NAFA Affiliates: A Key Role In An Organization's Success

Often we are asked two questions when speaking with new Affiliates who join NAFA: what is the role of the Affiliates in the NAFA organization, and what can Affiliates bring as added value to a fleet community?

Affiliates have been perceived for many years as revenue generators for NAFA, and while that's true, there is so much more of a return-on-investment for an Affiliate than just the dollars that participation brings. Yes, Affiliates are involved with NAFA with the goal of increasing their sales, but are also ready to put in a lot of their business, personal time, and energy to contribute to the fleet management community as a whole. It goes beyond commerce in many respects.

Affiliates are a diversified group. They can be manufacturers, distributors, leasers, agents, or service providers. As Affiliates, we have much to share with NAFA's membership. At the same time, fleet professionals are expecting information including (but not limited to):

Training
Newest products
Current management practices
Innovative methods and solutions
Inventory management

Affiliates require a platform to be able to communicate that information, which is a key reason why NAFA exists; to create that synergy. Just as important as having the ability to present information is having the commitment to follow through. After all, to accomplish the task, you've got to show up!

Creating these connections provides a level of information-sharing that elevates a group from just a static organization passing papers on. Think of it more as a human networking blog, in the flesh, in each chapter. Someone has a need? Consult the Affiliates community to see if anyone can help. Is management under pressure to reduce inventories, or perhaps asset expenses are too high? Someone in the Affiliates community might be able to help.

Think about the questions that must be addressed in fleet on a monthly basis, if not a daily basis: determining what managerial systems and solutions coming on the market are worthwhile, trying to reduce body shop expenses, getting a grip on fuel consumption, and trying to figure out how many miles I can expect from my tire supply. If you are an International participant, you may be wondering how to find outfitters not just in the US, but in Canada as well. NAFA's Affiliate-membership relationship is an example of the sort of synergy that could be developed.

If that result is an increase of sales for Affiliates, great! But again, this goes far beyond fiduciary gain. The educational advantages are tremendous and can eventually pave the way to future rewards while providing a genuine service right now. The contribution to our industry is worthwhile and cannot be underestimated.

The NAFA Affiliates Committee has a mission to be the bridge between Affiliates Chair Chapters. Each chapter should have an active Affiliate's chair and be present during the activities. The role of the Affiliates Chair resumes in involving as many Affiliates as possible, in order to create a dynamic synergy between them and Chapter members. I would strongly encourage all Chapter chairs to create their own internal committee and involve them in the Chapter activities.

As NAFA Affiliates Committee members, we have the responsibility to involve Affiliates Chairs and foster such a spirit of community. So why not start a new chain of services?

Create a committee and start developing some networking activities between fleet managers and Affiliates. Start encouraging other vendors to be part of the group, contributing to their community. You can become a voice for the NAFA Affiliates Committee, developing activities according to the needs of the Affiliates Chapter Chair and his committee. Forging a chain of communication with all Affiliates across North America enables us to become a powerful reference tool for Fleet Industries, with the potential to generate great sales for Affiliates members.

There is truth in the statement that success breeds success, and the same is true with Affiliate participation. Small steps, mixed with earnest participation and the will to achieve, can be a very attractive thing; people want to be on a winning team, after all. As an Affiliate in an organization on the grow, others are going to want to know your secret. The synergy we've been discussing is that secret.

So, Affiliates start your engines! Regroup around a common goal and show up!

Alain Primeau contributed this month’s article. He is National Sales Manager, Major Accounts for UAP Inc., Montreal, Canada.

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