Some Thoughts On Business: Sales Opportunities #1

Since we have taken this full on consulting job at a dealership to rebuild the once mighty commercial truck department, I have observed many things about salespeople and the opportunities they have with me as a buyer and how they recognize and treat those opportunities--as well as how they miss them.

I have to state up front that in these kind of advice posts, I am not wanting to state there is just a right and a wrong way to do things, but better than this, to point out what I observe and how I feel or respond to various salespeople from body companies and other salespeople selling a variety of services and products. You choose what is right and wrong as you will. Since I teach sales and have for many years, I am always interested to see how a salesperson approaches me and treats me. Since I am right now in the position of being a buyer, this is a great opportunity to watch and try to understand methods and thinking.

The Product and Salesperson Likability Is Not The Key

I am buying a number of units and have been for a few months. I have my personal favorite body companies and my favorite most loved body reps, but I am buying the majority of my items from others. Product is not the key. Salesperson likability is not the key. The key is helping me most with my objectives in building this department. How I am assisted in this arena is everything. In this, one company has stood high above the rest. As a direct result of this, they have received a high percentage of my business. As long as they continue in giving me what I need to help move this department forward, they will continue to get a high percentage of my business. It is that simple to me.

There are some companies that have much, much more product and a better selection of product as well, but the product is only a small part of the story. Of course, the ideal would be to have the best mix, best product, best price, best service, best relationship and best location. Who has that? No one I know. Most build good quality products with similar features and benefits. I can sell all of them, so one is not necessarily better than others. It is interesting that the one who works with you the best, how one will start liking them more and more, even if you weren't a fan to begin with.

It's not the product or the rep, but the overall strategy of partnering with your customer. I like the word partner a lot because that is what I look for in a company. How can we work together to achieve each other's objectives profitably and effectively? That is the best.

How To Become More Of A Partner

(and get more business!)

Here are some ideas to ponder about becoming more of a partner with your client. It is strictly from my own perspective of my own preferences. Call it how to sell me, if you like, but I think there are thousands, perhaps millions, like me with these preferences:

• Contact me regularly so I don't forget you. How often should you call? There is nothing wrong with once a week to me. You need not take a lot of time in the call. Just touch base and see how things are going, is there anything you can do to help in any way, is everything okay with the product and service, and things like that. If everything is going well, it might take 2-3 minutes and you're back on your day. This regular contact demonstrates how much you care and how interested you are. Partners are very interested!
• Show up regularly. Maybe this would be twice a month. It doesn't necessarily need to be any more than this, but what I want you to do is to look at my products and make suggestions. You would be the expert and give me advice of what might work better. You should know my product inside and out, else how could you give any advice? MOST IMPORTANT: Always, always, always have an appointment! DO NOT show up unannounced. That is rude and counterproductive. When I was a body rep, one client said, "look at my inventory first, otherwise you have nothing to say to me." I took that to heart and not only knew each clients inventory, I recorded it on every visit. One client called me once and asked me for a certain unit, I looked and said, "you have one in stock, VIN number 000909." Sure enough, they forgot they had it in stock.
• When I order, remind me of options. I love options and always have. I was the king of options as a body rep because I suggested them to my clients. I would like the same. I forget about lift gates sometimes on service bodies, but that is a great application, so suggest them. Rackstraps is a great option and many times I just don't think about it, but I would buy those most of the time because it is a huge value to the end user, so suggest them! Know your own product and what I stock so you can make these kind of suggestions. It's not about you trying to tear my head off with additions, but it is about what is of value to the end user and how it gives me a leg up by having these in stock when others are timid. I like a leg up.
• Take a lemon and make lemonade. Got any mis-built bodies lying around? Someone backed out of an order and left you holding the goods? I love those kind of opportunities. Tell me about them, and especially if there is a special deal going along for the ride. The best way to make profit is in the original purchase. How you buy is very important to the bottom line. I am always looking for ways to improve profit (we get paid on that and the dealer likes it too!) opportunities. Got something weird? I am always looking for something different and interesting. It gets my sales-guy juices flowing. Make me a list of your challenges and I just might help you be a super star!
• Don't ply me with cash rewards for myself. Find ways to help me move the needle and it will never be cash to me or my team. Want to give cash? Give it to my dealer. He puts up the capital to buy them to begin with. Pay his or her flooring bill for a few months. That will move the needle. What we need more than anything is and will always be more customers or potential customers. We also need better products, better options, better service and better support. Of course, better pricing always works too.
• I don't make my decisions on price alone; however, price is always a concern. I don't buy the lowest price any more than my clients buy the lowest price. I would pay the highest price if everything else that we need is taken care of. So, price is important because it is important to my clients, but I learned a long time ago that only 4% buy price and I am not one of them. Needless to say, this does NOT mean that when you show me a bargain I shouldn't pass up that I will turn you down. I am always looking for profit opportunities.
• Service. If there is something on my lot that needs attention, I expect you to find a way to make it not need attention quickly. I can tell you this: I have some units on my lot that need attention and they are not being handled by the body company that made them. I made mention of it to the rep, but nothing has happened. It is not a huge deal, but it is interesting to see what kind of service I get and from whom. I am confident they would like more orders, but I will cherry pick that company only. How are your customers reacting to your service? You know they will. It is a matter of how. If I have to, I will pay to have it fixed myself and move on. Of course, the company who made it will not even know this problem exists, will they? I am not into telling them every week. I am looking for who my partners are and they are not acting anything like a partner.

