Question 1

Give 1 Value Prop that BEST Speaks to Me: Fleet Admin/Fleet Assistant

Accepted Answer

White Gloved Customer Service – When you or your driver calls in, we have an average of 7-second-wait-time and Most Issues Resolved in Under4 minutes

Answer

GL Code Down to the Asset and Driver – we use GL coding to departmentalize down to an asset or even driver

Answer

Proprietary Closed Loop Authorization Network – 100% Level III Data capture with over 206 Data Elements Giving You More Meaningful Data, True Driver Accountability such as Driver ID and Odometer which Must Be Entered Accurately at Time of Transaction which provides you 2 Levels of Security

Answer

Over 25 Standard and Customizable Reports, Including IFTA – Create a One Time Exact Sort Order of the Format you Want, you can Save & Schedule the Report so it’s Ready and Available When You Need it

Question 2

Give 1 Value Prop that BEST Speaks to Me: Controller/CFO

Accepted Answer

Best in Class Online Platform: 6 Levels of Hierarchy and Departmentalization, GL Code Down to the Asset and Driver – we use GL coding to departmentalize down to an asset or even driver, Significantly Reduce Admin Time and Reconcile Purchases Within Minutes

Answer

Cash Back - when you use our card at our preferred locations, you get points that lead to cash back in your bank account

Answer

Single Card Solution – Offers You More Site Coverage Than Any Other Fleet Card in the Industry (280,000 Fueling and 60,000 Maintenance Locations) Including Roadside Assistance

Answer

Smooth, Seamless and Hassel Free Account Transition, Implementation & Roll Out

Question 3

Give 1 Value Prop that BEST Speaks to Me: Owner

Accepted Answer

Access to Industry Experts –our Team is here to offer guidance on the best-practices and to act as an extension of your company, without being on your payroll.

Answer

Real Time Purchase Alerts – Know Instantly When Your Drivers Exceed Gallons per Tank Size, Wrong Grade of Fuel, Time & Day of Week, and even Dollars and Transactions Per Day

Answer

Over 25 Standard and Customizable Reports, Including IFTA – Create a One Time Exact Sort Order of the Format you Want, you can Save & Schedule the Report so it’s Ready and Available When You Need it

Answer

Everywhere You Want to Be - Our card can be used when and where you need us.

Question 4

Which paragraph best characterizes impac's value and niche in the market?

Accepted Answer

We sell simplicity and we serve as a fleet management extension service to keep you from having to wear so many hats. We provide the best-in-class solutions, tools and expertise.

Answer

We sell simplicity and our entire experience is delivered to you on an online form. When you're ready to work with us, we build a software that does it all and we keep it simple so you don't have to customize anything.

Answer

We sell on price to help you get the cheapest fueling solution possible. Once you get started with our company, we give you a database of trainings to allow you to learn as you go but we're very hands-off.

Answer

We provide the best-in-class tools. The objective is to onboard your company up front, get on going, and then we let you take the reigns.

Question 5

Business Development terms - which of these is TRUE:

Accepted Answer

The BD Pipeline is a process that entails, vetting/qualifying leads until you get to an appointment.

Answer

ABC - Always, Be, Closing - It's your job to make the fuel card sale and close the business. If this can be done over the phone, then go for it!

Answer

It's important to remember that your objective is to ABC - Always Be Customizing your approach

Answer

Qualifying: Our best customers are small fleets. They require least work and benefit from our services the most.

Question 6

Are you Cold/Warm/Hot?

Accepted Answer

Hot - The prospect is so angry at their current fuel card. They can't get them on the phone to answer some questions about billing.

Answer

Warm - This is the first time you've spoken to the prospect.

Answer

Cold - The Decision-Maker has called back and left you a voice message.

Answer

Hot - The Decision-Maker has asked for more information through email but would like a call back sometime next week.

Question 7

Which prospect is MOST qualified?

Accepted Answer

Fleet: 100; Competitor: Credit Card

Answer

Fleet: 1 Million Vehicles; Competitor: Agreement with WEX and Leasing Company

Answer

Fleet: 50; Competitor: Bulk Fuel and Local Service Company

Answer

Fleet: 10; Competitor: Wex

Question 8

Which of the below statements would most likely disqualify a prospect for impac Fleet's Universal Fuel Card/D2 Card products?

Accepted Answer

We only fuel on site/bulk fuel and have small service trucks and do just about $200 in fuel at local fuel stations.

Answer

We are in construction, have a lot of yellow iron equipment, and I'm wearing too many hats as a fleet manager.

Answer

We just got bought up by another company and I no longer do the fuel cards.

Answer

I'm busy, call me back never.

Question 9

impac Fleet: What is correct?

Accepted Answer

Mike used to work over 25 years with Fuelman/Fleetcor while Rick worked over 25 years with WEX.

Answer

Mike used to work over 25 years with WEX while Rick worked over 25 years with Fuelman/Fleetcor.

Answer

The job of a Senior Account Executive is to get the appointment and pass the call onto you so you can talk to the prospect.

Answer

The platform that we use to document all sales information is Ring Central.

Question 10

Personalization at Scale: Just like our value prop of quality customer care, we like to mirror that with our Business Development processes and...

Accepted Answer

... spend a reasonable amount of time connecting with our prospects, qualifying them up front, and scheduling an appointment to have them review their fuel program with an experienced fuel expert.

Answer

... make as many calls as possible so our sales numbers reflect our quota.

Answer

... just stay with the script 100% and get to the point.

Answer

... spend time connecting with prospects, asking them how their family is doing and be sure see how long they'll stay on the phone with you to help drive sales. We believe in being personable 100%.

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