Steven Kalnitzky, Director of Product Management at Trimble, specializing in the Appian and Truckmate product lines, addressed the dramatic evolution of asset carrier needs, particularly for private fleets, during the latest Trimble Insight Conference in New Orleans.

Private fleets traditionally exist as a cost center, operating primarily to provide the highest levels of customer service rather than to maximize profit like for-hire carriers. Kalnitzky observes that in the last five to ten years, "the definition of customer service has changed dramatically." Consumer behavior, escalated by companies like Amazon, has placed expectations "through the roof" on distributors, demanding world-class service 24/7, coupled with expectations of low prices.

For fleets navigating these demands while maintaining cost-effectiveness, technology adoption is key. Kalnitzky categorizes current necessary technologies into three levels:

1. Table Stakes: These are baseline, non-negotiable technologies, often driven by regulation. This includes ELD technology for tracking hours of service, a TMS (Transportation Management System) for execution management, and tracking/visibility tools (which are "not nice to have anymore"). Software focused on driver happiness, such as effective driver onboarding tools, also falls into this category.
2. Nice-to-Haves: These technologies focus on automation, leveraging AI and machine learning to streamline workflows like order tendering, acceptance, and optimization. Kalnitzky notes that these tools "will help you automate" and are eventually expected to trickle down into the table stakes category as the industry matures.
3. Leading Edge: This involves sophisticated use of data to drive new revenue streams, such as utilizing data for dynamic pricing of end consumer goods. The key to reaching this stage is data maturity. Kalnitzky stresses that fleets must "at least have a data policy" and begin storing all operational data, even if they aren't ready to use it yet, to ensure they are "AI ready and automation ready."

Kalnitzky advises fleet leaders heading into 2026 to avoid trying to "boil the ocean." Instead, focus on high-priority items based on the fleet's core mission—for private fleets, this is customer service; for for-hire carriers, it’s cost per mile and retention. Incremental, stair-stepped improvements are crucial, as "you can make small changes, get small benefits along the way."