Whatever product or service you are selling, some of these insights should be valuable to you in helping you become better and make more sales.

Interesting Welder Body from Royal Truck Body

Here's a sweet welder body from Royal Truck Body. Notice the great work platform with smooth steel floor and V-groove, the slightly raised front compartments. This unit is approximately 10' and mounted on a 60" CA dual rear chassis.

Something a little different on this is the streetside front raised compartment. Notice that it has a small transverse chamber specially designed to hold large gas bottles, while at the same time (or at different times), there is space for shorter bottles in the compartment itself. Very interesting design. Since the transverse area is relatively small and the welder mounted in the back hides it, one would not even suspect it exists.

My favorite part of this body is the rear work area. It is made of heavier smooth steel rather than just continuing the floor further out. Considering the pounding and miscellaneous other activities a welder gets involved in, this work area is going to be a big hit (no pun intended). It has the additional factor of looking great. It always works out best when both those elements are there, doesn't it?

Call Royal Truck Body at 800-834-7692 and please take some time to visit their website at www.royaltruckbody.com.

Carter Industries Offers Alum-Line Aluminum Flatbeds

This is the 8' Aluminum Flatbed built especially for Carter Industries of Union City, CA by Alum-Line, Inc. The flatbed is 8' 6" long by 80" wide and is all aluminum construction with .125 treadplate flooring, crossmembers on 16" centers, extruded aluminum main frame that is .150 thickness, louvered, tapered headboard. The bed is so light that it makes sense to put this body on a half-ton pickup that is box-off certified. A 9' gooseneck platform is also available. In addition there are numerous gate options from stake gates to short fold-down gates to light weight lift out gates.

Call Carter Industries at 800-310-6390 and visit their site at www.carterind.com.

Masterack Slide-Down Ladder Rack

This is the Masterack Slide-Down (TM) Ladder Rack that easily lowers ladders "within arms reach (TM)." This rack has an easy-to-use actuator handle that pivots the ladder to the side of the van for safe, efficient operation and the hydraulic assist option gently lowers the ladder for additional ease-of-us and provides added safety and less wear. It is zinc plated and powder coated for maximum outdoor protection. All of the ladder contact areas are protected with vinyl covered stops and anti-skid strips. The rack includes a padlock feature for security and it is adjustable to fit different extension ladders up to 32 ft. This rack is available in a single side or dual side slide-down version.

To see all the great products from Masterack, go to www.masterack.com.

The All-New Signature Body from Supreme Corporation

Meet the most convenient, most resilient cutaway van on the road today: the new Supreme Signature Body. Supreme has redesigned and retooled their standard cutaway van, then tested it again and again to give you a versatile body unparalleled in its rugged dependability.

With Supreme's Signature Body, they've taken some bold steps to surpass your expectations. They've turned "options" into standard features. Added strength to combat potential damage. Increased cubic payload so you can carry more and get your job done efficiently.

Let's start with 10 key points, then add a few for gusto:

• Signature Steel Frame Substructure. Supreme has built every Signature Body around a robust steel frame substructure.
• Front FRP Wall. All Iner-City Vans come with an FRP front wall to provide extra protection against cargo damage, exterior dings and scratches, and long-term corrosion.
• Todco (R) ToughShell (TM) Door for superior protection and longevity.
• LED Exterior Clearance Lights are now standard.
• Sealed Wiring Harness. Used by national leasing fleets for years, sealed wire harnesses are now standard and are designed to integrate with the LED lighting system. The result: a reduction in electrical repairs and maintenance.
• Rear LED Recessed Lights in Rear Corner Post.
• Roof Rail Design has an Internal Wire Track to Protect the Electrical Harnesses.
• Internal Steel Gussets in Rear Frame.
• Wider, Taller Rear Door Opening.
• Puck Mounted Body. Enjoy a smoother ride on pothole-filled streets and bumpy alleyways in the only body with a puck-mounted body designed for consumer use. The same technology used by national leasing fleets, where the chassis and box move together, is now a standard feature on the signature Iner-City Van.
• Molded Composite Front & Rear Corner Caps.
• Taller, Steel-Reinforced Rub Rail.
• Solid, 10-gauge Steel, One-Piece Molded V-Groove Threshold.
• Extruded Aluminum Front Vertical Corner Posts.
• Extended One-Piece Rear Corner.

Most of these improvements are not so noticeable in a quick look, but these are huge improvements in this van body and taken together sets Supreme apart from the crowd. For more information and locations, see www.supremecorp.com.

Gorgeous Truck Body from Bedco Truck Equipment

We're always looking for a great looking truck body and we have found another from Bedco Truck Equipment of San Diego, CA. This is The Deployer body which comes standard with the most cubic inches and bed space available for a service body truck. It is available for single rear and dual rear wheel models and has a wide range of options to customize it for each user.

Check the Bedco Truck Equipment website at www.bedcotruckequipment.com or call them at 619-579-9389.

The Great Bright Green ServPro Truck Keeps Them Visible

I don't think anyone will miss this truck on the road. Saying that this color stands out is an understatement. It glows! And, of course, that is desired and gets the attention of anyone near it's green sphere of influence.

Thank you to Tom Swain of ServPro of Fairfield for letting us get some shots of his green cutaway unit. It is a common size of about 15' with FRP walls and includes a furniture attic and aluminum ramp. Another great feature is the large roll-up side door. This is a great type of unit for their use and carries larger items as shown.

ServPro specializes in the cleanup and restoration of residential and commercial property after a fire, smoke, or water damage situation. ServPro also mitigates mold and mildew from your home or business. I can attest to their professionalism, courtesy and swift service from a small fire we had a few years ago. They did a great job with a huge mess.

Call Tom Swain of ServPro of Fairfield at 707-207-0122. For more information on ServPro, visit the corporate website at www.servpro.com.

Prodigy Bus by Starcraft Bus and MFSAB Direct

This is a brochure of the Prodigy by Starcraft Bus from MFSAB Direct, LLC in Johnstown, New York. They build a wide variety of buses in single rear wheel models and dual rear models mounted on cutaway van chassis. They build units in sizes that will accommodate up to 46 children or 28 adult and many models for smaller groups.

Here is the mission of MFSAB Direct, LLC:

"MFSAB Direct is proud to offer the highest quality MFSAB and School Bus products across the U.S.A. All of our New Buses are manufactured right here in the United States of America and designed with the goals of Child Care, YMCA's, Churches, Schools, Camps and Head Starts in mind. MFSAB Direct, Inc. strives to deliver the most dependable, safest, reasonably priced School Bus or MFSAB** making it easier to replace those unsafe passenger vans. With a dealer network nationwide, we can accommodate your specific needs. Select our "Get a Quote" and a local GM, Ford or Bus Sales Dealer will be glad to discuss your Bus Transportation needs. When it comes to child safety and transportation, don't settle for anything less!"

I got to see one of their single rear wheel buses in person this week and I have to say that I was most impressed by the size, great looks, roomy interiors and quality workmanship. I was also impressed with their very reasonable pricing. Give Eric Sebast, Director or D Ralph Cox, President of MFSAB Direct a call at 888-244-8701. They will be very happy to get you all the information that you might need to help your customer or organization. Also check out their website at www.mfsabdirect.com.

