Friday, May 17, 2013
Alexander’s Mobility Services' monthly “Sales Spotlight” program highlights a sales team member and uncovers what makes them-- and the services they sell—so unique. The Sales Spotlight will feature our teams’ best moving tips, favorite on-the-job stories, and interesting facts about the many services that we offer.
This month we sat down with Chet Grisso who has been a member of Alexander’s San Diego sales team since 2004. A moving industry veteran, Chet has a wide breadth of experience within our industry, holding various positions from professional van operator to sales manager, general manager, and agency owner.
Chet has earned numerous industry awards for his creative problem solving and dedication to his clients including a spot on Atlas Van Lines’ president’s club and a nomination for Alexander’s highest award for employees, the Milt Hill Spirit Award.
A certified moving consultant for nearly 20 years, Chet Grisso is one of the many talented members of Alexander’s sales team who make even the largest relocation programs appear simple and seamless.
How did you get into the National Account side of business, as opposed to commercial or COD?
I’ve always gravitated toward national account business, even from the time I was a van operator but along the way I started selling COD services. One day it occurred to me: instead of presenting moving services at a dining table to one individual or a family, I could present services to corporate clients; thereby gaining a much larger audience and making an impact on more people’s experiences.
After bouncing the idea of transitioning to national account business, I decided to place ad in one of the CMSA’s (California Moving & Storage Association) publications. In my ad, I asked the subscribers if any national account-focused moving companies wanted to invest in someone who was going to be a million dollar booker. I guess it worked since I received nine responses from all over California, including one from a company who would be my future employer.
What is your favorite part of your job as an account manager for national account/HHG services?
I enjoy interacting with corporate clients and having the opportunity to provide new solutions in their fast paced and ever- changing environment. One of my favorite parts is introducing corporate clients to the interesting new mobility solutions Alexander’s develops, like Alexander’s move club. It’s a great new consortium-based solution to complement our clients’ existing relocation programs.
What is the most common concern you hear from your clients and what do you do to ease their worries?
Clients want to protect the investment they have made in selecting a mover. Our team at Alexander’s does this by providing an excellent moving experience for their transferees in the most cost efficient manner possible. To ease their worries we have processes and procedures which have been refined over the last 60 years as well as a series of checks and balances that make sure our team is giving the best service we can to our corporate clients. And it is nothing that I do; it’s our outstanding team. As the most recognized agency in the Atlas system for quality, I sometimes feel like the Maytag man!
What advice would you give a client or prospective client looking to re-vamp their company’s relocation policy?
Call us, we can help! We start by introducing the benchmark studies conducted every year by Atlas. This highly revered survey identifies trends, projections, and best practices from over 400 corporations just before the busiest season for our industry. I also make a point of introducing my clients to their peers within relocation to develop focus groups, open forums and share their experiences and expectations from movers. Depending on how much the client wants to change their policy, we share sample relocation policies from companies that are of the same size and scope so they can get an idea of what other companies have done and are doing.
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