LWS: Selling Territory Management (ENG)

One of the true challenges in the parts and service business is to determine the successful penetration of the market: the market capture rates. This is another term used to represent your “market share.” How well you are looking after the needs of the customer is the real question at this point.

With this class, we develop a “market potential” model which can be used to determine the purchase potential of each machine. With this tool, an overall potential can be developed for each customer. This is a tool that can be used by management and the sales force to develop strategies to improve performance. We deal with the creation of the model and all the variables within in this comprehensive program.

It all starts with the machine population. That is the list of equipment owned by each customer, and the work application and hours worked each year. With this and the statistics available from the OEM’s and their mean time between failure facts, a reasonable degree of precision can be developed. The major components can be managed in this manner: engines, transmissions, and hydraulic systems.  The wear rates of ground engaging tools and undercarriage can assist in the life of these wear parts. Finally, we have maintenance as the last element. Don’t miss this market potential class.

HCC: Selling Territory Management WDC (ENG)

One of the true challenges in the parts and service business is to determine the successful penetration of the market: the market capture rates. This is another term used to represent your “market share.” How well you are looking after the needs of the customer is the real question at this point.

With this class, we develop a “market potential” model which can be used to determine the purchase potential of each machine. With this tool, an overall potential can be developed for each customer. This is a tool that can be used by management and the sales force to develop strategies to improve performance. We deal with the creation of the model and all the variables within in this comprehensive program.

It all starts with the machine population. That is the list of equipment owned by each customer, and the work application and hours worked each year. With this and the statistics available from the OEM’s and their mean time between failure facts, a reasonable degree of precision can be developed. The major components can be managed in this manner: engines, transmissions, and hydraulic systems.  The wear rates of ground engaging tools and undercarriage can assist in the life of these wear parts. Finally, we have maintenance as the last element. Don’t miss this market potential class.

HCC: Selling Territory Management (ENG)

One of the true challenges in the parts and service business is to determine the successful penetration of the market: the market capture rates. This is another term used to represent your “market share.” How well you are looking after the needs of the customer is the real question at this point.

With this class, we develop a “market potential” model which can be used to determine the purchase potential of each machine. With this tool, an overall potential can be developed for each customer. This is a tool that can be used by management and the sales force to develop strategies to improve performance. We deal with the creation of the model and all the variables within in this comprehensive program.

It all starts with the machine population. That is the list of equipment owned by each customer, and the work application and hours worked each year. With this and the statistics available from the OEM’s and their mean time between failure facts, a reasonable degree of precision can be developed. The major components can be managed in this manner: engines, transmissions, and hydraulic systems.  The wear rates of ground engaging tools and undercarriage can assist in the life of these wear parts. Finally, we have maintenance as the last element. Don’t miss this market potential class.

CWI: Selling Territory Management WDC (ENG)

One of the true challenges in the parts and service business is to determine the successful penetration of the market: the market capture rates. This is another term used to represent your “market share.” How well you are looking after the needs of the customer is the real question at this point.

With this class, we develop a “market potential” model which can be used to determine the purchase potential of each machine. With this tool, an overall potential can be developed for each customer. This is a tool that can be used by management and the sales force to develop strategies to improve performance. We deal with the creation of the model and all the variables within in this comprehensive program.

It all starts with the machine population. That is the list of equipment owned by each customer, and the work application and hours worked each year. With this and the statistics available from the OEM’s and their mean time between failure facts, a reasonable degree of precision can be developed. The major components can be managed in this manner: engines, transmissions, and hydraulic systems.  The wear rates of ground engaging tools and undercarriage can assist in the life of these wear parts. Finally, we have maintenance as the last element. Don’t miss this market potential class.

CWI: Selling Territory Management (ENG)

One of the true challenges in the parts and service business is to determine the successful penetration of the market: the market capture rates. This is another term used to represent your “market share.” How well you are looking after the needs of the customer is the real question at this point.

With this class, we develop a “market potential” model which can be used to determine the purchase potential of each machine. With this tool, an overall potential can be developed for each customer. This is a tool that can be used by management and the sales force to develop strategies to improve performance. We deal with the creation of the model and all the variables within in this comprehensive program.

It all starts with the machine population. That is the list of equipment owned by each customer, and the work application and hours worked each year. With this and the statistics available from the OEM’s and their mean time between failure facts, a reasonable degree of precision can be developed. The major components can be managed in this manner: engines, transmissions, and hydraulic systems.  The wear rates of ground engaging tools and undercarriage can assist in the life of these wear parts. Finally, we have maintenance as the last element. Don’t miss this market potential class.