**MFSAB stands for Multi-Function School Activity Bus. An MFSAB meets the same Federal Motor Vehicle Safety Standards (FMVSS) as school buses, but is not required to have stop arms or traffic control lights and in most states is not required to be yellow.

LOADSRITE Drop Down Ladder Rack from Adrian Steel

This is the LOADSRITE Drop Down Ladder Rack from Adrian Steel. This drop down ladder rack feels extremely solid and I just get the sense that this item would last through several vans even getting used multiple times daily. I didn't have that sense with some other drop down racks I've tried. The parts that get the hard use are heavy cast pieces instead of thin sheet metal. When you push this rack back into the locked position, it has just the right sound and feel of high quality and durability. I like that considering this kind of accessory will get a lot of use.

The LOADSRITE Drop Down Ladder Rack is available in single or dual side drop down configurations, as well as other configurations to suit virtually any need. And, of course, it comes from a quality company: Adrian Steel. Check out this product and the wide range of other products that Adrian Steel has to offer at www.adriansteel.com.

New Royal Truck Body Six + Plus Utility Body

New from Royal Truck Body: The Six + Plus Utility Body

The Six + Plus is a compact package that increases the functionality of your standard pickup truck. This 6' 8" body enables you to organize your tools and toys, with the unparalleled security provided on every Royal Truck Body by the exclusive Royal Fortress 5-Point Locking System.

This new body is loaded with features designed to save you time and provide the ultimate in convenience. These features include Dual Rotary Latches on open top lids; Rust Free Fender Flares that continue to look good even in the harshest conditions; 1900 Emulsion Undercoating surpassing the 1400 industry standard; Portable and Removable Trays that allow for easy access and organization; Push Button Barrel Locks for extra longevity and security; and 4 Flush-Mount Tie Downs standard in the bed area ready to secure even the heaviest loads.

In addition, the Six + Plus is loaded with features, such as: gas shocks on vertical doors and open top lids; aluminum Tred-Bright on open top lids; Tred-Bright gravel guards; Royal Super Seal weather stripping; and the industry's only locking tailgate.

For more details, Royal Truck Body has four locations to supply all of your upfit needs:

Paramount, CA 562-633-9951

Sacramento, CA 916-921-2639

Phoenix, AZ 602-426-1774

Ft. Worth, TX 817-319-5108

Visit Royal on the web at www.royaltruckbody.com

Celebrating 500 Posts!

500 Posts!!!

Celebrating 500 Posts. Today's post with Stellar Industries Tire Trucks was our 500th post since we began the Commercial Truck Success Blog in mid-April, 2008.

I want to take this moment to thank all of our readers and contributors as well as the companies and their interesting products that didn't even know they contributed. It has been my pleasure to share this forum with you all around the world and I look forward to another 500 posts. Thank you all who have responded with encouraging comments. It is my pleasure to serve you.

Tire Trucks by Stellar Industries

There is only one trouble with Stellar Industries Tire Trucks. Where do you start? Stellar has the most complete line of tire trucks I have seen. I am only showing a few photos! They take you from the pickup with a little backpack, to a monster truck capable of lifting huge industrial tires and rims from a distance!

Here's more about Stellar Tire Trucks:

Stellar Tire Trucks use state-of-the-art design and materials to produce the most modern design tire trucks available in the North American market. Since the purchase of the tire truck Collins division from David Manufacturing in 1993, Stellar Industries, Inc. has literally reinvented the tire service truck. Our tire truck bodies, cranes, and compressors include features not found on competitive tire service trucks. These features include:

• Extruded Aluminum plank floors for greater strength and longevity
• Extruded aluminum body liners
• Stainless steel hinges with stainless steel automotive-style slam latches
• Innovative work lights.....that REALLY work
• Direct-drive hydraulic driven air compressor systems. No more loose or worn belts.
• Unique crane and compressor on a common base. Frees up valuable tool storage space and eliminates rusted drive shafts and U-joints.

For more information, call Stellar Industries at 800-321-3741 and visit their great website at www.stellarindustries.com.

