Tuesday, January 15, 2013
Alexander’s Mobility Services is kicking off our “Sales Spotlight” program in celebration of our company’s 60th anniversary. Each month we will highlight a sales person from each of our service lines to find out 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 the moving industry has to offer.
This month we sat down with Joshua Flatt of Alexander’s Tustin office to talk a little about him, the moving industry, and what makes national account business so much fun to sell.
How did you get into selling National Account Business?
I started doing mostly COD business then quickly moved over to the National Account Business. Serving our corporate clients – along with the professional athlete niche – is my passion. I love pursuing new business but, more importantly, I like working with my clients to customize moving policies that best fit their company. Relocation is such a stressful hot potato for companies to deal with and Alexander’s does an amazing job of easing that stress.
What is the most common concern from clients that you run into?
Many of the HR folks I work with are concerned about a range of issues. They are obviously watching their company’s bottom line, so they need to make sure the moves are affordable. They’re sensitive to fairness for their employees-- they don’t want to authorize a full pack for one employee or no packing for another, for example. They’re also very concerned about accountability in their own job; they want to select a mover who will make them look good, because they know ultimately the success or failure of a move is a reflection on them. Our team does everything we can to make sure their company knows day in and day out that that HR person made an excellent decision in choosing Alexander’s.
What organizations, certifications, or industry certificates do you have?
I’m a member of the Southern California Relocation Council, and a member of ERC’s YP40. I am also on the board of the Young Professionals Committee of Orange County, which is a group of young professionals dedicated to raising money and awareness for Big Brothers & Big Sisters of Orange County. And I’ve been an active member of Big Brothers Big Sisters since 2004.
What is your favorite on-the-job memory?
That’s a tough one. More than any ONE memory, I love all the Thank You’s we get from customers. Whether it’s a family we just moved and hearing them gush over how great Joel Barber was or Bob Pound or Mark Johnson or Jenny Cerra … it’s always a different version of the same thought: that the Alexander’s Team took a stressful situation and made it seamless. We even have people tell us that their driver made moving a pleasant experience, which I think is unheard of anywhere else.
Do you have any advice for clients who have not previously moved with a moving company before?
Make sure you’re working with a company that has your employees’ and your company’s best interests at mind. I recommend finding a moving company who wants to work with you long term, who has a vested interest in keeping you happy. And obviously find a company with a track record of success.
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