The Dealer National Account team recently held three virtual town hall meetings to explain who we are and what we do. We provided an overview of our team to everyone who joined. We also explained how Dealer National Accounts differ from Captive National Accounts. One difference is that all Dealer National Account orders are ordered by dealers, while TMH sells directly to Captive National Accounts. Do you know the #1 factor that determines what Account Classification is assigned to a Dealer National Account? The answer is how a customer’s purchasing is structured, which I will elaborate on in a moment!
First off, we have an incredible team of National Account Managers managed by Dan Kossow. TMH Captive National Accounts include: Coke, Pepsi, FedEx, Home Depot, and United Rentals. TMH’s National Account Managers sell directly to customers. A difference with the Dealer National Account team is that we work through you, our wonderful Toyota Dealers!
Our Dealer National Account team is managed by Chris Craig. Our team includes Dave Samson and Erin Kuras. As Dealer National Account Managers, we work to grow the number of accounts in the Dealer National Account portfolio. We do this with the support of Business Development Analyst, Sara Corya. Sara worked on the Captive National Account team for seven years, so her experience is a tremendous asset to our team! Together, we work to ensure that dealers have the support needed when considering a customer as a Dealer National Account.
2022 was a record year for Dealer National Accounts, with over 12,000 units sold. In 2023, Dealer National Accounts is focusing on adding customers that use electric equipment. We are also emphasizing promoting TMH Fleet Management. With those two items in mind, 2023 is off to a great start! We are working on adding 30 new Dealer National Accounts to the portfolio this year. As stated previously, the main factor that determines the account classification is the type of purchasing structure a customer has. If purchasing is centralized, then they are a fit as an LDNA (Lead Dealer National Account). If purchasing is decentralized, customers can be classified as either an NPP or LDNPP (National Purchasing Program or Lead Dealer National Purchasing Program).
The Dealer National Account team is responsible for vetting prospects. Leads come from our dealers, District Sales Managers, marketing departments, etc. We are looking to establish corporate relationships with customers and can negotiate contracts if needed. When we establish a customer as a Dealer National Account, TMH distributes a dealer notification and posts a Summary Sheet and location list on the Portal. We count on dealers establishing local relationships with our NPP and LDNPP customers and leading dealers to have strong corporate relationships with our LDNA’s. Dealers quote equipment, book retail orders, and gain market share credit! So, if you have a customer that could be a Dealer National Account candidate, please contact us!
As for the town hall meetings, we were delighted that over 400 people joined and that feedback was positive! We look forward to more town hall meetings in the future and assisting you, our dealers, with growing your business!