Channel Alignment P Petrotec Air Power通道对齐点petrotec空中力量.pptVIP

Channel Alignment Establishing Working Groups The Attributes Measuring the Attributes Closing the gaps Applying the Roadmap Are these the correct categories? Is Level 2 Technical the right measure? How many techs (per cent of the total) within a distributorship are the right number for ‘being aligned’? Closing the Gaps? Establishing the ‘Customer Care by Sullair’ brand….. * Company Confidential Company Confidential Company Confidential Company Confidential Company Confidential Alignment Team Distributors and Sullair Associates Commercial Backroom Service Company Confidential Commercial Focus is on developing a common criteria for: Sales and Product Training Standardized Sales training Product and systems training Air systems management tools Caliber of Sales People Attitude and aptitude testing Retention and compensation Sales Coverage Marketing Standardizing Quotes Technology Value added Services Company Confidential Backroom Focus on the operational and financial support of the distributorship: Financial Metrics Department/Company ROS Cash flow Financial strength Operational Metrics Labor Utilization Rate Staffing and employee benefits OTD Robust software and systems Company Confidential D: Distributor S: Sullair B: Both Service Company Confidential Company Confidential Company Confidential Customer MFA on Service Calls Variety of Delivery Methods Hand Deliver Mail E-mail Telemarketing Company Confidential Draft Company Confidential Company Confidential Establish required service tools Audit of processes Demonstration of use ‘Go/No go’ on products and services Company Confidential *