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WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.

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Presentation on theme: "WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor."— Presentation transcript:

1 WEBINAR

2 Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor Tol-O-Matic’s new lead program – New processes for optimal results Jim Drennen Marketing Manager Tol-O-Matic sales tools – Making it easier to close the sale

3 Promoting Tol-O-Matic Products How, where and why

4 Promoting Tol-O-Matic Products √Target the right market Design engineers Engineering Management – Large OEMs – In-plant automation – Special machine builders

5 Promoting Tol-O-Matic Products √Target the right market

6 Promoting Tol-O-Matic Products √Select media that matches target focus Design books

7 Promoting Tol-O-Matic Products √Select media that matches target focus Design books Sister publications

8 Promoting Tol-O-Matic Products √Select media that matches target focus Design books Sister publications Product tabloids

9 Promoting Tol-O-Matic Products √Select media that matches target focus Design books Sister publications Product tabloids Value added advertising

10 Promoting Tol-O-Matic Products √Public Relations – Releases, Features

11 Promoting Tol-O-Matic Products √Print Ads – Positioning with call to action

12 Promoting Tol-O-Matic Products √Web advertising to match target focus

13 Promoting Tol-O-Matic Products √Collecting user data from tolomatic.com SPECIAL DOCUMENT OFFERS

14 Promoting Tol-O-Matic Products √Generate quality inquiries 1080 Inquiries received from Jan – June 2007

15 Promoting Tol-O-Matic Products √Generate quality inquiries

16 How, where and why New processes for optimal results Tol-O-Matic’s New Lead Program

17 Processing Inquiries the Old Way RESULTS: Poor quality leads Not worth the time Lack of follow-up Poor use of promotional $ Hard to evaluate ROI or source quality

18 Tol-O-Matic’s New Lead Program Processing Inquiries the New Way

19 Tol-O-Matic’s New Lead Program Processing Inquiries the New Way RESULTS: Leads you WANT Pre-idenfitied opportunities Less quantity – high quality 100% accountability Best use of promotional $ Better qualified leads = increase in follow-up rates = MORE QUOTES AND SALES!

20 Tol-O-Matic’s New Lead Program The new lead processing philosophy Inquiries are not leads Turn inquiries into “Sales Ready” leads Focus on lead quality not quantity

21 Tol-O-Matic’s New Lead Program Lead qualification criteria Budget – affordably fit customer profile? Authority – critical players in decision process? Need – motivated with clear need? Time Frame – when will decision take place? Sales Ready – comfortable with sales contact?

22 Tol-O-Matic’s New Lead Program New lead definitions QUALIFIERS: Ready to see sales representative Has an active project/application (within 6 months) Lead sent to appropriate channel partner and Regional Sales Manager for follow-up

23 Tol-O-Matic’s New Lead Program New lead definitions EXPECTED RESULTS: Tol-O-Matic will send requested materials Sales ready lead sent to channel 100% follow-up in 1 week with sales call Region Sales Manager to follow-up after 1 week period

24 Tol-O-Matic’s New Lead Program New lead definitions QUALIFIERS: Prospect has a need (more than 6 months out) Interested but may not have active project May not be the decision maker

25 Tol-O-Matic’s New Lead Program New lead definitions EXPECTED RESULTS: Tol-O-Matic will send requested materials Lead is sent to channel Lead is placed in marketing funnel for further communication nurturing - s - Newsletters - New product flyers/brochures - Product announcements - Tradeshow or event invitations

26 Tol-O-Matic’s New Lead Program New lead definitions QUALIFIERS: No specific project or interest Collecting information

27 Tol-O-Matic’s New Lead Program New lead definitions EXPECTED RESULTS: Tol-O-Matic will send requested materials Lead is place on monthly lead report and sent to channel Lead is placed in marketing funnel and flagged for follow-up in 6 months

28 Identify opportunities early in buying process Provide you with sales ready leads with potential opportunities Increase your sales effectiveness Better sales funnel management Sales force accountability ROI on lead generation investment Tol-O-Matic’s New Lead Program New objectives produce desired results

29 Tol-O-Matic Sales Tools Making it easier to close the sale

30 Tol-O-Matic Sales Tools Focus on what makes us different Stainless steel bands that won’t fatique Pistons with 50% more bearing area for better load support Nickel plated thrust tubes Protective shipping containers Best engineering decisions for materials, seals, finishes, etc. Test and validate products before we ship

31 Tol-O-Matic Sales Tools Brochures with strong positioning messages Pneumatic products – Rodless Cylinder Leader Engineered for long life with

32 Tol-O-Matic Sales Tools Brochures with strong positioning messages Electric products – Linear Solutions Made Easy Engineered for long life with

33 Tol-O-Matic Sales Tools Brochures with strong positioning messages Power Transmission products – Over 50 years of proven performance Engineered for long life with COMING SOON!

34 Tol-O-Matic Sales Tools New brochures reinforce key messages Slide-Rite® Gearboxes available in 2:1 and 3:2 ratios Slide-Rite® Gearboxes now available in metric Engineered for long life with AT THE PRINTER

35 Tol-O-Matic Sales Tools New sales tools create reasons to contact your customers Product conversion sheets make it easier to cross sell

36 Tol-O-Matic Sales Tools New sales tools create reasons to contact your customers Product conversion sheets make it easier to cross sell Special customer profile reports focus sales efforts

37 Tol-O-Matic Sales Tools New sales tools create reasons to contact your customers Product conversion sheets make it easier to cross sell Special customer profile reports focus sales efforts Fold-out brochures for at-a-glance product offerings

38 Tol-O-Matic Sales Tools Focused effort on developing application stories SEND US YOUR APPLICATION STORIES!

39 Tol-O-Matic Sales Tools Working hard for you Select the best promotional tools for quality inquires Sales ready lead qualification process Sales tools that focus your sales message

40 WEBINAR

41


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