Some Thoughts On Business: Opportunity

I have become an opportunity seeker. Here's the really interesting part: the more I become an opportunity seeker, the more opportunities I see. In the past I might have seen mostly problems, and now I see so many solutions.

It really is attitude and attitude has become a bad word. People don't want their attitude discussed or used as a judgment, yet other people pick up on our attitude immediately and there is no possible way that it cannot influence others.

When I first began studying sales at the age of 22, I was told to have a positive mental attitude. I tried and tried and tried and even succeeded from time to time, but the problems were always being presented to me or I was finding them and creating them myself. It seemed like so much work to have a positive mental attitude when the world was so screwed up! It makes one feel like a loner.

Now, over 30 years later, I find that the world is still so screwed up or maybe even more so. There is so much to complain about from business to the economy to the government to the neighbors to the kids and . . . well, you get the idea. I am convinced that the world will never be without a lot of problems. Yet with all of this, I've found a way to overcome the world.

It's opportunity. It is everywhere, all around me, all the time. As I have become an opportunity seeker, I have made a choice to accept the fact that the world has problems and not be concerned about that. When I focus on the problem, all I get is more problems. It's funny how that works, but it works. When I focus on the opportunity, I get more opportunities.

Here's another thing. Now, I cannot stand to be around complainers. I used to lead the pack at one time or another. It's kind of like quitting smoking which ruled my life for too many years. When I quit, I didn't hang around smokers anymore. When I decided to stop complaining, I don't hang around complainers anymore. I want more out of life now. I want inspiration. I want encouragement. I want joy. Complainers want validation and commiseration. It's like a train going around in a circle forever. It goes nowhere.

Yes, it is a change of thinking. And, here is the greatest part: You can do it. If I can do it, anyone can do it. Stop listening to complaints and stop yourself when you hear it come out of yourself from habit. Stop focusing on the problems of life and focus on the joys instead. Can you be broke and full of joy? Absolutely! Joy is a choice, not a result of circumstance. Circumstance is the complainers' favorite topic. Joy will chase them away. That's right. If you start talking about joy, the complainers will run and hide. I guarantee it. They hate joy. They love problems and circumstance.

I have become an opportunity seeker and now I seek it every minute of every day in some way. There are plenty to go around. No shortage of opportunities. Come on in, the water is fine.

X-Tra Lift Offers Smart Solution

The complete X-Tra-Lift pick-up loading devices are a giant leap in the truck accessory market. With the use of hydraulic technology, advanced engineering and the use of aesthetically pleasing materials the X-Tra-Lift will make your pick-up truck more useful.

The X-Tra-Lift Model 2000 has the capacity to lift 2,000 lbs. while remaining level through the entire cycle and the X-Tra-Lift Xchange can lift an amazing 3,000 lbs. All X-Tra-Lift models will operate from any stable loading level (such as the ground or a loading dock), into the existing box of the truck, all by the press of a button. It takes about a minute to run the lift from the ground into the stored position. It's perfect for loading and hauling items that are bulky and heavy.

The X-Tra-Lift system has literally hundreds of uses. It allows you to easily and quickly load and haul your motorcycle, ATV, personal water craft, or other recreational vehicle. But recreation isn't the only use, deliver appliances and furniture, haul pieces of small construction equipment or lawn and garden equipment up to 3000 lbs. even use it to deliver portable toilets, video games and vending machines! Also haul small loads of gravel or mulch and dump it right where you want it. The X-Tra-Lift carrier quickly detaches from the lifting unit, this allows you to use several different types of carriers or it simply lets you use the existing pick-up box, if so desired.

See all the features, videos and information at www.xtralift.com or you can call them at 800-321-3741.

Great Looking, Hard Working Hillsboro Aluminum Flatbeds

Hillsboro Industries has been manufacturing great truck bodies and trailers for over 40 years. They have also been number one in the aluminum truck bed market for the past 15 years. Hillsboro Aluminum Truck Beds are the ideal combination of lightweight versatility, heavy duty construction and flexible installation on both single rear and dual rear wheel trucks.

Benefits of the aluminum flatbed are a 40% weight savings vs. comparable steel models (Hillsboro builds steel flatbeds as well. . .), corrosion resistance, 3-year warranty and much more.

Call them at 800-835-0209 and please check out their comprehensive website at www.hillsboroindustries.com.