Every year, we host our annual Pack for the Sun trip, recognizing our dealers and aftermarket professionals who demonstrated the highest sales performance from the previous year. This year, we headed down to sunny Punta Cana, Dominican Republic, where roughly 50 sales and aftermarket professionals and their guest from the U.S., Canada and Latin America were celebrated for the continued growth and success of UniCarriers Americas.
To qualify for the Pack for the Sun, dealer sales managers and sales representatives are entered into contest groups based on their dealership’s market size.
We looked to a few representatives from authorized UniCarriers dealers to share tips on what it takes to make it to this exclusive event.
Representatives like Wes Hibdon said his company, Darr Equipment, has qualified for Pack for the Sun six times. Some ways to get there? Hibdon personally looks to traditional ways to secure top deals. “Cold calling is the most effective way to drum up new business,” Hibdon stated. “Knocking on doors with a positive attitude enables you to meet new people who may or may not be interested in what you’re selling. But, if you don’t get out there and do it then, you will never know what can happen.”
Solid deals can range from small to large, but resilience and tenacity are key to a successful year. Veterans like H&K Equipment’s John Hill, who’s been selling forklifts for almost two decades, said the sale with American Cap & Affiliates really sealed the deal on his major accomplishments within the last year. “The transaction came to 14 trucks total. It was a very competitive sale and the clincher was the UniCarriers extended warranty,” Hill stated.
Hill advises that sales professionals should work smart and fully understand what they’re selling and the competitor’s product, but most importantly that they should always listen to what’s around them.
“Not only do we value the fantastic salesmanship from our dealers and aftermarket professionals, but we know they play a huge role in our success,” said Brian Markison, senior director of sales and marketing for UniCarriers Americas. “We host Pack for the Sun each year to recognize the hard work they put forth to carry on and build upon UniCarriers’ legacy.”
Daniel Whitt, who’s been in the forklift industry for almost ten years, feels that putting the customer first and providing innovative solutions has solidified his reputation in the industry. This is the second year his company, A.M. Davis, had been invited to join in on the fun.
“Time is your most valuable asset. You have to learn how to properly manage it,” said Whitt. “My outlook is slow is steady and steady is fast.”
Whitt’s most memorable deal of 2017? Assisting a 55+year AM David legacy account, which led to converting its IC fleet to a fully electric fleet.
Chris Sessa with CFE Equipment shared his one piece of advice for others looking to qualify for future Pack for the Sun’s: “No deal is too small, and the customer always comes first.”
When looking to build a solid portfolio and reputation in the industry, others can learn from Hibdon, Hill, Sessa and Whitt, who exemplify the “Never Quit” attitude.
Enjoying sunny skies and relaxing on sandy beaches are just a couple of the perks our dealers enjoyed on their trip, but nothing replaces the true comradery our representatives feel for each other.