Building value by working together
Hall of Fame coach Vince Lombardi once said, “Perfection is not attainable, but if we chase perfection, we can catch excellence.” That sums up what the Utility 2018 Sales Meeting aimed to do. Dealers came together to the Palms Pacific Resort in City of Industry, California this past September 19th through 22nd to get Sync’d for Success.
“We celebrate individual success,” said Craig Bennett, Senior Vice President Sales & Marketing for Utility. “But the truth is that for an individual salesperson to achieve maximum success, they need to be ‘in sync’ with Utility, the products and most important, the customer. We need to work together for a common purpose—to deliver more value to each customer.” Vince would agree that to be a great team requires a commitment to always work in unison towards a common goal.
Guest speaker Bill Driscoll, a former Top Gun Instructor and author of Peak Performance Under Pressure, spoke about how to perform at one’s optimum when nothing but giving one’s best will do. Bill drew some comparisons to the way split decisions are made in a dogfight during combat and how this process can be applied in sales and dealing with customers as well.
Attendees entered into eight breakout sessions to cover the latest updates about each trailer model—including flooring, insulation and aerodynamics. To help salespeople succeed in the field, Utility introduced a new sales tool, the Utility Asset Vault. This mobile app enables a salesperson to get access and be in sync with the latest content, including brochures and videos.
Attendees were also able to gain an up-close look at Utility’s 4000AE® Flatbed and Drop Deck, 4000D-X Composite® TBR and 3000R® trailers. This year’s trailer displays also highlighted the Tautliner’s new Kin-Sider curtain from Kinedyne® and Utility’s new patented Utility Aerodynamic Tail (UAT) installed on both the 4000D-X Composite TBR and 3000R trailers. The 4000D-X Composite also showcased Grote’s prototype strip lighting.