CAC: Selling Territory Management WDC (ENG)

One of the true challenges in the parts and service business is to determine the successful penetration of the market: the market capture rates. This is another term used to represent your “market share.” How well you are looking after the needs of the customer is the real question at this point.

With this class, we develop a “market potential” model which can be used to determine the purchase potential of each machine. With this tool, an overall potential can be developed for each customer. This is a tool that can be used by management and the sales force to develop strategies to improve performance. We deal with the creation of the model and all the variables within in this comprehensive program.

It all starts with the machine population. That is the list of equipment owned by each customer, and the work application and hours worked each year. With this and the statistics available from the OEM’s and their mean time between failure facts, a reasonable degree of precision can be developed. The major components can be managed in this manner: engines, transmissions, and hydraulic systems.  The wear rates of ground engaging tools and undercarriage can assist in the life of these wear parts. Finally, we have maintenance as the last element. Don’t miss this market potential class.

CAC: Selling Market Coverage (ENG)

Once we have completed the market segmentation course and understand the role of marketing, we have to start separating customers to establish market coverage strategies. We have already touched on this in the program on Tele-Selling. This approach will be the “deep dive” approach to establishing territories to assign to salesmen.

From our segmentation study, we will review the various approaches: machine ownership, customer relationship for parts, and customer relationship for service. We will then group the segments in a manner that leads to effective use of a Product Support salesman’s time in the field with the customers, or the In-Store sales force using the telephone. We will also touch on the role that the internet market coverage will play in both of them.

Territory assignments have to take into consideration the mileage expectation, the total travel time, the total number of machines, the total sales volumes for both parts and service, and historical relationships. This again will discuss the calculation of the potential for each customer based on the actual use of the machine, as well as the hours it works per year. All of this is used in the approach we cover in this program to establish market coverage – to establish a sales territory.

CAC: Selling Territory Management (ENG)

One of the true challenges in the parts and service business is to determine the successful penetration of the market: the market capture rates. This is another term used to represent your “market share.” How well you are looking after the needs of the customer is the real question at this point.

With this class, we develop a “market potential” model which can be used to determine the purchase potential of each machine. With this tool, an overall potential can be developed for each customer. This is a tool that can be used by management and the sales force to develop strategies to improve performance. We deal with the creation of the model and all the variables within in this comprehensive program.

It all starts with the machine population. That is the list of equipment owned by each customer, and the work application and hours worked each year. With this and the statistics available from the OEM’s and their mean time between failure facts, a reasonable degree of precision can be developed. The major components can be managed in this manner: engines, transmissions, and hydraulic systems.  The wear rates of ground engaging tools and undercarriage can assist in the life of these wear parts. Finally, we have maintenance as the last element. Don’t miss this market potential class.

LWS: Selling Market Coverage (ENG)

Once we have completed the market segmentation course and understand the role of marketing, we have to start separating customers to establish market coverage strategies. We have already touched on this in the program on Tele-Selling. This approach will be the “deep dive” approach to establishing territories to assign to salesmen.

From our segmentation study, we will review the various approaches: machine ownership, customer relationship for parts, and customer relationship for service. We will then group the segments in a manner that leads to effective use of a Product Support salesman’s time in the field with the customers, or the In-Store sales force using the telephone. We will also touch on the role that the internet market coverage will play in both of them.

Territory assignments have to take into consideration the mileage expectation, the total travel time, the total number of machines, the total sales volumes for both parts and service, and historical relationships. This again will discuss the calculation of the potential for each customer based on the actual use of the machine, as well as the hours it works per year. All of this is used in the approach we cover in this program to establish market coverage – to establish a sales territory.

CAC: Selling Market Coverage WDC (ENG)

Once we have completed the market segmentation course and understand the role of marketing, we have to start separating customers to establish market coverage strategies. We have already touched on this in the program on Tele-Selling. This approach will be the “deep dive” approach to establishing territories to assign to salesmen.

From our segmentation study, we will review the various approaches: machine ownership, customer relationship for parts, and customer relationship for service. We will then group the segments in a manner that leads to effective use of a Product Support salesman’s time in the field with the customers, or the In-Store sales force using the telephone. We will also touch on the role that the internet market coverage will play in both of them.

Territory assignments have to take into consideration the mileage expectation, the total travel time, the total number of machines, the total sales volumes for both parts and service, and historical relationships. This again will discuss the calculation of the potential for each customer based on the actual use of the machine, as well as the hours it works per year. All of this is used in the approach we cover in this program to establish market coverage – to establish a sales territory.