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S. P. E. C.

S. P. E. C. S pecify P roduct E ducate & C ompete. Mission Statement. S.P.E.C. is a systematic approach to specifying products at the end user level to obtain gains in market share and provide top quality, documented information back to the manufacturer. Distributor Program.

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S. P. E. C.

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  1. S. P. E. C. Specify Product Educate & Compete

  2. Mission Statement • S.P.E.C.is a systematic approach to specifying products at the end user level to obtain gains in market share and provide top quality, documented information back to the manufacturer.

  3. Distributor Program • Initial Meeting with Principles. • Sales Meeting with all Salespeople. • Target Sessions with Salespeople • Strategy Sessions with Salespeople to include the Harris Data Base • Joint End-User Calls. • Awards with Proof of Performance.

  4. Meeting with Distributor Principles • Meeting to Determine if that Primary Distributor is Interested in S.P.E.C. • Set Each Parties Responsibilities. • Obtain a Level of Commitment. • Schedule Sales Meeting.

  5. Sales Meeting with Distributor • Present the overall S.P.E.C.Program. • Answer all Questions. • Review accounts targeted by the Harris Data Base. • Schedule Individual Target Sessions.

  6. Individual Target & Strategy Sessions • Each Salesperson Targets at Least One Account. • Prepare a Strategy for the Accounts. • Order Samples, Literature, etc.

  7. Joint End-User Calls • Make Solid Appointment for Calls. • Know the Applications. • Have Samples and Demonstrations on Product. • Showing Features and Benefits over Competition.

  8. Awards for Performance • Each Successful Specification Earns a S.P.E.C.Award. • Awards will be Gift or Visa Cards made out to the Salesperson. • Each Award is Subject to meeting all Qualifications and Proof of Performance.

  9. Qualifications • Each Salesperson Who Wants to Participate Must Target at Least 1 (one) Account. • End Result Must be an Order for Our Product(s) and Documented. • Must be NEW Business.

  10. Proof of Performance • Purchase Order. • Bid Proposal Showing New Product Numbers. • End-User Letterhead • Other Documentation can be Approved by Manufacturers’ Representative or Manufacturer.

  11. Documentation • Partnership Agreement. • Targeted End-User Profile Sheet. • Program Update. • Award Follow-Up.

  12. Manufacturer Program • Support the Program. • Fund the Program. • Reap the Benefits.

  13. Manufacturer’s Support • Sales and Technical Personnel. • Samples. • Literature and Technical Binders. • Programs for Technical Seminars and In-Plant Education. • Competitive Pricing. • One Year Commitment.

  14. Funding From Manufacturers • Can Use Co-op Funds. • Other Marketing Funds. • S.P.E.C.Award. • Within 30 Days of Proof of Performance • To Distributor Salesperson or to Pro Staff Sales, Inc. for Distribution.

  15. Reaping the Benefits • Added Customer Base. • Broader Line of Products in Existing Customers. • Information on End-Users. • Information on Distributors. • Business Which will Build for the Future.

  16. Pro Staff Sales, Inc.Responsibilities • Total Administration. • Presenting S.P.E.C.to Distributors. • Agreement on All Targeted End Users. • Coordinate Calls with all Personnel. • Reporting to Manufacturers.

  17. MANUFACTURER/S.P.E.C. • Sales Increased. • Profit Gains. • End User Recognition. • Challenge for the Future.

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