Michael's PPT in SlideShare

1. FP National Accounts

2. We can’t consistently win if we don’t have the
information!

3. OPENING UP THE BLACK BOX
National
Accounts
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?
 ??????
We can’t consistently win if
we don’t have the
information!

4. THE ART & SCIENCE OF NATIONAL ACCOUNTS
The Art
The Science
 Develop strong relationships
 Use the tools
 Know the market
 Follow the processes
 Know the competitor
 Access the systems

5. together is success.
- Henry Ford
PUTTING THE CUSTOMER AT THE CENTER
Coming together is a
beginning; keeping together
is progress; working
together is success.
Products
Providing the right
products
-Henry Ford
Operations
Meet customer
expectations
everyday
CUSTOMERS
OSR’S
Build local relationships &
leverage agreements
NAM’s
Sell FleetPride’s
Value & gain
support

6. THE SECRET TO WINNING
V
Validate the opportunity, gather the facts & do your homework
I
Information – make sure you have the must up-to-date &
accurate facts
C
Collaborate & 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

7. 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

8. FIELD COLLABORATION TOOLS & PROCESSES
CON’T…
Launch Communication Process
New National Account Launch Process
Deal Signed
Launch Planning
Customer
Launch Planning
Launch Date
Sent
Products
Natl. Accts
Phase
Launch Meeting
Products
 A consistent process to launch national
account wins & new products
 A more targeted and focused approach
Field Sales
Launch Meeting
Field Operations
Launch Meeting
Launch Meeting
 Grater involvement by the NAM

9. 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

10. THE ALL KNOWING MAGIC 8 BALL
MAGIC 8 BALL, ARE
WE GOING TO
ACCELERATE
GROWTH OF WALLET
SHARE IN OUR
NATIONAL ACCOUNTS
IN 2014?

11. With your help VICTORY will our result!