1. Navigating The Path to Solutions Success
“The obstacle is the path.”

2. Increase Gross Profit / Deal
Our Shared Goal
Win More Deals
Retain More Customers
Increase Gross Profit / Deal
Diversify Dealership Revenue + 10% With Solutions in 2016

3. The Launch!

4. A DEMO!

5. THE PROPOSAL!

6. The Questions We Get Asked
Why aren’t we selling more solutions. It seems like everybody should be a prospect?
Why aren’t we getting more of these opportunities across the finish line?
What are other dealers doing who are successful in selling solutions?

7. Method #1: Plow Through The Process

8. The Questions You Should Be Asking
Are we keeping score? (Demos, Proposals, Closed Deals, Conversion Ratios, Revenue YTD, Hardware Won) Is there an appropriate and exciting benefit for the sales rep to sell solutions? Do we hold each other accountable on a regular basis? Is there additional support we should be exploring on the presales side? Is the sales process for selling solutions outlined and checked on occasion? Do we understand who a typical buyer is and how they use Document Management software? Would I buy a solution from my company after reviewing my website and/or meeting my team?

9. Effective Solution Selling – The Recipe
Accountability
Effective Compensation
Internal/External Sales Support
Managing the Sales Cycle
Marketing GlobalSearch
Keep the Saw Sharp

10. Visibility Of Your Obstacles Is Key
Method #2: Plan And Execute
Visibility Of Your Obstacles Is Key
Marketing Solutions
Product Knowledge
Sales Mgmnt
Compensation
Accountability

11. Commit; Don’t Dabble
We had 1 sales meeting!
Customers Are Expecting a Higher Level of Sales Support
Set SMART Goals for your Business, Sales Management, Sales People

12. Demos per week/month/quarter Proposals delivered Business won
Accountability
Team Targets
Total funnel value
Target of 5x quota
Demos per week/month/quarter
First Measure of success
Proposals delivered
Next measure of success
Business won
True measure of success
Insert picture here

13. The Daily 20 Minute One On One
Accountability Cont.
The Daily 20 Minute One On One
Who did you meet with this week?
What did your prospect (or our customer) say when you asked, “For 2016, is the Paper”less” office a goal for your company or just a curiosity?”
How are your conversations going when you ask, “Has your leadership team been introduced to document management by your IT staff yet?”
When you met with (your prospect) what type of documents provide them the biggest headache?
Let’s review your solutions pipeline.

14. Effective Compensation
Shared Pricing
% of GP
Quarterly Recovery – 5% of
SPIFFAGE
Vendor promotions

15. Build Excitement Contest Ideas That which gets measured gets done.
Public Scorecards Are King!
Activity or Revenue
$300 for every $7500 in software purchased
$50 for every “qualified prospect” - this may be after the demo
Pair up in teams.
Run a 120 day time frame. First, Second and Third Place
Application Specialist Target # qualifies for additional incentive
Sales Manager Targets

16. Sample Activity Incentive
For the month of October, ______ will be paying;
- $100 for any presentation of S9 Software to a qualified prospect
- An additional $100 for a proposal to a qualified prospect
- An additional $100 for closing a deal
For a total of $300!
“Let’s get some action going on this offer to start off our next fiscal half”

17. Define Your Support Structure
Internal Resources
Pre-sales solutions consultant
Post-sales support engineers
Can these be one and the same?
What’s the trade off?
Vendor support
What you should expect?
What they should provide?
Leveraging your resources

18. The Sale Needs Management
Hope Is Not A Strategy
Share a plan for evaluation that breeds success…
Gain buy-in along the way that leads to a natural closing process
Basic demo/ public webinar/ recorded demo
Personalized demo
Budgetary pricing
Services scoping questionnaire “SSQ”
Final Pricing
Delivery Timelines
Order placement
Implementation Strategy for Success

19. Marketing Ideas Market Yourself – Title Change Web Page Dominance
Co-Branded Mktng Materials
Demo Room Signage
Show Attendance
Networking Events – Chamber of Commerce, IT Support Groups, Misc Speaking Engagements

