Scott McClure, a Territory Manager at Shoppa’s Material Handling in Fort Worth, Texas, had been trying to earn business at a Bridgestone/Firestone location in Roanoke, Texas, for four years. The site presented a large conquest opportunity. This opportunity included a high quantity of narrow aisle equipment, a segment of the material handling industry where Shoppa’s has aggressive growth goals. Shoppa’s strategy to expand warehouse products included placing large stock orders for Toyota reach trucks, order pickers, and stand-up counterbalance equipment. Stock orders helped Scott and the Shoppa’s team earn an order of 44 units, including 28 reach trucks. “A key piece to earning Bridgestone’s business was having Class 2 equipment already on order, which we were able to spec change to meet their needs. Luckily, Shoppa’s management team had the foresight to reserve production slots for equipment that had been most affected by extended lead times,” said Scott.
Some of Bridgestone’s existing equipment had reliability issues, so having some new reach trucks will allow Shoppa’s to replace the highest-hour, least reliable equipment.
Another issue for Bridgestone was failures with existing batteries and chargers. “Their current batteries were showing their age. Product moving out the door for three shifts is vital to their operation. The customer’s warehouse evolved into an application where lead acid batteries could never keep up. Even with ‘reduced’ lead times, their Class 2 equipment is still 15 months out. They needed a solution as fast as possible. Our [Shoppa’s] battery division, Viking Power, had the idea to spec the lithium batteries to fit Bridgestone’s current equipment as well as the new lifts we planned to order. Lead times for lithium batteries are just a few months. Shoppa’s will have all their batteries replaced by March. Randy Childs, Matt Racak, and Dorian Posadas were instrumental in helping me push the deal to the finish. I am extremely fortunate to have such an involved management team and support group. Dave Morzella, TMH District Sales Manager, was helpful in providing key contacts with Bridgestone and keeping me up to date as the deal progressed,” said Scott McClure.
Shoppa’s success opened the door for Southwest Toyota Lift to get re-engaged in a deal that had stalled.
“Honestly, I thought we lost the deal in Ontario, California,” said Morzella. “I reported to TMH management that Bridgestone in Ontario went another direction, but through the process with Shoppa’s, we learned that an order was never placed for Ontario. Southwest jumped right on it and quickly earned an order.” Then, Southwest Toyota Lift secured an order of 68 units, including 36 reach trucks.
Both Dealers conveyed to the local sites that TMH has Bridgestone/Firestone established as a national account. “Bridgestone/Firestone is becoming more and more aware of the national (NPP) program with Toyota,” said Morzella. “I do encourage Dealers to call on their local Bridgestone/Firestone sites and mention their company’s partnerships with Toyota in Roanoke and Ontario. Feel free to call me, and I’ll be glad to help send the message!”
Congratulations to Shoppa’s and Southwest ToyotaLift on earning large, impressive conquest orders!