Sales Training and Updates on Regulatory Issues Help NationaLease Sales Executives Sharpen Their Skills
The 2014 NationaLease Sales Meeting began on November 18 in Phoenix, AZ. Jane Clark, Vice President of Member Services for NationaLease welcomed the large crowd and introduced the many first time attendees before introducing Dean Vicha, President of NationaLease. Dean shared some opening remarks focusing on recent successes and some new technology enhancements on the horizon. Dean then introduced Joe Gallick, Sr. Vice President of Sales for NationaLease, who gave an update on the National Account programs, including unveiling the new NationaLease Fleet Connection. Derek Messalum from Decisiv joined Joe to walk through an overview of the new technology as well as the implementation strategies.
The afternoon continued with Doug Stoiber, Vice President of Produce Transportation Operations for L&M Transportation Services, Inc. who shared updates on recent laws and regulations, and some proposed future laws that will have a direct impact for shippers, customers, and consumers. The day’s general session concluded with a presentation by Dave Richardson, Corporate Director of Fleet and Safety for SRS Distribution. Dave shared his perspective on why he chose NationaLease as his leasing partner and how NationaLease can continue to earn his business. The evening’s activities continued with a Trade and Technology Reception attended by a number of NationaLease’s supplier partners.
The second day of the meeting began with a morning-long Sales Workshop conducted by Sean Leahy. Sean led a highly interactive session that focused on negotiation techniques and engaged both new and seasoned sales executives.
The afternoon session continued with Kevin Smith, Regional Sales Manager for J.J. Keller & Associates, Inc., who provided information about Electronic Logging Device compliance standards as well as other compliance issues specific to the rental and leasing industry. Jane Clark followed with an update on new NationaLease programs available to members including the new NationaLease Emergency Services and Fuel Directory app, and new training tools currently available. A panel on Dedicated Logistics followed, focusing on the current landscape, issues, and opportunities with dedicated contract carriage, and how providers are addressing these to create a competitive advantage. Joe Gallick, moderated the panel of Dedicated Logistics experts which included Dave Gurska, Executive Vice President and COO, Aim Integrated Logistics, Jim Donnelly, President, All Services Leasing, Inc., a NationaLease Member, and Dave Beaudry, Director of Logistics Engineering and Consulting, NationaLease. David Nitzsche, Senior Vice President of Supply Management for NationaLease discussed new capital equipment programs for the 2015/2016 model year and provided an overview of other supply management programs.
The general session ended with a National Account Overview from a panel of the NationaLease National Account Executives which included Rick Baker, Jorge Carrillo, Joe Gallick, Rob Goble, and Jay Hagerty. Dean Vicha shared a few closing remarks to wrap up this year’s meeting.
The 2015 NationaLease Sales Meeting will be on November 17-18 in Fort Lauderdale.