You have to Play to win! - National Ford Truck Club

fordpros
The Official Magazine of the National Truck Club
You have to Play to win!
Issue 10
Summer 2009
Alan Mulally
Inspires a Truck Club
Tiger Mountain Photo
National
Office
JOE HUGHES
Joe Hughes is the President of the National Ford
Truck Club, serving for the
last two years driving the
development of this grassroots professional membership organization. Joe has been with Scarff
Ford in Auburn, Washington, for over eleven
years and loves selling Fords. Six years ago
he and four others started the Northwest Ford
Truck Club in the Seattle area. Joe’s goal is
to bring Ford Fleet and Commercial Managers
together and collaborate to become better at
what they do.
T
he National Ford Truck Club (NFTC) provides Ford
Fleet and Commercial Managers and regional Ford
Truck Clubs with professional support and access to resources at a national level. The organization is open to all
Ford Fleet and Commercial Professionals, the area clubs,
upfitters and suppliers to the industry.
The NFTC does not charge a membership fee. The NFTC
does mail, at no charge, individual copies of FordPro, the
organization’s quarterly news magazine, to every Ford
Fleet and Commercial Manager for whom they have a
name and address.
The NFTC also provides and maintains a free resource
web site at www.nationalfordtruckclub.com, with
updated information, links, referrals and best practices.
The NFTC would like to thank the sponsors mentioned
in this issue, past sponsors, and the Ford Motor Company
for providing support for this effort. Today the NFTC is
being developed and managed by three dedicated ‘virtual
volunteers’. (Read about them under “National Office’). As
the organization grows new partners and supporters will
be introduced in this magazine, and on the website.
Please, feedback from you is invited and welcome.
2 sUMMER2009 FORDPROS
DR. CHRISTINE ROWE
Dr. Christine Rowe is the
National Ford Truck Club’s
Benefits Officer and Ford
Pros’ Operations Manager.
She applies her 20 years’
success with membership organizations and small businesses to
develop strategic, leading-edge opportunities for commercial/fleet professionals. She
is anticipating 2009 as a year of innovative
solutions with enhanced professional, sales
and collaboration resources for NFTC members. For any questions regarding membership of NFTC benefit programs please contact
Christing at 253.670.2900 or at her email,
[email protected].
KATHRYN SCHIFFERLE
Kathryn Schifferle is the Executive Director of Marketing and Sales for both Ford
Pros Magazine and the National Ford Truck Club. She
is passionate about Ford’s
uniquely American Brand Equity as the foundation to building a superior commercial truck
association. She is also committed to developing user-friendly, effective marketing tools
for the dedicated Ford Pro. Kathryn is working
on the FordPOWERPros and FiTT Program trial
and Launch. She is also the editor and publisher of Ford Pros Magazine.
ISSUEHIGHLIGHTS
5 BenefitsOfClubAttendance
Ford Pros Magazine is the official publication of the National Ford Truck Club.
It is published quarterly and mailed
free to all Ford Fleet and Commercial
Managers in the United States.
Ford Pros Magazine is a collaborative
effort and could not be provided to the
industry without the support of the
National Ford Truck Club Sponsors, Ford
Motor Company, National Ford Truck
Club members and the National Office.
Special thanks for this issue to:
Reading Truck Body
America’s Body Company (ABC)
Adrian Steel
ROUSH
Commercial Truck Success
SVE-MidBox
Transfer Flow
Propane Education & Research Council
Knapheide
In addition we would like to
acknowledge contributions from:
Larry Gach
Commercial Sales FMC
Terry Minion,
Commercial Truck Success
Eric Guenther,
Marketing, FMC
Brian Jansen,
Ford Credit
Steve Richter,
Ford Credit
Serge Timacheff,
www.TigerMountainPhoto.com
Editor/Publisher:
Kathryn Schifferle
Graphic Design:
Carla Aoyagi
CrocodileMoth
[email protected]
For inquiries or articles
or to be added to the mailing list:
[email protected]
530-343-2773
NFTC/FordPros
2485 Notre Dame Blvd., #370-130
Chico, CA 95928
4thofJulyWebsiteLaunch
12
8
NWFTCMEETING
FordInheritsanother... 15
TABLE OF CONTENTS
Letter from the President...............Tailoring..........................4
Benefits of Club Attendance.........Professional.....................5
Larry’s Sales Strategies.....................Three Keys to Success..........6
4th of July Website Launch...............Come See the Fireworks......8
Ford Pro-file.....................................Ernest Lamb..................10
Club Snapshot...................................New York.......................11
NWFTC Meeting................................Allan Mulally!..................12
Your Transit Connect Connection.....Ed Miller.........................14
Ford Inherits Another.....................Sales Opportunity!..........15
Eric Guenther.................................... What does Ford do for me?..17
Propane Fuels Opportunities...........PERC.............................18
Terry’s Blog........................................Love It...or Lead It!............19
Ford Credit........................................Joint Sales Calls.............20
Ford Credit.........................................Payment Estimator..........21
CBM Spotlight....................................Rod Phillips....................22
Sponsors:
Reading....................................Aluminum Service Body...........7
Commercial Truck Success......Commercial Truck Locator..........9
Knapheide................................Right Vehicle..........................11
America’s Body Co....................Green Machines.....................16
Propane Education & Research Council..............................19
MidBox......................................Bring it, Store it, Secure it!.........20
Transfer Flow...........................Auxiliary Tank Systems...........21
Adrian Steel..............................AD Series Cargo Solutions.......23
ROUSH......................................Liquid Propane Injection.........24
FORDPROS sUMMER2009 3
LetterfromthePresident
Ford’s Master Mass Marketing—and Your Tailoring
FordPros Serving Individual Customers
To see one great grassroots example, be sure to read
about the great guerilla marketing that Ed Miller has put
One of the great things about each of us is how indi- together on a shoestring—making effective use of the invidual we are; in the way we look, in the way we talk, in ternet (it’s free!)—to reach the businesses in his market!
the way we live, in what we do to make a living. Each
one of us is different—very different!
