Dealer Spotlight: Bryson Sales and Service

Dealer Spotlight: Bryson Sales and ServiceBryson Dealerspotlight May 2018

Interviewee: Mark Turner

Title: Lead Salesman

Last year, Mark Turner, lead salesman of Bryson Sales and Service, created a new initiative to help sell propane school buses. He observed that new propane sales had flattened or leveled with his current approach. So, Mark decided that he wanted to not only target the transportation directors and mechanics, but also hit a new group — the folks who manage the money.

To turn his attention toward these school business officials or “economic buyers,” Mark set his sights on the Utah Association of School Business Officials meeting. Representatives from across the state would be gathered at one place and he could present to a wide audience in a short amount of time. He secured a guest speaking spot at the meeting, which was co-presented by ROUSH CleanTech.

Mark feels that school business officials are most receptive to the cost of ownership message of propane. He’s definitely on to something as Bryson Sales and Service has doubled its propane customer base in one year with the help of this approach. And, he’s already been invited back next year to speak at the school business officials meeting!

Yet, he cautions that dealers need to educate all levels of leadership at the district to make it happen. That means leveraging from a top down and bottom up approach. Talk total cost of ownership of propane buses with the economic buyers. They know that schools and taxpayers benefit from the lower operating cost of a propane school bus. For the transportation directors, the pitch should be geared toward making it simple. And for mechanics, they want to be wowed by the ease of maintaining a propane school bus. Techs and transportation directors tend to be focused on the simplest solution.

As Mark noticed, the school bus conversation has changed with the introduction of gasoline. He suggests getting in front of the money managers to make the case for propane.

If you’re interested in learning more about leveraging this new audience, please contact your Blue Bird or ROUSH CleanTech sales rep. And, if you can get in front of people like those at the Utah Association of School Business Officials, contact Ryan Zic at Ryan.Zic@roush.com to discuss sponsorship options.

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