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Sales and Growth

Sales and Growth. D2D Regional Meeting, July 22-24, 2013. Overview. Review headcounts, sales numbers and trends Analyze MMRs, Pulse sales and trends Discuss how to improve underperforming branches Set sales goals for August Review Eports how to reduce credit pulls

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Sales and Growth

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  1. Sales and Growth D2D Regional Meeting, July 22-24, 2013

  2. Overview • Review headcounts, sales numbers and trends • Analyze MMRs, Pulse sales and trends • Discuss how to improve underperforming branches • Set sales goals for August • Review Eportshow to reduce credit pulls • Analyze chargebacks and how to reduce • Setup timeline for launching new offices/moving existing offices

  3. Daily Headcounts *The 1 office opened in June and the 3 offices opening in July did not all open on the 1st of the month. These months have been prorated to account for this and adjust the avg. heads/office to reflect more accurately. June (S. Atlanta Launched); July (Knoxville, Nassau and Miami are launched or in the process of launching)

  4. Headcounts by branch

  5. Headcounts • Where were we? • Averaged 127 Headcount/Day in Q2, 2013 • Averaged 12 Heads/Branch/Day in Q2, 2013 • Where are we at now? • Averaging 134 Headcount/Day in July, 2013 • Averaging 11.1 Heads/Branch/Day in July, 2013 • Where do we want be? • 5-6 Heads/Van x 4-6 van/branch = 20-36 Heads/Branch • With 13 branches = 260 Heads (at low end goal) • How do we achieve this? • Continued focus and improvement on recruiting • Evaluating and adjusting the interview and training process • Payroll process to 1 week (reduce pay issues and retain reps longer) • Continue to develop and focus on proper HR paperwork and licensing (prevent force terms and retain reps longer) • Improving office appearance and cleanliness (attract and retain reps)

  6. Sales Trends

  7. Sales Trends by Branch

  8. Sales Trends - % of Total

  9. How do we Increase Sales in Underperforming Branches? • Sales Training Program • Focus on same-day installs • Increase Headcounts • Regional managers spending more time in the field • Setup regions to reduce amount of travel and save time • Setting up a schedule for each office daily to reduce wasted time

  10. Credit Score Distribution

  11. MMR Trends

  12. MMR Trends by Branch

  13. Pulse Sales

  14. Pulse Sales by Branch

  15. % Pulse of Total

  16. MMR and Pulse Sales Moving Forward • Where were we? • 1% Pulse and $44.43 MMR in Q1, 2013 • 16% Pulse and $46.08 MMR in Q2, 2013 • Where are we at now? • 28% Pulse and $47.00 MMR in June 2013 • Where are we going? • The goal is to have 40% Pulse sales by Q4 2013 and 50% Pulse Sales by the end of Q2 2014. • The MMR will rise accordingly as Pulse sales increase. • How do we get there? • Continue to educate reps during the training process on Pulse. • Add Pulse themed posters in each office. • Give additional support and training to those offices that have the lowest Pulse sales currently.

  17. August Sales Goals

  18. Duplicate Eports

  19. EPORT • Where were we? • Averaged .55 duplicate Eports per Install in Q1, 2013 • Where are we at now? • Averaged .66 duplicate Eports per Install in Q2, 2013 • How do we reduce these? • Train reps on gathering correct information to increase likelihood of finding the customer’s credit report on the first attempt. • Ask customer for driver’s license to verify information. • Full Legal Name (drivers license) • Correct Address (driver’s license) • Verify a PO Box or alternate “Mailing” address is not used by customer • Previous Address (if lived in current address less than 2 years) • Full Social Security # • Date of Birth (driver’s license) • Work with central support to develop a script/routine that prompts the sales reps for the information listed above.

  20. Chargebacks • Where were we? • Low chargebacks, but slowly increasing as the accounts moved through the 15 month chargeback period. • Where are we at now? • 8,894 Total Installs • 508 Chargebacks • 5.7% of Installs have become chargebacks • Biggest exposure to chargebacks from “weaker” sales created in Q3 and Q4 of 2012 is from April – September 2013. This was due to some weaker sales and install practices that were addressed January 2013. • With a sharp increase in growth the last 3 quarters, this number must be watched and managed or it can undermine the entire department’s financial future. • Where do we want to be? • As low as possible! • How do we achieve this? • Quality accounts. • Continue the “strong” sales and install policies implemented by Bryan Grzeck. • Pulse – they are sticky… customer keeps using them and paying! • Activations – when the customer has a financial investment of $99 or more, they have far more likely to not cancel (at install or after).

  21. New Office Timeline • Completed: • S. Atlanta – Launched 7/1 • Nassau (Long Island) – Launched 7/8 • Knoxville – Launched 7/15 • Miami – Launched 7/15 • Office lease is still in progress • In-Progress: • N. Dallas – projected 8/1 • Needs state license and signed lease (both in progress) • Sarasota – projected 8/1 • Needs signed lease (in progress) • Fayetteville moved to Raleigh – Projected 8/5 • Needs signed lease (in progress)

  22. New Office Timeline • What’s next? • All offices must have a lease approved by Todd and a launch budget approved by Mike before the lease may be signed. • Regional managers will be required to hit sales goals with current offices before new offices will be launched. • Regions and office locations are being strategically selected based on: • Market Expectations: Scott MacArthur and Tanko are currently performing market research for existing office locations to help create a model that predicts future markets to enter. • Geography: Regions are being established with a common-sense approach to geography that reduces travel and groups offices to allow the regional manager maximum efficiency with their time and expenses. • Lease Options: Offices are being leased that do not require build-out or improvements to launch. This will reduce start-up expenses by up to 60% and the amount of time it takes to get from lease signing to selling.

  23. New Office Timeline - • Francisco Saldana – GA Region • S. Atlanta • N. Atlanta • Savannah, GA • Charleston, SC • Goal for next office: 240 Installs between 2 existing offices for 2 months. (480 total) • Bryan Lunsford – S. Florida Region • Ft. Lauderdale • W. Palm Beach • Miami • Jacksonville, FL • Tallahassee, FL • Goal for next office: 300 Installs between 3 existing offices for 2 months. (600 total)

  24. New Office Timeline - • James – Tri-State Region • Johnson City • Bristol • Fayetteville (Moving to Raleigh) • Charlotte, NC • Goal for next office: 230 Installs between 3 existing offices for 2 months. (460 total) • Mike B. – Tennessee Region • Knoxville • Chattanooga • Lexington, KY • Nashville, TN • Goal for next office: 180 Installs between 2 existing offices for 2 months. (360)

  25. New Office Timeline - • Tunji/Quadir – New York Region • Queens • Brooklyn • Nassau • Bronx, NY • Goal for next office: 300 installs between 3 existing offices for 2 months. (600 total) • Ronnie – Texas Region • N. Dallas • S. Dallas, TX • Fort Worth, TX • Houston, TX • Goal for next office: 120 installs in N. Dallas for 2 months. (240 total)

  26. Thanks

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