ADDING VALUE BRINGING VALUE A Presentation from Finn & Conway/Glatte to (principal’s name)
The pressure is on * * Everyone wants to add value Everyone wants to reduce cost Everyone wants to become more effective and efficient Our customer’s solution is not the way!
Responding to the current challenge * * * You have to take their request to deal direct seriously You have to act in the best interest of your company Giving in to the request is not in the best interest of your company, nor of theirs!
What we all have to do * * Provide a better product Bring more value for less cost Solve problems, present solutions Communicate how what we offer solves the customer’s problem Put the most competent, best motivated salespeople on their account
Serving the customer at their locations * A cost of doing business, not an option * How to pay for it is an option -- payroll or outsource
Why you made your decision to outsource * * * Better market penetration Solutions selling through product synergies Predetermined sales cost that goes up and down with sales More “feet on the street” No cost until there is a sale
Should outsiders second -guess your decision? * * * You chose reps as your solution to costeffectiveness We are not an added cost, but an alternate method of field sales compensation You chose reps to field more and better salespeople, and serve your customers better, at less expense
Dollars and sense reasons for outsourcing field sales * * You pay only for results, not for effort Your costs are predictable, and go up and down with sales You have no sales expenses during the long nurturing process You save on overhead - offices, automobiles, computers, benefits
More dollars and sense * * * You eliminate the “soft costs” of administration and managing people You avoid legal exposures and expenses of compliance with local laws and regulations You have to train only on product You get more feet on the street You get more skills and experience
Your advantages continue * * * You get a more stable sales force, who are not looking for promotion to another territory or the home office You get better market intelligence through our multiple exposures You get better penetration with people and departments that a single-product sales force might not be calling on
And that’s not all! * * You offer the customer a systems solution, based on our knowledge of the other products they need You get more product exposures, through more people presenting your line
What the customer loses if you go direct
The customer forfeits * * * The efficiency and time savings of a multiple -line call The established stable relationship with someone who already knows both corporate cultures - yours and theirs The rep’s ability to bridge inter-departmental communications gaps
More customer benefits * * * Our long-term commitment to the territory and to them, based on all the products we offer Our ability to be more objective in advocating for them to you Our consultative approach and systems solutions
Why the customer’s reasoning is fallacious
They misunderstand the rep’s function * * * We are NOT a channel intermediary adding cost without value, we are YOUR sales force, simply paid on a different basis We do not take possession, nor mark up price We are not a barrier to communication, we are a facilitator of communication, reaching higher and wider in both companies
Have EDI and the Internet obsoleted us? * * * On the contrary, they add to our value, handling routine so we are more productive EDI facilitates tracking, re-orders for current products, but NOT technology introduction It can’t train customer personnel, help negotiate contracts, analyze alternate solutions, nor deal with exceptions
High tech can’t replace high touch!
Will eliminating the rep eliminate the rep’s commission? * * You’ll have added cost, not less cost, because of higher overhead factors and the need to take on “soft costs” we now assume You chose the rep route for economic reasons - and you know the economics of your company better than the customer does
Will using direct employees give you more control? * * * The important thing is results, not control Today’s focus on core competencies leads to outsourcing They outsource many functions for best results -- why shouldn’t you?
Won’t your direct salesperson have more product knowledge? * * * Products don’t exist in a vacuum -- the multiple line rep focuses on the product being designed, and on its whole bill of materials Reps relate the specific need to the total situation, and bring a solutions approach involving related products Reps access answers from many sources
This is not about US * This is about the value YOU provide, with our involvement, to our mutual customer
They have the right to run their business But not yours!
You made a good decision to control costs and bring value to the customer by outsourcing Stick to your guns!
Скачать презентацию ADDING VALUE BRINGING VALUE A Presentation from Finn
1e5914fd87194e3cc527b801c181cba4.ppt