Making The Most of the FCCC Contracts in California Vendor Sales Staff Training The Right Choices, For The Right Reasons

Agenda Introductions FCCC Goals & Support for Contract Your Company’s Support for Contract The Contract’s Value Added Benefits to Consortium Selling the Contract – Rep and Dealer Perspective Selling the Contract – End User’s Perspective Selling the Contract – Purchasing’s Perspective Vendor’s Contract Questions and Answers

Thanks for Being Here!

Introductions Your Name Your Company and Position Your Personal Goal for This Training Session

The Foundation’s Goals and Commitment Who We Are Marketing – Website Links – Collateral – CCFC Event Training – Purchasing Directors – Facilities Directors

Your Company’s Commitment KI – Deanna Zimmerman

Your Company’s Commitment VS – Carmen Braun Saxton Bradley - Ray Near

An Exercise in Two Parts As a group, develop the list of criteria that a Community College client usually uses to make their final decisions between which vendor/product to use for their product List in order of priority By Decision Maker

An Exercise in Two Parts Now, individually please answer these questions: 1. Why do clients buy from KI or VS today? 2. Why do clients buy from you today?

The Results How Is It Typically Done? – Who’s involved – What are criterion for selection – When does the process occur – The common result – The long-term financial impact on the CCD

Value Added Benefits Total Cost of Ownership Approach Performance Specifications vs. Technical Specifications Leveraging Taxpayer’s Investments Enterprise Level Partnerships

Why These Vendors, Why These Products Decision Criteria StudentsFacultyAdministrationPurchasingCommunityFacilitiesTechDisabled Stud. Ease of movement Long term comfort Attraction/Retention Simplicity of Ordering Professional Environment Cleaning and Maint. Access for changes Ease of use PRIMARY ISSUES

Why These Vendors, Why These Products Bringing the organization into alignment on selection criteria – Decision Criteria Process – Creating Performance Specifications Making effective decisions with Performance Specifications – Evaluation Process – Project Applications

Why These Vendors, Why These Products What are Performance Specification really? – Manufacturer Expectations – Service Provider Expectations – Product Expectations Why do they matter?

Breaktime! 15 Minutes, Please! Restrooms are on either side of the lobby, down to your right about 100 feet, or to you left and then left again

Selling The Contract Before the break, we touched on Performance Specifications – Aligns actual business issues with product solutions – Focuses clients on what matters most, from a broad perspective rather than just their own – Makes recommending a specific product easier to justify to their internal staff

Selling The Contract Value of Performance Specifications From A Vendor’s Perspective – Reduced marketing time to determine “fit” with client needs – Increased opportunity with clients who utilize DC approach – Reduced time in pursuing projects that are not in alignment with performance based decision making (avoiding low price scenarios)

Selling The Contract Value of Performance Specifications From An End User’s Perspective – Better understanding of Features and Benefits of products from their perspective – Simplified, objective approach to evaluating product – Get more product for their money

Selling The Contract Value of Performance Specifications From A Purchasing/Buyer’s Perspective – No need for expensive bidding – Less push back from non-aligned vendors – Value added services that reduce the confusion of who should be doing what – Easier management of post-purchase services (warranty, etc.)

Selling The Contract What you should emphasize: –P–Product Offering –M–Manufacturer-held Contracts –V–Value-added Services

Selling The Contract How To Prepare: –R–Read –U–Understand –K–Know –H–Help

Consultative Selling in Tough Times Vendor Services Above And Beyond Manufacturer’s Commitments to Long Term Value Pre-Qualified, Appropriate Products Buying Power of Entire System Supporting Publicly Funded Education

Consultative Selling in Tough Times Working with your company’s team, please spend 10 minutes outlining what you will do in the next 90 days to approach a new client with this contract.

Thanks! Questions that we have not yet covered? Points that we should go over again?

Thanks! Most interesting thing learned today? Something that did not add value to this session? How do you plan to use this data in the selling of your products to Community Colleges in the future? What do you want to learn more about that will make you more effective?

Thanks!