TE CANDLE         GGROUP                                           

                                                        "Always Use Rule Number 6"

                                                    

 

MID AMERICA INTERNATIONAL TRUCKS

 

2007

 

" CREATE DIAMOND PERFORMANCE!"

 

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ATTRACT ATTENTION

(Experiences makes working through solutions fun)

 

1.  Increasing Productivity

2. Making Ideas Fit

3. Observe the Blind Spots

4. Define and Clarify where we're going

5. Going through change

6. Get pumped up and stay focused

7. Making Big Money

8. Pokers Make Money Disappear

9. Self Improvement - Self Investment

10. Goal Setting - Hitting The Organizational Target

11. You're The Star

12. Make a Commitment, Stick Your Neck Out

13. Be Prepared

14. Take a Gamble

15. Break Bad Habits

16. Change Your  Colors

17. It's All Good News!

 

TRANSFORMATIONAL CHANGE

 

 

1.      CALL ON MORE ACCOUNTS

 

2.      GET MORE SALES OPPORTUNITIES

 

Goal:  3.      CLOSE MORE DEALS

 

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A. EXAMINE CURRENT ACCOUNT PERFORMANCE IN 2006

        (See Excel Charts)

 

B. ANALYZE THE RESULTS

        Not productive enough within the account

          Not active enough in Light, Medium, Heavy, Severe Service Markets

 

C. DETERMINE THE PROBLEM

          Contact system used as an address book

          Contact system used as a task scheduler

          Contact system is used to keep up with notes.

          System does not assist in tracking # of deals in sales funnel, goals within an account, actions within account, etc.

 

D. TACTICS:  CREATE A STRATEGY - We need a system that will allow:

        1. Use a collaborative approach to account development with oversight ability that helps sales staff function at optimum productivity levels by identifying more potential opportunities, understand what course of action to take, and convert more leads into satisfied customers.

        2. A strategy development within particular account that increases business intelligence that lead to more RFP's.

        3. A means to track the Key Performance Indicator (KPI) tactics and day to day activity to our organizational objective.

        4. Visual scorecard interface to

observe overall deals within the development funnel and the sales funnel that helps management evaluate the effectiveness of the sales channel.

        5. Track and measure sales calls and sales call frequency for target objective and compliance to organizational goals.

 

E. SELECT THE RIGHT CRM SYSTEM APPROACH

        1. Interview software system vendors

        2. Pilot the vendor (s) software for best solution

        3. Select the vendor software solution

F. COST OF CRM SYSTEM

        1. Microsoft Dynamics 3.0 is part of our license agreement that we've (DCI) have purchased.

        2. Karmak server upgrade is necessary, which we have asked them for a way around this obstacle.

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G. COMMUNICATE THE SYSTEM TO SALES STAFF 

    FEATURES & BENEFITS - Web-based, process oriented, visual integration, collaborative, account management tool,  Microsoft developed, compliant with IT&EC, short learning curve.

    ADVANTAGES & VALUE - Manage accounts better, Manage truck deals better, Get on more deals, close more deals, make more profit, make more income.

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Now, Do The Work!                 MAKE THE SALES CALLS

"Rule Number 6"

Two prime ministers are sitting in a room discussing affairs of state. Suddenly a man bursts in, apoplectic with fury, shouting and stamping and banging his fist on the desk. The resident prime minister admonishes him: "Peter," he says, "kindly remember Rule Number 6," whereupon Peter is instantly restored to complete calm, apologizes, and withdraws. The politicians return to their conversation, only to be interrupted yet again twenty minutes later by an hysterical woman gesticulating wildly, her hair flying. Again the intruder is greeted with the words: "Marie, please remember Rule Number 6." Complete calm descends once more, and she too withdraws with a bow and an apology. When the scene is repeated for a third time, the visiting prime minister addresses his colleague: "My dear friend, I've seen many things in my life, but never anything as remarkable as this. Would you be willing to share with me the secret of Rule Number 6?" "Very simple," replies the resident prime minister. "Rule Number 6 is 'Don't take yourself so damn seriously.'" "Ah," says his visitor, "that is a fine rule." After a moment of pondering, he inquires, "And what, may I ask, are the other rules?"
                                                                                                                                                                                                                                              "There aren't any."