York Business Training University System Selling Webinar Series Announcement

Transcription

1 Please stay tuned for today s webcast York Business Training University System Selling Webinar Series Announcement The presentation will begin at 2:00 p.m. ET Before the event starts: Please disable any pop-up blocking software, since it can interfere with the webcast If you experience technical problems, please visit the help center at:

2 Welcome to York Business Training University System Selling Webinar Series Announcement

3 Objectives for Today s Webinar York s strategy with the series Integrating a distributor/branch strategy Introduce Tom Piscitelli to York Sales Team Contracting Business support Navigation of the technology being used Data capture process The next step & follow-through 1/9/2006 Applied Learning Associates, Inc.(C) 3

4 Today s Presenters Jeff Revlett Manager of Sales Training Matt Peterson VP of Sales & Marketing Andy Armstrong Director of Marketing Mickey Smith York Brand Manager Tom Piscitelli President of Applied Learning John Ehlen Contracting Business Tim Stark Webmaster & Technical Support 1/9/2006 Applied Learning Associates, Inc.(C) 4

5 How this webcast will work Questions Box in lower left corner Ask them as they occur to you Slides Enlarge Download/print Volume control Can be adjusted within Windows Media Player and RealPlayer; or Adjust the master sound control on your system (in the Control Panel) Disable any pop-up blocking software Please respond to the feedback form at the end of the event Need help?

6 Tom Piscitelli 4-Day System Selling Program Locations to be announced April May September October /9/2006 Applied Learning Associates, Inc.(C) 6

7 Vice-President Sales & Marketing Matt Peterson

8 Design & Innovation Do not go where the path may lead; go instead where there is no path and leave a trail. ~ Ralph Waldo Emerson 1/9/2006 Applied Learning Associates, Inc.(C) 8

9 Design & Innovation Products Micro Channel Affinity Modulating Furnace Magnum 1/9/2006 Applied Learning Associates, Inc.(C) 9

10 Design & Innovation Marketing Liberties & Liberties Plus People Like Color College Panels Build-a-Brochure Ad Planner 1/9/2006 Applied Learning Associates, Inc.(C) 10

11 Design & Innovation Training Net Prophet BTU Trainers TM Boot Camps Dealer Boot Camps And now... Sales Bytes Webinar Series 1/9/2006 Applied Learning Associates, Inc.(C) 11

12 Why Sales Bytes Design & Innovation Raise the Industry Bar Support our great Dealers Help you find new Dealers Generate Leads Learn about our customers & potential customers Platform for advanced dealer sales training 1/9/2006 Applied Learning Associates, Inc.(C) 12

13 What you need to do! The key is Territory Managers Keys to Success TM Attendance TM s sign up of dealers TM coaching follow up TM chasing down leads TM coaching right dealers to advanced training 1/9/2006 Applied Learning Associates, Inc.(C) 13

14 Director of Marketing Andy Armstrong

15 Leadership is the art of getting someone else to do something you want done because he wants to do it. ~ Dwight Eisenhower 1/9/2006 Applied Learning Associates, Inc.(C) 15

16 Sales Bytes Goals 1. Advanced Sales Training 2. 2 Day Sales Course 3. Advance Dealer Sales Knowledge 4. Improve consultative position of our TMs 5. Better understand our customer base 6. Create Dealer Leads 7. Restate York s dedication to the independent Contractor. 1/9/2006 Applied Learning Associates, Inc.(C) 16

17 Advanced Sales Training What is Advanced Sales Training (AST) 4 Day advanced sales class Includes training, role play, sales tools Student return from class ready to sell high end at high GM. Use Sales Bytes to push dealers to AST Give them a taste of training TM follow up & support Earn Commitment to training 1/9/2006 Applied Learning Associates, Inc.(C) 17

18 2 Day Sales Training What is 2 Day Sales Training This is AST-Lite All the concepts without tools and roleplay. At distributor location. Distributors can use Sales Bytes to fill local class. 1/9/2006 Applied Learning Associates, Inc.(C) 18

19 Advance Dealer Sales Knowledge Sales Bytes are field proven programs and tactics that will improve our dealers. Great sales training, at no cost! 1/9/2006 Applied Learning Associates, Inc.(C) 19

