Slide#: 1© GPS Financial Services 2008-2009Revised 07/07/2009 23:24 bl4l 2 SM Telemarketing-Magic.

Slide#: 1 © GPS Financial Services 2008-2009Revised 07/07/2009 06:00

bl4l2SM Telemarketing-Magicbl4l2SM Telemarketing-Magic


To empower the GreenPeas, Pro’s & Managers:

– To improve the likelihood of making a sale

– To maximize sales by the Pro’s

– To facilitate GreenPea’s to become Pro’s

– To give room managers more tools to evaluate and highlight staff needing direction/training

– To give upper management better visibility on the room manager’s performance

– To maximize positive competition and peer motivations

– To integrate line sheet, catalog and monthly specials administration

– To enhance management’s ability to target product and customer segments based on historical records (eg. company size for each SIC Code)

Statement of GoalsStatement of Goals


Salesperson LoginSalesperson Login

_________________

Password_________________

Today’sSalesGoal

$ ___________


Company AnnouncementsCompany Announcements

Yesterday’s top sellers

Sam Levy

Max Hershisher

Mary Martin

Jack Spratt

>> Special added for Duct Tape <<

Don’t forget to ask everyone about safety supply needs


Manager’s AnnouncementsManager’s Announcements

Yesterday’s top sellers Yesterday’s bottom sellers

Jack Manly Michael Rizzy

Lefty Right Jeffrey Michie

Herman Wrong Ida Moore

George Gorgeous Ralph Mays

I will be leaving at 3pm today-Dr. Appointment


Suggestions/MessagesSuggestions/Messages

My Suggestion/Message is:

Send to: My Manager Richard Benton Tim Stearns

Other ____________ Suggestion System


Select Campaign & Follow-upsSelect Campaign & Follow-ups

<<< Time Zones & Counts >>>

SIC # SIC Description Eastern Central Mtn Pacific Other Total

7538-01 Automobile Repairing & Service 44,456 11,435 9,876 53,089 976 119,832

1521-03 General Contractors 51,793 4,708 5,886 54,029 1,295 117,711

1521-00 Construction-Single Home 36,513 3,319 4,149 38,091 913 82,985

9121-03 Government Offices-County 25,007 2,273 2,842 26,087 625 56,834

0191-00 General Crop Farm 29,322 2,175 2,718 24,955 598 54,368


Next Prospect Next Prospect

Company

Optimum Construction1234 Utopia BlvdNirvana, WA 97777(253) 234-7755 fax (253) 234-7757

SIC 1: 1521-03 Contractor Gen'lSIC 2: 1511-00 Contractor-Homes

Prior-ity Ext Contact Title

Last Contacted Follow-up Day

Time-Beg. Time-End

1 X11 John Doe Foreman 06/01/098-31-09

B4 10AM MW 8:00am 10:30am

2 Marvin Owner 05/22/09

3 X33 Romaro Chavez Shop 04/11/09

4 [email protected] 06/01/08

Sales today $679 / 3rd

Status Points today 845

Dial<F10>

Skip<Alt>S

Back<ESC>

Top seller $1555

Local Time:

11:32 am


Top products for this prospectTop products for this prospect

Stock # DescriptionBookPrice

OnSpecial Origin Upsell Cheaper

1 163100 16/3 x 100' ROUND ORANGE CORD 39.95 33.00 USA 163199 163122

2 SL8904 BAYCO QUAD-TAP 50' 12/3 CORD REEL 265.90 China

3 AE136130 LED CORDLESS CARRYALL WORK

LIGHT 129.90 Unk

4 AE112 18 VOLT CORDLESS CIRCULAR SAW 149.95 133.00 USA AE131 AE120

Safety Items Consumables Tools New ProductsCloseouts/Specials

End Call<Alt>E

More<alt>M

Back<ESC>


Script for this productScript for this product

P Stock # DescriptionBookPrice

OnSpecial

OriginUp Sell

Cheaper

1 AE112 18 VOLT CORDLESS CIRCULAR SAW 149.95 133.00 USA 163199 163122

These cordless circular saws have a 5-3/8” blade and 18 volts of battery power. The no load speed is 2400 RPM, so it won’t bog down on tough cuts. It has an adjustable cutting plate and rip fence and set up just like a standard, corded saw. They bevel cut to 50° to give you more versatility and have a maximum cutting depth of 1-1/2” at 90° and 1-1/8” at 45°. They’re easy to handle with an ergonomically balanced design which reduces hand and arm fatigue. Included with the saw is a 5-3/8” blade, battery charger, and one battery pack in a convenient, heavy duty ABS carrying case. These saws are perfect for those quick jobs in the field where there is no electricity, or just around the shop when you don’t want to search for an extension cord and outlet.

