General Electric Work Values

Daily Duties at General Electric:

I worked in three distinctly different markets in the ten years I served the customers at GE. North Central, North Carolina and South West, Virginia; Orlando to Miami; and Orlando to Jacksonville, FL. My approach varied according to the needs of the customer base. My portfolio was from 2.3M to 3.8M depending on the particular branch and level of business. I sold long term operating leases to private fleets that served a sole manufacturer, to small and large trucking companies whose revenues ranged from $5M to $30M. Long term assets were placed directly from the factory or infleet assets were placed from the local or National fleet. The National fleet operations were partners in serving our customers as they traveled through out the US. Communicating accurately and regularly with various operations staff was key to delivering a quality product to the customer. Customers were primarily found by prospecting to identify users who at some point in their business cycle would call to lease or rental our trailer assets. Leases used were of an operating or equity. TRAC Leases were used for buyers with good credit who wanted to purchase a newer asset and enjoy the beneifts of a lower rate. The sale of assets by using a conditional sale was a very strong vehicle to sell assets purchased for remarketing or infleet assets. Price negotiations were a key part of sales, rental and leasing. Profitability targets had to be met in each instance except in the areas of distressed sales. Gathering credit information through balance sheets and income statements was an essential part to the qualification process. This is a very credit intensive business where secured assets roll across the nations highways. Strong collection efforts to maintain a healthy accounts payable balance was an every day task. Working closely with the procurement department to ensure the proper specification list of new assets was key in delivering exactly what the customer ordered for CAPEX deliveries. CAPEX is a term used to describe new trailers delivered to the market directly from the factory. Mobile Maintenance product was also sold through prospecting to existing fleets as a replacement to existing mantenance practices or as a turnkey solution with dedicated maintenance personnel. Trailer tracking products were introduced as a fleet management tool. Finding the right customer whose assets or operating efficiency needed improvement was the key to selling this product. Weekly calls to discuss our pipeline were a part of our routine. I routinely had to answer for the activities of two operations staffs, my sales numbers, and my sales activity from introduction of a new opportunity to the fulfillmet of a contract. The details of each deal was input into Siebel, our CRM software. I also had to master our internal operating system to develop rental agreements, and search the country for sitting assets. The art of inspecting inbound and outbound equipment was something sales was required to know in the event they had to assist the operations staff. Setting remarketing values of used assets for resale was part of identifying opportunities to flip trailers for profit.

What they like about General Electric:

Working in an organization that is technologically advanced, creative, and innovative is critical in your assessment of hiring companies. Less important to you are stability of the organization, the length of time an organization has been in business, and the business' plans for the future. You prefer a fast-moving company that will take risks to achieve its goals and objectives. The length of time the company has been in business is irrelevant. Maintaining status quo is unnecessary. You thrive on change, uncertainty and the upside of potential business risks, especially those associated with innovation. Stability for the long haul is not nearly as important as is working in an atmosphere that is charged with a sense of urgency and constant change.

Tags

enterprise sales, sales, sales management, farmer, counselor sales, Heavy Equipment

Skills

Certified Operator/Two Classes of Crane Equipment

These are some of the questions we asked our climbers about their experiences with General Electric: