As the President of Best Used Trucks, I can testify as to the importance of HDMA training to new and experienced sales personnel. The training is excellent and the results prove its value. Three of our salesmen have completed Paul’s training classes and all of the results are the same - each one was a better revenue producer and more knowledgeable after their experience with HDMA. Paul is a skilled communicator as well as teacher. He has a way of connecting with his trainees and they benefit from the personal touch in his teaching.
As the President of the Used Truck Association, I can relay the importance of having a first class company and individual join with the UTA to provide up to date training courses for our members along with individuals that work within the used truck industry.
Training is one of the most important benefits the UTA offers its members and we believe that our members deserve the best the industry offers. Even though Paul has worked many years supporting the organization, our training committee looked beyond that to see what was available. After our research, HDMA proved to be the choice of the UTA. Paul has been training UTA members, young and old, for eight years. Many other national companies in the industry use HDMA for their training also.
Paul enjoys the respect of his peers within the industry. Being a professional at what he does and a man of integrity, Paul has definitely, "Earned the right!"
I am proud to be his friend and a business associate.
Eddie Walker
Best Used Trucks
President / Used Truck Association
"We at Rush Enterprises, Inc., with our many Rush Truck Centers, believe in and support Heavy Duty Marketing Associates and all their good work. Paul Spokas has a good program which I really like for our new people coming into sales. It allows them to get a new perspective on our industry from a professional from outside of our normal "way of doing things". It helps them understand the basics of selling trucks and how to better understand how to deal with the customer.
We have our own training program, but Paul's training allows our people to have a more rounded education to get started. I also notice that some of our Managers get too busy to spend the quality time needed for training our people."
Ernie Bendele
Vice President, Used Truck Operations
Rush Enterprises, Inc.
"I just wanted to let you know how much I enjoyed your PROFESSIONAL USED TRUCK MANAGEMENT course I recently took. The layout of the course was excellent, also very interesting, and the presentation and teaching style was great. The part that I enjoyed most was all the interaction with the other students in the class. It was a privilege to be in your class, keep up the good work. Thanks Again!!"
Jim Zimmerman
Used Truck Manager
Kenworth of Pennsylvania
"Paul's class is one that finally gives the used truck salesperson the much needed info to prospect and close the deal. I highly recommend the class as all phases of the used truck market are discussed with the emphasis being on improved sales volume and greater gross profits. This course offers "no fluff".
Gary Chambers
Sales Representative
Cooper Kenworth, Charlotte NC
"I am the manager of Used Trucks Sales and Marketing for Aim Nationalease, head quartered in Girard, Ohio. Aim is a Full Service Truck Leasing Company doing business in 9 states in 44 locations. I attended the seminar Paul Spokas teaches on Professional Used Truck Management. I have put much of what I have learned to practice in our used truck department. Paul's seminar was well worth the time and expense and gave me both an overview of the used truck management and also a network of contacts to work with. Thanks, Paul."
Ted Ransdell
Manager
Used Truck Sales and Marketing
Aim Nationalease
"We have used Heavy Duty Marketing Associates for several years. Paul Spokas as consistently brought excellent training to us. The Used Truck Management Training HDMA has provided has been practical, timely and useful for our dealers."
Craig Kendall
Director National Accounts Service & Red Oval Pre-Owned Equipment
Peterbilt Motors Company
"As a twenty five or so year veteran of sales management of one product or another, I went away from your course enlightened. When I bang my head against the wall and say, "why isn't this working" I refer back to the materials provided during the course and can usually find an area to focus on to help my problem. The relationships made during the course are and will continue to be supporting friends. Thank you for your great preparation."
Tom Fry
Sales Manager
Cerni Motor Sales, Inc.
"Paul Spokas' programs are proven educational programs that offer many years of knowledge and experience in a series of short classroom exercises and discussions. Paul is competent in all subject matters related to used truck selling and management. His certificate of course completion is endorsed by the Used Truck Association and it is recognized and trusted by customers who are looking for professional service.
One day of Paul's class is 10 hours of organized, uninterrupted study and practice on issues that your used truck representative will need and use everyday. Investing in this training for your employee shows him/her that you see potential. After the course, the attitude change is remarkable because that person has a boost of confidence and some new skills that will result in increased sells-immediately."
Jake Jordan
General Manager
Jordan Truck Sales, Inc.
Carrollton, GA
"For over two and one half years as Black Book was initially getting the Heavy Duty Truck and Trailer Guide off the ground we worked closely with Paul Spokas of HDMA, Inc. The desire to get acquainted more closely with the manufacturers' marketing, finance and re-marketing divisions was accomplished through Paul's knowledge of the market and his contacts. His efforts were invaluable in getting Black Book in the door to present our printed and electronic products. Everywhere we went within the heavy duty commercial market Paul was well known and spoken of with the utmost respect."
