How STEP1 Strategic Elements Work Together

STEP1 – Many Strategic Elements

We’re defining a ‘Strategic Element’ as a feature or module that works toward either more sales or less cost.

STEP1 – Many Strategic Elements We’re defining a ‘Strategic Element’ as a feature or module that works toward either more sales or less cost. For a number of years at SUGM we’ve highlighted Strategic Elements individually

STEP1 – Many Strategic Elements We’re defining a ‘Strategic Element’ as a feature or module that works toward either more sales or less cost. For a number of years at SUGM we’ve highlighted Strategic Elements individually …and the number of Strategic Elements is really adding up! (UBS story)

STEP1 – Many Strategic Elements So to prepare for this class I needed to make a list of the Strategic Elements

STEP1 – Many Strategic Elements So to prepare for this class I needed to make a list of the Strategic Elements And once I saw how big the list really is, I bet this is how it feels to all of you:

STEP1 – Many Strategic Elements Wow! 36 and counting!

STEP1 – Many Strategic Elements Wow! 36 and counting! So what’s the problem with you guys???

STEP1 – Many Strategic Elements Wow! 36 and counting! So what’s the problem with you guys??? Just Kidding!!

Strategic Element Categories

Overview, Research & Planning Tools

Strategic Element Categories Overview, Research & Planning Tools Pricing, Margin, Sales Increase Tools

Strategic Element Categories Overview, Research & Planning Tools Pricing, Margin, Sales Increase Tools Cost Decrease Tools

Strategic Element Categories Overview, Research & Planning Tools Pricing, Margin, Sales Increase Tools Cost Decrease Tools Sales Goals, Campaigns, & Target Tools

Strategic Element Categories Overview, Research & Planning Tools Pricing, Margin, Sales Increase Tools Cost Decrease Tools Sales Goals, Campaigns, & Target Tools Customer Service Tools

Strategic Element Categories Overview, Research & Planning Tools Pricing, Margin, Sales Increase Tools Cost Decrease Tools Sales Goals, Campaigns, & Target Tools Customer Service Tools Communication & Education Tools

Strategic Element Categories (handout)

Ways the categories interrelate …some examples

Ways the categories interrelate Start with Research

Ways the categories interrelate Start with Research Decide on a Sales or Margin increase plan

Ways the categories interrelate Start with Research Decide on a Sales or Margin increase plan Create a positive direct benefit for the Customer

Ways the categories interrelate Start with Research Decide on a Sales or Margin increase plan Create a positive direct benefit for the Customer Set goals and track

Elements can also interrelate within a category

Suppose you wanted to do a better job of selling to Contract Cleaners…

Elements can also interrelate within a category Suppose you wanted to do a better job of selling to Contract Cleaners… – Set Market Price Plans with Customer Price Mgr.

Elements can also interrelate within a category Suppose you wanted to do a better job of selling to Contract Cleaners… – Set Market Price Plans with Customer Price Mgr. – Create Market Catalog with Catalog Builder

Elements can also interrelate within a category Suppose you wanted to do a better job of selling to Contract Cleaners… – Set Market Price Plans with Customer Price Mgr. – Create Market Catalog with Catalog Builder Just doing this much will create a virtual catalog for the reps with all pricing suggested for this group of customers available in Web Sales Rep

Elements can also interrelate within a category Suppose you wanted to do a better job of selling to Contract Cleaners… – Set Market Price Plans with Customer Price Mgr. – Create Market Catalog with Catalog Builder – Create a Market Catalog Handout with J&M Catalog Creator

Elements can also interrelate within a category Suppose you wanted to do a better job of selling to Contract Cleaners… – Set Market Price Plans with Customer Price Mgr. – Create Market Catalog with Catalog Builder – Create a Market Catalog Handout with J&M Catalog Creator – Send 88 Graphics Precision Marketing s to our target market

Pull in another category! Now expand to Goals & Tracking:

Pull in another category! Now expand to Goals & Tracking: – Set up a Campaign in Campaign Manager

Pull in another category! Now expand to Goals & Tracking: – Set up a Campaign in Campaign Manager – Set up goals in Dimensions

Pull in another category! Now expand to Goals & Tracking: – Set up a Campaign in Campaign Manager – Set up goals in Dimensions – Flow to CRM – Campaigns for target customers

Pull in another category! Now expand to Goals & Tracking: – Set up a Campaign in Campaign Manager – Set up goals in Dimensions – Flow to CRM – Campaigns for target customers – Record CRM – Activities and enforce that they are doing it!!!

