On November 19-20, a group of sales executives, including a large number of first time attendees, met in San Antonio for the 2013 NationaLease Sales Meeting.
The day and a half meeting was packed with useful information for sales representatives and sales managers alike, as they began their strategic planning for 2014. The wide-ranging topics included sales techniques and best practices, tools and capabilities for the salesforce, and new regulations impacting the sales process. Jeff Spence, Vice President of National Accounts, kicked off the meeting with a recap of the past year, and a glimpse into the upcoming year for NationaLease. He also introduced new additions to the NationaLease National Account team, and recognized the large group of first-timers in attendance. Jeff then introduced the keynote speaker, Dan Norris, who provided both theory and practical application of the Science of Ethical Influence. Dan’s presentation was followed by Ben Escobar, Vice President of Operations Support for Reinhart Foodservice. Ben discussed the process of choosing a vendor, best practices for working with a National Account customer, and the reasons why they continue to choose NationaLease. Wrapping up the first day’s session, Joe Gallick, Vice President of Dedicated Services for NationaLease, shared an overview of the current Dedicated Contract Carriage environment and how NationaLease’s capabilities compare to others in that space. Attendees were pleased to learn that the combined dedicated fleet of NationaLease members ranks in the top 10 in the U.S. as a Dedicated Carrier. The evening concluded with a Trade and Technology Fair sponsored by some of NationaLease’s supplier partners.
Day 2 of the meeting started with an eye-opening presentation on Food Safety Transportation Regulations from Nick Pacitti of Sterling. Nick was followed by an Industry Panel moderated by Bill Hicks of Salem NationaLease. Industry experts discussed the future of transportation technology including telematics, alternative fuels, automated transmissions and APUs. Panelists were: Jill Nowlin, Cummins Inc.; Tony Dinkel, Allison Transmissions; Kevin Holland, Daimler Trucks North America; Jeff Belanger, ThermoKing; and Bill Edwards, Volvo Trucks North America. Following the panel discussion, Roz Wilson, Senior Business Analyst with the Delcan Corporation and the author of the Annual State of Logistics Report, presented an in-depth look at the economic indicators for the transportation industry. To wrap up the morning session, Jeff Spence and Jane Clark, Vice President of Member Services for NationaLease, reported on their respective areas, and the projects and initiatives they have in place to assist the NationaLease members.
The afternoon session resumed with a very practical session on Selling with LinkedIn, presented by Craig Fisher, VP of fisher VISTA and CEO of TalentNet, LLC. Craig provided many useful tips for optimizing the use of LinkedIn for creating a great company brand, and using that to impact sales. Roger Black, Controller at Stoops NationaLease, followed with a discussion on the latest developments with the FASB Lease Accounting Project and some useful tips for talking to customers about the project. Jeff Spence then shared his insights on Selling Against the Competition. With his extensive background in full service leasing, Jeff was able to highlight the particular strengths of NationaLease, and how to leverage those when speaking with customers. Jim Sweeney, Vice President of Capital Equipment, then led an interactive session, discussing NationaLease’s Capital Equipment program and how members can take advantage of it. The sessions concluded with each of the NationaLease National Account Executives sharing competitive insights and success stories from each of their territories. Attendees went home with both strategies to implement right away, and a vision for the industry moving into 2014 and beyond.
Next year’s Sales Meeting will be held on November 18-20 at the Wigwam Hotel in Phoenix, AZ.