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Sales operations and Coverage

Sales operations and Coverage. Increase generation of CRM sales leads detected by Call Center New general construction machines distribution. Increase participation index in construction and agricultural market Improve customer retention and prospecting. Key account customers loality .

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Sales operations and Coverage

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  1. Sales operations and Coverage • Increase generation of CRM sales leads detected by Call Center • New general construction machines distribution. Increase participation index in construction and agricultural market • Improve customer retention and prospecting. Key account customers loality. • Increase after sales MaK brand Engines market share. Increase euros per Kilowatt installed. • Increase Lift Truck’s market share business through coverage reengineering • Establish RUN (Rental-Used-New) Model • Improve Sales Velocity (Sales Administration) • Improve sales team efficiency and salesmen commissions model for new machines sales • Power Systems Retail Market Coverage

  2. Rental Business • Reduce commercial process costs to rent core and heavy machines keeping customer satisfaction • Improve rental coverage for heavy machines • Establish RUN (Rental-Used-New) Model • Increase rental fleet gross margin through operating cost reduction

  3. Used Equipment Business • Increase gross profit in used trade-in machines operations coming from new product sell • Establish RUN (Rental-Used-New) Model • Increase sales of used machines coming from rental fleet, trade-in and external purchases • Establish salesmen commissions model for used machines sales

  4. Marketing and CRM • Increase generation of CRM sales leads detected by Call Center • Improve customer retention and prospecting • Increase after sales MaK brand Engines market share. Increase euros per Kilowatt installed. • Customer Micro-Segmentation. Increase Marketing campaigns efficiency so participation rate can be improved • Machinery price definition. Increase gross margin keeping market share.

  5. Work tools and Attachments Business • Work Tools business market share increase • Work Tools Stock Optimization. Establish accurate work tools stock for market demand. • Establish salesmen and product support sales representative commissions model for work tools business

  6. After Sales Business • Global Mechanics Dimension According Market. Increase service support market share strengthen the difference with competition. Increase customer satisfaction and loyalty. • Increase hydraulics segment spare parts and service market share • Increase Customer Service Agreement sales through new machines sold. This will increase product support market share and customer Loyalty • Labor Price adjustment to market demand. Balance market share, net profit and customer satisfaction from labor service. • Increase after sales MaK brand Engines market share. Increase euros per Kilowatt installed. • Turn Canarias, Valladolid and Malaga Branches to breakeven point • Improve power system after sales marine sales in Spain and Portugal

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