It can be done, it is being done, and in the next issue
we’ll show you an exciting new program that the National
The challenge to a manufacturer committed to mak- Club is putting together to help you shape an individual
ing vehicles for the masses, is shaping the products so message for your market that will make your business
that they reflect the needs and tastes that are common hummmm!
among as many individuals as possible. That’s where we
FordPros come front and center. Our mission is to cobble Keep up the good work—and the results will be there.
solutions that meet all of the needs of each individual
commercial client.
Best,
FordPros benefit from great support of the company
that makes the finest vehicles for businesses to succeed.
Ford provides world class products as well as very helpful
marketing and financing programs to help get our customers into these great work tools.
Our individual customers each feel they have unique
needs for their particular vocation, for their particular geography and for their particular market. They are not
looking for “cookie-cutter” solutions to their challenges.
They and their respective businesses are “…not like everybody else.” And neither are you. We understand, respect and support the notion of individuality better than
just about anyone.
Joe and Alan Mulally
at the NWFTC Meeting
With the FordPro Partners (upfitters), we are “Truck Tailors” who take a best-selling truck or van “off the rack”
and size it (adapt it) to the exact dimensions that fit the
needs of the individual business to a “T.” That’s what we
do—and nobody in the truck and van business does it
better than we FordPros!
Our challenge—and our opportunity—is to become better at tailoring to our customers’ unique needs: to match
their exact fit for the product, the price, and the financing.
Ford’s great advertising programs are excellent. But it is
up to us to tailor our individual marketing strategy to our
individual market. To personalize it effectively to those
we want to reach. That is the individual, grassroots—
guerilla—marketing that it is up to each of us to put together, in order to reach our potential as FordPros.
4 sUMMER2009 FORDPROS
Tiger Mountain Photo
Benefits of Club Attendance
I
t’s not difficult to understand that you are Ford’s pub- strategy for honing your cutting edge professionalism.
So if you’ve been asking, “What has going to my Truck
lic face in your commercial market. This translates
into being the expert, but there is so much to know that Club meeting done for me lately?” don’t forget, it’s not
you can’t know everything. That’s what being a profes- really Your Truck Club unless you’ve invested something
sional is all about; knowing where to look for answers, of yourself in it. Like any other professional investmentrather than having all the answers. Ford does a good job your return reflects what you’ve put into it. And the
of giving us a huge volume
of information to enable us
to answer the majority of
questions that our custom\prə-’fesh-nəl, -’fe-shə-nəl\
ers throw at us. But an
Function: Noun
equally significant resource
Participating for gain or livelihood in an activity or
comes from people that we
know: people we can call
field of endeavor often engaged in by amateurs
who have special knowledge about one subject or
YOU ARE THE PROFESSIONAL!!!
another. That is the key to
making a Ford Truck Club
work for you—meeting and getting to know your fellow more you put in it, the greater the return!
Your Truck Club is typically run by a few folks (officers)
professionals.
By the time we get to a meeting, it’s late in the day… with all the challenges just like yours: a harder time
late in the week maybe. We’re tired and we want to sit making a living (and keeping the dealership satisfied),
with friends—others from our dealership, folks we have and thus less time to plan Club meetings. Fewer people
sat with before. Try this: slap some water on your face, involved, means fewer resources to meet the demands
get alert, and go sit with a bunch of folks you hard- that maintaining a truck club requires. How can you
ly know. Invariably one of them will know something help? If you’re not sure about serving as an officer, then
about government bids that you don’t. One of them will how about taking the lead on planning a special event
one time?
understand how to bid on a 56A account.
Does your dealership understand the benefits
Another will know something you
of networking with other commercial mandon’t about PTO’s.
May NWFTC Meeting
agers, who can help you move units,
At the end of the eveget a unit on short notice, give rening, you’ll know more
ferrals out of their area and share
than when you came
up-to-date data on what’s happenabout Ford trucks and
ing in your region? Do YOU unwork applications…
derstand?
and you’ll have the
There’s nothing wrong with askbusiness cards of
ing what Your Truck Club can do for
5-6 people you can
you; as long as you remember that
call next week or next
the
only person who can guarantee you
month when a question
will receive benefits with professional valcomes up! You’ll find a couple
Tiger Mountain Photo
ue is YOU! And keep in mind…those who lead
dealers who are willing to trade
often benefit the most: just like teachers learn more
with someone they know. That’s two more
ways that active involvement in your Truck Club is a key than the students. Benefit by being involved!
pro•fes•sion•al
FORDPROS sUMMER2009 5
Three Keys to success
N
ot to understate the obvious, but we are navigating through some choppy waters at a most historic
and unprecedented time. Landmark decisions with far
reaching implications are being made every day in our
industry. While it is easy to get distracted with everything that is going on, I thought I could provide some
focus, especially in a few areas that may seem obvious
but are often difficult to execute.
