Channel Alignment

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Channel Alignment
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Establishing Working Groups
Alignment Team
Distributors and Sullair Associates
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• Focus is on developing a common criteria for
• Sales and Product Training
• Standardized Sales training
• Product and systems training
• Air systems management tools
• Caliber of Sales People
• Attitude and aptitude testing
• Retention and compensation
• Sales Coverage
• Marketing
• Standardizing Quotes
• Technology
• Value added Services

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Focus on the operational and financial support of
the distributorship Financial
Metrics Department/Company ROS Cash
flow Financial strength Operational
Metrics Labor Utilization Rate Staffing and
employee benefits OTD Robust software and
systems
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The Attributes
D Distributor S Sullair B Both
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Measuring the Attributes
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Closing the gaps
Customer MFA on Service Calls Variety of Delivery
Methods Hand Deliver Mail E-mail Telemarketing
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Draft
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Applying the Roadmap

• Are these the correct categories?
• Is Level 2 Technical the right measure?
• How many techs (per cent of the total) within a
  distributorship are the right number for being
  aligned?

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Closing the Gaps?

• Establish required service tools
• Audit of processes
• Demonstration of use
• Go/No go on products and services

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Establishing the
Customer Care by Sullair brand..
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