How to be Successful

1. How to be Successful • Brian Forte Mitchell 1/Snap-on CONFIDENTIAL

2. How to be Successful as a Mitchell 1 Rep Get Organized Learn your Market Learn your Products Prepare to Succeed Work your Calendar Generate Referrals Measure your Progress

3. Determine which CRM system to use • Sales Logic • Microsoft Outlook • Act by Sage 1. Get Organized

4. CRM SYSTEM’s • Sales Logic • Provided by Mitchell 1 FREE !!! • Evolving Product Designed for ISR’s • Access from anywhere Internet is available including smart phones • https://eslx.mitchell1.com/SlxClient/Login.aspx 1. Get Organized

5. CRM SYSTEM’s • Microsoft Outlook • Limited Technology • Functional System but time consuming 1. Get Organized

6. CRM SYSTEM’s • Act by Sage ® • Complete Solution • Integrates well with map’s, google, Outlook, and E-Marketing Solutions • Create and Save easily linked templates (Newsletters, Emails, Quotes) • Data importer and exporter for easier list’s (Excel lists) • Save and Track Client history (including complete emails as Attachment) • M-1 Goal to get Sales Logic (created by Sage) to this level of CRM 1. Get Organized

7. CRM SYSTEM’s • Act by Sage ® • Complete Solution • Integrates well with map’s, google, Outlook, and E-Marketing Solutions • Create and Save easily linked templates (Newsletters, Emails, Quotes) • Data importer and exporter for easier list’s (Excel lists) • Save and Track Client history (including complete emails as Attachment) • M-1 Goal to get Sales Logic (created by Sage) to this level of CRM 1. Get Organized

8. Research your Territory for Suspects • Sales Logic • Google Search • Auto Repair Shops • Truck Repair Shops • Dealers (Used and New) • Fleet Service • Technical School’s • Yellow Pages.com • Sales Genie • State Website 2. Learn Your Market

9. Research your Territory for Suspects • Add all Suspects into your 1 CRM system. • Organize by Market (county and zip) • Map Suspects 2. Learn Your Market

10. Research your Territory for Suspects • Add all Suspects into your 1 CRM system. • Should have a minimum of 2500 per Territory 2. Learn Your Market

11. Research your Territory for Suspects • 2. Organize by Market (county and zip) 2. Learn Your Market

12. Research your Territory for Suspects • 3. Map Suspects 2. Learn Your Market

13. Management – Estimating – Repair - Marketing - Add-On’s • New Rep Training nrt120.com (veteran’s should review as well) • Product Training Video’s • RepHelp.com • Manager Forum • Performance Center • RepairCert.com 3. Learn Your Product’s

14. Entrepreneur Attitude • Set Goals • Dress for Success • Understand Budget • Understand Bonus Plan 4. Prepare to Succeed

15. Entrepreneur Attitude • Believe you will Succeed (You have everything you need) • Knowledge will give you Confidence • This is YOUR Business (Not a JOB) • In Business for Yourself but not BY YOURSELF • Continuing Education (Books, CD’s, Functions) • Your ATTITUDE will determine Your ALTITUDE 4. Prepare to Succeed

16. Set Goals • GET “SMART” • When Setting Goals • Specific • Measurable • Action Plan • Realistic • Time Specific 4. Prepare to Succeed

17. Dress for Success • You ONLY have 1 Chance for a • GOOD FIRST IMPRESSION • Clean Shaven • Dress 1 level above Prospect • Represent Yourself • Represent Mitchell 1 4. Prepare to Succeed

18. Understand Budget • Review Daily, Weekly & Monthly Goals every Day • Review your Budget Daily • Adjust your Actions as needed to Succeed • Don’t neglect Renewal’s (could be as much as 40% of income) 4. Prepare to Succeed

19. Understand Bonus Plan • Can Make up for 10% + of your Income • Target your Budget plus $4700.00 every month • Must be at 95% in Total Quarterly Budget to Qualify • 1 of 3 Targets @ 100% 2% • 2 of 3 Targets @ 100% 4% • 3 of 3 Targets @ 100% 6% • Bonus Accelerator • Exceeds Quarterly Sales Volume by $3000-$9000 2% • Exceeds Quarterly Sales Volume by $9001-$14000 4% • Exceeds Quarterly Sales Volume by $14001 or greater 6% 4. Prepare to Succeed