Another area where Ford
Pros can help each other is
with inventory issues. With
current Commercial Industry
sales off roughly 40%, we
have taken steps to reduce inventory levels to match
demand. As a result of this critical strategy, Ford Commercial Pool partners are not able to stock as much as
As a FordPro, your time is valuable - yet knowledge
remains king. Striking the right balance of time invested and improving your knowledge base can be difficult.
To better assist you, Ford has invested in ‘on demand’
web-based training beginning with the recent launch of
“Orientation to BPN”. In addition to improving access
to training, the length of time expected to complete the
new web-based courses is significantly less. For example, when we migrate BPN: Prospecting for Commercial
they did in the past so networking with each other will
be more important than ever. A key to success is to
maintain great relationships with your fellow truck club
members as well as with the Pools.
Finally, in these stressful times, you’ve GOT to take care
of yourself and maintain a healthy attitude. As I ask
my kids regularly; is your attitude worth catching? Attitude is extremely important and is contagious. In addition, you have to budget time for rest, exercise, family
and reenergizing yourself so that you can achieve a high
level of energy when you need it most. I was given a
link to a great hour long video that can help you understand the importance of taking care of yourself. If you
have an interest in watching it, just Google “Leading @
Google: Tony Schwartz” and I think you will enjoy the
presentation.
These are some crazy times, yet they are very exciting times as well. Opportunity knocks every single day.
You do need to do yourself a favor however, and make
sure you are spending time with friends and loved ones,
enjoy and value the truly important things in life and be
proud that you are the face for America’s best automotive company.
“
These are some crazy times,
yet they are very exciting times
as well. Opportunity knocks
every single day. ”
Sales and Service Business on June 12th, we will combine 3 courses that took a total of 6.5 hours to complete
into 1 course that is 75 minutes in length! This enhancement will allow you to leave the course in the middle of
a session so that you can be interrupted by a peer or a
customer without missing a beat.
6 sUMMER2009 FORDPROS
Larry Gach
Commercial Sales FMC
The best Service Van on the planet
Reading’s CSV is the only Service Van that has the extraordinary strength
and longevity found in the aluminum structure of a jet airliner wing.
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Plus, Down to Earth Pricing!
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7
4thofjulyNEWWEBSITELAUNCH
Come See the fireworks!!!
to become a user. Once a
FordPro user, all the features
of the site are available with
an easy login. FordPros have
access to past FordPro magazines, photo galleries of great
dealer displays, product reviews, club information, an
industry calendar and catalogues of relevant industry
products. In addition, hot
news and upcoming events
are featured prominently on
the home page.
Most of you have read about
the upcoming launch of the
Fords in the Trades (FiTT)
program, which is designed to
Celebrating the Fourth is an all American pastime. assist FordPowerPros in prospecting, emailing and
Since Ford is clearly the premier American brand, tracking leads through a commercial vehicle catalog
we decided it was fitting to launch the new National site specifically targeted to individual trades. The
Ford Truck Cub web site on that very day! Why a new National Ford Truck Club site being launched
new web site? Over the last two years the NFTC has offers FordPros a quick link to the FiTT site, plus
continued to focus in on the needs of the FordPro the ability to set up their own individual profile and
in the field, committed to providing an ever increas- manage a real-time dashboard to keep track of the
ing toolbox of marketing and educational support progress of leads, email campaigns and customer
follow up.
programs.
This new site (www.nationalfordtruckclub.com) All FordPros (defined as anyone selling Ford Comwill offer substantially more horsepower than the mercial Vehicles) are invited to register for access
national has been able to provide in the past. In to this site. The NFTC invites suggestions, comaddition to general industry information and links, it ments and requests.
will provide an ongoing look at new
products, partner news (upfitters
and suppliers), industry events and
club calendars, and offer FordPros
a one-stop place for tips, topics
and tools that will address immediate sales and career needs.
The new site’s design makes it ultra-simplicity to register and to log
in. A first time visitor has only to
enter their dealer code and email
8 sUMMER2009 FORDPROS
www.commercialtrucksuccess.com
www.commercialtruckdealersuccess.com
http://commercialtrucksuccess.blogspot.com
www.commericaltrucklocator.com
Commercial Truck Success Idea Letter
Email newsletter published every other week, Subscribe at www.comtrk.com
9
Ernest Lamb
When Ernest Lamb, Commercial and Fleet Sales Manager with Treadwell Ford in Mobile, Alabama, moved
from retail to commercial sales in 1995, it was like
“a duck taking to water”. He gets great satisfaction
in relating personally to clients by understanding their
needs and developing a social connection even before
approaching a potential sale. Ernest and his customers relate well to each other because they share many
of the same interests and values, such as fishing, golf,
good food, and love of country and family.
Because most small business people can’t leave their
workplace, he goes to them. Ernest is intrigued by the
goings on at the local mills, fabrication shops, shipyards
and chemical plants which are unique to this area. He
says that” clients really like talking to someone who
knows what he is talking about, can offer viable solutions and understands
their specific business
needs”. Ernest’s background as a commercial
driver (he got his CDL
while in college) also
serves well in understanding his clients.
A couple of years ago, Ernest attended a meeting of
Truck Club officers in Louisville, back when the National was just getting formed. Everybody in the room was
introducing themselves, telling where they were from
and a little bit about their club. Ernest spoke up with a
very no-nonsense look on his face, introducing himself
and then said, “We’re just a bunch of people who like
to get meet and have a drink together—and we have a
TRUCK Problem!” That just about summed it up for the
Alabama Truck Club!
