# Keynote Case Study: Volvo And Mack Trucks: A Truck Is Becoming A Service Platform.
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For a Volvo and Mack Trucks dealer meeting in Dallas, I explained how predictive diagnostics and connected vehicles transform the business from selling a physical truck to selling uptime, reliability and service. The keynote, “How to Sell Proactive, Self-Diagnosing, Connected Trucks,” summed up the shift. A truck is becoming a service platform. Trucking was shifting from hardware sales toward connected service business models. Predictive diagnostics, uptime guarantees, autonomy, infrastructure and new revenue models were the roadmap. Six trends are shaping that shift. Predictive Diagnostics. Vehicles that know what is about to fail are transforming maintenance and service. Connected Fleet Intelligence. Real time data is improving routing, performance, safety and operating efficiency. Uptime As A Service. The business model shifts from selling trucks to selling availability, reliability and performance. Autonomous Trucking. Automation is steadily changing logistics, fleet operations and the driver experience. Intelligent Infrastructure. Smarter highways, telematics and connected logistics networks extend vehicle value. New Transport Business Models. Data, services and software are becoming as important as the machine itself. The future of trucking belongs to those who sell uptime, insight and service. The dealer meeting in Dallas turned into a rebooked engagement, which is usually the best sign that a message landed. You can browse more of that work in the case studies collection here.

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Source: https://jimcarroll.com/2016/01/volvo-and-mack-trucks-a-truck-is-becoming-a-service-platform/