Six International brand truck dealer sales representatives went head-to-head recently to highlight their expertise and working knowledge of International brand commercial trucks, as well as OnCommand by Navistar, the company’s newly branded suite of customer service offerings. The winner of the first International Truck Customer Solutions Rodeo held in Orlando, Fla., was Phil Johnston, sales representative for Selking International of Fort Wayne, Ind. As the 2010 Customer Solutions Rodeo winner, Phil will receive $5,000.
Developed by Navistar’s dealer education group, the Customer Solutions Rodeo enjoyed outstanding participation from the dealer channel. “More than 700 sales folks from across the United States and Canada completed the required Navistar Education training courses to qualify,” says Tom Abbott, manager of dealer education for Navistar. “That kind of commitment sends a clear message that International dealers are recognizing the benefits of offering customers a level of service that goes beyond the truck.”
In addition to completing several online courses, contest applicants also were required to prepare a sales presentation. During the competition’s early rounds, Navistar’s management sales team judged competitors in walk-around presentations, scoring competitors not only on their explanation of product features, but also on their ability to relate the features to specific customer issues such as appearance, serviceability, driver acceptance and safety.
In the second portion of the competition, the sales representatives demonstrated their knowledge of On Command by Navistar, which includes programs such as Fleet Charge (centralized parts pricing and billing), Customer Parts Recovery (cash payment for a customer’s excess parts inventory), Service Partner (guaranteed labor times) and Fleet Education (customized Web-based or in-person technician training).
The competition finalists included:
• Phil Johnston, Selking International-Champion
• Lyndell Pannell, Southwest International Inc.
• John White, Western Toronto International Trucks Inc.
• Jim Ramsay, Liberty International Trucks
• Jeff Roberts, Rush International Truck Center
• Ken Barton, Lake City Trucks