Ernest believes in being accessible to clients. Not only
does he give out his personal
cell phone number, but he
always answers it, ALWAYS!
Furthermore, Ernest often
spends his weekend time,
when the commercial department is closed, at social gatherings
such as fishing rodeos or golf classics to connect with
potential clients. Don’t know what a fishing rodeo is?
Call Ernest!
“Personal follow-up with clients may be more important than the initial sale” says Ernest. He always tells
his clients at the point of sale, that should they have
“Personal follow-up with clients may be
more important than the initial sale”
10 sUMMER2009 FORDPROS
any problems with the vehicle, to call him FIRST. He
reminds clients that he “isn’t going anywhere”; he will
still be around for after-the-sale services too. Ernest’s
clients know that he will run the gauntlet of paperwork and service issues with them; personally meeting them at the service department to make sure they
get exactly the services they need from start to finish. Not only has he loaned out a demo truck while his
customer’s truck is in service; Ernest has even handed
over his own truck if a client needed it to finish out
their day’s work.
“Attention to details; it’s in the itsy- bitsy stuff. It’s
paying attention to what you can control and what
you can’t” recommends Ernest. He learned this from
a previous boss who once told him that he was not
going to get upset over a big thing, like lightening hitting the building and burning it down; but something
small like leaving the back door unlocked, might send
him to the moon. The same is true with customers.
So if you happen to be in the area and want to know
what’s happening along the Alabama gulf, or when the
next fish rodeo is scheduled, contact Ernest Lamb at
866-624-6641, or [email protected] .
CLUBSNAPSHOT
N
ew York: Home of the City that never sleeps and the
Ford Truck Club that never stops….
The New York Ford Truck Club may be the oldest Club in
the country, tracing its history all the way back to 1947.
Its President, Kenny Vighi, Fleet/Commercial Sales Manager at Country Ford in Levittown, New York, has been
a member of the club since 1975. The Club meets eight
times a year with a regular attendance of about 35-40
members.
The Club’s big annual Christmas vendor meeting has
had as many as 150 attendees. This event closes out one
year and welcomes the next in a spectacular way with
food, networking opportunities and dynamic national
speakers plus plenty of prizes and gifts plus an award of
$5,000/year for a selected agency. Recipients in the past
have included the American Red Cross and Aid for the
Blind: this award typically gets excellent positive media
attention for their strong support of local charities.
Since he became President, Kenny says the focus has
been to “shake things up around here.” He and his Board
have pioneered a variety of innovative ideas to promote
1848 Westphalia Strasse, Quincy, IL 62305
(217) 222-7131--phone (217) 223-9835--fax
www.knapheide.com
the New York club as a vital presence within the commercial arena. They have overseen the development of a
new club logo as well as the design of marketing ‘swag’
such as shirts, hats, jackets and cups. He has moved
the meetings around to various locations in the state, to
make sure that all members from across New York feel
welcome.
Key speakers have included Ford leaders like Len Deluca. Other knowledgable people have spoken, such as
NY State department motor carrier unit representatives,
as well as numerous dynamic vendors. The New York
Club creates collaborative opportunities among commercial sales professionals such as participating in other
Regional Club meetings and bringing in outside Clubs
and vendors. They recently experimented with inviting
fleet supervisors at Dodge and Chrysler dealerships to
come together to explore how joint ventures might be
of mutual benefit.
To stay on top of the upcoming events, be sure to
email Kenny at [email protected], or call him at
585.475.1211.
America’s #1 Selling
Utility Van Body
11
NWFTC Meeting
SPECIAL GUEST: ALAN MULALLY
T
here are many ways to make a definitive statement. Alan Mulally, CEO and President of Ford
Motor Company, made a great one in 2007 when he
replied to Joe Hughes’ invitation to attend the National
Ford Truck Club meeting with a resounding, “Truck
Clubs ROCK!”
“Truck Clubs ROCK!”
This year, Alan Mulallay backed up that verbal support of Truck Clubs by attending one -the Northwest
Truck Club Meeting, May 26th! It was a powerful
statement of his recognition and support for the work
FordPros do in the field, and is especially meaningful
with all that is going on in the industry right now.
The meeting was held at LeMay’s Club Auto, a building that houses over thirty collectible vehicles. The
‘big brother’ LeMay Museum (which is being built in
Tacoma) delivered a collectible Ford pickup just for
the event, to make us feel more at home! It was a
great meeting, with 45 Fleet/Commercial FordPros in
attendance, along with 20 suppliers/upfitters.
Mulally spoke intimately with club members about
how he decided to accept Bill Ford’s appeal to take
Tiger Mountain Photo
over as President/CEO, about his experience with the
U.S. Senate Committee, as well as other personal insights for about a half hour after dinner was cleared.
He then followed with about twenty minutes of unscripted questions and off-the-cuff answers.
Everybody at the meeting was impressed with his
passion for Ford Motor Company and his confidence
in where Ford is headed. Mulally spoke very positively
about the work FordPros do and about how they are
Tiger Mountain Photo
12 sUMMER2009 FORDPROS
the truly knowledgeable commercial truck professionals in the business today. He stressed that FordPros’
relationships and support for the industry suppliers, or
as he describes them, “partners”, are what is building
Ford’s commercial truck and van business.