20. Technology Shows

21. EVERBANK: One of the Nation’s Strongest and Rapidly Growing Banks

22. Entrenched in the office Technology marketplace – Everbank Commercial Finance
Leadership Team together since 2004
Processed over $5.2 Billion/ 205,000
Support team all located in Parsippany NJ
Outside sales team of 12 regional sales reps that average over 15 years OP leasing experience
Credit averages over 15 years OP experience
Dedicated UBB/CPC Team
Progressive products and top of class technology with old school approach
Over 42% growth in 2013 and 48% in 2014 within OT sector. (Fastest in the industry)

23. Financing Tools for Success
Transactional selling
Bundling solutions onto a lease for quick turnaround – Credit Decisions in <24 hours – Close the sale quickly
Additive to the Solution:
Professional Services, File Conversion, Solutions Consulting, Managed Services, Hardware, Software can all be bundled into a financial solution
Create an upgrade path and a “Customer for Life”
Upgrade Solutions on a Specific Timeline:
36 Months Term Creates discussion and a decision at 30 months
In a 5 year timeline – 3 Sales Opportunities Created

24. Financing Tools for Success
Revenue Enhancement
Create Revenue Generating Opportunities:
Leverage Sales / Closing Tools
Utilizing Financial Solutions to Increase Bottom line Revenue
Sales Tools:
Sales / Closing Tools
Always Lead with a Monthly Payment
Touch Payments - $99 per month for the first 12 months
100% Software Only Financing up to 63 months term
Lowest Possible Monthly Payment – Avoid Sticker Shock
70 / 30 Program

25. Growth With Document Management Solutions
Financing Professional Services Closes More Profitable Deals Faster
70% % % Funding
Professional Services
Product
Total Solution
Training
Installation
Consulting
Back File Conversion
Software
MFP’s
Copiers
Printers
Scanners
Servers
100% Upfront Funding
Add-ons
Upgrades
Subscriptions
The Complete Document Management Solution from Upfront Payment of Professional Services to Monthly Billing of Subscriptions

26. Revenue Enhancement Tools
Revenue Generating Opportunities
Revenue Enhancement Tools
Utilize Programs to increase bottom line profitability:
Transitional Billing:
Solution delivered on the 10th, First Lease Payment due on the 25th
Collect 15 days of payments – goes to the bottom line
Documentation Fee Sharing
Partner Protection
FMV to the Customer, Ownership to the Dealer
Controls the End of Lease

27. Increase Your Gross Profits
Revenue Generating Opportunities
Increase Your Gross Profits
Almost 2.5% in additional GP
Real dealer of ECF based on $6,200,000 in annual lease volume
$152,334 in additional GP

28. Equipment Leasing and Finance Association Reports
Investment in Equipment & Software
Every year U.S. businesses, nonprofits and government agencies spend in excess of $1.4 trillion in capital goods or fixed business investment (including software/excluding real estate).
In 2015, of the projected $1.484 trillion invested in plant, equipment and software, 62% or approximately $922 billion of that investment will be financed through loans, leases and lines of credit.
Finance U.S. Economic Outlook:
Investment in computers decreased at an annualized rate of 32.5% in Q1 2015, and in July 2015 was down 1.8% year over year.
Computers investment growth rates should remain steady through the end of 2015.
Software investment will likely remain stable through the end of 2015.
Investment in software increased at a 7.9% annualized rate in Q1 2015, and in July 2015 was up 6.5% year over year.

29. Nationwide Coverage – 9 Regional Managers / Internal Support Parsippany, NJ

30. Next Steps / Call to Action
Contact your EverBank Regional Manager – or Myself to facilitate
They will assist with:
Program On-boarding, Products and Financial Metrics
Once the program is approved:
Sales Team Training
Administrative Team Training
Introductions to EverBank Account Managers
Program Roll-out
Ongoing Quarterly Key Stakeholder Reviews

31. Solution Success Summary
Plan
Be Accountable
Use Your Internal/External Resources
Market Your Solutions
Get Demos
Manage Your Sales Cycles
Provide Effective Comp
Repeat