Dealer Basics - syntheticwarehouse.com Tech Group/Dealer... · Ordering Product • Corporate Support ... The retail catalog is an excellent tool to advertise their business and the
46
Dealer Basics Presented by: Brian Lammi, Field Sales Representative
Dealer Basics Presented by: Brian Lammi, Field Sales Representative
Presenter
Presentation Notes
Introduce self. Today we’re going to review the, wait for it, “Basics”. We’re going to cover the ground level of becoming a dealer. That will include tools, tips, and training to help get you prepared to be as successful as you can be in your new business. Write down questions for after presentation.
• Business Manual • Programs
• Business Models • Everyday Tools
• Online • Competition • 7 Steps to
Success
DEALER BASICS - OUTLINE
2
Presenter
Presentation Notes
Go thru the steps needed for the road to success. We will review the key tabs in the G700 business manual. We will review the different programs such as ROTS and Commercial Accts. We will discuss the different business models that Dealers can adopt and some of the key things to think of when creating your own business. We will go over some of the everyday tools that dealers need to be aware of and be able to access as they run their business. We will discuss some tips on how and how not to use the internet. We will review some easy ways to stay current with our competition. We will finish up by reviewing the 7 steps to success when presenting to a potential account.
U.S. G-700, Canada G-8700
A Must Have
Your “Smartphone”
Filling your gas tank a gallon at a time
BUSINESS MANUAL
3
Presenter
Presentation Notes
The G700, A must have for every AMSOIL Dealer. This is your primary source of information emphasize that the G-700 is the foundation material This is your AMSOIL Owner’s manual, playbook, road map and bible all in one binder. In that respect it is just like your Smartphone. If you had to chose just one item to help you succeed in your AMSOIL business it would be the G700. Imagine you’re going on a road trip. Instead of filling up at the gas station before hand, you’re only going to get a gallon at a time. You’ll drive for a few miles, stop, fill up, drive a few miles, stop, fill up…repeat. You’ll get to your destination, but it’s going to take a whole lot longer to get there. The G700 is your full tank of gas to get you started on your journey.
…Begin
…Administrate
…Promote
…Sell
…Sponsor
“HOW TO…” TABS
4
Presenter
Presentation Notes
Think “How do I…Begin or Sell, or promote…”This is where you should go to get the information you are seeking. 90% of the information you need is in the How To’s. You may even find a section that you didn’t know was there or had forgotten about.
THE “DETAIL” TABS
5
• Features and Benefits
• Catalog Program
• Retail Program
• Commercial Program
• Altrum Division
• Awards and Incentives
• Marketing Plan
• Misc
Presenter
Presentation Notes
These sections get into the nitty gritty of programs and regulations that need to be followed.
• History
• Company
• Products
• Opportunity
• Ordering Product
• Corporate Support
HOW TO BEGIN
6
Presenter
Presentation Notes
Let’s Start at the beginning with the How to Begin Tab. Start with a strong foundation. Knowing the products isn’t enough to really succeed. Customers and especially accounts want to know about AMSOIL and they want to know about YOU to ensure they are buying from some place that is reputable and established. This piece provides the high-level basics on these subjects, which are also covered in more depth in other sections. This is a great time to start developing your own AMSOIL story. As you read thru this piece try and think about what your story will sound like. Along with the company history this piece also briefly discusses our products and how to order them the different opportunities etc…
• Customizing YOUR Business
• Compensation
• Sponsoring Preferred Customers
• Streamline Your Business
• Shipping
• Be Sure to Take the Sales
Administration Class
HOW TO ADMINISTRATE YOUR BUSINESS
7
Presenter
Presentation Notes
This is another must read. Issues like sales tax, business insurance, dealership renewal and computer packages available from AMSOIL Take the Sales Administration Basics class. walk you through the various processes at AMSOIL Attention to this aspect early on in your business will pay dividends far into the future. will allow more of your dedicated AMSOIL time to be spent on selling rather than paperwork. The formation of good business habits early on will make it much easier as you grow.
