Educational Session Sponsors: Alert Management SystemsAztec TentsSeitz, The Fresher CompanyTopTec...
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Transcript of Educational Session Sponsors: Alert Management SystemsAztec TentsSeitz, The Fresher CompanyTopTec...
![Page 1: Educational Session Sponsors: Alert Management SystemsAztec TentsSeitz, The Fresher CompanyTopTec Products Panelists : George Ghanem, CERP, Creative Events.](https://reader038.fdocuments.us/reader038/viewer/2022110304/551b86cf550346d6338b59a5/html5/thumbnails/1.jpg)
Maximizing the Invoice With Value-Added Selling
Educational Session Sponsors:
Alert Management Systems
Aztec TentsSeitz, The Fresher Company
TopTec Products
Panelists:
George Ghanem, CERP, Creative Events & Rentals/Taylor Rental, Fort Myers, FloridaHeidi Whitcomb, CERP, Ventura Rental Party Center, Ventura, California
Leslie Cole, CERP, Ducky-Bob’s Event Specialists, Carrollton, Texas
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Please remember to thank these
educational session sponsors
Booth #2346
Booth #3720
Booth #3740
Booth #2725
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Maximizing the Invoice With Value-Added Selling
Educational Session Sponsors:
Alert Management Systems
Aztec TentsSeitz, The Fresher Company
TopTec Products
Panelists:
George Ghanem, CERP, Creative Events & Rentals/Taylor Rental, Fort Myers, FloridaHeidi Whitcomb, CERP, Ventura Rental Party Center, Ventura, California
Leslie Cole, CERP, Ducky-Bob’s Event Specialists, Carrollton, Texas
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Creative Events & RentalsTaylor Rental
Fort Myers, Florida
George Ghanem, CERP
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What is value?• Customer Focused Value…
• Seller Focused Value…
• Perceived Value…
• Performance Value…
• ….everything you do to something from the moment you buy it, sell it, and service it….
• It is not VALUE until the customer says it’s VALUE
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Traditional Sales Approach• Many problems salespeople encounter come from a short-
term transaction-oriented sale mentality. – get in– get out– move to the next sales call
• Traditional, seller-focused approach to selling concentrates on: – Filling the pipeline– pitching the product– closing the deal
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Value-added Selling Approach
• The value added selling is a philosophy and a process. It’s not a sales call– The value added sales process brings maximum
value to the customer and to the sales rep– Value added salespeople are thinkers and planners
• Cradle to grave selling – Identify customer needs and follow through until
customer need satisfaction occurs
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What is Value-added Selling• The ability to add value to your product and services
that are viewed as a commodity.
• Value added selling that relies on building on the inherent value of a product.
• Value added selling is often tied to up-selling or vertical selling.
• The utility of the product or service, ease of integration, time saving benefits are just a few areas that can be exploited when focusing on value add.
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Value-added Selling Skills• Integrity – trust as foundation of all relationships
• Knowledge – well informed
• Equity – mutually beneficial outcomes, get what you give
• Excellence – pleasure from doing well
• Time – most precious resource
• Service – a pleasure, not a pain
• Teamwork – peer respect and value from the “we”
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What do Customers Really Want
• Knowledgeable sales person• Product quality• Product availability• Ease of doing business• Technical Support• Acquisition price• Salesperson’s ability to get things done• Salesperson’s follow-up• Product performance• Support after the sale
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Value Added Large EventSuccess Story
Festival Event
2013 revenue $ 26,062.612014 revenue $ 32,727.25
5K Race Event
2013 revenue $ 16,027.742014 revenue $ 26,782.49
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Ducky-Bob’s Event SpecialistsCarrollton, Texas
Leslie Cole, CERP
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I have a long standing relationship with the Wedding Planner.
I was one of the first on property to look at the space for the tents. The overall result of this wedding was to have a one-of-a-kind wedding that was spectacular and over the top.
Budget wasn’t a concern because of the clients lifestyle.
Qualifying the Client
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I started with the foundation – the tents and flooring.
Recommending appropriate equipment and services
Then I suggested adding the service entrance and exit stairs, carpet, power, utilities, and catering equipment as well as finishing out the sides of the flooring with scrim.
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We also provided “Event Prep” service to get the tent cleaned and ready.
As for the rental equipment, I recommended using our Chameleon chairs dressed with White toppers and custom rhinestone belts, chargers, heaters and upscale linens. These particular upgrades accounted for the biggest rental $ cost other than the tents.
Recommending appropriate equipment and services
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Tent & Rental TimelineDate Date Time Item
Monday 10/07 9 am Build bridge for crew to drop equipment. Drop crew RR, Lull, & Bil-jax flooring.
Tuesday 10/08 9 am start placing bil-jax
Wednesday 10/09 9 am overlay bil-jax with plywood
Thursday 10/10 9 amlay structure base platesbuild frame & raise structure
Friday 10/11 9 amInstall sidewallput 10’x20’ & 20’x20’ up
Saturday 10/12 9 am Finish anything, if needed
Thursday 10/17
Set up 15’x20’Lights in tentInstall Green Scrim on 52’ and 40’ **rain plan to be called if needed*
Friday 10/18 Deliver rentals
Saturday 10/19 7 pm Pick up ceremony chairs
Monday 10/21Pickup all rentals in AMStart tearing down downs
Friday 10/25Completely finishedSite run thru – make sure everything is gone
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Ventura Rental Party CenterVentura, Calif.
Heidi Whitcomb, CERP
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What is the goal of the event?
What is your role as a rental professional?
Ask the right questions!
Illicit solid future business … PARTNERSHIP is the key to success!
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Education andSelling
Awareness
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Image building
Fundraising
Appreciation
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Valentine’sEvent at
Chumash Casino
Pink Carpet RunnerBridal Bliss Wedding Showcase
Women’s Health Breast Cancer Awareness
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Created for Filipino event
Chumash CasinoSanta Ynez, CA
Jeepney
Multiple Filipino-typhoon event usageProfit source for fundraising events (photo booth)
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Fencing = $7510’x10’ Canopy w/walls = $100Cocktail tables = $25(2) 60” Rounds = $15Linens = $60Chairs = $25Rental cost = $300Guest expense cost = $1,500Total cost to organization = $1,800Profit to organization = $8,200
$10,000 Sponsorship
Rentals include:
Total benefit to rental companies - $18,000 (60 canopies @ $300 each)
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Rentals include:
$25,000 VIP CabanaSponsorship
Fencing = $150Moroccan canopy = $250(2-3) Lounge furniture = $400Tables = $75Chairs = $50Rental cost = $1,000Guest expense cost = $2,500Total cost to organization = $ 3,500Profit to organization = $21,500
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Time for Questions
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Next Sessions
Room S310G Know If You Made a Profit: Job Costing Essentials Panel
Room S310A Chic Tabletop Trends for 2014 Robin Brockelsby
Room S310E Corporate Clients: How to Communicate Withand Gain Loyal Customers Panel
Room S330A Create Desired Effects With LED Lights Panel