AmplifierAtlas Companies > Atlas Canada > Listen. Think. Move.

Listen. Think. Move.

3/29/2019
Atlas® Canada Builds on Consultation Prowess
 
According to noted Canadian writer Robin Sharma: “Listening is a master skill for personal and professional greatness.” The sales professionals at Atlas®  Van Lines Canada are in complete agreement.
 
“We recognized three years ago a need to improve our sales process in order to increase our conversion rate,” says President Barry Schellenberg. “When evaluating our sales process, our research showed we had been responding to customers before fully understanding them.”
 
Atlas Canada’s leaders instituted the “Atlas Way of Selling” training to enhance skills for Atlas sales consultants throughout Canada. It equips them to act not as order-takers, but as problem-solvers.
 
“We know great service can happen only when we fully understand what a customer needs,” says Senior Vice President & Chief Commercial Officer Fred Haladay. “That starts with listening.”
 
“Yes, we have a wealth of experiences that informs our best practices,” says Barry. “But that toolkit, as powerful as it may be, is useless without listening to and understanding each customer’s unique expectations.”
 
Now in its third year, the training program has proven transformational for business. Volume and market share are up. By all indications, these trends will continue.
 
Setting the Stage for the "Best Dance”
“Our marketing team is doing research with agents across the provinces to better know what customers expect,” says Fred.
 
Understanding such characteristics gives Atlas® sales consultants insight into how customers in different locales think about moving.
 
“Our aim is for each move to be specific to the customer,” says Barry. “Anyone who doesn’t approach service this way is going to wear it on social media. They’ll become just another commodity in the market.”
“We represent the value of our service as seen through the eyes of the customer. They tell us what they expect; we confirm that we heard them and understand them. Only then do we respond.”
Barry Schellenberg – President, Atlas® Van Lines Canada
 Keeping in Step with Partners
Listening plays a role, too, in supporting established relationships. Atlas® account managers meet with corporate clients quarterly to review and evaluate business together.
 
“We meet face to face with our corporate clients to ensure comprehension,” says Barry. “We confirm that we hear them, we understand them, and we are ready to make any changes that may be needed for us to stay in sync together.”
 
"Most important", says Barry, "is that clients understand Atlas operates with accountability."
 
“We stand behind the promises we make to customers. It’s essential to the Atlas culture. We are accountable to those we serve.” 
“Atlas® Canada conducts regular review meetings that include me and our senior contracting manager. These meetings allow Atlas Canada to review our metrics, discuss any challenges and proposed solutions, share new initiatives and, most importantly, continue to understand the needs of NAV CANADA and our relocating employees. Although these meetings are scheduled in advance, the entire team at Atlas Canada is always very responsive to our needs at all times.”
Jennifer Savard – Manager Travel & Relocation, NAV CANADA   
AtlasCanada_TeamBuilding_1-(3).png
AtlasCanada_TeamBuilding_2.png
 

Featured

Agents Lend a Helping Truck

Atlas® Van Lines Agents think ‘the bigger the better’ when it comes to spreading awareness about food insecurity. In partnership with Move For Hunger,™ a nonprofit that encourages donating food instead of moving it, our moving and storage companies are sharing the message from the largest billboards they could find – their moving trucks.

...read more

30 Years Later: Atlas® Agents Remember A Turning Point

The Annual Atlas® Convention is a highly anticipated and memorable experience for the entire Atlas family. The 2017 Convention in San Diego, was no exception, but a few, defining characteristics made it truly remarkable.

...read more

What if every customer thought of you as “part of their family”?

Each month, thousands of families go new places® with the help of Atlas® Agents. And each month, expressions of gratitude pour into Atlas via post-move surveys. It’s no wonder the comments often read like fan mail. People go hundreds, even thousands of miles, to get to a new home, a new community, a new job. Throughout their journeys, Atlas Agents provide service that is reliable and reassuring.

...read more

People

2016 Atlas Agent Award Winners

Checkout which Atlas Agents are this year's Quality Milton M. Hill Award winners, the President's Club 2015-16 Platinum winners, and the Sustainable Agent 2015-16 winners.

...read more

Exceeding Expectations Since 1944

On May 16, 2019, Merchants Moving & Storage, Inc. (1401) held an open house to celebrate their 75th business anniversary in Boise, Idaho.

...read more

Atlas Agents Help Students Move Out for Hunger

Atlas Agents are taking their trucks and charitable acts to a higher level – of education, that is. Move For Hunger Director, Adam Lowy, and team, coordinated the first ever Move Out for Hunger food drive, in partnership with Doorsteps and Food Recovery Network.

...read more

Events

Alexander's Celebrates a Big Year in Nashville

In 2015, Alexander's Mobility Services (0217) celebrated 20 years of service in the Nashville area, and they did it in a big way. As the largest multi-location agent in the Atlas family, Alexander's moved their Tennessee operations into a new location on the northwest side of the city.

...read more

BRAVO 2017 Recap

Atlas and its network of agencies celebrated BRAVO (Boosting Recognition of Atlas Van Operators) 2017 during the first week of October (4-6), an appreciation event for all the PVO’s hard work and dedication throughout the year. During the 2017 BRAVO celebration, the Annual Best of the Best contest took place, and 12 deserving Atlas Professional Van Operators were nominated.

...read more

BRAVO Week Recap: You Drive Us.

The last full week of September (26-30), Atlas and its network of agencies celebrated BRAVO (Boosting Recognition of Atlas Van Operators) Week, an appreciation event for all the PVO's hard work and dedication throughout the year.

...read more