Mulally confirmed to the group that his, and Ford’s,
commitment is to delivering the “Best in Class” vehicle
in every segment. He also acknowledged the tremendous leadership Ford Trucks and Vans have earned,
and that it has been through the hard work of all the
FordPros.
The most remarkable note of the evening was Alan
Mulally’s genuine enthusiasm; his enthusiasm for being with Ford, for having the opportunity to lead an
American icon, right on down to his enthusiasm for
being with a bunch of foot soldiers at the front lines of
American business.
Alan Mulally is a remarkable leader, whose definition
of leadership is “I am here to serve you”. He inspired
every person in that meeting with a determination to
follow his leadership where ever it takes them. Every
FordPro in the country can feel proud: proud of the
work they do and proud of the recognition they bring
to Ford as the leaders in American-made businessleading vehicles!
And by the way, Alan Mulally was right:
Truck Clubs Do ROCK!
Tiger Mountain Photo
Eric Cin, RSM, FMC
Ken Jablonski,
Pres. NWFTC
Jeff Warnicke,
VP Sales, Adrian Steel
Joe Hughes, Pres. NFTC
Tiger Mountain Photo
“...You are the most knowledgable
professionals in the business today...”
Tiger Mountain Photo
Our
Sponsors
FORDPROS sUMMER2009 13
Your Transit Connect Connection
Waiting…for a Miracle? Not Ed Miller!
T
he old adage says there are three kinds of peo- opportunity, he is showing how much he knows about
ple: those that MAKE THINGS HAPPEN, those that the Transit Connect. It follows that the people hearing
WATCH THINGS HAPPEN, and those that say, “WHAT him figure he knows a lot about all the Fords they might
want to consider.
HAPPENED???”
So, a few months down the road,
Ed Miller, at Chastang’s Bayou City
when that business’ economy changFord Truck in Houston, is MAKING
Ed has ordered a Transit
es and they need a new vehicle…and
THINGS HAPPEN: he’s knocking on
Connect for himself to make
surely are thinking about the only
doors, sending out e-newsletters
into a mobile sales office
commercial vehicles of note that
and snail mail to everyone he can
and
display.
It
has
the
work
haven’t been in the financial ditch…
find. He’s using the Transit Conthey’re going to be thinking about
nect introduction as a huge key to
solutions computer and the
Fords.
new business and marketing himAdrian Intermediate Interior
Who do they know that knows
self as “Your Transit Connect ConPackage. He is working with
Fords? Hey…the guy that showed
nection”.
a graphics company to design
them that new Transit Connect
It might be easy to look at the
exterior graphics to make it
was from Ford. Here’s his business
Transit and think, “Wow—there
card—let’s give him a call!
aren’t many allotted to my dealera travelling business card.
Transit Connect is opening the
ship.” “Every dealership is going
He has also already sold 2 to
door—to a whole new world of poto be trying to beat their competiflorists, and has a long list of
tential customers for Fords of all
tor with lowest price on these.”
prospects waiting to see and
sizes. Just like it can for all of us!
“What are the chances I’ll have the
Let’s make it happen!
combination that a call-in wants?”
drive one.
That attitude is like the glass
that’s half empty.
Ed is using the Transit Connect
as a KEY to much more than a
sale of a small, unique van! Ed’s
glass is half FULL!
The Transit Connect has virtually no competitors among new
vehicles of like size and economy. So Ed is using it to knock
on doors of businesses that
have both Ford and non-Ford
products in their fleet.
Ed is using the Transit Connect
as a DOOR OPENER to introduce
himself, showing prospective clients how he can help them in
the Total Ford Product Picture.
He’s just using the TC as the introduction!
He’s taking information to leave
behind, and when he has the
14 sUMMER2009 FORDPROS
Ford Inherits Another
Great Commercial Truck
Sales Opportunity!
By Joe Hughes
I
t’s great to be in the eye of the storm! GM has finally
called it quits on their Medium Truck line…one more
casualty of the “New GM.” The Ford line of F650 and
F750 Cab/chassis is now in its best position ever, especially when it is combined with the experienced staff of
professionals representing this great line.
For the Medium Duty Ford Chassis Dealer
This is a great opportunity for dealers
with the Medium Duty in their product
line, as we leverage our advantage
by replacing the 22,000 chassis
that this represented annually in
the GM/Chevy line.
For All Other Ford Dealers
This is an equally strong opportunity for the balance of
FordPros, to sell the fact that
Duty dealer to find the right relationship with another
dealership. The main benefit of this kind of relationship
is that it can give you control over all Ford vehicles that
your client might need.
Typically a Medium Duty Dealer will require that a nonMD Dealer sign an agreement that the non-MD Dealer
will pay for the unit, as soon as the ordering Dealer receives the invoice. Some also
require that the non-MD
Dealer sign the order
prior to its submission to Ford.
Ford is the product that remains active and loyal for all
their customer needs, from the smallest (Transit Connect), to the largest (F750)! Now is the time to connect
with a nearby Ford Medium Duty – Certified Dealer, to
team with them on these special trucks.
There are Medium Duty Dealers who are willing to order
the truck for your dealership, for some kind of financial
consideration. There are dealers willing to order these
for part of the holdback, but it is up to each non-Medium
It can be done—it is done fairly frequently—and it keeps
you in control of your customer’s Ford business!
For Medium Duty Dealers willing to work with you,
contact your local Ford CBM, or JoeHughes@FordPros.
com. If you represent a Medium Duty Dealership, willing to work with non-MD Dealers, let your CBM know, or
contact [email protected].
