Great Britain

PERFECT FIT

Understanding the customer

From work experience to sales

With both workshop and road experience, Jessica Piri is particularly well suited for the job of service market salesperson.

Since last summer she has been selling Scania’s services such as inspection agreements, Green Card agreements and tachograph services at Scania-Bilar Stockholm in Häggvik and Norrtälje.

“I usually look out onto the workshop yard to spot vehicles without a service contract,” she says.

After finding out more about the haulage company’s vehicles and business, Jessica calls to book a visit to present Scania’s services. Almost nobody declines immediately. Rather they welcome more information about the services.

“The best thing about the job is visiting customers. It’s obvious that they also enjoy seeing us. I never need to engage in aggressive sales and it’s not something I’d be capable of. Our services are good for customers. They save money.”

After taking the vehicle programme at high school in Huddinge, she got a tip about Scania and a job at the workshop in Jordbro.

“What attracted me was the chance to do physical work and the joy of repairing things.”

Jessica worked in Jordbro for four years on vehicle inspections, as well as administration in the form of invoicing. Inspections are something she really knows about, she assures us.

When she met a really nice haulier in the workshop one day, she told him she wanted to start driving trucks. That led to a job at Ullman Kylfrakt, a transport company in Haninge. She had gained a truck qualification at Scania so that she could test drive vehicles.

Despite the haulage company’s business focus, she operated an R 480 crane, which also doubled as a snow plough in the winter. At night, Jessica ploughed snow on main roads and local streets in Nacka during far too long work shifts.

“I was on call during the six winter months and could be called up at any time. I was driving with manual gears, which made it extra hard to plough and sometimes led to sore arms. But after practising lining up with the grease pit just right, I had a good sense of where I had the truck.”

At other times she operated a crane in the Stockholm area.

“We worked on everything that needed to be lifted, from scrap cars to earth and gravel. I got pretty good at manoeuvring the crane.”

It also included assignments in inner city Stockholm, which nobody is pleased about. Crane work takes time and impedes traffic, and impatient motorists sound their horns.

“Sure, I shook my fist sometimes if they were particularly awkward.”

When Jessica had frozen through four dark winters, she felt that it was time to develop further and received an offer to become a service market salesperson.

“I was terrified at first but everyone has been really nice and pleasant. Certainly there are also grumpy hauliers who might have had a bad day. They can also be stressed by the deteriorating economic situation. On the other hand, in those circumstances it is particularly important to extend the lifespan of the vehicles through a Scania contract.”

The breakthrough came with an inspection contract for an Åland bus and now she is starting to get the routine.

“Sometimes it can be difficult for customers to accept me as a woman in my role, it’s just like that sometimes, but when it is clear that I have operated a crane and lubricated trucks, suddenly everything is okay. I really believe that I have found the right job. It’s fun getting up every morning. And besides, I don’t have to freeze any more.”