Geographic Opportunities

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Geographic Opportunities
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Geographic Opportunities

• Route Development
• Database Management Tools
• Utilize Technology
• Competitor Profiling
• Outsourcing Product/Brochure Distribution
• (Flyers, Door Hangers, etc)
• Call Frequency Management

3
Closing Sales More Efficiently?
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Closing Sales More Efficiently?

• Utilize Technology
• Sell Yourself (Trust, Commitment, and Value)
• Sell Your Company vs. Competitor
• Utilize National Account Relationship History
• Transition from Equipment to Revenue Generation
• Listen
• Who is the Buyer/Decision Maker?
• Team Selling

5
Closing Sales More Efficiently?

• Qualify the customer
• Ask for the Sale
• Continuing Education of Sales Techniques
• Customer Budget Analysis (Yugo vs. Jaguar)
• Long Term Relationship Building
• Answer All Objections

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Increasing Market Share
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Increasing Market Share

• Purchasing Incentives
• Advertising (mailers, trade publications, new
  product launch/campaign)
• Increase Advertising Budget
• Premier Service in the Market
• Continuation of Sales Incentive Programs

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Increasing Market Share

• Channel Alignment (Distributor/Direct)
• Excel in a specific dimension
• New Market Entry (Grocery/Big Box)
• Turnkey Offering (electrical, plumbing,
  buildings, chemicals, pro-forma/business plan,
  lighting, air compressors, etc)
• Trade Association Involvement/Membership

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Increasing Market Share

• Year to Year service value improvement
• Affiliation/Association with Contractors
• and Architects
• Project Administration/Development Fee for
  Self-Serve
• Qualify your customer Operator vs. Investor