RHA Newsletter 2014 1 | Page I. Announcement Jeffrey Clark Congratulations Jeffrey Clark at RES Hobart on achieving 5 years’ service with Rexel Electrical Suppliers. I personally thank Jeffrey for reaching this milestone in his career with Rexel Electrical Suppliers and trust there are many more years ahead. Regards, Darren Sanderson. II. Sales Operations Update for Distribution Customer contact During the past month we have worked with Branch & Regional Managers and profiled the customer and allocating a salesperson to must keep, growing and declining accounts. The Customer Relationship Management (CRM) system is where we document the sales person and the last meeting we had with the customer. During the last month and ongoing, we are training Branch Managers on navigation of CRM so we all have better visibility on what customers we need to visit and who is tasked to build our relationship with these customers. Any Branch or Regional Managers that do not have access and are ready, please let you manager or myself know.
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RHA Newsletter 2014 1 | P a g e
I. Announcement Jeffrey Clark
Congratulations Jeffrey Clark at RES Hobart on achieving 5 years’ service with Rexel
Electrical Suppliers. I personally thank Jeffrey for reaching this milestone in his career with
Rexel Electrical Suppliers and trust there are many more years ahead.
Regards,
Darren Sanderson.
II. Sales Operations Update for Distribution
Customer contact
During the past month we have worked with Branch & Regional Managers and profiled the
customer and allocating a salesperson to must keep, growing and declining accounts. The
Customer Relationship Management (CRM) system is where we document the sales person
and the last meeting we had with the customer.
During the last month and ongoing, we are training Branch Managers on navigation of CRM
so we all have better visibility on what customers we need to visit and who is tasked to build
our relationship with these customers.
Any Branch or Regional Managers that do not have access and are ready, please let you
manager or myself know.
RHA Newsletter 2014 2 | P a g e
Who has money to spend?
The CRM is where we document the known opportunities.
All CRM users, Ipad or desktop have a view of your open opportunities. Training will
continue with the goal to show you how to maintain your open opportunities and your
forecast. This is a great tool to remind you who has money to spend and to drive your
appointments for next week.
Today as a company we have $63Mil known open opportunities.
Today we have $26 Mil expected to close this month.
As we continue our focus on sales and setting appointments to win new orders, we will be
providing more CRM training, we are scheduling sales reviews to help identify what we need
to do to assist you to win the order. If you need any assistance please just ask as our only role
is to win orders and ensure customer satisfaction.
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The Disciplined Sales Process – How to be successful
Your time is valuable – Choose your fights
1. Identify the number of electricians for potential $$
2. Target the top sales potential with your “Key Objective”
3. Understand how we can add value by selling more
4. Communicate the benefit of our products and services
5. Ask for the order – If they say no, then identify what we need to do?
Regards, Malcom Read.
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III. Specialist Solutions Market Making – Value Adding Activities
At Inaco, we’re always looking for new and innovative ways to assist our customers.
That is why we've been working hard on our new Quick Components Catalogue which has
now arrived and is ready for distribution!
Designed to reflect an up to date selection of our fast moving items from all our distributed
brands and suppliers, our QC Catalogue contains everything you need to meet your
customer’s automation needs.
Inside the New Quick Components catalogue you will find:
Ø 2900+ Part Numbers
Ø 283 Pages
Ø A brand new Sensors section with new released products from Rockwell Automation
Ø A brand new Rittal enclosures section with the hot selling enclosures
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Ray & David Certified to
operate on the UPS
Ø A new and improved Drives section
Ø A revised Instrumentation/Fluke section with the latest Fluke products
Ø A new UPS section comprising very useful information on surge protection
Ø Very useful information on Inaco and Rexel Energy Solutions Services and Solutions
Ø A very useful new Part Numbers Index
To order your copy: http://www.inaco.com.au/quick-components-catalogue-order
IV. Rexel Energy Solutions - UPS Wins in Health Care
50K in Aug for Healthcare with very healthy margins!
Example site: Sutherland Hospital
Joint Sales Call:
David Vrankar – National Development Manger
UPS
Ray Chytra – Sales Rep - John R Turk
Tough day at work:
“After going for a walk through the hospital to look at the UPS
installed base we discovered there were quite a few, all from