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Introduction
Overview of the Contract Furniture Industry, Dealer & Vendor Relationships Goals of Boot Camp training
Role of the manufacturer
Types of dealers and distributors
Role of the Dealer
Guidelines for working with vendors |
Pricing, Discounts & Contracts
Terminology, Calculating Discounts & Negotiating Buying Agreements
Review of Pricing Terminology
Vendor discounting structures & procedures
Calculating, net, sell and gross profit
The benefits of Buying Agreements & National Contracts
Components of writing your own contract
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Products & Vendors
Basic Product Overview, Market Position & Core Competencies of Vendors
Overview of types of products
Specialty products offered by dealers
Review of product terminology, parts and pieces
Glossary of industry terms
Market position and competencies |
Floor plans, Field Measuring & Codes
Navigating Through Reading Floorplans, Measuring & Basic Codes
Read and interpret floor plans
Learn how to use a scale
Importance of verifying field measurements
Field verification check list
Overview of basic codes and ADA requirements |
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Dealer Services
Types of Services, Increasing Profits by Selling Services
Design and Project Management services
Delivery and Installation services
Maintenance and Service programs
Leasing and Buy Back programs
Marking-up and selling services
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Proposals & Bids
Pricing Strategies, Effective Bid & Proposal Responses
Types of bids and proposals
Guidelines to responding to bids and pricing requests
Developing the content of a bid or proposal package
Pricing and positioning strategies
Final checklist before submittal |
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End Users, Industry Influencers & Networking
Calling on End Users, A&D, Contractors, Brokers & Other Industry Influencers
Types of End-users, roles and buying styles
Promoting services and products to GSA agencies
A&D, Brokers, GCs, Trades and Industry Influencers
Value dealers bring to the Industry Influencers
Starting to build your network of referral partners
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Order Fulfillment Process
Overview of the Process From Generating a Design to Invoicing
The customer requests a quote for product or services
Cycle time from the customers perspective
Process steps and activities
Roles and responsibilities of the Project Team
Team exercise of "What can go wrong?"
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The Sales Cycle
Overview of the Sales Process from Prospecting to Selection of Dealer and Vendor
Importance of prospecting for new business
Qualifying prospects for a good fit
Identifying the "Ideal Customer"
Knowing when to "Walk Away"
Review of the evaluation phase and selection process
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Success Maps
Self Management, Goal Setting & Planning Daily Activities
Create a personal business plan of action
Establish quotas, professional and personal goals
Identify the strategies and tactics to achieve goals
Know what you need to do on a daily basis
Gain focus and control of your time and efforts |