Pull in another category! Now expand to Goals & Tracking: – Set up a Campaign in Campaign Manager – Set up goals in Dimensions – Flow to CRM – Campaigns for target customers – Record CRM – Activities and enforce that they are doing it!!! – Track and review goals in Dimensions

Examples:

We’ve put up thousands of dispensers. Who’s not buying refills from us like they should be?

Examples: We’ve put up thousands of dispensers. Who’s not buying refills from us like they should be? – Set up Dispenser Manager (should take 30 min)

Examples: We’ve put up thousands of dispensers. Who’s not buying refills from us like they should be? – Set up Dispenser Manager (should take 30 min) – Auto-pushes to CRM Dispenser Manager This alone should get the ball rolling!!!

Examples: We’ve put up thousands of dispensers. Who’s not buying refills from us like they should be? – Set up Dispenser Manager (should take 30 min) – Auto-pushes to CRM Dispenser Manager – Set up in Campaign Mgr. & goals in Dimensions

Examples: We’ve put up thousands of dispensers. Who’s not buying refills from us like they should be? – Set up Dispenser Manager (should take 30 min) – Auto-pushes to CRM Dispenser Manager – Set up in Campaign Mgr. & goals in Dimensions – …and of course track CRM – Activities to make sure everyone is doing what they should be doing

Examples: School District – need to provide order entry for buildings with only bid & approved items, cannot show prior history.

Examples: School District example: – Catalog Creator to set approved items

Examples: School District example: – Catalog Creator to set approved items – Customer Price Mgr. to set item prices

Examples: School District example: – Catalog Creator to set approved items – Customer Price Mgr. to set item prices – Customer Self Service (CSS) to provide catalog only to authorized location buyers

Examples: School District example: – Catalog Creator to set approved items – Customer Price Mgr. to set item prices – Customer Self Service (CSS) to provide catalog only to authorized location buyers – Customer Managed Inventory (CMI) to make it easy on building mgrs. to place complete orders

Examples: School District example: – Catalog Creator to set approved items – Customer Price Mgr. to set item prices – Customer Self Service (CSS) to provide catalog only to authorized location buyers – Customer Managed Inventory (CMI) to make it easy on building mgrs. to place complete orders – Supply Usage Manager (SUM) to assist the Director of Maintenance at the district

Core Strategic Example:

Start with Dimensions, determine your strategy.

Core Strategic Example: Start with Dimensions, determine your strategy. Determine which Sales/Margin tool(s) are appropriate for your strategy.

Core Strategic Example: Start with Dimensions, determine your strategy. Determine which Sales/Margin tool(s) are appropriate for your strategy. Campaign Manager to track strategy and push to CRM

Core Strategic Example: Start with Dimensions, determine your strategy. Determine which Sales/Margin tool(s) are appropriate for your strategy. Campaign Manager to track strategy and push to CRM Track results in Dimensions

Why is all of this so important?

We need to transition our reps from being Self Directed to being Managerially Directed BUT, we need to partner with our reps, not treat them as adversaries. …AND, we need to hold them accountable.

What’s stopping you from doing this?

Availability of somebody to do the strategic planning

What’s stopping you from doing this? Availability of somebody to do the strategic planning The ‘Person In Charge’ of the distributorship has not embraced technology as a priority

What’s stopping you from doing this? Availability of somebody to do the strategic planning The ‘Person In Charge’ of the distributorship has not embraced technology as a priority Lack of a ‘Data Manager’ to continually groom the data

Data Manager

Customers: – Any new Market Groups needed? – Make sure all customers are assigned to market groups correctly – Check contacts missing s – Obsolete? – Price manager work done? – Catalog Builder for legacy customers

Data Manager Market Groups – Decide if any groups should be created beyond what you have now. (Health care, Schools) – Once the (new) groups are set up, go thru and set customers properly.

Data Manager Inventory Items: – Decide if current item categories & subcategories are correct. Add as needed. – Go thru items and make sure they are assigned to the proper categories.

Data Manager Probably Part Time person doing this would be OK, but it has to be an ongoing priority.

Data Manager Probably Part Time person doing this would be OK, but it has to be an ongoing priority. DON’T LET THE LACK OF THIS STOP YOU FROM DOING STRATEGIC PROJECTS!

How can STEP1 help?

While you are getting used to this, if you have a strategic project:

How can STEP1 help? While you are getting used to this, if you have a strategic project: – Provide a solution for a specific customer

How can STEP1 help? While you are getting used to this, if you have a strategic project: – Provide a solution for a specific customer – Anything involving trying to increase sales or margin

How can STEP1 help? While you are getting used to this, if you have a strategic project: – Provide a solution for a specific customer – Anything involving trying to increase sales or margin – Call Cody and let him know. He will huddle with Matt and Bob and we will let you know what your options are.

Thank You!