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Educational Session Sponsors: Alert Management SystemsAztec TentsSeitz, The Fresher CompanyTopTec Products Panelists : George Ghanem, CERP, Creative Events.

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Presentation on theme: "Educational Session Sponsors: Alert Management SystemsAztec TentsSeitz, The Fresher CompanyTopTec Products Panelists : George Ghanem, CERP, Creative Events."— Presentation transcript:

1 Educational Session Sponsors: Alert Management SystemsAztec TentsSeitz, The Fresher CompanyTopTec Products Panelists : George Ghanem, CERP, Creative Events & Rentals/Taylor Rental, Fort Myers, Florida Heidi Whitcomb, CERP, Ventura Rental Party Center, Ventura, California Leslie Cole, CERP, Ducky-Bob’s Event Specialists, Carrollton, Texas

2 Please remember to thank these educational session sponsors Booth #2346 Booth #3720 Booth #3740 Booth #2725

3 Educational Session Sponsors: Alert Management SystemsAztec TentsSeitz, The Fresher CompanyTopTec Products Panelists : George Ghanem, CERP, Creative Events & Rentals/Taylor Rental, Fort Myers, Florida Heidi Whitcomb, CERP, Ventura Rental Party Center, Ventura, California Leslie Cole, CERP, Ducky-Bob’s Event Specialists, Carrollton, Texas

4 Creative Events & Rentals Taylor Rental Fort Myers, Florida George Ghanem, CERP

5 What is value? Customer Focused Value… Seller Focused Value… Perceived Value… Performance Value… ….everything you do to something from the moment you buy it, sell it, and service it…. It is not VALUE until the customer says it’s VALUE

6 Traditional Sales Approach Many problems salespeople encounter come from a short- term transaction-oriented sale mentality. – get in – get out – move to the next sales call Traditional, seller-focused approach to selling concentrates on: – Filling the pipeline – pitching the product – closing the deal

7 Value-added Selling Approach The value added selling is a philosophy and a process. It’s not a sales call – The value added sales process brings maximum value to the customer and to the sales rep – Value added salespeople are thinkers and planners Cradle to grave selling – Identify customer needs and follow through until customer need satisfaction occurs

8 What is Value-added Selling The ability to add value to your product and services that are viewed as a commodity. Value added selling that relies on building on the inherent value of a product. Value added selling is often tied to up-selling or vertical selling. The utility of the product or service, ease of integration, time saving benefits are just a few areas that can be exploited when focusing on value add.

9 Value-added Selling Skills Integrity – trust as foundation of all relationships Knowledge – well informed Equity – mutually beneficial outcomes, get what you give Excellence – pleasure from doing well Time – most precious resource Service – a pleasure, not a pain Teamwork – peer respect and value from the “we”

10 What do Customers Really Want Knowledgeable sales person Product quality Product availability Ease of doing business Technical Support Acquisition price Salesperson’s ability to get things done Salesperson’s follow-up Product performance Support after the sale

11 Value Added Large Event Success Story Festival Event 2013 revenue $ 26, revenue $ 32, K Race Event 2013 revenue $ 16, revenue $ 26,782.49

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16 Ducky-Bob’s Event Specialists Carrollton, Texas Leslie Cole, CERP

17 I have a long standing relationship with the Wedding Planner. I was one of the first on property to look at the space for the tents. The overall result of this wedding was to have a one-of-a-kind wedding that was spectacular and over the top. Budget wasn’t a concern because of the clients lifestyle. Qualifying the Client

18 I started with the foundation – the tents and flooring. Recommending appropriate equipment and services Then I suggested adding the service entrance and exit stairs, carpet, power, utilities, and catering equipment as well as finishing out the sides of the flooring with scrim.

19 We also provided “Event Prep” service to get the tent cleaned and ready. As for the rental equipment, I recommended using our Chameleon chairs dressed with White toppers and custom rhinestone belts, chargers, heaters and upscale linens. These particular upgrades accounted for the biggest rental $ cost other than the tents. Recommending appropriate equipment and services

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24 Tent & Rental Timeline Date TimeItem Monday10/079 amBuild bridge for crew to drop equipment. Drop crew RR, Lull, & Bil-jax flooring. Tuesday10/089 amstart placing bil-jax Wednesday10/099 amoverlay bil-jax with plywood Thursday10/109 am lay structure base plates build frame & raise structure Friday10/119 am Install sidewall put 10’x20’ & 20’x20’ up Saturday10/129 amFinish anything, if needed Thursday10/17 Set up 15’x20’ Lights in tent Install Green Scrim on 52’ and 40’ **rain plan to be called if needed* Friday10/18Deliver rentals Saturday10/197 pmPick up ceremony chairs Monday10/21 Pickup all rentals in AM Start tearing down downs Friday10/25 Completely finished Site run thru – make sure everything is gone

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27 Ventura Rental Party Center Ventura, Calif. Heidi Whitcomb, CERP

28 What is the goal of the event? What is your role as a rental professional? Ask the right questions! Illicit solid future business … PARTNERSHIP is the key to success!

29 Education and Selling Awareness

30 Image building Fundraising Appreciation

31 Valentine’s Event at Chumash Casino Pink Carpet Runner Bridal Bliss Wedding Showcase Women’s Health Breast Cancer Awareness

32 Created for Filipino event Chumash Casino Santa Ynez, CA Jeepney Multiple Filipino-typhoon event usage Profit source for fundraising events (photo booth)

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34 Fencing = $75 10’x10’ Canopy w/walls = $100 Cocktail tables = $25 (2) 60” Rounds = $15 Linens = $60 Chairs = $25 Rental cost = $300 Guest expense cost = $1,500 Total cost to organization = $1,800 Profit to organization = $8,200 $10,000 Sponsorship Rentals include: Total benefit to rental companies - $18,000 (60 $300 each)

35 Rentals include: $25,000 VIP Cabana Sponsorship Fencing = $150 Moroccan canopy = $250 (2-3) Lounge furniture = $400 Tables = $75 Chairs = $50 Rental cost = $1,000 Guest expense cost = $2,500 Total cost to organization = $ 3,500 Profit to organization = $21,500

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37 Next Sessions Room S310G Know If You Made a Profit: Job Costing EssentialsPanel Room S310AChic Tabletop Trends for 2014Robin Brockelsby Room S310E Corporate Clients: How to Communicate With and Gain Loyal CustomersPanel Room S330A Create Desired Effects With LED Lights Panel


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