Free to WSA
How to Secure Sales with National and Regional Accounts
Any contractor who has tried selling services for multiple locations of a national or regional account finds out fast that the game is played differently at this level. The sale is more complex. The requirements are more stringent. Some clients prefer a single national provider, others prefer a regional approach using either single-source or multiple suppliers. In this new session you’ll learn that two things are certain in this market: First, opportunities abound and second, clients expect and demand a pavement maintenance contractor who can deliver on his promise. You’ll learn from experts with firsthand experience with national accounts why these chains desire a national or regional service strategy, how to gain access to the right people in key accounts, how to develop the sales and operational systems -- and capacity -- required for you to serve these accounts, and the real long-term value of these accounts to your business. You’ll leave with a better understanding of this potentially lucrative market and take home tips that will enable you to compete in it.