FP National Accounts

We can’t consistently win if we don’t have the

information!

OPENING UP THE BLACK BOX

We can’t consistently win if

we don’t have the

information!

National Accounts

Who is my national account manager?

What are the national accounts?

Where can I find information about the

national account I service?

I’ve gained some good information, who should I

inform?

??????

National

Accounts

THE ART & SCIENCE OF NATIONAL ACCOUNTS

The Art

Develop strong relationships

Know the market

Know the competitor

The Science

Use the tools

Follow the processes

Access the systems

PUTTING THE CUSTOMER AT THE CENTER

Products

NAM’s

OSR’S

Operations

Providing the right

products

Sell FleetPride’s

Value & gain

support

Build local relationships &

leverage agreements

Meet customer

expectations

everyday

together is success.- Henry Ford

Coming together is a

beginning; keeping together

is progress; working

together is success.

-Henry Ford

CUSTOMERS

V Validate the opportunity, gather the facts & do your homework

IInformation – make sure you have the must up-to-date &

accurate facts

CCollaborate & leverage the team and participate in conference

calls, etc.

T Tenacious – be persistent

O Operations – always include, inform early and often & follow up

R Results – pay attention to the results to adjust your game plan

Y You must be proactive, persistent and helpful

THE SECRET TO WINNING

FIELD COLLABORATION TOOLS & PROCESSES

NAM Field Action Plan

One page customer profile

Key FP team members

Updated quarterly

Key opportunities that are relevant within the

account

Plan of action for the field to execute

New National Account Launch Process

Pro

du

cts

Nat

l. A

ccts

Fiel

d S

ales

Fiel

d O

per

atio

ns

Cu

sto

mer

Phase

Deal Signed

Products

Launch Planning

Launch Planning

Launch Date Sent

Launch Meeting

Launch Meeting

Launch Meeting

Launch Meeting

FIELD COLLABORATION TOOLS & PROCESSES

CON’T…

Launch Communication Process

A consistent process to launch national

account wins & new products

A more targeted and focused approach

Grater involvement by the NAM

FIELD COLLABORATION TOOLS & PROCESSES

CON’T…

Implementation Planning

Who is responsible for what and when

Track progress across all the constituents

internal & external

Faster realization of revenue and GP

THE ALL KNOWING MAGIC 8 BALL

MAGIC 8 BALL, ARE

WE GOING TO

ACCELERATE

GROWTH OF WALLET

SHARE IN OUR

NATIONAL ACCOUNTS

IN 2014?

With your help VICTORY will our result!