Accessories

132131 Concrete Blades313134 Metal Blades686868 Battery Packs357765 Chargers

Back to Products

Back to Prospect

Call Done


Pictures for this productPictures for this product

P Stock # DescriptionBookPrice

OnSpecial

Origin Up Sell Cheaper

1 AE112 18 VOLT CORDLESS CIRCULAR SAW 149.95 133.00 USA 163199 163122

ProspectUses These___No___

ProspectUses Similar___8”_____

Re-Orders

3 Months

ReordersBlades8 Weeks

Back to Products

End of

Call

Back to Prospect

Specifications:The 5 3/4" Saw Blade2400 rpmCutting Depth 1-1/2”Bevel cut to 50 degreesWith Battery ChargerOne Saw BladeOne BatterySturdy Carrying Case


End of CallEnd of Call

Save & Dial

<Alt>D

Save Only

<Alt>S

Save & Logout<Alt>L

Sale Made

Pitch made but not prospect not ready

Pitch made but prices too high

Asked about other products

Call back--prospect not available

Schedule Next Call

DNC-prospect asked to be put on DNC

Bad phone number

Got fax tone

Wrong number

Left message on voice mail

Flag for a Pro to follow up___________

Notes:

Local Time:

11:32 am


End of Call-Sale MadeEnd of Call-Sale Made

Save & Dial

<Alt>D

Save Only

<Alt>S

Save & Logout<Alt>L

Sale Made $_____________

Over<Under> Book $_________

Bonus Points

Schedule Next Call

Local Time:

11:32 am


Manager’s Individual Salesperson GraphManager’s Individual Salesperson Graph

0

100

200

300

400

500

600

Weekly-Sam Levy

Last Week

Week Before

2 Weeks back

3 Weeks back

Today Yesterday Last Week ThisMonth


ManagementSection


Manager’s Salesperson StatusManager’s Salesperson Status

Code Salesperson Name SalesBonusPoints Calls

First Call

Last Call

Calls per HR

GG1 George Gregory 677 233 55 8:00 13:00 11

SMK Sam M Knox 566 111 44 8:00 12:00 11

WWG William Gates 444 188 88 8:00 11:30 25

ML Michael Levy 344 144 77 8:00 14:00 13

Total Bart 3555 3333 555



Manager’s Salesperson Status GraphManager’s Salesperson Status Graph

0

100

200

300

400

500

600

700

800

900

Today

George Gregory

Sam M Knox

William Gates

Michael Levy



Summary of Manager’s ScreensSummary of Manager’s Screens

Code Manager Name

No. of sales

persons Sales Points CallsFirst Call

Last Call

GG1 Bart 8 3555 3333 555 8:00 13:00

SMK Sam Knife 5 3333 2222 433 8:00 12:00

WWG Michael Greg 7 2899 3355 366 8:00 11:30

ML Michael Laxman 8 1244 2345 777 8:00 14:00


Manager’s Salesperson Status GraphManager’s Salesperson Status Graph

0

500

1000

1500

2000

2500

3000

3500

4000

Today

Bart

Sam Knife

Michael Greg

Michael Laxman



Individual Manager GraphIndividual Manager Graph

0

200

400

600

800

1000

1200

Weekly-Bart

Last Week

Week Before

2 Weeks back

3 Weeks back



Phase 1 – Customer InformationPhase 1 – Customer Information

1. Purchase a database of all the businesses in the US with phone number, zip code, SIC codes, # of employees and Sales $ (Cost: $850-GPS)

2. Purchase a database of fax numbers of businesses in the US with phone number, zip code and fax numbers (Cost: $450-GPS)

3. Have an update program written to update Accountmate Customer master or Supplemental file with this information (Cost: $???-Kane or GPS)

4. Have a report written with counts of prior customers by SIC code and number of employees (Cost: $???-Kane or GPS)

5. Extract contact names from the sales history files and add this info to the customer info available to the extranet

6. Integrate all previous purchased lists, saving contact names but eliminating duplicates


Phase 2 – Stock Number InfoPhase 2 – Stock Number Info

1. Add fields to the extranet to be able to generate Line Sheet, Catalog & Monthly Specials (Cost: $650-GPS)

2. Add ability to predetermine price changes so they can be "swung in" at a later date (Cost: $???-Kane-GPS)

3. Add ability to handle discontinued items, substitutes and upsell products including US vs foreign (Cost: $???-Kane-GPS)

4. Add fields to the extranet to be able to easily identify companion products (eg. with the cordless circular saw, extra battery packs and extra saw blades)


Phase 3 – Sales AnalysisPhase 3 – Sales Analysis

1. Generate the a database by SIC code, the products sold Including number of orders, total quantity purchased, totals sales value, highest/lowest quantity, highest lowest price and last purchased(Cost: $???-Kane-GPS)

