1. Usage Method application Data quality

2. PAGE 2 2011 2011 Presentation of CRM RTE Marketing - Sales Tools – F. Vaidis RESULTSACTIVITY TARGET Contact Getting an appointment Filter 2 Getting an appointment KNOW Discover needs. expectations and motivation. Listening. empathy. Re-formulation of needs CONVINCE Present our offers and benefits. Handling objections CONCLUDE Purchase signals RETAIN Filter 3 Filter 4 Filter 5 Status on level of satisfaction, new needs and expectations Get the order Taking the next appointment CONTACT Choose, Organise Prepare, Qualify Choose, Organise Prepare, Qualify WHAT METHODS SHOULD SALES STAFF USE?

3. PAGE 3 2011 2011 Presentation of CRM RTE Marketing - Sales Tools – F. Vaidis Synchronisations More and more used !

4. PAGE 4 2011 2011 Presentation of CRM RTE Marketing - Sales Tools – F. Vaidis Quote Portfolio Very good level of quote update

5. PAGE 5 2011 2011 Presentation of CRM RTE Marketing - Sales Tools – F. Vaidis Quality of recently created companies DATABASE QUALITY : Average mark of recently created companies Monthly registrations Annual registrations Monthly registrations

6. PAGE 6 2011 2011 Presentation of CRM RTE Marketing - Sales Tools – F. Vaidis Prospection : visits reports On-going : Successfull Boost prospection program = 4 completed contacts / day = 2 completed contacts / day

7. PAGE 7 2011 2011 Presentation of CRM RTE Marketing - Sales Tools – F. Vaidis CRM Usage : synthesis at the RTE level 92 % of salesmen update the status of the quotes 91 % of salesmen synchronize at least once a week of expected information on recently created companies are well provided by salesmen (address, phone, HCV/LCV, industry sector, contact, visit report, next follow-up) 50 % of salesmen report more than 2 contacts per day 1/3 >4 1/3 2> 4 1/3 2><4 1/3 <2 89 % 85 % 74 % 55 % 30 % 20112009