20. If you FAIL TO PLAN / You should PLAN TO FAIL • Schedule Phone Calls • Schedule 10 Cold Calls per Day • Schedule Follow Up’s • Schedule Presentation’s (normally done on the go) • Schedule Manager Training’s (1 hour per week for 4 weeks after Install) • Schedule Current Client Goodwill Visit’s • Work Geographically (work zip codes when possible) 5. Work your Calendar

21. If you FAIL TO PLAN / You should PLAN TO FAIL 5. Work your Calendar

22. If you FAIL TO PLAN / You should PLAN TO FAIL • Schedule Phone Calls • Schedule Presentations • Schedule Partner Meeting’s and Ride-A long's • If you want a better closing rate NO PHONE FOLLOW-UPS • It is much easier for a Prospect to Say No over the Phone 5. Work your Calendar

23. If you FAIL TO PLAN / You should PLAN TO FAIL • Schedule 10 Cold Calls per Day • Schedule by Zip Code’s • Use a map program to keep you efficient 5. Work your Calendar

24. If you FAIL TO PLAN / You should PLAN TO FAIL • Schedule Follow Up’s • Go Back and see Prospect • Overcome Objections • I know how you feel, I had felt the same way but this is what I found. • Ask 3 question’s • Do you see how this tool will make you $$$ ? • Do you see how this tool will save you time ? • Do you want to join the 40% of the shops that use this tool ? • ASK FOR ORDER ! • Be prepared with Contract already done ! • Is there any reason for us not to get started and Schedule your Installation and Personalized Training ? 5. Work your Calendar

25. If you FAIL TO PLAN / You should PLAN TO FAIL • Schedule Presentation’s • Know your calendar and be flexible to Schedule the $$ Making Appointment’s • Be Prepared to show all products at time of Appointment (Manager, Estimator, Repair, Social CRM & Bolt-On) • Show all whenever possible so that Prospect knows we have it when competition calls ! • At Presentation • ASK FOR ORDER • 3 Yes Questions • ASK FOR REFERRAL’s • Don’t be afraid to tell prospect that you recently set up his competition down the street. (Fear that competition has more then him) 5. Work your Calendar

26. If you FAIL TO PLAN / You should PLAN TO FAIL • Schedule Manager Training’s • 1st Week Schedule 3 hour’s Installation and Training • Basic work flow and set up Partner Credentials and set up 2 canned job’s. • ASK for REFERRAL’s • 2nd Week Schedule 1 hour • Review Invoices and History • Go over reports • Teach Part Kit’s and more Canned Job’s • ASK for REFERRAL’s • 3rd Week Schedule 1 hour • Verify System Knowledge • ASK for REFERRAL’s • 4th Week Schedule 15 minutes • ASK for REFERRAL’s 5. Work your Calendar

27. If you FAIL TO PLAN / You should PLAN TO FAIL • Schedule Current Client Goodwill Visit’s • Schedule 15 minute appointments • Give Support and talk about new products • Set Up with ProDemand and review with client • Validate everything going alright. • It is best to stop by at least once every 3 months • Shops will not buy if you only go by to SELL. • Renewal’s can count for as much as 40% of your income ! • People Don’t Care How Much You Know • Until They Know How Much You Care !!! 5. Work your Calendar

28. Communicate with Parts Partner’s ( O’Reilly, CARQUEST, Uni-Select ) • Have lunch with Outside Sales Reps and educate on our Product’s • Ride A long's with Parts Partner’s • Schedule Parts Partners to Ride Along • Join ASA or other Auto Group’s • Always ask Current Client’s for Referral's (Offer Incentives) • Chamber of Commerce or Other Networking Group’s • Set up Your Own Facebook Page • Send out Email Updates 6. Generate Referrals

29. 7. Measure your Progress

30. 7. Measure your Progress

31. THANK YOU!! REPAIR MARKET MANAGE