Transcript Welcome to the Human Resources exchange

Goal of the Exchange Process
1.
Help each Member professional to expand
their business networks in order for you to
improve the efficiency and effectiveness of
how you tackle you job functions.
2.
Provide Members with a dynamic and
reliable resource to help you solve problems
and find new implementable ideas
Rules of Engagement
1.
Do not use your HOLD button on your telephone – hearing
elevator music in the next 60 minutes is not good!
2.
No body language signs – please be aggressive and speak
your mind and thoughts.
3.
Please identify yourself with name and company before
speaking.
4.
Take Notes about who is saying what…
5.
Warning: My goal is to facilitate aggressively so we can
cover as many topics as possible.
6.
Last but not least, I need your feedback on how to make this
process better for you and the participants.
7.
Keep in mind of Anti-trust laws.
Question/Issue: Manufacturers reps
performance
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(Bob Holbrook)
Steve (PRD) - Skype meeting with rep. group to review specifics of products. Met
individually with the groups/reps
Bob (Nicolet) – Communicate the message clearly and consistently so they fully
understand how to communicate/market.
Do you supply reps with targeted leads….
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Steve (PRD) – Have a specific customer to target from a rep and compare lists, monitor the list to ensure they
reach out to their group – 3 per rep
Mark (Tech) – Not using reps, do you maintain a prospect list
Question: How are companies handling
marketing internally (who is responsible) or externally
(what marketing companies)? (Craig Carrel)
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Bob (Viking) – outside agencies (constant contact email system)
bring someone internally to lead the charge.
Mark (Tech) – Sales Plan and then determine issues/tools and
resources to handle reaching the tactics. Use outside experts in
designing messages, use of constant contact, good to have a blend
of inside/outside to maintain control over the messages. Provide
press releases both business and human interest
Steve (PRD) – Re-launching website, changeable website to
highlight specific concepts/ideas
Bob (Nicolet) – tactical group that brings their approach and gifts to
the table to drive the marketing approach
Issue: New account development/increasing
existing account profitability. (Bob Gafvert)
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Bob (Viking) – Lead generation with outside company, but they
need target markets and market area. CRM Software
Steve (PRD) – regional marketing companies
Mark (Tech) – Partnered with several universities where the
students in their masters - identify characteristics to gain effective
reports based on research.
Question: ROI for marketing tools: SEO,
whitepapers, video, case studies, BLOG, LinkedIn? (Jamie Dewing)
 Steve (Quad) – Have SEO firm that is inclusive with BLOG,
whitepapers, website – this helps drive the metrics. Cost per lead,
number of hits, RFQs.
 Craig (Team 1) – upgraded website and have a niche focus, we
have a BLOG, video which have lead to increased leads. Can be
very time consuming. LinkedIn and Twitter these help reach the
younger group
 Mark (Tech) – search engines you want be partnered with, you can
register with them and they can automate. Once a year, re-index
your website to be found SEO, if you change a period the web will
then rescan and you are positioned higher on the list
 Craig (Team 1) – be careful to outsource, look at hiring a young
person
Issue: Effectively screen potential opportunities/RFQs
so as to not to miss any viable project opportunities, but
not become a quoting service. (Philip Katen)
Issue: Finding target market and recognizing the
right prospect (Damian Rybak)
Issue: Penalty clauses in sales agreement contracts,
equipment purchases tied into sales contracts. (Max Leone)
Question: How are others finding, hiring, and
motivating sales professionals? (Steve Erickson)
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Mark (Tech) – Is it more valuable to have someone with sales skills and teach the
technology or do you pull someone from tech experience and teach them skills
Bob (Nicolet) – Came from limited plastics, not to be the expert, but pass the
person to the expert. My goal is to get the audience and get the prospect in the
door and then get them in front of the right people to answer their questions. Key
to have someone with sales background so they know how to “hook” prospects.
Craig (Team) – have you found success with someone not having any experience?
Bob (Nicolet) – it is valuable to have manufacturing experience. CPQ test to
identify mentality - Asher Consulting
Bob (Viking) –Group of engineers have to learn to juggle customers, for us we
have to fill our engineer group through university
Issue: Customer hesitant to change suppliers
because of issues involved in tooling transfers –
combating overseas molding suppliers. (Jimmy Distefano)
Issue: Pricing Strategy / Tooling and Part Quote
Turnaround times (Jim Bednar)
Issue: Customers lack of personnel/planning
consuming time. (Steve Lemper)
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Bob (Viking) – we are involved 100% very time
consuming
Craig (Team) – When we get kicked off by poor customer
planning, lots of delays before kickoff, we do our best to
be firm and communicate the date delay on first shots if
they don’t get the information
Issue: Being a custom extruder with no stock catalog
it can be challenging to market our services. (Chuck Marino)
Issue: Mange RFQs (Mark – Tech)
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Bob (Viking) – done by sales group, they are responsible
to submit RFQ 48 hour turnaround. Engineers are involved
in estimation, entire group
Steve (Quad) – Do you send all your RFQs outside or are
they internal
Bob – only send out a few so we don’t saturate,
customers complaining. Toolmakers seem to be
responsive, but still think they aren’t getting their fair
share.
Issue: New market entry (Steve Lemper)
Mark Your Calendar for the Next
Sales & Marketing
Member Exchange
Friday, April 5 at 11a.m. EST