• What is Business Promotion
• External Promotions
• Internal Promotions
• AMSOIL Resources
• Other Resources
HOW TO PROMOTE YOUR BUSINESS
8
Presenter
Presentation Notes
Promoting your business is essential to its growth. external promotions, such as electronic or radio passive such as a magnetic door sign for your car or wearing AMSOIL clothing. Mix your promotions Internal promotions are those that help build your downline. Co-op meeting opportunities or other general co-op like race sponsorships or trade shows, etc.
• Preparing For a Presentation
• Lubricant Intro
• Filters Intro
• Sales Opportunities
• Know the Facts
• Questions about AMSOIL Synthetic Motor Oils
• Five Reasons for Quality (premium)
• Stay Informed
HOW TO SELL
9
Presenter
Presentation Notes
core information and benefits needed to sell AMSOIL products. the next building block in the process of understanding AMSOIL, our products and the Multi-level marketing framework. A prepared Dealer will spend some time researching the prospects business and try to anticipate potential issues, problems or objections. Put yourself in the shoes of the prospect. ask yourself “So What” after a benefit statement. commonly asked questions about AMSOIL and our products.
• What is Sponsoring
• Why Should I Sponsor
• Where Do I Find Prospects
• Who Should I Sponsor
• How Do I Sponsor
HOW TO SPONSOR
10
Presenter
Presentation Notes
This is perhaps the most critical for Dealers to firmly understand. solid foundation for growth. Al Amatuzio said the key to success in this business is to Sell and Sponsor. Sell for today, sponsor for tomorrow. Selling is an activity that needs to be done every time you want or need to generate cash. Sponsoring is a one-time act that pays cash for many years to come. Sponsoring helps you to recession proof and activity proof your business and income. This is a good time to start thinking about your approach to growing your AMSOIL business. inability to maintain and motivate an active downline. By active downline, foster an active downline is to be sure and sponsor those who you feel truly have the basic personal skills needed to be successful in sales. Some start as PC and maybe become a dealer down the road
• What is a Feature and what is a Benefit? • What does the difference mean? • Which Product? How Much?
FEATURES AND BENEFITS
11
Engine Lubricants Suspension/Fork Fluids Chaincase Lubricants Drivetrain Lubricants Wheel, Chassis, Fith-Wheel and Off-Road Lubricants Machinery and Equipment Lubricants Engine Air and Oil Filters
Oil Analysis Fuel Additives Cleaning and Protecting Products Engine Coolant Brake Fluid Power Steering Fluid Appearance Products
Presenter
Presentation Notes
features of our products differ greatly, some of the benefits extend throughout the line most common being: Wear protection, Heat Control, Sludge prevention, Cost savings etc… tailoring your presentation to the potential customer. spend some time researching the prospects business and try to anticipate potential issues, problems or objections. Remember, a feature is an attribute or characteristic and a benefit is the usefulness that is derived from that feature. A benefit has an emotional connection.
• Retail Catalogs (G100 / G300)
• How You Earn Money
• Distribution of Catalogs
• Making the Catalog Work
• Administrative Notes
• Ordering Catalogs and Accessories
HOW TO USE THE CATALOG PROGRAM
12
Presenter
Presentation Notes
The retail catalog is an excellent tool to advertise their business and the products in a small, inexpensive full color catalog. also available in an electronic form. purchases through this catalog, purchase at full retail and AMSOIL pays you the cash profit between wholesale and retail as well as the commission credits. AMSOIL produces this catalog twice a year, once in the Spring and once in the Fall. be sure to order personalized labels thru the print center catalog customer orders over $100 get free shipping. Another way to help grow this part of your business. $117 to become PC
• Qualifying Accounts
• Choosing a Market
• Preparation
• Making the Sale
• Fact-Finding in Retail Accounts
• Administration of An Account
HOW TO USE THE RETAIL PROGRAM
13
Presenter
Presentation Notes
Retail accounts can take many forms. traditional auto parts stores or quick lubes non-traditional like hardware or building supply stores. Dealers often focus on Retail accounts because these businesses already sell lubricants and are thus easier to approach, not necessarily easier to sell, but approach. Because of this, these accounts also represent the biggest source of Dealer interference. consider the needs of any potential account before you approach them. What level of service will you be willing or able to provide them? Many ROTS accounts want you as a Dealer to offer the same level of service they get from their other vendors. They may expect you to manage inventory, ordering and displays others are a self-service account with limited contact. honestly discuss what there expectations are and commit yourself to meeting those expectations.
