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Central Dauphin School District

Central Dauphin School District. Account Plan. Who is: Central Dauphin School District. The District serves approximately 11,500 students in kindergarten through twelfth grade. It is the 13 th largest district in Pennsylvania.

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Central Dauphin School District

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  1. Central Dauphin School District Account Plan

  2. Who is:Central Dauphin School District • The District serves approximately 11,500 students in kindergarten through twelfth grade. It is the 13th largest district in Pennsylvania. • The District consists of nineteen school buildings, with a combination of aging and new facilities. There are two High Schools, four Middle Schools, and thirteen Elementary Schools. • With a District comprised of nineteen schools spread over 118 square miles, communications, transportation and consistency are key issues. • Central Dauphin is renovating the four Middle Schools presently, and has plans to upgrade the Elementary Schools in the near future. 

  3. The Trane Account Team • Jack Gornik Account Team Manager • Kirk Jones Direct Sales • Sterling Thompson Service Team Leader • Joel Gerace Acquisition Leader • Mike Ulsh Equipment Sales • Dave Schwartz Service Technician • Mark Wagner Contracting Leader

  4. Organizational Chart

  5. Customer Relationships • Partner firms • Trane • Chevron • External Influencers • Eastern Air Balance • Competition • Chevron?

  6. Goals and Tactics • Involve District with completion of the Middle School renovations. • Tactic:Develop bi-weekly meetings with District staff to button up projects. • Account Team: Jack Gornik, Mark Wagner, et al • Targeted Completion: 12/31/07 • Expand the Tracer system into the remaining twelve Elementary Schools (one is already a Tracer building). • Tactic:Partner with Gil Tunney to press Chevron for this connectivity. • Account Team: Jack Gornik • Targeted Completion: 11/30/07

  7. Goals and Tactics • Sell up to Tracer ES. • Tactic:Continue to discuss value to the District. Show Chevron the Monitoring and Verification advantages. Have District pressure Chevron. • Account Team: Jack Gornik, Sterling Thompson • Targeted Completion: 12/31/07 • Expand scope of recently sold BAS2Service contract. • Tactic:Use the Elementary and ES expansions to enhance contract. • Account Team: Jack Gornik, Dave Schwartz • Targeted Completion: 6/30/08

  8. Financial Plan • Outline a high-level financial plan that defines your financial model and pricing assumptions.

  9. Key Issues • Near term • Excellence in communication and execution by the Contracting group. A task made difficult by the insular nature of the Chevron relationship. • Increasing the Account Manager contact • Long term • Expand the network of relationships within the school district, so that in the event of personnel changes the Trane preference is maintained.

  10. Value Statement • Trane provides the District with the technology, service and support and it needs to ease the costs and pains of expansion and improve the quality of the District’s educational experience.

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