FORDPROS sUMMER2009 15
Aluminum
Aluminum
Service
Service Bodies
Bodies
Rugged
Rugged American
American
with
with S.M.A.R.T
S.M.A.R.T Racks
Racks
America’s Body Company offers a full line of green-friendly
bodies. Constructed from stronger, weight saving aluminum
and composite materials that can result in more than a
9% fuel savings. Featuring a 5-Year Limited Warranty on
bodies and a 10-Year Limited Warranty on composite
Landscaper
Landscaper
materials, ABC Truck Bodies are built for the long haul.
To learn more about ABC’s GreenMachines,
contact your ABC Sales Representative today!
Work
Work Truck
Truck
abctruck.com
Cleveland,
Cleveland, OH
OH
800.872.4583
800.872.4583
Columbus,
Columbus, OH
OH
800.872.2831
800.872.2831
Louisville,
Louisville, KY
KY
800.373.9595
800.373.9595
Portland,
Portland, OR
OR
800.283.3183
800.283.3183
Tampa,
Tampa, FL
FL
800.950.5566
800.950.5566
Washington,
Washington, DC
DC LaGrange,
LaGrange, TX
TX
800.872.4831
979.242.5730
800.872.4831
979.242.5730
Rugged
Rugged American
American is
is aa trademark
trademark of
of ABC
ABC Distribution,
Distribution, LLC
LLC –– Doing
Doing business
business as
as (DBA)
(DBA) ABC
ABC America’s
America’s Body
Body Company
Company in
in the
the United
United States
States and
and some
some foreign
foreign countries.
countries.
16
Eric Guenther
What does Ford really do for me?
F
ord’s first responsibility is to
deliver products that represent the best performance, reliability and value the industry can offer. After that, we have to work closely
with dealers, FDAF’s and sales people to make sure the
important messages about those products get through
to the public.
It’s our job here in Dearborn, to develop advertising,
strategies and resources that reach out and grab a customer’s attention…bold messages that say “Ford is the
right truck and now is the right time”.
We’re very aggressive with that messaging all year, and
even more so during Commercial Truck Season. Ford
typically runs a couple Commercial Truck Season events
each year, timed to hit when we know the market opportunity is likely to be greatest. The current campaign
launched on June 2 and runs through July 31. Why that
timing? A lot of reasons:
•
•
•
We’re near the end of the model year and this
is a great time to clear aged inventory.
The economy is showing signs of recovery and the increase in existing home sales may help spur new construction over the summer months.
There is pent up demand in the market…trucks that normally would have been turned a year
ago have been held in service and are ready to be replaced.
We blend those strong incentives with very aggressive
print and digital advertising, heavily focused on trade
and vocational outlets. Top it off with over three million
direct mail pieces customized for those vocations, and
you have a formula that will deliver results.
It’s also important to point out here that this is no random process. Resources today are tighter than ever and
we have to be smarter than the competition with every
dollar. When we consider incentive enhancements, for
example, decisions are based on thorough analysis of
regional inventory levels, registration trends, competitive products, competitive incentives, average transaction prices and many other factors.
After all the national marketing is in place, that’s when
the FordPros take over. We need you to use the Commercial Truck Season ad slicks to carry the message from
the national level into your local markets. You also have
a tremendous resource in ConsumerTrac postcards and
manuscripts that can be customized with your message
and sent directly to customers who already received a
national direct mail piece.
When you bundle it all up, it’s really about working
together at the national and local level to achieve our
mutual objectives. Here in Dearborn, we have to do
something everyday to help the sales team in the field
sell a truck. If we don’t, we’re just overhead. It’s our
job to give ‘Joe, Bill and Bob’ the tools that help them
“Here in Dearborn, we have to do something everyday to help the sales
team in the field sell a truck. If we don’t, we’re just overhead. It’s our
job to give Joe, Bill and Bob the tools that help them reach a customer
and close a deal...tools that help them make a good living representing
Ford, even during challenging times. ”
But, Commercial Truck season is about a lot more than
timing. It’s really about leveraging all our collective marketing resources, both from Ford and at your dealership.
First step in the process is to secure aggressive incentive support. You see that demonstrated right now in the
outstanding customer cash and APR offers, Commercial
Connection enhancements and Salespersons programs.
reach a customer and close a deal…tools that help them
make a good living representing Ford, even during challenging times.
Tune in to the July Commercial Truck Hardball Broadcast. We’ll provide an update on how Commercial Truck
Season is progressing, and as always save time for you
to call in with questions and suggestions.
21
FORDPROS sUMMER2009 17
Propane Fuels
Opportunities for Fleets
Information provided courtesy of the Propane Education & Research Council (PERC)
Commercial fleet managers nationwide are recognizing
the advantages offered by the most widely used alternative to gasoline and diesel: propane. They’re gaining the
efficiency, cost-effectiveness, and low-carbon emissions
that make using propane a wise environmental choice
and a sound business decision. And today’s economic
and tax incentives to use clean-burning alternative fuels
such as propane make it even more rewarding.
Available Here, Now
More than 90 percent of the propane used in the United
States is produced in North America, much of it from
U.S. natural gas supply. With a propane distribution infrastructure already established, propane is available
now. And so are propane-fueled Ford trucks.