20 Improve consultative position of our TMs Leverage program to help dealers grow. Improve TM Toolbox Create coaching opportunities for TMs 1/9/2006 Applied Learning Associates, Inc.(C) 20

21 Better understand our customer base Polling Questions Both Dealers & Non Dealers 1/9/2006 Applied Learning Associates, Inc.(C) 21

22 Create Dealer Leads Sales Bytes attendees become leads! Pre-Qualified Dealers With polling questions to further qualify 1/9/2006 Applied Learning Associates, Inc.(C) 22

23 Restate York s dedication to the independent Contractor. Free Training to the Industry! 1/9/2006 Applied Learning Associates, Inc.(C) 23

24 How do we make it happen? Plan your strategy this week Determine Targets WIIFM Get them signed up Pizza Party TMs at Dealer Locations 1/9/2006 Applied Learning Associates, Inc.(C) 24

25 Thank You & Good Luck! 1/9/2006 Applied Learning Associates, Inc.(C) 25

26 York Brand Manager Mickey Smith

27 Sales Training Coach: Tom Piscitelli System Selling Sales Bytes

28 Today s Agenda Introduce Tom What is System Selling System Selling principles Dealer Sales Expectations Your Sales Expectations The 12 Sales Bytes explained 1/9/2006 Applied Learning Associates, Inc.(C) 28

29 Tom 31 years HVAC Manufacturer Sales, Marketing, Sales Management Distributor Sales Management 8 years training and coaching contractor owners, sales persons and technicians manufacturer and distributor territory managers 1/9/2006 Applied Learning Associates, Inc.(C) 29

30 What is System Selling Core contractor sales training 4000 graduates Proven Results Increase sales Increase margins Increase close rate More comfortable and confident with selling 1/9/2006 Applied Learning Associates, Inc.(C) 30

31 System Selling Training Best practices of the best sales people Discussion Workshop Sales Tools Homework Practice Role Play Practice like you play Play like you practice. 1/9/2006 Applied Learning Associates, Inc.(C) 31

32 System Selling Principles It s all about the customer Creating clients Honesty and integrity rule Sales Professional You can t get em all Want the value-added, upsell market 1/9/2006 Applied Learning Associates, Inc.(C) 32

33 Dealer Sales Expectations 80% mix high-efficiency, variable speed 80% 13 SEER is the basic system 100% IAQ and other enhancements 100% Include Maintenance Agreements 100% Include Company Warranty Increased Testimonials Increased Referrals 1/9/2006 Applied Learning Associates, Inc.(C) 33

34 Dealer Salesperson Expectations Sell $600,000 to $1,200,000 annually Sales at $ over the low bid 50% Close Rate 45% Gross Profit Margin 10% Net Profit Margin Income $60,000-$120,000 Motivated excited wants to grow with you! 1/9/2006 Applied Learning Associates, Inc.(C) 34

35 York/Distributor Sales Expectations When one dealer salesperson sells $1M 25% of that is equipment and IAQ/enhancements produces $250,000 in York Distributor sales 80% of equipment is high end = best margins IAQ/enhancements = better margins Dealer salesperson sells $600,000 Worth $150,000 in York Distributor sales 1/9/2006 Applied Learning Associates, Inc.(C) 35

36 York/Distributor Sales Expectations York/Distributor TM manages the dealer salesperson Sales growth achieved by managing, coaching, growing and adding salespersons The TM is expert at using BTU, Net.Prophet, Sales Bytes, System Selling all of York s resources Creating profitable dealer sales is the first step, everything comes after that 1/9/2006 Applied Learning Associates, Inc.(C) 36

37 System Selling Sales Bytes 1. Complete System Selling Presentation 2. The In-Home Sales Call 3. Establishing Energy Savings and Selling High efficiency with Return-On-Investment 4. Objection Handling and Closing Again 5. The Home Comfort Survey 6. The Company Presentation Book 1/9/2006 Applied Learning Associates, Inc.(C) 37

38 System Selling Sales Bytes 7. The System Selling Proposal 8. Using Financing to Make the Sale 9. The Company Story 10. Marketing For Lead Generation 11. Service Technician Lead Generation and Selling 12. System Selling: Staying in Momentum 1/9/2006 Applied Learning Associates, Inc.(C) 38

