Customer Spotlight: How We Won Back RaceTrac

This is the kind of story that shows exactly who we are becoming as a company. And it started with something simple: showing up.

It began when Eddie invited Bret to a Tanknology training session in the DFW area specifically for RaceTrac employees. Some of RaceTrac’s Regional Service Managers and Environmental Team members would be there, and Eddie thought it would be a good opportunity to connect. Sometimes, that is all it takes.

The Connection

At the training, Bret met Blake Greeson, who had recently reached out to Lance about STP and sump repairs in DFW. What started as a conversation about one market quickly grew. After learning more about our service coverage, Blake opened the door to Louisiana as well, where RaceTrac was having issues with their current vendors.

Bret also connected with a few local RSMs and was invited to a meet-and-greet dinner that evening with Kristen Martin, RaceTrac’s Senior Manager of Service, and her extended team.

Overcoming History

Here is where it gets real: the team’s past experiences with us were mostly negative. They remembered the old days, not the company we have become.

But Eddie and Bret did not back down. They talked the team into having another conversation the following week.

Lance and Bret then got on a call with Kristen’s team and Jasmine Matos, RaceTrac’s Vendor Manager, to walk through our service coverage, our new leadership team, improvements in personnel, and the real focus we now put on priority customers. Even after initial pushback from the RSMs, the team was able to demonstrate that we are more than capable of delivering the service RaceTrac expects.

The Result

We were awarded 20 sites in DFW as the primary service provider. RaceTrac will track our performance through their vendor metric system. Once we prove ourselves, the opportunity expands to all of RaceTrac’s Texas locations (138 sites and growing) and eventually nationwide.

On top of that, Lance and Bret have been awarded two construction jobs through S&W Construction, RaceTrac’s primary general contractor in Texas. Those projects were 12 to 14 months in the making.

A meet-and-greet, lunch, and branch tour with the RaceTrac RSMs is being scheduled for late March to kick off the partnership and align on the targets to exceed their expectations.

Earning Trust, One Conversation at a Time

This is what happens when we invest in relationships, show up prepared, and prove that the company we are today is not the company they remember. This is United Uptime Services earning trust, one conversation at a time.