Expanding Mack’s Footprint in the Highway Market

Upon completion of this training program, participants will be able to:

• Define key terminology related to the highway market, including types of carriers and distribution models.
• Identify the different types of trailers used in the general freight market and their applications.
• Describe the significance of bridge laws and weight regulations in North America.
• Differentiate between the needs of highway customers and vocational customers.
• Summarize the key factors involved in calculating the total cost of ownership for highway customers.
• Recognize the challenges and opportunities in changing customer perceptions of Mack Trucks in the highway market.
• Identify the key attributes necessary for success in heavy-duty truck sales.
• Use technical knowledge and industry expertise to address client inquiries.
• Develop strategies for building and maintaining strong customer relationships in the highway trucking market.
• Prepare for prospecting by conducting thorough research utilizing modern tools and resources to gather customer insights.
• Identify appropriate team members to support complex deals and bids.
• Discuss trade-in options and exit strategies confidently with potential customers.