DEALER EVALUATION Ryko International Ltd.
Introduction • Ryko International has developed a system of dealer evaluation, with the intention of setting annual sales and service goals for each distributor’s base territory.
Why evaluate our business? • Budgeting Process. • Mutual Consideration of Next Year’s Business. • Establish Mutual Goals. • How Can Ryko Help Grow Your Business? • Understand Sales History from Prior Years.
Method of Evaluation • Ryko International proposes using a Business Plan format as a means of evaluation. • The Business Plan will be mutually developed and agreed upon by both Ryko and the distributor.
Evaluation Categories • Marketing Plan • Service Plan
Marketing Plan • Past Sales • Annual Sales (future) • Sales Force • Trade Shows and Expositions • Advertising • Customer Base Goals
Service Plan • Ryko Product Service Technicians • Parts Plan
A. Marketing Plan • Sales History • a.) By US$ volume
2. Sales a.) By US$ Volume
Exposition 2000 2001 2002 Venezuela Petroleum Show x x x Venezuela C-Store Show x x x Commercial Transport Show x x 4. Trade shows and expositions
Publication 2000 2001 2002 Forecourt Venezuela Petro Ven PDVSA Oil Magazine 5. Advertising
Y1998 Y1999 Y2000 Y2001 Y2002 Company PDV Shell Texaco PDV Shell PDV Shell BP/Amoco Independent PDV Shell BP/Amoco Independent XX PDV Shell BP/Amoco Independent XX XX 6. History and goals for market customer base a.) By company
2000 2001 2002 Company Mobil* ? ? b.) By customers not buying Ryko
B. Service and parts plan 1. Service technicians for Ryko product a.) Projected number of technicians
2. Parts plan a.) Projection of annual parts purchases
Partnership in the Evaluation • Phil Braziel, Jacko Nieuwenhuize or Tony Braida will be responsible for developing the marketing plan with each distributor at the beginning of their specified sales year. • Regular (six month) updates and reviews with Phil, Jacko or Tony to evaluate if distributor is on track.
Future Thoughts for Incentives • Parts Credits • Chemical Credits • Travel Credits to Attend Sales Mtg. • Paid Customer Factory Visits