Ford Pro Webinar: Back to Selling (vs. Order Taking)

WELCOME TO THE WEBINAR SERIES! Today’s event will begin shortly.

Right Truck. Right Place. Right Time.®

Work Truck Solutions and Ford Pro Webinar Series January 15, 2025

Back to Selling (vs. Order Taking) Hosted by: Kathryn Schifferle, Founder & Chief Vision Officer, Work Truck Solutions Peter Spitzer, General Manager, Dupratt Ford of Dixon Right Truck. Right Place. Right Time.®

What is Unique About B2B? …and Why Understanding Your Customers Is Even More Important Today

Right Truck. Right Place. Right Time.®

B2B IS DIFFERENT

Right Truck. Right Place. Right Time.®

Customer Relationship Philosophy

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Commit to Creating Value for Clients.

Seek to Serve Clients as a Trusted Consultant.

Reinforce the Company’s Competitive Advantage.

Regard Challenges as Opportunities.

Right Truck. Right Place. Right Time.® ©Hillsman Stuart Jackson

Gartner predicted that 80% of B2B sales interactions between suppliers and buyers will occur in digital channels

as early as 2025 an almost 180-degree change! …

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B2B Expectations

Omnichannel Personalized Consultative Frictionless

Right Truck. Right Place. Right Time.®

Omnichannel

Be proactive Find a reason (consider time of year, etc.)

Use ALL your channels

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Omnichannel

Our main emphasis now that the end of the year rush is over is focusing on being proactive and getting in front of our customers whether that is email, newsletter, over the phone or in person visit.

Right Truck. Right Place. Right Time.®

Omnichannel Example of an email newsletter: Welcome to the start of a new week Dave.

As we are now 6 weeks from the end of 2024, your tax advisor, CFO, consultant, or ownership may be interested in a year end purchase/tax deduction. Our inventory is vast.

We often deliver trucks across the country from New York, Chicago, Florida, Mississippi, Texas, to name a few. California deliveries are ongoing on a weekly basis to Southern California, Bay Area, Northern California and Central Valley….

Right Truck. Right Place. Right Time.®

Personalized

When appropriate Know your customer’s business Speak to their needs

Right Truck. Right Place. Right Time.®

Consultative

Types of questions that make a good consultant Needs analysis Consider model year and timing

Right Truck. Right Place. Right Time.®

Consultative Build rapport by doing a proper needs analysis with customers.

As truck experts, asking the right questions is important: What job does this truck need to do for your company?

Will it be towing? How much weight? What kind of trailers?

How big of a crew? How far will their drives be?

Asking these types of questions will arm you with the proper information to find the best match for them.

Right Truck. Right Place. Right Time.®

Needs Analysis: ● How do you train your team? ● What do you recommend? ● Who are you hiring? ● Events?

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Frictionless Make doing business with you easy!

Provide links

Right Truck. Right Place. Right Time.®

“Blue ocean strategists do not seek to beat the competition.

Instead they aim to make the competition irrelevant.” ― W. Chan Kim

Right Truck. Right Place. Right Time.®

2025 1H Events January 23-26: NADA - Booth #3370 March 4-7: Work Truck Week March 3: Green Truck Summit March 4-6: Booth #446 March 4: Inner Circle Dealer Lunch March 5: Loungin’ on Thursday Reception April 2-3: CV Business Summit - Spring Virtual Event

Right Truck. Right Place. Right Time.®

2025 Webinars Bi-Monthly Schedule This Year Next Webinar - March 2025 What Content Can Do Webinar - May 2025 Using Multi-Channels

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Questions Comments - Feedback

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