2. Have a report written to be able to print a report to be given to GreenPea’s to help them know the top products to pitch for each SIC campaign


Phase 4 – Implement Design for GreenPeasPhase 4 – Implement Design for GreenPeas

1. Produce a list of products purchased by the SIC code being worked prioritized by historical sales dollar amounts for that SIC code (Cost: $???-Kane-GPS)

2. Generate a call list for the GreenPeas to use from existing and new business lists (Cost: $???-Kane-GPS)

3. Based on the quality of the info on the call that the GreenPeas captures, the quality of the leads that GreenPeas receives will improve

4. Implement a telephone dialer (non-predictive) (Cost: $???-GPS)


Phase 5 – Implement Design for Pro’sPhase 5 – Implement Design for Pro’s

1. Create a system to maximize the success of the Pro with flexibility for different styles include the ability to set general and specific follow-up schedule

2. The main difference from what the GreenPeas will have is that it will include prior sales history

3. Included in history will be frequency of purchases, largest quantity purchased, etc.


Phase 6 – Ongoing ReviewPhase 6 – Ongoing Review

1. Monthly review of changes to this program

2. Provide a suggestion procedures for everyone to provide input on ideas


Fine Points 1Fine Points 1

1) All data to be prioritized so that the most important in on top (eg. biggest seller)

2) Provide for storing of extension numbers and best time to call

3) Maximize ease of use with use of hotkeys and function keys

4) Allow for efficient use of both single or dual computer monitors

5) Allow for in-house and satellite sales operations

6) Provide quick access to accessories and related consumables (eg. Blades, drill bits & battery packs)

7) Use sounds to enhance (eg. a distinctive sound for each sales person when they make a sale) maybe a sound when a call is dialed


Fine Points 2Fine Points 2

8) Use colors for drawing attention to more important data

9) Use of random animated graphics to reduce tedium

10) Security of all data is to be optimized

11) Minimal manual maintenance of campaigns should be required

12) Block GreenPea’s from calling an active Pro’s accounts (Ace Mgt to define rules, on Active Pro’s maybe allow if last sale was more than xx months ago)

13) Alerts as designed by management ( no calls for xx minutes, etc.)


Optional FeaturesOptional Features

Record Salesperson’s side of the conversation for later review

Utilize a keyboard logger to track abnormal usages

Utilize a timeclock program to log time at workstation

Use the prior history report for that customer and the products used by that customer to be able to print a re-order sheet to be attached to the packing slip (probably without prices)

Track birthday’s, anniversaries, spouse/kids birthday’s – so a card could be sent stating that the salesperson is a valued member of Ace’s sales team

Fix area codes in Accountmate, Extranet and existing business lists

Pre-validate that the phone numbers are good for about $0.05 each

Provide for the use of a game controller instead of a mouse


Maintenance ScreensMaintenance Screens

Add/Change/Remove a Product/Pictures/Script/Line Sheet/Catalog entry

Add/Change/Remove a SIC specific Product info

Add/Change/Remove a Prospect

Add/Change/Remove the company announcement

Add/Change/Remove the room manager’s announcement

Add/Change/Remove a salesperson/manager info/options

Add/Change/Remove Product Specials

Add/Change/Remove an SIC code from the campaigns available

Add/Change/Remove Scoring criteria

Add/Change/Remove Animation/Cartoons (keep things interesting)

Add/Change/Remove Sounds/Music when sale is made

Administration system for Suggestions

Administration system for Messages


Maintenance ScreensMaintenance Screens

Control file on hotkeys and function keys customizable by salesperson

Zip Code/Area Code/Time Zone maintenance screen

SIC/NAISC Code maintenance screen


Product Overview

Everyone contributesto improving theSales Process

Upper ManagementUse Tools to

Fine TuneProduct Offerings

Upper ManagementUse Tools to

Fine TuneCampaigns

UpperManagementUse Tools to

Improve Room Mgr’s

Room ManagersUse Tools to

Improve GreenPeas

Pro’sUtilize

GreenPea Info

GreenPeasCapture

Info

Success


How Can I Get the Business Lists for Less Products?

You can get this product from your favorite Dealer

or

GPS Financial Services (aka CMStotheMAX.com and CougarMtnSupport.com)

13337 South Street #352

Cerritos, CA 90703

714 228-5444 Phone

800 531-2944 Fax

email us at: [email protected]

Slide#: 1© GPS Financial Services 2008-2009Revised 07/07/2009 23:24 bl4l 2 SM Telemarketing-Magic.

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Transcript of Slide#: 1© GPS Financial Services 2008-2009Revised 07/07/2009 23:24 bl4l 2 SM Telemarketing-Magic.