Lori Crider is passionate about building relationships with customers. It’s what gets her excited about her role as Sales Manager of Milestone Trailer Leasing’s Dallas division. She shares why Milestone is the absolute best trailer leasing option and what’s key to growing and retaining customer relationships.
A Day in the Life
Tell us about your responsibilities as Sales Manager at Milestone Trailer Leasing. What does your typical day look like?
My focus has been to grow the Dallas market and maintain our existing customer base. Dallas is one of our newer locations (we opened last summer). It’s a growing market and it’s a great place to be in terms of the economy. Dallas also has an unusually high amount of competition.
Seeing how Dallas is a saturated market, how do you reach these customers?
I try to use all the different modes of marketing including phone calls, emails and personal visits. In this industry, you must be face-to-face with the customers and prospects which makes personal visits vitally important. I am involved in the Transportation Club of Dallas/Fort Worth and other industry networking events. You’ve got to be making those personal connections.
Accomplishments & Challenges
What accomplishments are you most proud of?
Bringing on customers from my previous employer who sold their trailer leasing division and got out of the business. I’ve been in Dallas since 2010, so I had built up some business with other companies and past referrals. It was exciting to get those customers to come over to Milestone.
What is the biggest challenge facing your industry today?
There’s a lot of on uncertainty with how the ELD mandates will affect the industry.
What things about your job get you excited?
We are absolutely the best trailer leasing option out there. So many of our competitors are letting their customers down. Since Dallas is a newer location, it’s fun getting our name out there. Part of what I’m doing is talking with people and making them aware of who we are and what we offer. It’s thrilling to know that our executive team responds promptly and appropriately plus the fact that we’re in 27 locations with over 40,000 units definitely gets the attention of our prospects.
What keeps you up at night?
I just want to see Milestone’s brand grow and excel in the North Texas market. I see it as an exciting thing as we keep moving forward.
What is a great story about Milestone Trailer Leasing that you love to share?
We were able to use 15 of our storage trailers in the show, Queen of the South, which is on USA Network. Our trailers were used to simulate a loading dock in Galveston, TX.
What is a great customer story that you love to share?
I walked in at the right time to visit with a prospect. He said, “We have a problem. We need equipment and your competitor didn’t have a quote approved, so the costs actually came back higher but I signed the agreement anyway. I was also just told that they won’t be able to provide the trailers which we need in service within the next two weeks.” We ended up taking three 2009 model roll door trailers, ordered three new lift gates, got them installed and ready to go in a one-month period (from getting the right approvals through our executive team, lift gates ordered, installed and ready to go). The customer was impressed. This is a great example of how quickly and effectively we can respond as a company to cover a unique need.