Tuesday, January 10, 2012

Road Map for 2012 and Beyond

Below you will find a summary of the points mentioned in the newsletter. Consider these your “Mainstreet Modus Operandi” or your “Road Map” for successful Aladdin Commercial Selling.
·         Have a plan for each sales call.
o    What do I need to address?
o    Which products will I present and why?
·         Identify “Target 15” accounts
o    Focus on growing these accounts
o    Bill them more frequently
o    Acquire inventory positions from competition
·         Have a Pricing Strategy
o    Specific pricing for each specific customer
o    Don’t mass price your Territory
o    Utilize MBP process and ensure benchmark is priced correctly
o    Promote products with “Special Price Promotions”
·         Any Commercial Activity Today?
o    That little question will stir up a lot of business
·         Develop “Product Packages” for simplified PK’s and selling
o    4 to 5 products presented on each call to each dealer
o    Focus on product categories (Modular, SDN, Graphics, Cut Pile)
·         Manage your Samples effectively
o    Reposition arch folders in key accounts to maximize sales
o    Update all displays with correct insert cards
o    Ensure display sequence is utilized for easily upgrading products
·         Know your products and the competition
o    Study your specifications
o    Know your applications with each product
o    Keep track of competitive styles and pricing to effectively combat the competition
·         Utilize your Regional Commercial Specialist
o    They are a free wealth of knowledge and experience
o    Monopolize their time and get them in front of your customers.

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