To power its operations, Ontivity, a critical communications and data infrastructure services company, relies on a fleet of about 370 vehicles that support work across multiple US markets. The company’s chief financial officer and fleet manager James Petersen knows a fleet is only as effective as the decisions made behind it, so Ontivity pairs detailed fleet card data with dedicated account support from Shell Fleet Solutions. Ontivity has identified savings opportunities, improved visibility into costs and customer pricing, and strengthened fraud controls.
MWS spoke with Mohamad Kabbani, head of US sales for Shell Fleet Solutions, about what other work truck fleets can learn from Ontivity’s experience.
MWS: HOW CAN FLEET DATA HELP BUSINESSES CONTROL COSTS?
MOHAMAD KABBANI: Unlocking the full value of fleet data requires much more than simply having access to it. The value comes from identifying meaningful patterns and acting, which often calls for a collaborative approach.
During an account review of Ontivity, Shell Fleet Solutions account manager Okan Kilicyaldir noticed that the company’s premium fuel spend was slightly higher than what comparable fleets typically purchased. A closer look showed that some employees were selecting premium fuel even when it was not needed.
Since Ontivity could identify the specific transactions, the company was able to address the issue directly with the appropriate employees. One unnecessary purchase may seem small, but repeated behavior across a fleet of this size can result in significant costs over time.
MWS: HOW DOES ONTIVITY USE FLEET DATA BEYOND DAILY VEHICLE MANAGEMENT?
KABBANI: One strategy Ontivity has applied is using transaction-level data to connect fuel purchases with specific customer jobs.That has helped it understand how much fuel is being used to complete each job assignment, and whether those costs are being reflected appropriately in project pricing.
The data has also supported financial planning beyond the fleet. When fuel prices or market conditions change, Ontivity can more readily assess the fleet’s impact on broader operating costs at the company, especially with support from Okan.
Deep understanding of the data also helps fleet leaders respond quickly and adequately to questions from leadership and investors. This shows why fleet data, and human insights can be valuable across finance, accounting, procurement, and operations, not just within the fleet department.
MWS: WHAT ROLE DO FRAUD CONTROLS PLAY?
KABBANI: Fleets need multiple layers of protection to help mitigate fraud. Purchasing controls that limit spending categories or amounts can help, while transaction monitoring can assist in identifying unusual activity.
In one Ontivity incident, Shell Fleet Solutions detected suspicious activity related to a fleet card skimming attempt after fraudsters attempted unauthorized transactions. The system immediately suspended the card and notified the Ontivity team, and Okan worked with the company to quickly resolve the issue.
While technology can show what happened, an experienced account manager can help explain why and what action to take next. That is the broader lesson from Ontivity’s experience: data is most useful when paired with knowledgeable, responsive support.
about the author
Mohamad Kabbani is head of US sales for Shell Fleet Solutions. He helps businesses use fleet data and dedicated account support to improve cost visibility, strengthen controls, and make more informed decisions.
