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.
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.