Distribution 2015
High Level Overview
Maximize Time in Front of Customers
- Sales Blitz (4 target markets)
- Open Houses (6 target markets)
- Demo Van utilization
- Sales trips (target accounts / major jobs)
North American Rep Development
- Representative / Territory Business Planning
- Representative Training Plans
- Monthly Dashboard review
- Target account focus
- Showroom and Demo Van investments
Support 2020 Vision
- Representative 2020 Rollout
- Representative Business Plan development
- Rep Dashboard development to support 2020 Vision
- Support Sales Incentive Contest
- Year End review of Business Plan
International Representative Development
- Conduct business planning meetings with target Representatives
- Develop Training Plans for Target Representatives
- Utilize Rep Dashboard for measurement against monthly targets
- Grow the use of demonstration equipment and showrooms
- Establish Asian Representative Cabinet
Day to Day Blocking and Tackling
- Work major jobs
- Plan Sales Meetings and sales trips
- Monthly performance reviews with Reps
- Monthly top job/strategy reviews
- Support Operating Company initiatives
Global Account Development
- Conduct Key account management seminars
- Facilitate ProMaT customer appreciation event
- Conduct Top 20 Global Account reviews
- Develop value added philosophy and incorporate into Global Account Program
- Develop and implement customer boilerplate communication
Customer Service
- Support JDE order management initiative
- Provide Representative support and development
- Continue to build/maintain Export Compliance Program
- Evaluate logistics opportunities including process improvement and benchmarking carrier evaluation
- Review and document current processes for Global Account and Strategic Pricing
Fly-In Program
- Develop a new agenda format and system to promote marketing platforms
- Evaluate resources for logistics and catering
- Evaluate showroom improvements and updates
Sales Technology Tools
- Transfer Day to Day management of Rite Trak out of Sales Technology Department
- Evaluate CRM
- Support and maintain Distribution apps
- Work with Operating Companies to integrate existing and future apps into Marketing Platforms and training strategies
- Support NXTGEN
Sales Development
- 2020 Vision will required more (smaller) territories with complete product breadth
- CPB = 48 Loks, 52 RHEECO Orders, 20 Doors, 20 Fans
- Redesign the5 Star Sales Academy as a comprehensive three-year program
- Create a formal scalable and trackable pre-5 Star Development Program
- Create a formal, trackable Development Program between Star Sessions
- Create a formal Coaching/Mentoring Program for Sales Managers
NER Rep Net is up 96%
All Sales Type Rep Net is up 38%
73% of sales departures occur in first three years
Sales Coordinator Program
- Expand to three sessions per year
- Explore creation of 9 month position, focusing on Lead Management
- Hire Training Supervisor to conduct more hands on training and engagement with participants
Salesforce Efficiency
- Evaluate areas where sales force efficiencies can be gained
- Lead management
- Project investigation (Dodge follow-up/research)
- Project take off services
- Project management packages
- Submittal package services
- Freight process
- Sales assistant/proposal services
- Just-in-time and training resources