This document discusses national accounts and tools for collaborating in national accounts. It provides information on national account managers, what national accounts are, and where to find information on accounts. It outlines the art and science of national accounts in developing relationships, knowing the market and competition. It emphasizes putting the customer at the center and building local relationships. The secret to winning is outlined as validating opportunities, gathering information, collaborating with the team, being tenacious, including operations, paying attention to results, and being proactive. Tools for field collaboration include the national account field action plan, new account launch process, and implementation planning. The overall message is that coming together and working as a team leads to success in national accounts.

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!