Services     About DT     Links     Info Request

Home

 

Market Research     Marketing Strategy     Customer Satisfaction     Employee Training
 


Sales & Customer Service
Selling to Buying Teams
Selling Value to Customers
Selling to Small Shops
Capital Equipment Presentation Skills
World Class Manufacturing Trends
Trade Show Selling Strategies
The Art of Customer Service
Application Engineer's Workshop
Territory Management & Computer-Aided Selling

Marketing Workshops
Marketing Survival Skills Workshop

Leadership & Management
 Practical Communication Skills for Leaders
Train the Trainer
Team Building - Desert Survival Simulation
The World Class Industrial Family

Other
 Additional Topics



Selling To Small Shops

Manufacturing is in the midst of a migration from large in-house factories to smaller independent shops. This outsourcing trend is expected to continue over the next decade. With this shift of customer revenue, machine tool sales organizations must rethink their strategies and selling techniques. This course will make that transition faster and easier.

Manufacturing Trends

  • The True Cost of Manufacturing

  • Outsourcing - Pros and Cons

  • The Need for Flexible Equipment

  • Vendor Partnerships Trends

  • Job Shops, Contract Shops and Satellite Manufacturing

Small Shop Challenges

  • Sales Coverage: Lots of Shops, But They Don’t Buy Often

  • Sales Image: Shops and Their Image of Salesmen

  • Understanding: The Salesman vs. The Entrepreneur

  • Resources: Financing and Justification Issues

Who Is Today’s Small Manufacturer?

  • Variety: Who And What Is A Small Shop?

  • Understanding SIC Classifications

  • New Trends: How Do Small Shops Get Started?

  • Profiles: Who Is The New Entrepreneur?

Locating & Identifying The Small Manufacturer

  • The Difficulty in Locating Small Shops

  • Database systems

  • Information Sources

The Entrepreneur - A Study in Images & Perceptions

  • A Study in Personalities & Characteristics

  • Orientations: Risk & Results

  • Geographic: Shops In The North vs. Shops In The South

Relating To The Entrepreneur

  • Adopting An Entrepreneurial Attitude

  • Paying Your Dues

  • Personal Money Management

  • Building Personal Trust & Integrity

The Value-Added Chain

  • The Customer Chain: Raw Materials to Finished Product

  • What Value Does The Job Shop Add To The Customer Chain?

  • Small Shop Values: Applications, Processing, Tooling & Flexibility

Small Shop Needs Analysis - Exploring Sales Opportunities

The sales engineer must understand the needs of the small shop. The following list will be explored for sales and service opportunities.

  • Qualified Employees

  • Cash Flow & Billing Frequency

  • Inventory Control

  • Set-Up

  • Down-Time

  • Marketing Skills

  • Business & Leadership Skills

  • Customers

  • Confidentiality

  • Family-owned business

  • Capital Investments - Machines, Inspection

  • Training

  • Facilities

  • Environmental issues

Equipment Requirements

Small shops have equipment needs that differ from the larger manufacturer. Understanding these needs will allow salesmen to recommend the right equipment. Here are a few of the areas which will be explored.

  • Ease of Use

  • Flexibility

  • Maintainability

  • Up-Time

  • Set-up Time

Purchase Justification Factors

  • The Role of Price Versus Value

  • How Does A Job Shop Justify A Purchase?

  • Delivery Requirements

  • New vs. Used Equipment

Selling To Small Shops

These proven selling techniques will help the sales engineer reach success with small shops. Here is a sample of the practical selling tips which will be discussed:

  • Knowing Their Capabilities

  • Knowing Their Customers & Competitors

  • Knowing Their Marketing Capability: Advertising & Promotion

  • Providing Business Resources

  • Providing Business Leads - The Pros & Cons

  • Age Relationships

  • Educational Selling

  • Risk Reduction

  • Resale Value

  • Case Histories

  • Application Studies

  • Meeting Control Strategies

Length: 4 hours

Who: Sales and Application Engineers, Sales Managers

Syllabus: A printed, bound syllabus is available.

Size: The group size is flexible.

Room: U-shaped table arrangement is preferred for groups under 25. Theater seating for over 25.

Equipment: Overhead projector, flip chart and a large-screen computer projector or large screen TV’s. Over 30 participants will require sound amplification.

 

 


Decision Technology, Inc.
1665 Fawn's Ridge Dr.
Ada, MI  49301, USA
Phone: 1+ (616) 676-4650
This site authored & maintained byVision Learning Systems info@decisiontec.com
View our Privacy Policy