How to Support Your Customers & Sales Team with COVID-19 · • Sales comp programs that retain the...
37
Produced by: Modern Distribution Management | 6309 Monarch Park Place, Suite 203 | Niwot, CO 80503 | 303-443-5060 Download handouts (PDF): visit www.mdm.com/slides or email [email protected] John Gunderson VP, Sales, Analytics and E- Business, MDM Thomas P. Gale CEO, MDM April 9, 2020 How to Support Your Customers & Sales Team with COVID-19 Restrictions in Place Sponsored by
Transcript of How to Support Your Customers & Sales Team with COVID-19 · • Sales comp programs that retain the...
Produced by: Modern Distribution Management | 6309 Monarch Park Place, Suite 203 | Niwot, CO 80503 | 303-443-5060
Download handouts (PDF): visit www.mdm.com/slides or email [email protected]
John Gunderson VP, Sales, Analytics and E-
Business, MDM
Thomas P. GaleCEO, MDM
April 9, 2020
How to Support Your Customers & Sales Team with COVID-19 Restrictions in Place
Sponsored by
Thomas P. GaleCEO
Modern Distribution Management
John GundersonVP, Sales, Analytics and E-BusinessModern Distribution Management
Host Speaker
Produced by: Modern Distribution Management | 6309 Monarch Park Place, Suite 203 | Niwot, CO 80503 | 303-443-5060
Download handouts (PDF): visit www.mdm.com/slides or email [email protected]
John Gunderson• Expertise in Sales, Marketing,
Ecommerce, Category Management, Pricing, M&A (Family, Private Equity, Public)
John GundersonVP, Sales, Analytics and E-BusinessModern Distribution Management
Sales process change
Agenda
Download handouts (PDF): visit www.mdm.com/slides or email [email protected]
Sales process change
Agenda
Download handouts (PDF): visit www.mdm.com/slides or email [email protected]
What distributors and manufacturers are doing to stay in touch and connected with customers and manage margin
Sales process change
Agenda
Download handouts (PDF): visit www.mdm.com/slides or email [email protected]
What distributors and manufacturers are doing to stay in touch and connected with customers and manage margin
Essential business, sales team, and product messaging
Sales process change
Agenda
Download handouts (PDF): visit www.mdm.com/slides or email [email protected]
What distributors and manufacturers are doing to stay in touch and connected with customers and manage margin
Essential business, sales team, and product messaging
Finding new opportunities, growth segments and changing products
B 2 B D I S T R I B U T I O N S A L E S C H A N N E L S
Distribution Business Leaders
Branches & Team Account Managers Make Calls
Manufacturer Reps
Manufacturer Account Managers
End Customer
B 2 B D I S T R I B U T I O N S A L E S C H A N N E L S : C O V I D - 1 9 I M PA C T
Distribution Business Leaders
Branches & Team Account Managers Make Calls
Manufacturer Reps
Manufacturer Account Managers
End Customer
Face-to-Face Interaction Disrupted
B 2 B D I S T R I B U T I O N S A L E S C H A N N E L S : C O V I D - 1 9 I M PA C T
Distribution Business Leaders
Branches & Team Account Managers Make Calls
Manufacturer Reps
Manufacturer Account Managers
End Customer
Face-to-Face Interaction Disrupted
Today’s End Customer Profile
• Self-service mindset
• Discover product info online
• Calls when online fails
• Price transparency
• Less dependent on the channel or account manager
• Trending: Communicate/buy direct from manufacturer or
online digital providers
Face-to-Face Selling is Limited-Interrupted
• ZERO customer entertainment
• Limited or no face-to-face contact
• Joint training suspended
• Buyers working from home
• Supply chain disruptions to deal with or
hurried planning for potential disruptions
• No trade shows or Lunch n’ Learns
• Manufacturers struggling with how to
communicate with you and your joint end
customers
MDM Shutdown Sales Tips
1. Short term goals: Work to meet goals while improvising in the new environment
MDM Shutdown Sales Tips
1. Short term goals: Work to meet goals while improvising in the new environment
MDM Shutdown Sales Tips
2. Contact your customers: Face time, zoom, personal card mailed, text, and phone calls. Show you care and that you are there for them and stay in touch
1. Short term goals: Work to meet goals while improvising in the new environment
MDM Shutdown Sales Tips
3. Attitude: Take a positive approach with the proper tone
2. Contact your customers: Face time, zoom, personal card mailed, text, and phone calls. Show you care and that you are there for them and stay in touch
1. Short term goals: Work to meet goals while improvising in the new environment
MDM Shutdown Sales Tips
4. Focus on your team: Set new goals, account research, prepare to prospect
3. Attitude: Take a positive approach with the proper tone
2. Contact your customers: Face time, zoom, personal card mailed, text, and phone calls. Show you care and that you are there for them and stay in touch
