PHH Arval’s Mike Quimby: ‘Driving Your Business Forward’

What does it mean when PHH Arval talks about solu­tions that dri­ve your busi­ness for­ward?

With­in PHH Arval, the “dri­ving your busi­ness for­ward” is about the cus­tomer. That is what we’re focused on. When I think of the indus­try and what is most impor­tant, it is two things. One is data and infor­ma­tion and how you aggre­gate that data to cap­ture it for the cus­tomer and what you do with it. Two is our strate­gic con­sult­ing, which is tak­ing all of the infor­ma­tion and mak­ing sug­ges­tive rec­om­men­da­tions on how to move for­ward. The cus­tomer can ful­ly out­source to us and we will assist them in dri­ving their busi­ness for­ward.

Let’s talk a bit about end-to-end solu­tions. How is that dif­fer­ent than what PHH has offered in the past?

With­in PHH Arval’s frame­work, we think of the cus­tomer and what is impor­tant to them. In the fleet indus­try you have mate­r­i­al han­dling all the way through Class 8 trac­tor trail­ers that are a focus of our cus­tomers’ con­cern and a need in their busi­ness. When we talk end-to-end solu­tions, we are talk­ing about the assets that span mate­r­i­al han­dling through Class 8 vehi­cles. That includes all of the ser­vices that go along to help them run their busi­ness bet­ter every day and dri­ve cost out of their orga­ni­za­tion.

What are some of the trends that you are notic­ing in the pro­pos­al and com­pet­i­tive process in the indus­try?

I have been in the indus­try for rough­ly 25 years and as the Senior Vice Pres­i­dent of Sales for PHH Arval, I have seen a lot of changes with­in the indus­try specif­i­cal­ly around pro­pos­als, RFP’s and the process. The cycle time is length­ened, so it is a much longer sale cycle and the focus of those RFP’s and pro­pos­als are focused in two areas. One is data and how you use the infor­ma­tion and tech­nol­o­gy. The sec­ond is strate­gic con­sult­ing. Help­ing our cus­tomers and prospects make bet­ter busi­ness deci­sions with the infor­ma­tion, dri­ve their busi­ness for­ward and dri­ve cost out of orga­ni­za­tion.

BIO

Mike Quim­by is respon­si­ble for the sales orga­ni­za­tions of both PHH Arval and PHH First­Fleet (now part of Ele­ment Finan­cial Cor­po­ra­tion) in the Unit­ed States. He joined PHH First­Fleet in 2012 as Vice Pres­i­dent of Sales, where he led a team that focused on increas­ing syn­di­cat­ed lease vol­ume from new and exist­ing clients. Over the course of his career in trans­porta­tion man­age­ment ser­vices, logis­tics and finance, he gained lead­er­ship expe­ri­ence at Ryder Sys­tem, GE Com­mer­cial Finance and GE Fleet Ser­vices. He earned his Bach­e­lor of Sci­ence degree from Keene State Col­lege in New Hamp­shire and a Cer­tifi­cate in Finance from Har­vard Uni­ver­si­ty.

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