1. DISTRIBUTOR STOCKING PROGRAM

2. GOAL: SELL LIFTS Why does a customer purchase a lift?
1. He has an empty bay
2. He has a broken lift

3. BROKEN LIFT: WHAT MATTERS?
How does a customer choose a lift?
Price: “How much does it cost?”
Speed: “How fast can I get it?”
Where can we beat the competition?
Price
Speed

4. SPEED IN REPLACEMENT
Where does the customer go to purchase a replacement lift?
Parts Stores
Familiarity: It’s what he knows
Convenience: Easy to see and get to
How do we improve delivery speed for our customer at Parts Stores?
Increase local stock

5. LOCAL STOCK Parts Stores rely on Distributors for local stock
If we increase Distributors’ stocking levels:
Parts Stores can sell our lifts over the competition
Customers can get their new lift faster

6. HOW?
In order to increase local stock (deliver lifts faster), we need to incentivize Distributors

7. INCENTIVE PROGRAM Double discounts for Distributor:
1. Lifts cost less in bulk
Distributor receives discounts on complete truck orders (discount depends on the size of the distributor)
This encourages a distributor to purchase more at a time and keep lifts of his shelves

8. INCENTIVE PROGRAM Double discounts for Distributor:
2. Distributor receives credits for providing stocked lifts to Parts Stores
Distributor receives the installation and a 5% credit back from us for providing a stocked lift to a Parts Store

9. WHY THIS WORKS Something for everyone:
Distributors: Save money on lift orders
Parts Stores: Have more stock available & can sell us over the competition
Customers: Receive lifts faster
Challenger: Sells more lifts!

10. NUTS & BOLTS Tracking: Spreadsheets!
Each Distributor in the program has their own shared Google sheet
Distributor Sheets are updated with inventory levels
RSMs and Inside Sales can view Distributor’s inventory live online