Fleet Accounts

[Anonymous]

Hi all,
I am having difficulties in obtaining any fleet accounts. I know this is a large part of the Rock Chip Repair Business, but who do I contact to get an account going? I have called some local Lube Joints and they aren't interested and same with a few used car dealers. I know they are out there, but How do I find them and what must I do to seal the deal??? Also, what is a decent pricing system to use for these fleet accounts? I know that I am not the only one pondering these thoughts; Thank you in advance for your help and advice.
Chris~
WiseCrack Windshield Repairs

[Anonymous]

Some good places to look for fleet accounts are, Dept of transportation(lot of trucks), car rental agencies, beverage or food distributors(coke, frito lay), cable tv companies. Basically anyone who has vehicles. Take out the yellow pages and look at who would have vehicles. Don't be discouraged when you get a negative response. Always make sure to leave business cards(just in case they decide they need your service). I have gotten many calls from cold calls I placed I never thought I would hear from. Usually I talk to the used car manager at a dealership, and whoever is in charge of fleet maintenance at the other types of accounts. right no is a great time to get dealers interested they are in one of their peak selling seasons(tax refund time).

www.ohnonotagain.com

[Anonymous]

Mafsu-
Thank you for your response as it is helpfull to many people I'm sure. Does anyone else have input on this topic? I was wondering about some pricing info for these fleets and how much discount to offer. Also, what kind of contract is suitable for these accounts?

Thanks in Advance.

Chris~
WiseCrack Windshield Repairs

[Anonymous]

I was almost positive that this would be the start of a post that many would be able to embrace on as it has been gently touched on other posts, but never really gone into depth with.

Anyways, Mafsu, thank you for your ideas on this subject and thank you to everyone else in advance.

Chris~
WiseCrack Windshield Repairs

[Anonymous]

Wisecrack, this is a tough subject to talk about... I know I don't have any magic suggestions for success in gettting accounts. Some people are just natural salesmen and it comes easy for them... but even that doesn't guarantee anything.

Most fleets will likely already have someone doing their windshield work, and if they are doing good work and keeping the fleet manager happy... it's a tough sell to get them to use you. I know that if you came around to my dealerships, you would have very little success. There is always someone trying to do work on my car lots.. trying anyway.

If a fleet account (whatever kind) doesn't have someone already, you might have to sell wsr period. They may have nobody because they don't want to do wsr.

I think it takes a little luck to "fall into" some accounts. Like if you happen to stop when the regular wsr guy has been slacking off... maybe skipped them a week or something, that's when you have a good shot.

Give it time, and keep going back every few weeks. Eventually they will see you enough to know you could be reliable and are in biz for real... not just a passing fad.

[Anonymous]

What can I add? Personality, Presentation, Professionalism, Punctuality, Patience and Persistance are the keys to getting any account. If you look like a professional, talk like a professional, walk like a professional they will remember you for a very long time. You have to carry yourself as a "I can do it type of person" Never say NO,it can't be done. Instead tell them why you would not recommend it being repaired, ie: dirt, placement, etc. Let them make the decision.. Its their money, you are the advisor.. advise them how to spend their money wisely.. People like people who are'nt automatically trying to reach into ther pockets. Tell them if they really want it repaired, you are the man/woman to do it, but advise them if you know its not going to be up to par and let them make the choice.. Its kinda like "sounding hungry, but sharing a sandwich". You want them to respect you as a proffesional, and they will.. Be patient, but be persistant. A "no thanks" this week may be, "boy, I'm glad you here" next week. If you keep getting the "NO" after 3-4 weeks, tell them that you will call on them in a couple of months just to touch base. Used car managers come and go. Try getting in good with the service departments, after all they service and check every used car/trade that comes in.. Thats my philosophy, hope it helps.

[Anonymous]

I am in the same town as you WISECRACK ( portland Oregon ). I have been doing fleet accounts for a long time here now. I have over 100 accounts that i have scheduled for regular service and I am gaining accounts regularly. It is a matter of trust.... does the fleet manager trust the way you look, talk ... or do you just vibe him the wrong way. It is a matter of technique and poise. These people do not want to spend money so you have to convince them that it is in their best interest WITHOUT trying to sell them anything. No one wants to be sold. It takes time to learn these skills and I think that is why it is a hard subject to talk about in a forum like this. It is different for each account and each person.

Brian Jeremiah
Jeremiah's windhsield Repair