Winning in Sales

Stop and Assess What is your current structure? What are your current goals? Look at: Pricing structure Closing Ratios Dig into the previous leads and customer base Techniques New volume discount program!

MODI – Price Adjustments MODI 2 will allow you to change the MSRP by a percentage amount Many things to consider before you act

What are your current pricing structures? Consider each of the following components: ●Sales Tax ●Shipping ●Measurement and Installation Fees ●MSRP and margins ●Discount Programs

Sales Tax

Shipping ●Typical cost is 8% for high volume, 13% for low ●Allows avoiding conversation around freight o Product holds weight of the value o Not recommended for new dealers (need a consistent order flow)

MSRP ●MSRP is publically listed on our site, so you will enter into risky territory if you cannot justify the cost. ●If you feel you have to adjust the MSRP, we suggest no more than 20%, and be prepared to negotiate and come down when appropriate.

MSRP ●Remember to strike a balance to effectively sell ●EX. Adjusting MSRP due to marketing o If only spending 7% towards marketing, you are not making any sales o If spending more but you mark the product up too high, you won’t make sales

MSRP There is an easier way to increase your margins! ●Concentrate on getting your sales volume up in order to hit your sales target to bump margin. ●Encourage high volume sales (over $2500) to get another 10% off MSRP with our *NEW* Volume Discount program

New Volume Discount Program! ●We offer a 10% discount off your wholesale price for all orders over $2500 MSRP o Automatically added in (do not have to put on estimate) o Great time to reach out to clients who were offered old volume discount rate o Contact us about very high volume jobs (commercial) for larger discounts o Effective on October 6

Measurement and Installation Fees New self-install program great opportunity to readdress fees New admin controls in MODI will make fee controls easier than ever

Measurement and Installation Fees How to calculate? o Usually 5 minutes/window to measure but could be minutes when starting out and learning o Incorporate travel time, usually 1 hour o Round down a bit on price because anything over that first hour will not have travel time built in o Set a minimum of 1 hour worth of measurements o Apply our formula…

Measurement and Installation Fees ●Average travel time + windows/hour x labor rate = measurement fee per window o Ex. 1 hour travel + 1 hour measurement (6 windows) x $50 = $100/6 windows = $16.60 but round down = $15 a window with a $90 minimum ●If offering installation services, same formula but it will often be minutes a window

Looking at your closing ratios ●Average closing time = 50 days o Can sometimes range up to days o Aug 2014 = days ●We are not a 1 call close company! 1 call close companies have… o Low repeat business o High employee turnover o Pay a lot for bad leads o Every day they start over

Looking at your closing ratios ●We are a product that builds relationships o You become their window and comfort advisor o Huge cross selling possibilities ●33% of estimates become sales o If you run 3 calls and do not follow up, you lose a sale o You have also increased lead cost 30%

Effectively communicate and sell ●Organize your lead communication o Have a CRM in place to log leads o Every lead should have a task and a reminder and do not stop until you get an answer o Utilize MODI’s new features for lead tracking

Effectively communicate and sell ●Phone o 6-7 phone calls to follow up o 1 minute call to leave a message = $5 investment vs. $30-$40 for a new lead ● o If you have a number, CALL o Use thoughtful templates that you optimize o 6-7 s to follow up

Going back to your lead base ●Newsletters to your business’ customer base o Use the templates on the Dealer Resources Pagetemplates on the Dealer Resources Page o Specials and discounts o Fear of losing out (seasonal switches) o Helpful hints (reseating for the winter) ● and call outstanding Indow leads in storage o Fear of losing out o Indow company news or new case studies o 6-7 s to follow up

Expand your lead base If you want to hit a sales goal you have to generate new business. Our organic traffic alone is not enough to hit your targets Packages that make it easy Networking resources to help guide you

How much should I spend? $60,000 annual sales goal ($15000/quarter) = $1500 average sales size = 40 sales = x3 (33% closing ratio) = 120 leads Lead cost ranges from $20-$50 and decreases the more you do $40/lead cost = $4800 spend = GOLD Marketing package of $1200/quarter 8-10% of sales goal should be marketing budget

What are your techniques? ●Have an internal process for lead flow o Utlize lead qualification sheet and sales guidesales guide o Know how templates incorporate templates incorporate

What are your techniques? ●Take our new sales training o Videos and presentations with sales techniques o Completion will enter you in a raffle for a $200 cash prize ●Take the Indow PledgeTake the Indow Pledge