Selling Into Fleet - Bundle A

Description

Need to tune up your fleet sales skills or have teammates to train? Jump start your year right here!

An enhancement to NAFA’s 2019 Institute & Expo is the addition of our first-ever Fleet Industry Supplier Track of educational sessions.  Developed by suppliers for suppliers, this track will help you advance as an industry supplier. It features important lessons on such topics as understanding the decision-making matrix, navigating the RFP process, designing Service Level Agreements (SLAs), and much more.

If you’re expanding your skillsets, are a new supplier to the fleet world, or have teammates just joining the industry, be sure to view this entire track! This bundle is eligible for one recertification point.

Bundled Products

Understanding Complex Decision-Making for Fleet Acquisitions

The fleet industry involves many stakeholder groups all vying for influence, partnership and profit. To be effective as product or service providers you need access to decision-makers. On top of that, you need to understand the complex decision-making process that results in fleet and services acquisitions. Increase your understanding of the process now and see immediate results!

Learning Objectives:

  • Discover who the decision-makers are in corporate and government fleets
  • Understand the decision-making process
  • Learn how to positively influence the process to assist fleet organizations

Presenters

Erin Rock
  • Government Consultant
  • Southern Strategy Group

Erin Rock recently left State of Florida government service after 15 years serving in a variety of positions across three Governor’s administrations. Her final post was as Secretary of the Department of Management Services, the shared services provider for Florida state government and its many agencies. In this post, Erin managed the state’s enterprise purchasing and vehicle fleet as well as real estate, telecommunications, and state employee benefit offerings.

Phil Moser
  • Associate Director of Global Driver Safety
  • Syneos Health

Phil Moser serves as the Assoc. Director of Global Driver Safety. In that role Moser creates driver safety initiatives that promote the establishment of a driver safety culture within Syneos Health. By reducing the corporate crash rate, the ultimate goal of creating a safe work environment for the employee drivers is achieved.

Sherry Calkins
  • AVP
  • Global Strategic Partners, Geotab

Sherry Calkins has been involved in the Fleet and Automotive industry for the last 21 years, working both nationally and globally.  The first 10 years of her career began as a Fleet Administrator working in both government and corporate fleets, overseeing the entire fleet operations, ranging from acquisition, leasing, remarketing, maintenance facility's, fueling, alternative fuels, safety, and partnering with various vendors.   Sherry has been involved in various Fleet committees and advisory boards, offering a range of knowledge and insight, training and speaking at national conferences.  Her passion for the fleet industry is endless, along with her desire is to bring her energy, knowledge and experience to the industry and continue advancing corporate fleets worldwide.  Sherry is currently an AFLA Board member and is the Vice-Chair for Fuels & Technology Committee with NAFA, and serves on the Board of Directors for GAVDA.

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Fleet Talk: What Suppliers Need to Know About Fleet Demographics

Fleets can be segmented by industry, size, equipment type, location and other factors, plus each fleet has specific characteristics that make it unique. Whether they lease or own, in-source or outsource maintenance, or use a deluxe fleet management information system or paper and pencil, each fleet has unique attributes that must be examined and understood so a supplier’s offerings are properly positioned to demonstrate value. Increase your understanding of industry segments and their individual needs to help you be a more informed supplier.

Learning Objectives:

  • Explore fleet market segments
  • Understand different fleet asset types and uses
  • Learn about the most common fleet management approaches

Presenters

Heidi DiAngelo
  • Global Account Manager
  • GEOTAB

Heidi DiAngelo,  Global Account Manager at Geotab since Fall of 2018, has been serving in the fleet management industry since 2004. A Master's degree in Intercultural Communications, the past 12 years Heidi has had the opportunity to help construct global solutions for international customers while building international partnerships that foster trust and mutual success.

Susan Miller
  • CAFS, Sr. Fleet Account Manager
  • GEOTAB

Susan Miller is a recognized industry veteran and global Fleet Executive.  Prior to joining Geotab as Sr. Fleet Account Manager on their Customer Success team, she was Director of Fleet Services with McDonald's Corporation, as well as managed fleets for Keebler, A.B. Dick Company and ServiceMaster. Susan is a Fleet Hall of Fame inductee, Fleet Manager of the Year recipient, past President of AFLA and longtime member of NAFA.

David Hayward
  • Manager
  • Deloitte

David has a unique resume which crosses multiple fleet categories over the past 12+ years: Global Fleet Management working with Wyeth, Rentokil, and Teva Pharmaceuticals; Fleet Operations and Procurement with Wyeth, Rentokil, AmeriGas Propane, Teva Pharmaceuticals and now Deloitte Consulting. He has experience in Pharmaceuticals, Service Companies, Heavy Duty Fleets and Government Fleet. These experiences have enabled David to create a large network within many areas of the fleet world. This diversity gives him some exceptional perspectives on the Fleet Industry which he has used in his capacity as board director in strategic planning, knowledge sharing, connecting with industry thought leaders, all to help NAFA further its mission.

