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Sears Automotive Enhances its Commercial Business

Sears Automotive has upgraded its fleet servicing abilities over the past year, including additional account managers in the field, hybrid service, and a streamlined point-of-sale authorization process.

September 2010, by Cheryl Knight - Also by this author

During the past year, Sears Automotive rolled out a new fleet strategy in an effort to grow its commercial business and become a larger player in the industry. New "commercial" features include an increased customer service presence, more service options, and point-of-sale enhancements.

According to Robert Santor, national commercial sales manager at Sears Automotive, the company realized it was just scratching the surface within the fleet industry and knew it had much more to offer. The company decided to research how its biggest and best competitors were working within the industry.

"We realized that in order to grow, we needed to invest in this business," Santor said. "A year ago, we made a conscious decision to invest in growing our commercial business. We put several new initiatives in place this past year to help us become a bigger service provider in the industry."

Santor has worked for Sears over the past 16 years, nine spent within the commercial sales group. For the past year, he led commercial efforts with new customer business strategies. Santor focuses on internal development, working with Sears' service and merchandising teams to place new product offerings online and in approximately 840 stores.

"Fleets need not worry about whether our stores are open," Santor pointed out. "We're open nights, weekends, and most holidays. There's a quote we like to say at Sears Automotive: 'We can work on a fleet vehicle when it's not working.' "

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