• Commercial Account Definition
• Compensation
• Choosing the Right Market
• Being Prepared
• Making the Sale
• Administration of An Account
HOW TO USE THE COMMERCIAL PROGRAM
14
Presenter
Presentation Notes
How are commercial accounts defined. business that will use AMSOIL products in their business only, with no potential to resell the product directly or as part of its service. not all small businesses qualify as commercial accounts. if it is a formal business with a company name, a physical location (not their home or garage) and they advertise they most likely will qualify. If they don’t the PC or Dealer program is the correct choice. Don’t forget about the benefits of cultivating a strong referral base. Great for developing new business opportunities. The relationships you build by providing these accounts with great products and Customer Service can gain you access to the other business that they deal with.
• Altrum
• Awards and Incentives
• Marketing Plan
• Misc.\Admin.
OTHER INFORMATION
15
• Dealers gain knowledge and skill through education and increased Dealer Zone activity.
• More prospects are contacted and receive professional service.
• More people buy AMSOIL products.
• The credibility of the Dealer network is enhanced.
• Dealers achieve greater business and financial success.
T-1 CERTIFICATION
16
• Co-op Opportunities • T-1 Certified Dealers who meet additional earnings and
sponsorship requirements are eligible for the following additional benefits:
• Free AMSOIL-Issued Leads
• Inclusion in the online Dealer Locator on the AMSOIL corporate website
T-1 CERTIFICATION BENEFTS
17
Presenter
Presentation Notes
AMSOIL offers several co-op programs that provide financial or product assistance to Dealers. Co-op opportunities include Dealer meetings, racing sponsorships, oil analysis for commercial accounts, trade show literature, trade show fees and the purchase or rental of trade show displays/booths. AMSOIL offers several co-op programs that provide financial or product assistance to Dealers. Co-op opportunities include Dealer meetings, racing sponsorships, oil analysis for commercial accounts, trade show literature, trade show fees and the purchase or rental of trade show displays/booths. Many people looking for AMSOIL products start at www.amsoil.com. The “Find AMSOIL Products Near You” button allows users to locate the 20 closest eligible AMSOIL T-1 Certified Dealers from the zip code of their choosing.
In order to become a T-1 Certified AMSOIL Dealer, you must meet the following qualifications:
•Have Internet access and an email account •Maintain an active Dealer Zone address •Read the T-1 Certification material and pass the T-1 Certification
test with a minimum score of 90 percent •Maintain eligibility (for inclusion on the Dealer locator and to receive
leads) by meeting simple sales, sponsorship and lead follow-up goals.
QUALIFICATIONS
18
Additional Eligibility Requirements T-1 Certified Dealers must meet some simple, performance-based eligibility
requirements to receive leads and appear on the Online Dealer Locator. There are two options by which Dealers can maintain eligibility:
Option 1: Earn a minimum of $10 in commissions in the last six months and have at
least one new, personally sponsored customer (Dealer, PC, RA, CA) in the last six months.
Option 2: Earn a minimum of $10 in commissions in the last six months and have at
least five current, personally sponsored customers (active Dealer/PC, protected CA/RA).
Once they have qualified to be T-1 Leads Certified and active on the Dealer Locator,
the Dealer has a responsibility to provide timely attention to the T-1 issued leads they receive in order to maintain their leads eligibility.
