Inside Simplex vol. 2

GROWING OUR BUSINESS
Let’s
bundle
up!
I
n late August 2019, our sales
leadership team conducted an
analysis of our interstate carriers’ book
of business. This analysis determined
that most of our carrier companies
were subject to IFTA fuel tax reporting
rules for which we quickly identified an
opportunity to grow our business
share by adding additional services to
our current book of clients. This
discovery resulted in the creation of a
combined service package we later
named DOT/TPTS Fuel Tax Bundle
Program.
We immediately put this idea into
practice by training each member of
our sales force on TPTS product
composition and related regulations,
allowing the team to understand the
rules of TPTS services, and translating
that product knowledge into business
acquisition.
In October 2019, our CEO decided to
implement a unified Outbound Sales
Division by moving TPTS Outbound
Sales from the existing TPTS Unit to
the DOT Outbound Team with the
purpose of centralizing all new
business acquisition through one
outbound operation.
With the transfer of two highly
knowledgeable TPTS Outbound Sales
agents, Karla Murillo and Sessia Lainez,
to the DOT Outbound Team, the newly
unified outbound sales team was
receiving firsthand TPTS knowledge,
which empowered the rest of the DOT
Division to start the full promotion of
TPTS services combined with our
traditional DOT/FMCSA products.
The TPTS/DOT Outbound Sales Team
was in full motion by the turn of the
year, testing the nationwide market
with these two combined products. By
this time, the Outbound Sales Team
was not only made up of experienced
sales agents, but also professionalized
its training mechanisms through
consistent TPTS product consultations
from TPTS's Efrain Valladares and
scrupulous quality assurance controls
from DOT's QA Michael Cuellar. This
improvement immediately produced
unexpected results. In just the first four
months of 2020, the unit garnered
close to 1,000 new TPTS clients
among 32 different states of which 412
clients are a part of the TPTS/DOT
Bundle Program supervised by TPTS's
Hellen Rodriguez.
As our company continues to strive
towards positioning all products within
the nationwide arena, the unification of
these two products under one
specialized sales team has allowed us
to penetrate some of the nation’s more
profitable trucking markets in Texas,
California, Florida and the Northeast
area. As of April 2020, our sales
acquisition through combined
DOT/TPTS products accounts for 75%
of our new sales, demonstrating that
this successful product combination is
exactly what our clients want.
Our “Perfect Pitch” sales pitch is
focused on targeting interstate
carriers and offering the DOT/TPTS
Fuel Tax Bundle. The focal point is
selling the benefit of having a Safety
Manager and Permitting Manager
working on their account at an
attractively low price. They get two
product experts working on their
account: one making sure all safety
compliance needs are met, while the
other processes their fuel taxes and
consults with them on anything
licensing and permitting related.
Couple that with an overall lower fee
which they pay monthly instead of a
higher fee they pay quarterly and you
have yourself a major selling point.
All of our interstate carrier clients will
benefit from this combined product.
When pitched, they will almost always
be very receptive. We make sure to
emphasize that we are relieving them
of the burden of having to deal with
multiple vendors, and most
importantly, that we are saving them
money! It is the “perfect pitch” for
everyone.
Currently, the expansion of the
DOT/TPTS Fuel Tax Bundle Program
relies solely on outbound efforts;
however, we will introduce other
crucial teams within our organization
to join the efforts and reinforce cross
selling within each business units’
current book of business. Our ultimate
goal is to increase our market
presence across the United States by
creating an umbrella of services to
provide to the trucking industry, which
can be achieved by growing this
program in upcoming months.
Speaking from first-hand experience:
as long as we all continue to work
closely together, our path to success
will be much brighter. With that, I
would like to thank you all for your
constant support and promotion of
our services with each client you
service.
NATALIE RAPALO
NEW BUSINESS DEVELOPMENT
MANAGER
10 INSIDE SIMPLEX
MAY 2020