ROUSH® Performance has introduced two new vehicle
lines that are available through Ford dealers in all 50
United States and Canada. The 2010 ROUSH propanepowered Ford F-250 and F-350 as well as the E-150,
E-250 & E-350 achieve lower carbon and greenhouse
gas emissions than gasoline-driven engines. On average,
propane fleet vehicles reduce greenhouse
emissions by 19 percent and create
20 percent less nitrogen oxide, up
to 60 percent less carbon monoxide, and fewer particulate emissions, compared with gasoline.
The ROUSH propane-powered
Ford F-150 has been on the road since
2007. The model was recently approved by
the California Air Resources Board (CARB) and is the first
propane-fueled vehicle to receive On-Board Diagnostics
II (OBD II) CARB approval since the board enacted significantly stricter guidelines for light-duty vehicles for this
alternative fuel in 2004. The propane F-150 is available
in all 50 states.
Deliveries of the F-250/F-350 will begin in July. Buyers can choose a complete ROUSH-assembled 2010
F-250/350 with a three-year-or-36,000-mile warranty or
a conversion kit that fits 2009 and newer model year
vehicles.
Delivering Comparable Performance, Value
Among alternative fuels for fleet use, propane offers
the best mix of vehicle range, durability, and
performance. The F-150, F-250 and
F-350 as well as the E-150, E-250
and E-350 combine the 5.4-liter,
Ford V8 power train system with
the ROUSH liquid propane injection fuel system, including new
fuel rail assembly, fuel tank, fuel
lines, fuel injectors and PCM calibration.
Each has the same horsepower, torque, and towing
capacity as gasoline versions of the same models.
Discover the advantages of propane for yourself. Visit
www.propanecouncil.org to learn more about putting propane to work for your fleet.
Contact Information
Brian Feehan
Vice President
Propane Education & Research Council (PERC)
202-261-2216
[email protected]
Todd Mouw
Director of Sales & Marketing
ROUSH Performance
734-466-6522
[email protected]
TERRY’S BLOG
http://commercialtrucksuccess.blogspot.com/
Love It...Or Lead It!
I hear people complain about the way things are or
the way they are being done. If you don’t like the way
things are, become a leader and
change it!
Some of the complaints have been
about
truck
clubs and how
they are run,
yet when it
comes time
to volunteer
for leadership of the
club,
the
voices fall silent. Few are
willing to make
the commitment
to accept the leadership role. With many
clubs, it is really easy to
become the club president: you
just have to volunteer! Once accepted, you can lead
change effectively.
Sometimes I hear, “that’s not my job,” or “I don’t get
paid for that,” and “that’s too much work.” I know this
for a fact: there are a lot of things leaders do that they
don’t get paid for, yet they lead because it is a great part
of who they are. They provide value. They inspire and
create. Leaders demonstrate vision and communicate
that vision in all they do. Leaders accept responsibility
enthusiastically. Leaders are builders.
energy, yet it is more like a
labor of love. When you do
things because you want to, it makes all the difference.
Of course, this applies to every position and
situation. I see some fleet & commercial
people who do very little and others who
lead and accomplish so much. The ones
who do little are waiting for things to
come to them, while the leaders are
taking charge and making it happen. The one doing little is afraid
to ask the dealer for $50 to attend
the truck club dinner meeting, while
the leader does it regardless and
expects approval because he knows
the value the club provides and transmits that clearly to the dealer.
Don’t Ask . . . Tell
I have a “don’t ask. . . tell” policy. I rarely
ask permission for anything, instead, I tell what
I am doing or have done. Most seem to appreciate the fact that you take ownership and are getting
things done. Besides, it’s a great time saver for them
since I have already made the decision and have begun
or completed the actions. They really just want to make
sure things are getting done and that we’re keeping all
the balls in the air.
Develop the Leader Within
Accept leadership responsibilities by weighing the benefits to you and others thinking of value and growth.
You will be more than you were and you will increase in
value as you expand your role. Just think of the things
you can change!
As a leader, there is a cost, and it’s not about exchanging time for money or keeping track of time and expenses, rather it is providing maximum value in fulfilling Terry Minion, of Commercial Truck Success, spends his days
the vision. That is certainly a commitment of time and helping dealers develop successful commercial departments.
FORDPROS sUMMER2009 19
Ford Credit
Joint Sales Calls – A Key To Success
F
By Brian Jansen
ord Credit Commercial Business Development Managers (CBDMs) are available to make joint sales calls
with you to your commercial customers!
Being able to offer the full complement of services
(Sales, Service and Finance) to a commercial customer
may be just what it takes to make the sale. That’s why it
is important to have a finance expert by your side when
making contact. Ford Credit CBDMs offer the knowledge
of the financing options available and can provide input
to assist your commercial customer in determining what
will work best
for their business.
Ford Credit
continues to
have a dedicated
commercial lending sales organization because we recognize that businesses require specialized knowledge and
unique customer focus. In 2008, Ford Credit CBDMs
conducted nearly 2,000 joint sales calls with Commercial
Account Managers.
20
Dealers appreciate the expertise that Ford Credit provides. As Spud Whitney, Dealer Principal of Colony Ford
Truck Center said:
“By going on joint sales calls with our Commercial Account Manager (CAM), Ford Credit has supported us in
our sales efforts and helped develop new opportunities
with potential customers. Their finance resources and
professional knowledge help us put the best finance
package together for our commercial customers.”