ELIGIBILITY REQUIREMENTS
19
20
Personal Retail Sales
Catalog Customer
Dealer and Preferred Customer
Retail
Commercial
Save 10
AMSOIL PROGRAMS
21
Presenter
Presentation Notes
Personal Retail Sales – You buy and resell. You keep the cash profit in the amount of what you sell above what you paid. You also receive the commission credits for the products you purchased. This is a great way to get started and also demonstrates the benefits of working closely with a local DJ that may be running a larger home warehouse. When customers require products that you may not have on hand, you need to have a fast solution available to keep them coming back to you. Catalog Customer – They purchase direct from AMSOIL at Suggested Retail. You receive the difference between wholesale and retail pricing plus the Commission Credits. MLM – You register Dealers and Preferred Customers. They purchase and you receive the override commission on their Commission Credits combined with yours. Growing this portion of your business can be best way to secure an income into the future. Retail – You register a business that will re-sell the products packaged or installed. They purchase the products, you receive the published Cash and Commission Credits. This can be a great way to generate income but can also require the most effort on your part. Be sure you are meeting the expectations of your ROTS accounts in order to maintain a profitable relationship. Commercial – You register a business that uses the product in their equipment with no-resale opportunity. They purchase the products, you receive the published Cash and Commission Credits. Just as before, don’t forget about the referral power of these accounts. Save 10 – Your Dealers and Preferred Customers who don’t renew their membership are automatically entered in the Save 10 program. They purchase at Suggested Retail less ten (10%) percent. You receive the difference between the wholesale and Suggested retail less 10% and the Commission Credits.
Home Warehouse
Internet, On-line Sales
Trade Show
Retail
Commercial
Preferred Customer
SUCCESSFUL BUSINESS MODELS
22
Presenter
Presentation Notes
Home warehouse. Be a people person and available. Understand customer needs and order patterns. Follow-up and follow-through are essential. Spend time training your downline so they know how to move product. Have product on hand. This model can be great for generating cash but also requires quite a bit of attention. Internet. Learn to convert contacts and leads into customers.. Respond quickly to electronic inquiries. Potential customers using the internet will expect a response right away, they are actively shopping and will most likely purchase from the Dealer who responds the quickest. Send requested information and follow up on a continual basis. Lubedealer.com websites. E-commerce through AMSOIL.com Retail. Maintain constant customer contact, provide full service. Your ability and availability to deliver products are key to your success. A willingness to stock product and handle emergency deliveries will create a professional image in the eyes of your customers. You should schedule training classes for the retail account employees and stick to it. “An Advocate” in the store. Always sell, then resell, and remind the account why they have AMSOIL on the shelf in the first place. Try and encourage store employees to use AMSOIL products themselves. Who knows, maybe that employee will be your next PC or Dealer. Commercial These are everyday businesses all around you. Learn about the company and equipment, be prepared to make recommendations. Know the competition, what makes AMSOIL unique? Present yourself as a problem solver. Follow through on appointments and commitment. Don’t chase smokestacks (large companies). Know your limitations on what you could realistically handle. Trade Show. Essential to be a people person. Make it about them not you. You need to convert leads into customers and your follow up is crucial. Involving your personal group or spouse for booth assistance and training is an excellent idea. Learn “face to face” time management skills. Organizational and advance planning skills are real time-savers also. Preferred Customer You need to provide education at time of registration or during follow-up. A regular review of your PC’s purchases for Dealer upgrade potential can help to grow your downline. Encourage them to sell the product so they can see the potential. Keep them included by inviting them to your Dealer meetings.
EVERYDAY TOOLS
23
Information Series
Field Sales Tools
Bus. Development Tools
G1312 Lit. Pack
G1490 Product Chart
Webinars / Presentations
Dealer Zone
Presenter
Presentation Notes
tools available to Dealers in the Dealer Zone. continually adding more tools to help you to grow your business. available for you to download at your convenience by establishing a Dealer Zone account.
EVERYDAY TOOLS
24
Dealer Business Blueprints
Testimonials
Studies
AMSOIL University
Home Study Materials
ASK AMSOIL & FAQs
Dealer Zone
Dealer Zone
25
Presenter
Presentation Notes
If the information you’ve gotten so far are your tools, the Dealer Zone is your tool box. This will be your most important source of information, updates, and ideas to help with your business. The next few slides we’ll do a quick overview of just some of the contents in the zone.
My Business Tab
26
Presenter
Presentation Notes
The “My Business” tab is like your administrative assistant. Payments, reports, product transfers can all take place here.