39 Call To Action Understand the value, and opportunity in this for everyone Commit to supporting this by personally making sure all of your key dealers participate in every Sales Byte webinar Use the archived webinars to create interest in York/Distributor and as a training tool 1/9/2006 Applied Learning Associates, Inc.(C) 39

40 Call To Action Create a formal list of the target dealers who can and will grow with you Give these dealers your primary focus and effort The best way to predict the future is to create it! Peter Drucker 1/9/2006 Applied Learning Associates, Inc.(C) 40

41 Contracting Business Senior Manager Business Development & Regional Sales Publisher HVACR Distribution Business John Ehlen Marketing and Promotion Efforts

42 Webinar Sales Bytes Series Promotion Contracting Business and HVACR Distribution Business Magazines Contracting Business Newsletters Contracting Business/York Addresses Contracting Business/York Websites 1/9/2006 Applied Learning Associates, Inc.(C) 42

43 Contracting Business & HVACR Distribution Business Magazines ½ page, 4 color ads every issue throughout ,238 Contractor Readers 9,001 Wholesaler Outlets 2,100 Manufacturer Reps 1/9/2006 Applied Learning Associates, Inc.(C) 43

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45 Contracting Business Newsletter Published every two weeks 18,446 industry subscribers all types of individuals Hyperlink from the York Webinar Announcement to the Webinar Registration Page 1/9/2006 Applied Learning Associates, Inc.(C) 45

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47 Contracting Business/York Addresses Use both existing lists to promote the Webinar Series Update the York list with new addresses from York field personnel and York Distributors Invitations for each Webinar will be sent out. Action: We need your immediate help here. 1/9/2006 Applied Learning Associates, Inc.(C) 47

48 Contracting Business/York Websites We will promote the Webinar Series with Announcements on both of our Websites Hyperlinks will be established to provide easy registration We will be able to assist York Distributors with similar links for your Websites 1/9/2006 Applied Learning Associates, Inc.(C) 48

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51 Penton Custom Media emedia Manager Tim Stark Webinar Technology Overview

52 Webcasts User Requirements Microsoft Internet Explorer 5.X (preferred) No Downloads required No Applets installed Broadband Internet Connection (preferred) Valid Address 1/9/2006 Applied Learning Associates, Inc.(C) 52

53 Webcasts Functionality Series of 3 reminder s for Registrants 1 week prior to event 1 day prior to event Morning of event Full Dress Rehearsal 3 days prior to event Registrant/Participant Report 2 days after event Thank you 1 week after event 1/9/2006 Applied Learning Associates, Inc.(C) 53

54 Webcasts Functionality Full Webinar Registration Information Detailed Live Attendee Information Daily Statistics on Webinar Archive Viewing Exit Survey Results Polling Question Functionality and Results 1/9/2006 Applied Learning Associates, Inc.(C) 54

55 Webcast Reporting Pre-registration Reports Title/Company/Region Full Post Event Reports Complete Registration Data Collected Detailed LIVE Attendee Report LIVE Event Questions Report LIVE Event Polling Detail Report Complete Exit Survey Responses Promotion Metrics Report Future Post Reports Private Reporting URL Daily details of archived event viewers 1/9/2006 Applied Learning Associates, Inc.(C) 55

56 York Business Training University Webcast Reporting 1/9/2006 Applied Learning Associates, Inc.(C) 56

57 York Business Training University Promotion Metrics

58 Webinar Dates All times are Eastern Standard Date Time Event Attendees February 7 2 pm Webinar #1 Open February 21 2 pm Webinar #2 Open March 7 2 pm Webinar #3 Open March 21 2 pm Webinar #4 Open April 4 2 pm Webinar #5 Open April 18 2 pm Webinar #6 Open May 2 2 pm Webinar #7 Open August 29 2 pm Webinar #8 Open September 19 2 pm Webinar #9 Open October 3 2 pm Webinar #10 Open October 31 2 pm Webinar #11 Open November 28 2 pm Webinar #12 Open 1/9/2006 Applied Learning Associates, Inc.(C) 58

59 Question and Answer Session York Business Training University System Selling Webinar Series Announcement