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Prepare for Your Clients' Future Needs TODAY

Autonomous, drones, MaaS, telematics, the procurement shift, outsourcing, mobility, and cybersecurity: these trends are having a significant impact on the fleet industry and they are all happening NOW! Learn what the most important short- and long-term trends are and how to equip yourself with the insight and tools needed to navigate the future of fleet successfully.

Learning Objectives:

  • Learn how short-term trends such as outsourcing and sustainability are impacting fleet today
  • Understand the latest and greatest developments in telematics
  • Explore the future of mobility, autonomous vehicles, and cybersecurity

Presenters

Brian Hoglund
  • Global Director, Commercial Experience
  • General Motors/OnStar

Brian Hoglund, General Motors OnStar, Global Director Commercial Experiences has over 30 years of Automotive OEM experience.  Brian has had the opportunity to influence change and drive growth in a variety of Fleet Sales, Service, and Parts roles for General Motors.  Brian is currently leading General Motors OnStar connected vehicle Commercial Experience.  Brian and his team are leveraging the connection in the vehicle to create fantastic customer experiences and then sharing in the value creation.

John Dmochowsky
  • CAFM, Senior Global Fleet Manager
  • Mondelez International

Oversees a Global Fleet of over 10,500 vehicles. Responsible for the Strategic Global Fleet Initiatives. Been in the fleet industry for 18 years, 2012 Past President of AFLA and Automotive Fleet’s 2017 Professional Fleet Manager of the Year.

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Winning Submissions: RFP Responses and Presentations That Clients Can't Say No To

The Request for Proposal process should be simple – buyers state what they are looking for and vendors provide a proposal. The process is rarely this straightforward, however, as buyers don’t always know what they want or phrase their requests in ways that aren’t easy to understand. It is left to the vendor to interpret the RFP and provide a thorough response and a compelling presentation. These tips will help!


Learning Objectives:

  • Review the RFP and bid evaluation process
  • Provide meaningful differentiation in your response
  • Present effectively to win the bid

Presenter

Randy Owen
  • CAFM, Senior Manager
  • Matrix Consulting Group

Randy Owen has been a fleet management consultant for 20 years. Before beginning his consulting career he was fleet manager for Charlotte North Carolina and Los Angeles County.

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One More Happy Customer: Creating SLAs That Work

The contract has been signed, now what? A detailed Service Level Agreement (SLA) can make the difference to the future success or failure of your budding partnership.  SLAs can define the basics such as who “owns” the vehicle, what the responsibilities of all parties entail, and who is accountable for fleet use/abuse. They can also provide a scorecard that measures success and leads to longer relationships.

Learning Objectives:

  • Craft a usable SLA
  • Learn what SLA elements are most important to buyers
  • Formulate performance criteria to measure success

Presenter

Steve Saltzgiver
  • CAFS, Manager
  • Mercury Associates, Inc.

40+ years fleet management experience in public and private sectors. Former Fleet director states' of UT and GA. Past VP for Coca-Cola and Republic Services. Member of the NAFA Board of Directors. Government Fleet Hall of Fame inductee and Legendary Achievement Award winner.

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Customer Retention Through Trust-Based Partnerships

Your customer retention strategy starts the first time you contact a potential customer. Every aspect of contract negotiation and performance becomes part of the client service experience that determines your future. Learn how to build partnerships that persevere.

Learning Objectives:

  • Learn “Voice of Customer” and other retention strategies
  • Demonstrate your value as a strategic partner
  • Measure customer retention rates and strategies to improve them

Presenters

Michael Homan
  • Director of Fleet Operations
  • DTE Energy

Michael Homan, Director of Fleet Operations at DTE Energy, is proud to lead a team of 135 fleet professionals that ensures more than 5,200 assets are available to support daily operations.  He joined DTE Energy in 2004 and has held progressively responsible positions in finance, strategy, lean six sigma and operations.  Prior to DTE Energy, Michael held operational leadership roles at Xerox, Ford Motor Company and the US Navy.  He holds an MBA from the University of Michigan and a BS in Economics from Purdue University.

Laura Jozwiak
  • CAFM Senior VP, Sales and Client Relations
  • Wheels Inc

As Senior Vice President of Sales and Client Relations, Laura oversees Wheels' Sales, Account Management, Client Relations and Client Analytics teams, which provide strategic guidance and analytic resources to assist our clients in making informed decisions that improve the performance of their fleets.

Luann Dunkerley
  • Northeast Region Sales Manager
  • CEI Group

Luann Dunkerley is the CEI Group, Inc.’s Northeast Region Sales Manager who brings many years of expertise in the truck industry to the company’s ongoing efforts to expand its’ footprint in the vocational/service fleet industry. Luann joined CEI in 2008 and manages risk and safety services for some of the largest truck fleets in the CEI portfolio. Prior to CEI, Dunkerley had an extensive career at Ryder System Inc. with various management positions in the truck rental and leasing divisions.

Luann serves on the Board of Directors of the National Private Truck Council (NPTC) as well as the Board of Governors for the NPTC Institute

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Price: $149.00
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