Ordering Tab
27
Presenter
Presentation Notes
Keep track of your orders or review old, you can do it all in this space. If you heavily order some of the same products all the time, you can quickly reorder from here.
Services Tab
28
Presenter
Presentation Notes
The Business support area, find all those items that will help support your business
Training Tab
29
Presenter
Presentation Notes
Full of learning opportunities. Videos, presentations, blogs, T-1 certification, a must use resource!
Business Tools Tab
30
Presenter
Presentation Notes
Advertising tools, literature, technical information
31
The AMSOIL Corporate Website
Personal Website
Social Media
Facebook
Twitter
YouTube
The Online World
32
Presenter
Presentation Notes
Resources of information Resources for sharing information
• History and Products
• Product Data Sheets
• Competitive Strengths
• Competitive Weaknesses
• Develop Short
Responses
COMPETITION
33
Presenter
Presentation Notes
notsuggesting that you need to become experts on the other lubricant and MLM companies. Or spend lots of time researching them. broad brush approach in developing a base of knowledge. When you are faced with the need to know more, then you can take the need time to do more in depth research and analysis.
Pennzoil – www.pennzoil.com Quaker State – www.quakerstate.com Red Line – www.redlineoil.com Royal Purple – www.royalpurple.com Shell – www.shell.com Valvoline – www.valvoline.com Schaffer Oil – www.schaefferoil.com
Presenter
Presentation Notes
This is not an exhaustive list just a representative one. Again, we don’t suggest that you spend lots of time at these sites just get to know them and how to extract information from them.
• G3115 A Study of SAE 5W-30 Synthetic Motor Oils
• G3086 Diesel Fleet Fuel Economy in Stop-and-Go City Driving Conditions
• G3039 INTERCEPTOR® Synthetic 2-Stroke Oil for Ski-Doo® Rotax® E-TEC®
Engines
• G2968 Marine E-TEC™ Field Study
• G2904 Diesel Fleet Fuel Economy Study
• G2543 AMSOIL P.i. - A Study in Performance
• G3118 Las Vegas Taxi Cab Field Study
• Many more at AMSOIL.com/performancetests.aspx
THE KINGS OF COMPARISON
35
Presenter
Presentation Notes
we like to think of ourselves as the “Kings of Comparison.” only lubricant manufacture to pay for and publish independent testing of our products against other manufacturers. costs us several hundred thousand dollars, so don’t let anyone tell you that we made up the data or we did it ourselves. We couldn’t include every brand or even every product of a brand but the sampling is very representative and demonstrates that our products perform as they say we do. All of these are available on our website or can be purchased.
Industry websites: www.lubeconnect.com www.lngpublishing.com www.ilma.org/resources/links.cfm
Other helpful sites: www.noria.com www.lubrizol.com
Presenter
Presentation Notes
You will want to bookmark the ILMA link as it contains a long list of industry related links all in one place.
37
7 STEPS TO SUCCESS
Follow-up Asking For the Order Handling Objections/Negotiations Presentation Learn About Your Prospect Introduction and Opening Planning and Preparation
Presenter
Presentation Notes
We will wrap up by talking about the seven steps to success when planning and presenting to a potential account.
38
PLANNING & PREPARATION
Set a Goal
Research Your Prospect
Product Knowledge
Plan Your Presentation
Presentation Materials
Presenter
Presentation Notes
can be a bit daunting because everything is new to you. As you do more research, learn more about the products, learn more about a specific industry, this part of the process will take less time. focus in on the individual customer situation, define it and develop your presentation and materials fairly quickly. Have electronic presentation or handouts ready in advance
39
INTRODUCTION & OPENING
Introduce Yourself Clearly
Be On Time and Don’t Exceed Time
Ask to Take Notes
Smile
State Your Objectives
Presenter
Presentation Notes
You never get a second chance to make a first impression. Sometimes your next objective is as simple as getting the next meeting and moving the sales process along.