By including the Ford Credit CBDM in the sales call,
opportunities exist for you to:
•
Increase dealership sales
•
Increase customer loyalty
•
Show the customer you are serious about wanting their business
•
Focus on the sales aspects of the deal, while the CBDM focuses on the financing
So, don’t forget. Your Ford Credit CBDM is here to help.
Utilize your leads and schedule a joint sales call today!
Ford
Credit
Payment
Estimator
By Steve Richter
F
ord’s Commercial Truck
Tools (CTT) kit is like
having your own sales assistant, even an online commercial vehicle encyclopedia. And
the newest tool, Ford Credit
Payment Estimator, provides
you an opportunity to sell and
finance more vehicles.
With the Payment Estimator
program, every proposal you
put together offers your customers payment options for
whatever product they select, targeted to their business
needs.
Payment Estimator compares up to THREE finance
options at once: Retail, CommerciaLeaseSM TRAC and
CommerciaLeaseSM Net. Each financing product has a
range of options, such as Without Tax, a quick quote
for high-level analysis, and With Tax, a comprehensive
quote that includes a variety of tax scenarios.
$
Options – that’s what customers
want from a full-service provider.
It’s easy to use. Simply enter customer details and, voila, a professional, targeted, powerhouse proposal comes out. Support material
such as high-level finance product
descriptions, credit-line checklists,
a credit application, brochures and
links to Ford Credit are included.
From a sales perspective, Ford
Credit Payment Estimator helps you handle the financing
discussion earlier in the sales process.
What a way to put your best foot forward as a FordPro.
You provide a complete transportation solution for your
customer – build the truck and quote a purchase or lease
payment all at one time.
For more information about CTT’s Ford Credit Payment
Estimator call the CTT support hotline at 1-877-2602428.
$is
$
Transfer Flow
Your Solution to $
High Fuel Prices!
$$
With a Transfer Flow auxiliary or larger
replacement fuel tank system installed on your
ypass those
Ford pickup or cab chassis, you’ll bypass
or the
expensive fuel stations, and shop around for
best fuel prices! Call for a copyy of our fuel tank
systems catalog and fillneck kit brochure!
TRANSFER
FLOW, INC.
Fuel Tank Systems
1.800.442.0056 I 530.893.5209
www.transferflow.com
21
Rod Phillips
W
hen Rod graduated from Duke, he not only got a
BA in Management Sciences and Economics, he
became a life-long Blue Devil! Rod brings this same passion and competitive excellence to his job; Commercial
Business Manager.
Rod’s journey to Ford was unique. After spending three
years in retail, with only Christmas day off each year, Rod
pro-actively sought a new industry. It was pure luck in
1981 when he answered a blind ad for a job that offered
25K a year and a company car. Sounded good to him,
but when he was told it meant working with car dealers,
he made it clear
that there was
only one car manufacturer he could
join. You see,
Rod’s grandfather
had been a Ford
dealer in Pennsylvania since 1923,
Rod with his wife & daughter
and he knew he
just couldn’t work with the others. Fortunately it was
Ford, and he was hired on the spot by Carl Bergman.
Rod worked every position for Lincoln Mercury from
zone manager to market representation, merchandising, administration and distribution. From New York, to
a metro zone in Boston, to Philly, and back to Boston
where he became the Northeast Project Manager for
PAG (Premier Automotive Group), Ford’s strategy to create special dealers that carried Lincoln, Volvo, Jaguar,
Land Rover and Aston Martin. When that project ended,
Rod thought he would be moving to Dearborn, but was
offered a CBM position with Ford Commercial Trucks in
Boston. He gladly accepted and it has been his favorite
job with the Company.
“The dealerships and CAMs are great.” said Rod, “all
I had to do was learn the technical truck stuff because
I already knew who to contact for issues and how to
handle dealer payment problems and had a lot of the
tools I needed to be helpful.”
In 2002, Rod and some co-workers sent out a notice
that anyone interested in a New England Truck Club
should come to the Regional Office. The response was
beyond anyone’s forecast - 17 people showed up and the
New England Truck Club was reborn! The club’s main
goal is networking and training for Ford truck professionals.
22 sUMMER2009 FORDPROS
Rod’s daughter just graduated from NYU’s Tisch School
of the Arts in drama and has headed off for Hollywood
to make it big. She can be seen in an episode of “Real
Housewives of New Jersey” as a receptionist at a modeling agency. His son just finished up his freshman year in
high school and is already taller than Rod, who measures
6‘ 2”, loves computers, and has already taught himself
some programming languages. Each year Rod, his wife
and kids loves to take a break in Myrtle Beach, South
Carolina.
Rod sees so much opportunity today being a part of
FMC, rather than anywhere else. “All the new products
such as the Transit Connect and Ford Work Solutions
are huge for us. I am kind of a computer head, I love
what Ford Work Solutions can do for businesses, and it is
definitely a leg up on our competitors. Everywhere I go,
I make sure that people know that Ford is different from
the other two domestic automakers. We have a superb
pipeline of product, new features and are poised to go
forward with quiet confidence”.
Rod helps get the Ford brand out via a unique local
television show that chronicles the daily life of a guy who
owns a contracting company. In most shows like This
Old House, everything works perfectly, but in American
Builder it is much more realistic. And, of course, commercial trucks play a big roll. Over the past three years,
Ford trucks have been seen in the show, doing all the
work. One episode featured the host taking a tour of the
Ford Kentucky Truck Plant, which resulted in winning a
New England Emmy Award!
Leo Kerivan, Rod Phillips, Frank Froio
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