Transcript Service Sales Strategy

2008 North America
Manufacturer’s Representatives
Service Sales Program
2008 Service Sales Program Highlights
• All Reps are authorized to sell concurrent and non-concurrent
service within their territory and will be compensated for such
• Combined APC-MGE Commission Schedule for Concurrent
and Non-Concurrent Services
– Defined list of commissionable service products so you know what you
are getting paid on
• Opportunity to pursue non-concurrent/renewal business on
existing APC-MGE installed base
• Dedicated and regionalized NAM Service Sales Team
– Provide technical support and assistance with opportunity
management
– Faster order processing
– Feedback and performance management
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What Does This Mean for Rep Firms?
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Reps are encouraged to
sell concurrent services
with all equipment sales
Concurrent Services Offer
Non-Concurrent Service Offer
– Increases total value of
sale and commissions
– Increases likelihood of
closing subsequent
non-concurrent service
•
Non-concurrent service
opportunities on installed
base will be directed to
performing Service Reps
– High margin, repeat
business for Reps who
consistently perform
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• Site Audits
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Installation Service
Assembly
Project Management
Start up
Ext Warranties
Dedicated Sales and
Support teams to help
you build your business
– Assist in opportunity
management
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• Maintenance Contracts
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Site visits
Assessments
Break - Fix
Pro-active part replacement
2008 Revenue Targets
$48m
$61m
+ $200m for 2008 !
$44m
$48m
Rep Firms will play a major role is achieving this goal!
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Non-Concurrent Service Sales
Opportunity Routing
Opportunities
65%
35%
KPI’s
KPI’s
ISSR
Partner
RSSM
Rep Firms
Partner
?%
To be managed
By RSSM
Customer
RTM
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RSSR
Rep Firms
How Will Routing Affect Reps/Partners?
Non-concurrent Opportunities:
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Rep Firms
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Approved Partners
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They will be given the opportunity if they sold the equipment
They will have the opportunity to work ‘non defined’ opportunities of the installed base
The opportunity will be routed to them by the service sales team
They will choose either an approved Partner or work the deal direct
Their success rate will be monitored – KPI’s = to our in house expectation
They will given a time frame to close the deal (typically +30 days after the expiry date)
They must be Approved Partners under the new Partner Program guidelines in order to
receive opportunities
They will be given the opportunity only if they sold the equipment
The opportunity will be routed either via the Rep or direct by the service sales team
Their success rate will be monitored
They will given a time frame to close the deal (typically +30 days after the expiry date)
If the deal cannot be closed with in the time frame then it will be
taken back and the Service Sales team will try to close it out direct
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Non-Concurrent Service
Opportunity Routing and Action Plan
Selling
Partner*
Rep
Direct
DAYS
-120
-90
-60
-30
0
+30
+60
Warranty/Contract Expiration
Must show activity
or Opp may go
next tier Sales
Visibility of Opp
for status
*Only if original equipment was sold thru Partner
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May continue to pursue
Opp to closure as long as
activity is demonstrated
Services Products Available for Sale
Through Rep Channel
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Concurrent Offerings
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Extended Warranty/Product Sale
Service Agreements
On-Site Service Plans
Preventive Maintenance
Professional Services
Defined Spare Parts Kits
Training Services
Stand-alone Battery Preventive
Maintenance Agreements
Battery Replacements, UPS,
Telecom, Switchgear, etc.
UPS Monitoring/Battery Monitoring
Other Battery Services
Multi-vendor Services
Power Representative Services (i.e.
Switchgear, Generator)
Load bank testing
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Non-Concurrent Offerings
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Maintenance Contracts
Defined Spare Parts Kits
Training Services
Upgrade/Modification Services
Stand-alone Battery Preventive
Maintenance Agreements
Battery Replacements, UPS,
Telecom, Switchgear, etc.
UPS Monitoring/Battery
Monitoring
Other Battery Services
Multi-vendor Services
Power Representative Services
(i.e. Switchgear, Generator)
Load bank testing
Proactive complete AC/DC
capacitor replacements
Quoting
• For APC Products
– Use the Service Selector from the APC home page or
http://www.apc.com/tools/service_selector/index.cfm to determine what
services are available by product line
– Access pricing through your Partner Page
• NAM ERP should be used
• Supporting documentation can also be downloaded through the
APC Partner Page
• For MGE Products
– Please use the MGE Service Sales Price Book included in the
release (soon to be posted to the Partner Page) to review
available offering and List Prices
• See discounting guidelines in Price Book
– Additional Service information and documentation can be
downloaded from MGE’s Rep Web rep.mgeups.com.
