1. DAN – 19/12/2014

2. THERE IS A VERY
IMPORTANT TOOL TO
CUSTOMERS TO BUY OUR
PRODUCTS…
2DAN – 19/12/2014

3. DAN – 19/12/2014 3

4. 4DAN – 19/12/2014

5. 5DAN – 19/12/2014

6. 6DAN – 19/12/2014

7. 7DAN – 19/12/2014
EVERY
IN A NEW ENVIRONMENT
SELLING UP TO

8. • What are the in a typical
sales project?
• How do we the sales
activity?
• How do we these stages?
• How do we order intake?
8DAN – 19/12/2014

9. 9DAN – 19/12/2014

10. • Architects
• Engineers
• Light Designers
• Geometri
• Periti industriali
• Administration (city,
region, province…)
• Hospitals
• Institutions
Prospects
10
• Energy Managers
• HSE Managers
• Maintenance
managers
• Factory manager
TARGET: acquisitions on the call
acquisition the call
DAN – 19/12/2014

11. Prospects
11DAN – 19/12/2014
• Periodical check:
• On a daily basis:
• A strong
action is necessary

12. Visits
12
• Public
administrations
• Private companies
• Architectural
offices
• Engineering
offices
• Light designers
• Installers
• Wholesalers
• other
TARGET: visits/week
DAN – 19/12/2014

13. Visits
13DAN – 19/12/2014
• Periodical check:
• On a weekly basis:
• A careful action is
necessary

14. Projects
14
TARGET: new projects/week, @ /proj.
(av. prj every vis.)
DAN – 19/12/2014

15. Projects
15DAN – 19/12/2014
• Periodical check:
• On a monthly basis:
• A careful action
is necessary

16. Opportunities
16DAN – 19/12/2014
A REAL WITH A
REAL AND A
TO SPEND

17. Opportunities
17DAN – 19/12/2014
• Periodical check:
• On a weekly basis:
• A close action is
necessary

18. 60/80 List
18
A PROJECT AT A
WHERE THE
IS KNOWN, THERE IS A
INDICATION ON
AND
PROBABILIY OF SUCCESS
TARGET: per mth
list ( in the list every quotes)
DAN – 19/12/2014

19. 60/80 List
19DAN – 19/12/2014
• Periodical check:
• On a monthly basis:
• A close
action is necessary

20. F unnel
20DAN – 19/12/2014
FUNNEL FIGURES:

21. TARGET: €/FS yr
A s s u m p t i o n s
21DAN – 19/12/2014
Order entry per 12 mths
Orders coming from 60/80 list
Realization degree of the list**
Reliability degree of the list*
Average quotation value
Working weeks/year
TARGET: €/FS yr
* # Quotation in / out of 60/80 list
** Order value / list value at Y-1
From quote to 60/80 list

22. For e c a s t s
22DAN – 19/12/2014
dec Yn-1 jan feb mrt apr mei jun jul aug sep okt nov dec total Yn
Customer visits
Customer visits/month 38 50 50 50 50 50 38 13 50 50 50 38 528
Customer visits YTD 38 88 138 189 239 289 327 339 390 440 490 528
Quotation
Quotation value/month 507 507 507 507 507 507 507 507 507 507 507 507 6.083
Quotations value YTD 507 1.014 1.521 2.028 2.535 3.042 3.549 4.056 4.563 5.069 5.576 6.083
Project list
Montly orders from list 46 46 46 46 46 46 46 46 46 46 46 46 551
Out without order 69 69 69 69 69 69 69 69 69 69 69 69 826
Total out 115 115 115 115 115 115 115 115 115 115 115 115 1.377
New projects on list 152 152 152 152 152 152 152 152 152 152 152 152 1.825
Value project list 912 949 987 1.024 1.061 1.099 1.136 1.173 1.211 1.248 1.285 1.323 1.360 1.360
Orders
Orders from list 46 46 46 46 46 46 46 46 46 46 46 46 551
Orders not from list 5 5 5 5 5 5 5 5 5 5 5 5 61
Total orders 2014 51 51 51 51 51 51 51 51 51 51 51 51 612
Orders YTD 51 102 153 204 255 306 357 408 459 510 561 612
(1) objective: 52 weeks - 8 non-field weeks (holiday, vistis Malle, training, …) = 44 * 12 = 528 visits, equally spread with order objectives