How to Leverage Value of DVRs

7/25/2019 How to Leverage Value of DVRs

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HOW TO LEVERAGE VALUE OFDVRS?

Jose Hernandez


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CONTENT

What is a DVR?

Why is important that MD generate DVRs?

Top Tips for a success DVRHow a good DVR looks like?

Examples of ocal DVRs generated from MDs

DVR !rocess and Tools


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WHAT IS A DEMONSTRATED VALUE RECORD(DVR)?The "est way to con#ince customers that you can deli#er #alueto their "usinesses through $hell products and ser#ices is to ha#ende!enden" e#den$e %ro& e's"n $s"o&ers*

DVR lea%ets are excellent sa+es "oo+s demonstrating the #aluedeli#ered to the customers "y using $hell products and ser#ices&

' DVR lea%et is a marketing document which ser#es as a formaltestimonial and genuine proof from a customer who( "y using $hellu"ricants( has made tangi"le ,sness sa#ns*

DVR lea%ets gi#e s!e$-$ de"a+s o% ".a" $s"o&er/s+,r$an" sae and the products used to demonstrate the actualamount of money sa#ed o#er a speci)c period of time&


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WH0 IS IM1ORTANT THAT MD GENERATE ANDUSE DVRS?DVRs play a #alua"le role in #a+e2se++n( gi#ing you *e#idence+ that can

"e used to demonstrate customers that

$hell products and ser#ices deli#er #alue

Experience shows us that DVRs are most e,ecti#e when they feature

cases rele#ant to the customer -similar si.e( same country/region( same

industry0

More DVRs 3 ,e""er #a+e2se++n 3 &ore sa+es 3&ore 44

Value formoney

$hell 1rand

E#idence of 2 product 3uality 2 operationalsa#ings


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5E 1ART OF THE TECHNOLOG0 LEADERSHI1 OFSHELL6

4eed"ack from Distri"utors and 5ndirect u"ricant Technical

6oaches7

89DVR help to understandthe #alue of $hell !roductsand gi#e the opportunity to

ha#e some kind ofreferences9: 5T6

8&& The possi"ility to integratetechnical data with real

"ene)t sa#ings9: Distri"utors

89 they asked for caseswhich were generated locally(

to make them morerele#ant9&: 5T6

89want to see more localDVRs to "e generated

"ecause their customers will"e more con)dent andcon#inced as the localworking conditions are

similar9: Distri"utor

8&& Very useful tool to use andshowcase $hell+s #alue

proposition to thecustomers9: Distri"utor

89DVRs are great to change sales "eha#ior from price leading to #alue selling9: 5T6

896ustomers want to seeany cases from well

known local companies9:Distri"utor

89DVR carries signi)cantlymore weight if it has "een

generated in the country inwhich it is "eing used9: 5T6


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MD DVR GENERATION 1ROCESS AND TOOLS

4eed"ack/

coaching

5T6 shares DVR generation process( templates andguidelines

5T6 discusses potential DVR opportunities with D24T$(tracks in pipeline

D24T$ documents DVR on o;ine form( calculating #alueand getting customer sign2o,

5T6 re#iews DVR content with D24T$( coaching whereappropriate

5T6 inputs and su"mits DVR into work%ow process

DVR goes through Re#iew/


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TO1 TI1S 2 HOW TO TARGET 1OTENTIALCUSTOMERS

5dentify customers who may "e agreea"le and suita"le for DVR

generation& There are certain possi"le criteria for selection7 -Either/ =r option0 ocal priority sectors

growth in synthetic products

>p2$ell/2$ell

6on#erting from a competitor products to $hell u"ricants

$er#ice and product sa#ing should come from areas such as Reduce down time

Reduce repair costs

Reduce la"oour costs


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TO1 TI1S

The customer must "e excited and commit with thepro@ectAA

The technical challenge must "e clear and related withcustomer acti#ities&

5mplementation should "e as easy as possi"le&

$er#ices must "e fully aligned with customer needs&

The product must "e !remium&Technical data must "e #ery strong&

6lear #alue selling focus and skills of D4T$ and $'E$&

DVRBs documents must "e signed& -6annot "e shared if it isnot signed0&

6ustomer potential "ene)ts should "e as "ig as possi"le


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Lo$a+ DVR %ro& Cos"a R$a


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LOCAL DVR FROM 1ERU


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LOCAL DVR FROM 1ERU


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LOCAL DVR FROM ARU5A


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OTHER LOCAL DVRS GENERATED FROM MDS

T"+eS"arRa"n

Con"r7Se$"or Se&en" S.e++ 1rod$" S.e++ Ser#$es Va+e(USD)

E8!&en" "7!e

ODI In"er#a+ E'"enson 9". S.e++ M7se++a LA :; < 5o+#a 1o9er Gas Enne S.e++ M7se++a LA :; L,eAna+7s" ==;; WARTSILA

ODI In"er#a+ E'"enson 5ea"s >OM Mo,+ M> TENSION WITH RIMULA R: L

How to Leverage Value of DVRs

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