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Your Greatest Sales Management Problems… … and what to do about them! AICC’s 2003 Spring Meeting San Antonio, Texas

Your Greatest Sales Management Problems… … and what to do about them! AICC’s 2003 Spring Meeting San Antonio, Texas. Participants. Bill Baker, Vice President Sales Corrugated Services Forney, Texas Moritz DeFord, Vice President, Sales Bates Container Fort Worth, Texas

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Your Greatest Sales Management Problems… … and what to do about them! AICC’s 2003 Spring Meeting San Antonio, Texas

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  1. Your Greatest Sales Management Problems… … and what to do about them! AICC’s 2003 Spring Meeting San Antonio, Texas

  2. Participants • Bill Baker, Vice President Sales Corrugated Services Forney, Texas • Moritz DeFord, Vice President, Sales Bates Container Fort Worth, Texas • Ted Tomlin, National Sales Manager Wertheimer Box Corp., Chicago, Ill. • Moderator: Bill Routledge, Sales Manager Royal Containers, Ltd., Mississauga, Ontario • Mike Hurley, Sales Manager, Hawkeye Container

  3. Introduction • Overview of Corrugated Market Today • Discussion of Trends as we see them • The top three Problems and what we’re doing about them • Discussion

  4. What a Stagnant Mess! • Lowest levels since 1996 • -5.4% decline in 2001 • Stagnant in 2002 – scant 0.4% gain • Year to date (Feb.), Down .4 % Source: Fiber Box Association

  5. Market Share of Independents • Market share held by independent is eroding over the past six years • From a high of 25.2% in 1998, through 2001 it slipped to 23.5% Source: Fiber Box Association

  6. Trends in our Sales Climate • Overcapacity and fierce competition • Box plant closures haven’t followed mill consolidations • Better informed buyers • They know more about forces affecting our business • Younger buyers with no loyalties or understanding of long-term relationship

  7. Trends in our Sales People • Difficulty in Getting Through • Getting past the gatekeepers and in-boxes • Inexperienced sales people haven’t sold in a down market • Experiences sales people may be coasting….

  8. What do you do about it? • Differentiate • Communicate • Motivate

  9. DifferentiateBill Baker, Corrugated Services • Add unique value to your customer • Examples… • Compete at a higher lever • Customer focus • Performance excellence • Differentiate with people • Teamwork

  10. DifferentiateBill Baker, Corrugated Services • Customer service is a philosophy • Examples… • Value is from the customer’s viewpoint • Customer satisfaction is just as important as the P&L

  11. Communicate Ted Tomlin, Wertheimer Box Corp. • Understand the buyer • The Old-Timer • The No Timer • The Climber • Know what they want • Knowledgeable sales people • Quality • Ease of doing business • Technical support • Price vs. Cost • Performance, etc.

  12. MotivateMoritz DeFord, Bates Container, Inc. • Understanding Sales People • Personality • What motivates? • Failure to sell value • Lack of confidence • Lack of skills • Lack of management support

  13. MotivateMoritz DeFord, Bates Container, Inc. • How the ‘Elite’ Compete • Look at the gap in their own service to the customer • Success = ability to help • Do things well • Confident • Proud but humble • The Successful Sales Rep • House paid off • Kids through college • Place on the lake…

  14. Q & A

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