Value is a key component in offering cargo management solutions. For Adrian Steel's fleet management company (FMC) customers, that value is based not only in the critical nature of the partnership, but also in the operating principle that Adrian Steel
and the FMC serve mutual customers: the fleet client and ultimately, the vehicle end user.
"Value can be many things," explained Elizabeth Peck, sales development manager at the 57-year old cargo management solutions provider. "It can be saving customers' time by getting their vehicles done faster at the plant or reducing time by having vehicles upfitted in the field through our Road˜Redi program. They also save time by having an efficient upfit optimized for their business and the cargo they carry."
Peck also pointed to the value of diminished risk. "Products such as our LoadsRite drop-down ladder rack allow the end user to load ladders the right way, reducing back injuries. Our ADseries Shelving provides an adaptable interior that does not become obsolete if a fleet's cargo changes."
Adrian Steel-FMC partnerships provide fleet cargo management solutions in several areas, according to Peck.
"Solutions can be product-related, such as a new storage solution for a specific piece of cargo, or ensuring safety and security," said Peck. "Using the philosophy of consultants in our area of expertise shows the value. Partnerning with the FMC to bring value to our mutual clients creates a team approach. If the customer's pain is status, then we all work toward that goal. If their cargo falls on the floor, we'll use our engineering capabilities to solve those issues. Conducting joint sales calls with FMCs, during which our sales teams consult to design the best upfit product or service for that customer makes us a partner, not just another vendor."