It is the largest market and the most crowded. You don't win by cutting price: you win by arriving with the conversation the competitor doesn't have.
Their second cost after payroll, and almost never measured.
They don't take the truck: they take what's inside.
Hours lost loading and unloading that nobody pays for.
The shipper asks for reports and reliability.
Older vehicles with reactive maintenance.
A crash takes the truck off the road and raises the premium.
Exact words you can use on the visit. No jargon.
“How many hours a month do your trucks spend waiting at customers? With this you measure it and invoice it.”
“Your customer asks for reports. We can send them automatically, every Monday, without you lifting a finger.”
You resell under your own brand. This is who it works for, and with what argument.
The base: where it is, how far it went and how long it waited.
Driving behaviour and the road safety plan.
Scheduled maintenance and cost control.
So the information lands in their invoicing or dispatch.
Almost everyone sells devices. You can turn up with solutions.