Ricky Beggs
Vice President, Managing Editor
Black Book
"There are many sales training programs available in the market place, however, the training done by Paul Spokas is specific to the truck sales industry and that in itself is a primary factor why I have chosen Heavy Duty Marketing Associates to provide sales training.
The product knowledge taught to sales associates without prior truck experience is invaluable in getting them up to speed as productive producers for the dealership. The sales process and deal set up taught to new associates are explained in a straight forward manner; easily grasped by most people.
The programs geared to established sales professionals reinforce the basics while at the same time explore different motivators and closing techniques designed to sell more trucks.
If you are a small dealer without the resources to hire an in house full time trainer, I highly recommend Paul Spokas and his team to help your team reach its full potential and increase your bottom line."
Eric J. Mulcahy
Sales Manager
Seabrook Truck Center Inc.
"For several years now, many of our Used Truck Centers' retail and wholesale sales representatives, managers and regional managers have attended UTA sponsored training programs facilitated by Paul Spokas of the HDMA Academy. We found these programs and Paul's facilitation to be very effective in providing the quality and high level of professional growth and improved performance we want for our employees.
We have also asked Paul Spokas and the HDMA Academy to develop and facilitate targeted training programs for us. I would recommend Paul Spokas and the HDMA Academy to my industry colleagues."
"The greatest investment any of us can make today is in our people and Paul has become our conduit to do so."
Dennis Huffmon
Vice President
Used Truck Organization
International Truck and Engine Corporation
"Paul's program brings some understanding to a salesman on how to prospect customers, talk intelligently about what you are selling, the appraisal process, and most important how to close a deal. These are very important tools for a sales rep to have to be a successful salesperson. The classes also give the student an opportunity to meet and form relationships and contacts with others in the same industry."
Eric Bailey
General Manager
Wieland Sales, Inc.
"I moved over to our commercial truck rental division after spending most of my Enterprise career in car re-marketing. The Fundamentals class helped me gain a broad understanding of the overall truck industry, what's important to a buyer, and how a truck dealership works."
Kevin Heersink
Corporate Remarketing Manager
Enterprise Rent-A-Truck
"As an interested used truck industry warranty provider, I enrolled in the HDMA Basics training. Wow, did I get my eyes opened! Without this formal education, I don't see how a used truck salesman could do justice to the sale for his customer, his dealer principal, his management team and most especially to himself. I recommend this program to everyone who intends on succeeding in used truck sales."
Lynn Murphy
President/CEO
Premium 2000 Plus Warranty Programs
"I was very pleased with the training class that was provided by my company Regional International. The class I attended was taught by Paul Spokas, President of Heavy Duty Marketing Associates.
The class was extremely informative and went over every aspect of Used Truck Sales, being completely new to the industry; it was a vital tool in helping with the knowledge that was needed to become a successful used truck salesman.
Even for someone " Green behind the ears " like me Paul spelled out what was needed to become successful, competent and most of all knowledgeable of what I am selling, the week long course was never dull and actually was a lot of fun especially meeting other people from all across the USA.
Paul worked with us all individually as well as in a group, all questions asked were answered with simple straight forward answers and not in a lot of technical language that would have been hard to understand due to my being new in the industry and unfamiliar with the appropriate terms.
I highly recommend anyone who is pursuing a career in used truck sales to take advantage of Paul's expertise and knowledge and devote a week to learning to become a confident and qualified salesperson, I would not be where I am now if it was not for the teaching I received from this program.
I thank my employer for giving me the opportunity to graduate from Paul's program and thank Paul for helping me become successful and confident in my sales ability in the used truck industry."
Steven G. Pooley
Used Truck Sales
Regional International
"Heavy Duty Marketing Associates has partnered with Daimler Chrysler Truck Financial to provide its employees with an experiential learning experience on the valuation of truck components. This knowledge assists Truck Financial employees with managing the financial risk of the portfolio. Moreover, it enables employees to provide value added service to its customers by arming them with the knowledge they need to create the best financing solutions for its customers."
Marcie Seyfarth
Leadership & Development
Daimler Chrysler Truck Financial
"I first met Paul when I attended a Freightliner Used Truck Seminar. I was so impressed by his insight into the challenges we face in the Used Truck Department at the retail level that I invited him to work with us on a personalized basis. We're in the process of adopting Paul's common sense approach to the Used Truck business, and have already seen significant results in reducing bottlenecks during the reconditioning process, which makes more trucks available for sale more quickly. We've benefited from a faster turnover of assets, and a more excited sales force."
Jim Lagana
General Manager
McDevitt Trucks, Inc.
Manchester Sterling and Western Star
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