Winning in Sales

Stop and Assess

• What is your current structure?• What are your current goals?

• Look at:• Pricing structure• Closing Ratios• Dig into the previous leads and customer base• Techniques• New volume discount program!

MODI – Price Adjustments

• MODI 2 will allow you to change the MSRP by a percentage amount

• Many things to consider before you act

What are your current pricing structures?

Consider each of the following components:● Sales Tax● Shipping● Measurement and Installation Fees● MSRP and margins● Discount Programs

Sales Tax

Use Tax Sales Tax

Indow = Tangible property that becomes part of real property

Indow = Separate product/purchase

Calculated on the wholesale price

Calculated as a line item

Often lower rate Often a higher rate than use tax

Shipping

● Typical cost is 8% for high volume, 13% for low

● Allows avoiding conversation around freighto Product holds weight of the valueo Not recommended for new dealers (need a

consistent order flow)

MSRP

● MSRP is publically listed on our site, so you will enter into risky territory if you cannot justify the cost.

● If you feel you have to adjust the MSRP, we suggest no more than 20%, and be prepared to negotiate and come down when appropriate.

MSRP

● Remember to strike a balance to effectively sell

● EX. Adjusting MSRP due to marketingo If only spending 7% towards

marketing, you are not making any sales

o If spending more but you mark the product up too high, you won’t make sales

MSRPThere is an easier way to increase your margins!● Concentrate on getting your sales

volume up in order to hit your sales target to bump margin.

● Encourage high volume sales (over $2500) to get another 10% off MSRP with our *NEW* Volume Discount program

New Volume Discount Program!

● We offer a 10% discount off your wholesale price for all orders over $2500 MSRPo Automatically added in (do not have

to put on estimate)o Great time to reach out to clients

who were offered old volume discount rate

o Contact us about very high volume jobs (commercial) for larger discounts

o Effective on October 6

Measurement and Installation Fees

• New self-install program great opportunity to readdress fees

• New admin controls in MODI will make fee controls easier than ever

Measurement and Installation Fees

How to calculate?o Usually 5 minutes/window to

measure but could be 10-15 minutes when starting out and learning

o Incorporate travel time, usually 1 hour

o Round down a bit on price because anything over that first hour will not have travel time built in

o Set a minimum of 1 hour worth of measurements

o Apply our formula…

Measurement and Installation Fees

● Average travel time + windows/hour x labor rate = measurement fee per windowo Ex. 1 hour travel + 1 hour

measurement (6 windows) x $50 = $100/6 windows = $16.60 but round down = $15 a window with a $90 minimum

● If offering installation services, same formula but it will often be 10-15 minutes a window

Looking at your closing ratios

● Average closing time = 50 dayso Can sometimes range up to 100-200 dayso Aug 2014 = 42.38 days

● We are not a 1 call close company! 1 call close companies have…o Low repeat businesso High employee turnovero Pay a lot for bad leadso Every day they start over

Looking at your closing ratios

● We are a product that builds relationshipso You become their window and comfort advisoro Huge cross selling possibilities

● 33% of estimates become saleso If you run 3 calls and do not follow up, you lose a saleo You have also increased lead cost 30%

Effectively communicate and sell

● Organize your lead communicationo Have a CRM in place to log leadso Every lead should have a task and a reminder

and do not stop until you get an answero Utilize MODI’s new features for lead tracking

Effectively communicate and sell

● Phoneo 6-7 phone calls to follow upo 1 minute call to leave a

message = $5 investment vs. $30-$40 for a new lead

● Emailo If you have a number, CALLo Use thoughtful templates that

you optimizeo 6-7 emails to follow up

Going back to your lead base

● Newsletters to your business’ customer baseo Use the

templates on the Dealer Resources Pageo Specials and discountso Fear of losing out (seasonal switches)o Helpful hints (reseating for the winter)

● Email and call outstanding Indow leads in storageo Fear of losing outo Indow company news or new case studieso 6-7 emails to follow up

Expand your lead base

• If you want to hit a sales goal you have to generate new business. Our organic traffic alone is not enough to hit your targets

• Packages that make it easy• Networking resources to help guide

you

How much should I spend?• $60,000 annual sales goal

($15000/quarter) = $1500 average sales size = 40 sales = x3 (33% closing ratio) = 120 leads

• Lead cost ranges from $20-$50 and decreases the more you do

• $40/lead cost = $4800 spend = GOLD Marketing package of $1200/quarter

• 8-10% of sales goal should be marketing budget

What are your techniques?

● Have an internal process for lead flowo Utlize lead qualification

sheet and sales guideo Know how

email templates incorporate

What are your techniques?

● Take our new sales trainingo Videos and presentations with sales techniqueso Completion will enter you in a raffle for a $200

cash prize● Take the Indow Pledge