Educating the fleet manager

[paintlessplus]

I presently do not solicit WSR fleet accounts, as I am concentrating more on my paintless dent repair business. However, I do have alot of experience dealing with fleet managers from my previous work in the autobody field. Let me share some of that experience here.....Most all fleet managers or used car managers have a background in either management or sales. Many are very naive in the actual repair of fleet vehicles. Therefore... many do not even know how to deal with having repairs done or dealing with vendors who come by offering their services.

Believe me, THESE GUYS ARE CLUE LESS !!!!

You need to educate them!!!
Rarely are you going to walk into a place that has not had another WSR vendor offering his services. You will probably hear " We already got a guy" To this you say... "great, but did you know that you need two guys?"

This statement will usually get a rise out of them..... you then continue..."most all of my accounts use two vendors for everything- It keeps every body in line- because when you only have one guy he can hold you hostage....he can fix the chips at HIS price... he can show up when HE wants to ...and HE HAS NO COMPETITION."

"Sir, I am that mans competition. I would like to fix that chip out there on that Chevy blazer as part of a free demo. If you like my work, I would like to leave you my card, and check back in regularly as your # 2 guy. If you don't get these fixed ASAP they could crack out in the hot sun or cold. Are you willing to risk having to buy a replacement out of loyalty to your #1 guy? "

Yeah, it sucks being the number 2 guy, but at least you'll have another account. Bob

[a1repair]

Greetings paintlessplus,

So are the car-dealers that you do dent repair for using two dent guys?

[mafsu]

goos advice I've become the #1 and/or only guy at several lucrative dealerships and rental car agencies by starting as the #2 guy. No I don't share accounts with anyone now and haven't for several years, but it is a good way to get in the door. Also If I showed up at one of my accounts and they had someone else doing work I would know I was screwing up.

[paintlessplus]

Hi a1 - I am busy enough that I concentrate on "retail only" for my dent and WSR repair. I have done extensive dealer work in the past, and I intend to pursue wholesale dealer accounts in the future as my company grows. As mafsu states above.... it all depends on the delivery of service and quality. Sometimes you gotta be #2 before you can be number 1.... First you've got to EARN their trust.... then you've got to KEEP it.

[Repair1]

Fleet business can be great business this is my spill on the stuff.

I will introduce myself with a quality printed business card of course. I tell them that I am here to save them money first thing I ask is if anyone is servicing them on a regular basis usually they say yes then it

[repare-brise]

And If they don't have abreak to dome on break your windshield and repair it. I have found that they arre the best demo's, because it shows the confidence you have in your product, but also while they are watching you repair your windshield you can show them the results of prevoius demo's(if you can find them). I also find that a bull's eye is the best demo, you can sit the customer in the car(truck) and se thier face light up when they see the bubbles of air going up the injector seal(I start with a vacumm cycle)and it being replaced by the resin, then when you put the injectorunder pressure and 10 seconds later the break is completely full, they are hooked.

Merci

PS my windshield hasover 30 demo's in it and unless you know where they are you won't find them.