A common frustration in sales is a buyer who delays replacing equipment and keeps old machines way past their economic life. In January 2019, Josh Styczyski of Thompson & Johnson in Albany, NY began a conversation about replacing 30 old units at a Saint Gobain sandpaper plant. Josh did trade appraisals, performed a site survey, and made replacement recommendations in his proposal to replace equipment. A conflict between corporate and the local facility ensued (cutting costs versus uptime of plant equipment) and a decision was never made. Josh communicated monthly with the local corporate contacts and updated quotes each year. Early in 2022, Josh found success by employing a new strategy. Josh brought multiple plant managers together with the corporate buyer and mediated between the two parties. Eventually, the two sides settled on a compromise. 41 months after initially quoting the deal, in May 2022, Josh closed 15 units by satisfying both side’s interests. Some of the old machines were repurposed into lower utilization areas, while the new equipment will increase uptime in high-demand applications. TMH recognizes Josh’s persistence, communication, and desire to win as keys to earning this long-term deal. Great job Josh! TMH appreciates your diligence!
What is a LDNPP Account?
LDNPP is an acronym for Lead Dealer National Purchasing Program. LDNPP’s are one of three types of Dealer National accounts. Lead Dealer National Accounts (LDNA) and National Purchasing Program (NPP) accounts are the other two types of Dealer National Accounts.
Local dealers are responsible for calling on local LDNPP sites, generating quotes, and booking orders! Local dealers get ITA credit!
Think of LDNPP accounts as the same as NPP except that a lead Dealer manages the account instead of TMH. Remember, LDNPP, and NPP account structures are for companies with decentralized purchasing.
The reason that TMH assigns a Dealer to manage some NPP accounts is to leverage a good relationship a Dealer has with a company’s headquarters. The lead Dealer can help local dealers earn business at LDNPP locations. Summary Sheets, located on the portal, identify who is responsible for managing all national accounts, including LDNPPs.
Lead Dealers receive compensation from TMH for each unit sold to LDNPP sites. Local Dealers should not include funds, called Reverse Ship-In Fees, for lead Dealers in the Cost of Goods Sold of quotes (in the past, Reverse Ship-In Fees needed to be added into quotes to some LDNPP accounts).
LDNPP accounts and lead Dealers are:
- Oshkosh Corporation (Conger Toyota-Lift)
- Berry Global (ProLift Industrial Equipment)
- Alcoa/Arconic (Toyota Material Handling PennWest)
- Lumbermens Merchandise Corp./LMC (Toyota Material Handling Northeast)
- Bonduelle (Liftow Limited)
Sales professionals, be aware of LDNPP sites in your territory and ensure that those sites know that they are a Toyota national account. LDNPP sites offer opportunities to increase quotes, orders, and market share!
INTRODUCTION OF NEW DEALER NATIONAL ACCOUNT TEAM MEMBER
Sara Corya: Joins the Dealer National Account team as a Business Development Analyst. Sara is responsible for new business acquisition and development, contracts, RFP’s, and management of existing accounts. Sara has worked for TMH in the Columbus office for 8-years. The Business Development Analyst role is new to TMH, and Sara is the perfect fit to develop the position.