40
Ask Open Ended Questions
Uncover Needs of Business
What Their Expectations Are
Be Quiet and Listen
Active Listening
Take Notes
INTERVIEW FOR SUCCESS
Presenter
Presentation Notes
gather a fair amount of information on your own before the meeting. ask here are refining questions and fill-in-the-blank questions. They expect that you have done some leg-work and are somewhat prepared. The purpose of asking questions is essentially freeing the persons mind to the possibility that a better solution exists. You are verbally “walking” around obstacles, tearing down barriers and building bridges to the mental landscape they have created about their business. To prepare good questions you need to do some research on their industry and their business. That will help put you in the correct mindset to develop appropriate and useful questions. How does that make you feel?, How would that impact your business?, Why?, What are your goals or objectives for yourself, the business, the department, the service……., What would happens if you don’t meet that goal? What is active listening? Look at the person, and suspend other things you are doing. Listen not merely to the words, but the feeling content. Be sincerely interested in what the other person is talking about. Restate what the person said. Ask clarification questions once in a while. Be aware of your own feelings and strong opinions. If you have to state your views, say them only after you have listened.
41
PRESENTATION
Business and Process Benefits
Use Their Language
Easy Pace
Check for Agreement and Feedback
Don’t Badmouth the Competition
Connect the Dots
Presenter
Presentation Notes
Focus on the Win-Win Use Effective Words like Support, Provide, Develop, Benefit, Maximize Avoid caution words like Correct, revise, Fix, Improve, Better
42
HANDLING OJBECTIONS
Objections – a request for more information.
Listen Clarify
Summarize
Share / Empathize
Ask
Presenter
Presentation Notes
An objection is simply “not yet.” Don’t take it as “Not ever.” Hearing “No” or “I’m not sold” or “I’m not sure” is good because it gives you the opportunity to continue the sale and get more information than you had before. This is essentially the same as active listening, so you can use the same approach. Listen with intent. Don’t argue or interrupt. Be sure you understand before proceeding. If unsure, ask them to rephrase what they just stated. Clarify when addressing objections, don’t attack the person attack the issue behind the objection. Maybe their objection is due to your not providing enough information, or misunderstanding part of their process or requirements. Until you ask more questions you have no reason to be defensive, or upset or anything. Empathizing with your customer builds the relationship and helps to put them at ease. Acknowledging their perspective and feelings is very important, even if you don’t agree. These actions help to move the sale forward and helps to cement you as a resource not a sales person. You can share stories of when you were first exposed to AMSOIL or a similar story about a customers first experience. Hopefully you will have information that addresses their objection. If you don’t have the information, tell them that you will investigate and provide them with a response later that day or at your next meeting. Write down their objection and read it to them to ensure you have captured it correctly. If you can answer their objection be sure that you ask for agreement that the objection was answered and to continue your presentation or other next step. Summarize the objection and solution to ensure everyone agrees.
Answered All Objections
Listen For the Signs
They request to review pricing
Asking for product or delivery
information.
Flexible negotiation
ASKING FOR THE ORDER
43
Presenter
Presentation Notes
Closing isn’t tricking the customer into making a buying decision. It is a natural part of the sales process. Don’t think that you need to have a fancy saying or method. Instead ask yourself, “ Have I earned the right to ask for their business?” If the answer is “Yes” then simply do just that, ask for their business. Be sure to avoid asking too early. What is too early? That will be up to you and the customer. A seasoned sales person will know when to ask, a novice will either talk past the sale point or ask too early or not directly ask at all. All sales people need to develop negotiating skills. The rule is to never give something without getting something. You can use paying with a credit card versus 30 day terms as a negotiating tool or a larger order in exchange for faster delivery. AMSOIL has limited flexibility in negotiating. As a Dealer you can develop some benefits that you can use to be successful when asked to negotiate. Use things like staff training, product delivery, afterhours support and customized service as items you can give in order to get something from your account.
Assist With Paperwork
Confirm With AMSOIL
Assist With Initial Orders
Call to Verify Product Received
Be Available to the Customer
Set Next Visit or Schedule
FOLLOW ON & UP
44
Presenter
Presentation Notes
Customer service is king. Be helpful, do as much for them as you can. Even calling or stopping in regularly can be enough.. Anyone can provide good service, it isn’t hard to do, it comes down to a choice. The less you service your customers the more likely you will be replaced. This is also the time to start building that referall base
