Selling & Pricing Fleet Management Workshop

Once fleet management is defined and recognized, how does a dealer go about selling this service? Presentations are being done in the boardroom to CFOs instead of in the warehouse to those who will use your equipment. This shift demands a more sophisticated sales presentation. Today the new buyers may range from corporate engineers to accountants who don’t know the technical aspects of your product. The salesperson today must be skilled in cost analysis, presentation, fleet analysis, logistics, maintenance control, etc.

Topics to be covered include:

• The Total Cost of Ownership Calculation & Customer Needs Analysis
• Who Should Be Included in the Needs Assessment and Plan Development
• Elements of Customer Cost Not Included in Supplier Invoices
• Developing a Plan That Helps Your Customer Contact Sell It Internally
• Options of How to Measure Success for Both You and the Customer
• Contract Elements That Will Save You Serious Aggravation
• How to Get the Participation of the Customer in Abuse Billing and Non-Contract Repairs

Who should attend: This course is recommended for those in the dealership who will be selling and/or managing fleet management contracts. It deals with account identification, parts and labor consumption, labor pricing, scheduling, contract design and negotiating.

Course Level: Skill Building
Length: 1 day
Class Size: Maximum of 25