1. 2016 GLOBAL MEETING VOSS CRM
© Voss of Norway AS

2. The Importance of being Organized….
“ By Failing to Prepare you are Preparing to Fail” - Benjamin Franklin
“ If you don’t know where you are going, you’ll end up someplace else”
- Yogi Berra

3. What exactly is a CRM?
Customer Relationship Management (CRM) is a term that refers to practices, strategies and technologies that companies use to manage and analyze customer interactions and data throughout the customer lifecycle, with the goal of improving business relationships with customers, assisting in customer retention and driving sales growth.

4. USOP Weekly Agenda / Daily Administration
Monday
September 8, 2014 1
aJOe’s Restaurant – 1 Smith Street
Joe Smith
 Meet new bar manager- set up wait staff seminar- present 375ml. 2
aPatrick’s Restaurant - 1 Mott Avenue
Patrick - Woner 3 ac
buyer name 4
account name 5
Each USOP Brand Manger maps out there weekly account trade call agenda at the start of the week – minimum of 40 targeted calls per week.
Each day of the week contains 10 sections for account calls (8 minimum)
List the account name (full address) and buyer/contact person's) full name.
In the open section list your preplanned objectives for each account call.
This same section is used as our recap from your day. We document all call notes in a different color so as to differentiate your call results from your pre-plan.
Monday
8 - September 1
Joe’s Restaurant – 1 Smith Street, New York City.
Joe Smith
Meet new bar manager- set up wait staff seminar- present 375ml.
New bar manager Bob is a big fan of the brand, wait staff seminar scheduled for 6/15 4pm, 20 waiters. Agreed to bring in 3 of each sku of 375ml in addition to the 800ml they have been carrying.
* NEW PLACEMENT

5. USOP Brand Manager Daily / Weekly Recaps
Brand values
Recap of Each Day’s Details
USOP Brand Manager Daily / Weekly Recaps
Daily RECAP 12
# of Account Calls 6
# of Target Account Calls 2
# of Active Voss Account Calls 1
# of NEW Voss Accounts Opened. 20
# of Voss Cases Sold (shipped cases) 4
# of Pending Accounts (Follow Up) 7
# of Hotel Calls 3
# of Restaurant Calls
# of Bar/Nightclubs
# of Other Accounts
# of Wait staff Seminars 5
# of Voss 375ml Glass Sold.
Weekly RECAP 44
# of Account Calls 28
# of Target Account Calls 12
# of Active Voss Account Calls 2
# of NEW Voss Accounts Opened. 74
# of Voss Cases Sold (shipped cases) 18
# of Pending Accounts (Follow Up) 25
# of Hotel Calls 16
# of Restaurant Calls 3
# of Bar/Nightclubs
# of Other Accounts
# of Wait staff Seminars
# of Voss 375ml Glass Sold.

6. USOP Brand Manager Monthly / Quarter Recaps
Brand values
Recap of Each Day’s Details
USOP Brand Manager Monthly / Quarter Recaps
Monthly RECAP
142
# of Account Calls
118
# of Target Account Calls 62
# of Active Voss Account Calls 4
# of NEW Voss Accounts Opened.
190
# of Voss Cases Sold (shipped cases) 88
# of Pending Accounts (Follow Up) 78
# of Hotel Calls 55
# of Restaurant Calls 6
# of Bar/Nightclubs 3
# of Other Accounts
# of Wait staff Seminars 36
# of Voss 375ml Glass Sold.
Quarterly RECAP
405
# of Account Calls
352
# of Target Account Calls
112
# of Active Voss Account Calls 9
# of NEW Voss Accounts Opened.
290
# of Voss Cases Sold (shipped cases)
307
# of Pending Accounts (Follow Up)
221
# of Hotel Calls
172
# of Restaurant Calls
# of Bar/Nightclubs 3
# of Other Accounts 11
# of Wait staff Seminars 70
# of Voss 375ml Glass Sold.

7. 2015 USOP Trade Call Management Review
Brand values
Recap of Each Day’s Details
2015 USOP Trade Call Management Review
2015 Year End RECAP
19,341
# of Account Calls
14,868
# of Target Account Calls
5,468
# of Active Voss Account Calls
721
# of NEW Voss Accounts Opened.
243,673
# of Voss Cases Sold (shipped cases)
4,038
# of Pending Accounts (Follow Up)
12,571
# of Hotel Calls
6,382
# of Restaurant Calls
291
# of Bar/Nightclubs 97
# of Other Accounts
171
# of Wait staff Seminars
81,288
# of new VOSS cases sold .
19,000 + US On-Premise Account Calls:
400 account calls per week (average)
28% of account calls active accounts.
65% Hotels
33% Restaurants
1.5% Nightlife
0.5% Other

9. VOSS CRM Objectives Team Development National Accounts VOSS CRM
Evolution & Optimization of the VOSS WAY Sales Process
VOSS CRM
Institutionalize VOSS Sales Customer Data
Distributor Management

10. Weekly Preplan

11. Customized Dashboards Updating all activities: Opportunities, Leads, Targets

12. Customized Dashboards Smartphone APP Activities: Opportunities, Leads, Targets

13. Distributor Management Profiles
Specific Account Data
Contact Information
Depletions by Month
Activity Log can include s, Notes, Tasks, Appointments, Phone Call details.

14. Distributor Management Profiles

15. Customized Account Profiles
Depletions By Package by Month
Account Details / Contact
Activity Logs all s, Notes, Tasks, Appointments, Phone Call details.

16. Customized Account Profiles

17. Director Organizational Dashboard

18. VOSS CRM End Game
The continued advancement & optimization of our VOSS Field Sales Account Call Administration, Communication & Time Management process for continued growth & development of both our VOSS Team & VOSS Business – we need to evolve our sales process as our brand & category continue to evolve.
Institutionalizing all VOSS Sales & Customer Data – this is the gateway to e-marketing initiatives, target account identification, custom account programming, distributor data mining, pricing / spend per case management & non-focus market management.
The VOSS CRM will build & Establish a foundation for the continued growth of our company & brand.

19. Seamless - Tracking, Reporting, Communication & Follow Up
The VOSS CRM platform is a needed tool at this stage of our business development
MORE - Time to Sell
Seamless - Tracking, Reporting, Communication & Follow Up
BETTER - Planning (Week, Month, Quarter & Year)
FASTER - Response – (Distributors, Customers & Opportunities)
INCREASE – Business Development
SHARED - Resource + Visibility
ENHANCE - Customer Engagement & Distributor Accountability