1 / 31

Focus on Consultants

Focus on Consultants. Discussion Topics. Why focus on consulting engineers? Repositioning Trane with consultants How to improve our CE relationships? Consulting Engineer Business Discussion Tools Action Plan. Focus on Consultants Why focus on consulting engineers?.

drea
Download Presentation

Focus on Consultants

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Focus on Consultants

  2. Discussion Topics • Why focus on consulting engineers? • Repositioning Trane with consultants • How to improve our CE relationships? • Consulting Engineer Business Discussion • Tools • Action Plan

  3. Focus on ConsultantsWhy focus on consulting engineers? Insert sales office current statistics OR HPAC Magazine Survey of Consultants • Which manufacturer do you specify most? TraneYork 1996 43.5% 5.5% 1999 33.5% 8.5%

  4. Focus on ConsultantsWhy focus on consulting engineers? • Competitive advantage on bid day • Increase commissions • Increase closure rate • Increase market share • Avoid competitive disadvantage on bid day • ICS, ICS, ICS • How about an engineer team? Madison, Chicago, etc.

  5. Focus on ConsultantsPerceptions • How do we perceive consulting engineers?

  6. Focus on ConsultantsPerceptions • How do consultants perceive Trane?

  7. Focus on ConsultantsPerceptions • How do we try to influence a CE’s project?

  8. Focus on ConsultantsWhat is our status with CE’s • Are we named? • Do we get specified some of the time? • Most of the time? • Value added specifications? • Performance based spec on equipment & controls • Trane performance based sequences (ICS)? • Rewrite their sequences • ASHRAE 90.1: Fan pressure optimization requirement

  9. Focus on ConsultantsRepositioning Trane • It is about • Building long term relationships • Adding value…being part of their team! • Systems, controls, & acoustics knowledge • Training young consultants • It is not about • Running selections (reacting to a phone call)

  10. Focus on ConsultantsRepositioning Trane • Focus on the consultant’s success first! • Perception is everything…look for opportunities to be there to help them…not just to influence a job like York, CRR, etc. • Goal: Never go to sell…find a reason to help • It is not about selling, hooks, selections, etc. • Systems’ Knowledge? System Analyzer? • Adding value…being part of their team (EWS)

  11. Focus on ConsultantsRepositioning at an account level So how do we start? Annually! • Target & Qualify one consultant • Are there any skeletons? Wipe the slate clean! • Discuss their needs and our services • How can we do better? • What services do they want from Trane? • Show interest in helping them • Send them a follow up letter & begin to… • Goal: Never go to sell…find a reason to help • It is not about selling, hooks, selections, etc. • Systems’ Knowledge? System Analyzer?

  12. Focus on ConsultantsProactively work projects Blocking & Tackling: • Show interest in their success...Track their projects as they are awarded…now be proactive • Conceptual ideas…early influence pays off! • Conceptual design…2000 tons=(4)500 or (3)667 • Quality control…final review and/or addendums • Submittals, extraordinary service, etc.

  13. How can we add value & get paid • CE Business Discussion: Help them market • System Analyzer • Acoustics • Quality Control • EarthWise System • Creating Business in existing buildings (EWS)

  14. Focus on The CustomerPartnering to Grow Their Business

  15. Focus on ConsultantsFocus on Consultants • So what else can we do to solidify our relationship?

  16. ABC Consulting, Inc.Business DiscussionFebruary 2001 No selling allowed! High level discussion Focus on their success!

  17. ABC Consulting • Discussion: strengths, weaknesses, opportunities and threats • Markets served • Goals for market penetration • Obstacles • Plans to achieve goals • New business opportunities

  18. How can Trane help?

  19. Marketing Tools Develop a past project list and solicit letters/testimonials Create case studies Create business in existing buildings Create an internet presence Enhance your marketing presentation Develop value statements Dedicated sales staff

  20. Marketing Presentation Ideas for ABC Consulting to consider to add value:

  21. ABC ConsultingBusiness Discussion Tool Summary • Change their perception of Trane • Improve business relationship • Early involvement improves closure rates • Help them differentiate with value • Do something different and on purpose!

  22. Additional Relationship Tools • Breakfast with Trane • ENL’s Live & Tapes • New Consulting Engineer Training • Currently being developed

  23. Additional Selling Tools • Product Selling Story • Product Spec Strategies • CompStop Online

  24. back to basicsProductSellingStory

  25. back to basicsSpecStrategy

  26. Metrics • Your Job Tracking Tool: • Modified to include fields tracking spec quality & closure rate. • Access Data Base (Available from RSM) • Quarterly results to regional sales managers

  27. Next Steps • Target & Qualify Consultants to focus on • Submit list of consultants and action plans to RSMgr’s by November 1

  28. Questions or Comments?

More Related