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CSI Green Bay

CSI Green Bay. The Case: Post-mortem analysis of a slaughtered HEALTHCARE wall sales opportunity. KI Architectural Wall. Autopsy Results. Victim: Toe Tagged as “John Hopkins Doe” Approximate time of Death: Spring 2003

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CSI Green Bay

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  1. CSI Green Bay The Case: Post-mortem analysis of a slaughtered HEALTHCARE wall sales opportunity

  2. KI Architectural Wall Autopsy Results Victim: Toe Tagged as “John Hopkins Doe” Approximate time of Death: Spring 2003 Probable Cause: congenitally underdeveloped client need which was severed by a perpetrator – likely to be an unsophisticated homeless Sales Professional. This lead to a fatal condition which allowed the project to go “fixed construction”.

  3. KI Architectural Wall Possible Motives: • KI Sales Professionals didn’t do enough research and fact finding to uncover all of the clients needs; both implied & explicit. • KI Sales Professional did not understand his audience – HEALTHCARE – and how purchasing decisions are made and by whom • KI Sales Professional involved too late in the process

  4. KI Architectural Wall • Perception VS Reality in Healthcare Wall Sales • KI Sales thought that the hospital Purchasing Agent was making the decision….. BUT it was the hospital Department Head, CFO and Administrator that typically make the decisions. • KI Sales thought that the ROI, factoring in churn and accelerated depreciation, was significant enough to ensure we would get the business…..But this hospital, like many, was a non –profit hospital which can’t take advantage of depreciation at all.

  5. KI Architectural Wall • Perception VS Reality in Healthcare Wall Sales • KI Sales thought that the hospital was interested in flexibility alone…..BUT the client would have been even more interested in knowing about the schedule compression capabilities of our walls since they were behind schedule and had a leased space that they had to be out of to avoid penalty costs Additionally, fact that our walls are Green Guard rating for off-gassing of VOC’s, reduces the amount of time a project must “cure” before being occupied.

  6. KI Architectural Wall • Perception VS Reality in Healthcare Wall Sales • KI Sales also forgot to mention the significant hard and soft dollar cost savings our wall offers due to the cleaner installation / reconfiguration process and Green Guard Rating; not to mention the health benefits to patients. The hospital recently spent 500k to take care of some “sick building” issues.

  7. KI Architectural Wall • Perception VS Reality in Healthcare Wall Sales • KI Sales forgot to mention our strong sustainability story and how we can help support the LEED certification process. The hospital was being Federally Funded, and as such had to meet a minimum “Silver” level of certification.

  8. KI Architectural Wall • Final Analysis • When Selling Walls to Healthcare • Know your Audience • Focus on how you can help them manage the four D’s associated with fixed construction – Dust, Dollars, Downtime & Disruption. • Remember that you can never be in too early!

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