NATIONAL PURCHASING PROGRAM SUCCESS STORY
What prospect has caused frustration because you have not been able to schedule a meeting? For Eric Ruhlman, a representative from Bell Forklift, it has been the Piston Group. The Piston Group is an NPP with six locations in Bell’s territory and is owned by former Detroit Piston, Vinnie “the Microwave” Johnson. Eric was a fan of the Bad Boys and particularly liked their sixth man, who helped the team win two championships. Typical of Eric’s persistence, he reached out to multiple Piston Group contacts through LinkedIn. However, in his message to Mr. Johnson, he included a childhood photo of when Eric and his siblings met Vinnie at the Palace (Eric is behind his sister). The key buyer at the Piston Group contacted Eric, at the direction of Mr. Johnson, and now Eric is quoting his first project at a Piston Group site. Great job, Eric, for thinking of an unconventional approach to scheduling an introductory meeting!
WHAT IS A DEALER NATIONAL ACCOUNT?
There are two main types of TMH National Accounts: Dealer National Accounts and Captive National Accounts. Dealer National Accounts generate about 45% of TMH’s total National Account business. TMH Dealers quote opportunities, book orders, and earn market share credit. There are three types of Dealer National Accounts:
- Lead Dealer National Account (LDNA): For centralized purchasing. One Toyota Dealer is responsible for managing the account. The lead Dealer generates all quotes and books all Toyota new equipment orders.
- National Purchasing Program (NPP): For decentralized purchasing. Each Toyota Dealer is responsible for calling on local NPP locations. Local Dealers generate quotes, book orders, and receive market share credit. TMH has a central point of contact for each NPP customer.
- Lead Dealer National Purchasing Program (LDNPP): For decentralized purchasing. Local Dealers generate quotes, book orders, and receive market share credit. A lead Dealer manages the account and provides a central point of contact.
Dealers place all Dealer National Account orders.
TMH places all Captive National Account orders. TMH sells equipment directly to Captive National Account customers.
INTRODUCTION OF NEW TEAM MEMBER
David Samson: David Samson joins the Dealer National Account Team as a Dealer National Account Manager. David is responsible for growing the Dealer National Account customer base and sales volume. David has worked for TMH for 7 years as a District Sales Manager in the Northeast region. David resides in Richmond, VA.