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Commissions
•
Only opportunities closed within the Reps’ territory are eligible for
commission
– Unless prior approval from RSSM is received
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All Services will be paid commission according to the 2008 APC-MGE
Service Sales Commission Schedule
– Non-Concurrent services commissions are the same for APC and MGE service
products
– Concurrent services pay the same commission as product for both APC and
MGE but have different multiplier schedules
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4% Territory Commission will be paid to Reps who funnel opportunities to
a Partner or assist in quoting/closing a non-concurrent Service opportunity
Complete documentation must be submitted prior to any commission
being paid
– Commission Claim Form is Required for payment on all Non-Concurrent APC
Service Orders in addition to Purchase Order and Entitlement Form
– MGE Non-Concurrent Service Orders require a completed Order Entry Form,
Equipment Schedule and signed Service Agreement
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Commission payments are made:
– At time of invoice for APC orders
– When Customer submits payment to MGE for MGE orders
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2008 Commission Schedule
• Refer to the APC product commission schedule
for APC Concurrent service commissions
• ERP APC Price should be used as your List Price
• Great opportunities
- Represents majority of non-concurrent revenue
- High margin, repeat business
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Order Processing
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All documentation must be
complete and submitted to
Contracts Admin for processing
Incomplete orders may delay
service entitlements and
commission payments
Submit all APC Purchase Orders
and required documentation to
[email protected] or
fax to 401-792-2313.
– Copy your ISSR on ALL
orders and claims for
commission.
Submit all MGE Purchase Order
and required documentation to
your MGE regional Contracts
Administrator
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Signed Service Agreement must
be received in order to entitle
equipment
MGE
Service Order Entry Form
Mandatory
Equipment Schedule
Mandatory
Signed Service Agreement
Mandatory
APC
PO (Purchase Order) Number
Mandatory
Service Entitlements Form
Mandatory
Commission Claim Form
Mandatory
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APC Commission Claim Form
All sections and
fields must be
completed
All sections and
fields must be
completed
• Claim 100% when
order is submitted
directly by Rep Firm
• Any other claims for
commission must
receive prior
approval from your
RSSM
• Claim 4% territory
credit when Rep Firm
passes lead to Approved
Partner and assists in
lead closure
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APC Service Entitlements Form
• Must include End User
contact and site info to
entitle Equipment
properly
• Be sure to include
accurate product info
and service description
to ensure entitlement
• Refer all customers to
URL for a copy of
T &C’s or send
customer copy
• Customer is not
required to sign them
• Customer must sign
Entitlement Form
which acknowledges
T & C’s
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MGE Order Entry Form
• Fill in Rep Firm info for
Commission payment
• Fill in all info completely
to avoid any delay in
order processing
• Select agreement type
and if any other options
are included in contract
• Commission will be
calculated based on
Net/Sell Price
• To be used only for
territory commission or
in the case of
commission splits
with RSSM approval
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MGE Equipment Schedule
• If opportunity
originated from an
FSE lead, provide
FSE name so
commission can be
credited
• Indicates to customer
what equipment is
being covered under
contract
• Ensure all entitlement
info matches the Order
Entry Form
• Indicate Net/Sell Price
• Provide detailed
equipment info and # of
PM visits so scheduling
can be coordinated
with the customer
• Equipment Schedule is
reference in MGE Service
Agreement
• Customer is required to
sign Equipment Schedule
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Tools and Training
• 2008 Service Sales Program
information will be posted to
the APC Partner Pages
soon
• A dedicated Service Sales
informational web site is in
development where all
supplementary info and
updates will be posted
• Training sessions will
periodically be held based
on feedback from you on
how we can help
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Meet the Service Sales Team
We’re Here to Help!
Gino Altamura
Northeast Region
+ 2 x RSSR
Tom Wold
Western Region
+ 2 x RSSR
Randy Sheets
Central Region
+ 2 x RSSR
Jonna Quintana
Service Op’s
Manager
Costa Mesa
X 5 ISSR’s
JoAnn West
Internal Sales Manager
West Kingston
X 5 ISSR’s
Bill Bailey
Southern Region
+ 1 x RSSR
JoAnne Crownover + Jim Plaziak
Business Development + Strategic Accounts
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