A logistics and transportation company had a very large market share among small and medium-size fleets, but acknowledged that their biggest opportunity was in obtaining contracts for large fleets. The reason they had avoided the idea of larger fleets is because they would usually give discounts. They needed help in creating a strategy where they could access the market through win-win negotiations.

How did we assist?

C&K started by implementing our assessment process and account planning, followed by helping the company design a state account management program to create a sales force that were able to close large fleet transactions.

Did it work?

Over the following couple of years, they have gone to national account management programs resulting in a massive sales increase from large fleets alone.