1. Short term goals: Work to meet goals while improvising in the new environment
MDM Shutdown Sales Tips
5. Communicate with manufacturer partners: What are they doing, how can they help?
4. Focus on your team: Set new goals, account research, prepare to prospect
3. Attitude: Take a positive approach with the proper tone
2. Contact your customers: Face time, zoom, personal card mailed, text, and phone calls. Show you care and that you are there for them and stay in touch
1. Short term goals: Work to meet goals while improvising in the new environment
MDM Shutdown Sales Tips
6. Help your team with pricing to limit ”panic” discounting
5. Communicate with manufacturer partners: What are they doing, how can they help?
4. Focus on your team: Set new goals, account research, prepare to prospect
3. Attitude: Take a positive approach with the proper tone
2. Contact your customers: Face time, zoom, personal card mailed, text, and phone calls. Show you care and that you are there for them and stay in touch
Messaging
Messaging
Messaging
Messaging
Messaging
Finding New Opportunities
Finding New Opportunities
Sales opportunities: Safety, PPE, JAN/SAN – Long term Datacomm, Networking –
Finding New Opportunities
Increased demand for PPE, JAN/SAN will be significant long term- Safety stock and enhanced cleaning will be required long-term
Sales opportunities: Safety, PPE, JAN/SAN – Long term Datacomm, Networking –
Finding New Opportunities
Customer Segments: Medical and Associated manufacturing, Safety/Chemicals
Increased demand for PPE, JAN/SAN will be significant long term- Safety stock and enhanced cleaning will be required long-term
Sales opportunities: Safety, PPE, JAN/SAN – Long term Datacomm, Networking –
Finding New Opportunities
Construction and design changes will emerge: Touchless faucets, New door entry design, bathroom design (more space), school redesigns and immediate need for more bandwidth and datacomm. Drive-thru designs on many buildings and retrofitting of existing space in many businesses to become more touchless
Customer Segments: Medical and Associated manufacturing, Safety/Chemicals
Increased demand for PPE, JAN/SAN will be significant long term- Safety stock and enhanced cleaning will be required long-term
Sales opportunities: Safety, PPE, JAN/SAN – Long term Datacomm, Networking –
Long Term and Short Term
Long Term and Short TermMore digital, and less face-to-face: We have been talking about Omni-channel and customers moving digital for some time. That slow change from human to digital has been put on hyperdrive
Long Term and Short Term
Re-think your sales process: More inside, less outside sales?
More digital, and less face-to-face: We have been talking about Omni-channel and customers moving digital for some time. That slow change from human to digital has been put on hyperdrive
Long Term and Short Term
System upgrades: Digital upgrades that require an ERP investment and automating of human tasks.
Re-think your sales process: More inside, less outside sales?
More digital, and less face-to-face: We have been talking about Omni-channel and customers moving digital for some time. That slow change from human to digital has been put on hyperdrive
Long Term and Short Term
Target adjacent segments: Prospecting and finding markets to grow in could be great opportunities
System upgrades: Digital upgrades that require an ERP investment and automating of human tasks.
Re-think your sales process: More inside, less outside sales?
More digital, and less face-to-face: We have been talking about Omni-channel and customers moving digital for some time. That slow change from human to digital has been put on hyperdrive
Long Term and Short Term
Use your data and make the tough decisions to adjust to the situation
Target adjacent segments: Prospecting and finding markets to grow in could be great opportunities
System upgrades: Digital upgrades that require an ERP investment and automating of human tasks.
Re-think your sales process: More inside, less outside sales?
More digital, and less face-to-face: We have been talking about Omni-channel and customers moving digital for some time. That slow change from human to digital has been put on hyperdrive
Q & AThank You
Download handouts (PDF): visit www.mdm.com/slides or email [email protected]
Produced by: Modern Distribution Management | 6309 Monarch Park Place, Suite 203 | Niwot, CO 80503 | 303-443-5060
Transform Your Sales Function to Higher Performance
Topics will include:• How to best transition outside, inside and service rep roles into more
effective teams• Sales comp programs that retain the right talent to grow your business• Integrating sales and marketing most effectively• Getting sales reps to support your online channel• Innovative sales models for creating a seamless, omnichannel
experience for customers
Visit salesgps.mdm.com to register
Join us Aug. 31 – Sept. 2 in Chicago
Produced by: Modern Distribution Management | 6309 Monarch Park Place, Suite 203 | Niwot, CO 80503 | 303-443-5060
![[Webinar] Retain Your Best Volunteer Workforce](https://static.fdocuments.us/doc/165x107/5a6cfba37f8b9ab8418b4c31/webinar-retain-your-best-volunteer-workforce.jpg)
