit your customers. Remember that, while smaller companies might not be required to report yet, they can prepare for future ESG reporting obligations now, and enjoy benefits including:

• Safety improvements
• Reduction in climate impact
• Employee, customer, investor and stakeholder satisfaction
• Reduced costs
• Increased efficiency and profitability

How do I get started with selling an ESG reporting solution?

The first step is to ensure you can provide the data your customers need – and that can be easy with an AI solution that converts your customers’ existing GPS data into safety and sustainability insights.

Once you have an ESG reporting product, you just need to let your customers know about it – and why it matters to them! You might want to introduce the idea of ESG reporting in customer meetings, in your own newsletters, on social media, and so on.

Don’t forget to educate your own team members about ESG reporting, how it’s relevant to your customers, and how your solution will help. This means they’ll be ready to deal with any customer questions, as soon as they arise!