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Increase Sales With Vacuum

How Vacuum Can Be Integrated Into Your Sales Plan. Increase Sales With Vacuum . Dan Bott – Dan Bott Consulting LLC. $88,000 @ 28% GM. Agenda: Part A. 50 HP QSF : $14,200 Sell Price ($2,132 GP). Agenda: Part B. 50 HP QSVI : $16,302 Sell Price ($3,260 GP). Vacuum 101.

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Increase Sales With Vacuum

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  1. How Vacuum Can Be Integrated Into Your Sales Plan Increase Sales With Vacuum Dan Bott – Dan Bott Consulting LLC

  2. $88,000 @ 28% GM Agenda: Part A

  3. 50 HP QSF: $14,200 Sell Price ($2,132 GP) Agenda: Part B • 50 HP QSVI: $16,302 Sell Price ($3,260 GP)

  4. Vacuum 101

  5. Vacuum Industry Segments Introduction to vacuum Rough Vacuum: ATM to 29.88” HgV Medium Vacuum: 29.88” HgV to 29.89” HgV High Vacuum: 29.89” HgV to 29.9199” HgV Ultra High Vacuum: Below 29.9199” HgV

  6. Introduction to vacuum 0” HgV Atmospheric Pressure 15” “HgV Vacuum 30” 0” “HgV Perfect Vacuum 29.92” HgV

  7. Rough Vacuum Process: • Holding • Transporting/Moving • Shaping • Drying/Cooling • Testing • Oxygen & Other Gas Removal Introduction to vacuum

  8. Vacuum Market Potential

  9. Market Potential $150,000,000

  10. Market Potential Central $14.8 M Midwest $42.6 M Northeast $37.1 M West $20.3 M Southeast $20.4 M South Central $14.8 M

  11. Industry Share by Technology: Market Potential

  12. Getting Started

  13. Setting Up Your Systems • Client Base – Who Is Buying Vacuum Pumps? • Ask Your Existing Customers!! • Use Vacuum as a Door Opener – Target Accounts • SIC Search • Seminars, Mini Trade Shows & Workshops • Local Trade or Engineering Groups Getting started

  14. Setting Up Your Systems • Take Stock of Your Assets • Sales Team • Service Capabilities • Additional Inventory Requirements • Inside Sales Support • Literature & Technical Information Getting started

  15. Setting Up Your Systems • Evaluate Your Specific Market Needs • Line Up the Correct Accessories • Know Your Information Requirements • Choose Technologies That Fit Getting started

  16. Which Vacuum Technologies Should You Align With? Rotary Screw Liquid Ring Regenerative Rotary Vane ?? Rotary Lobe Blower Claw Radial Blower Dry Screw

  17. Choose Technologies Based On Vacuum Level Getting started 15” 15” 15” 15” 30” 30” 30” 30” 0” 0” 0” 0” “HgV “HgV “HgV “HgV 4” HgV to 12” HgV To 15” HgV To 29” HgV To 29.88” HgV

  18. Getting Started

  19. Setting Up Your Systems • Contact Vacuum Pump Manufacturers and Secure Agreements to Sell Products • Full Line Distributor Relationship • Reseller Relationship • Representative Relationship • What Can You Do For Them? Getting started

  20. Setting Up Your Systems • Establish Vacuum Relationships with Your Existing Customers • They Now Know You for Compressors • Show Them Your New Skill (Problem Solve) Getting started

  21. Summary: Setting Up Your Systems • Client Base • Take Stock • Evaluate Your Market Needs • Contact Vacuum Pump Manufacturers and Secure Agreements • Establish Vacuum Relationships with Your Customers Getting started

  22. Common Vacuum SIC Numbers: • 2677 – Envelopes • 3672 – Printed Circuit Boards • 2711 – Metal Cans • 2011 – Meat Packing • 2015 – Poultry Processing • 2679 – Converted Paper Products • 2711 – Newspaper Publishing • 2834 – Pharmaceuticals • 3086 – Plastic Foam Products • 2721 – Magazine Printing & Publishing Example: ID Vacuum Accounts Locally

  23. Common Vacuum SIC Numbers: • 2677 – Envelopes • 3672 – Printed Circuit Boards • 2711 – Metal Cans • 2011 – Meat Packing • 2015 – Poultry Processing • 2679 – Converted Paper Products • 2711 – Newspaper Publishing • 2834 – Pharmaceuticals • 3086 – Plastic Foam Products • 2721 – Magazine Printing & Publishing Example: ID Vacuum Accounts Locally 55 Accounts in Alabama (w/Just 10 SIC Numbers)

  24. Typical Industries That Use Vacuum: • Hospital • Printing Industry • Plastics Processing • Woodworking • Food Processing • General Industrial Applications Vacuum applications

  25. The Best Equipment Mix

  26. What Mix Provides the Greatest Coverage? • Criteria for Choosing • Dollar Coverage • Applications Coverage • Fewest Repair or Warranty Issues • Support From Manufacturer Best Mix of Equipment

  27. What Mix Provides the Greatest Coverage? • Quincy Rotary Screw as the Base • 7.5 HP to 200 HP (Gap at 150 HP) • Does Very Well in Most Applications Best Mix of Equipment

  28. What Mix Provides the Greatest Coverage? • Add a Rotary Vane Line • Fractional HP to 10 HP • Repeat Sales, Easy to Install, Lower Capital Outlay Best Mix of Equipment

  29. What Mix Provides the Greatest Coverage? • Add a Liquid Ring Line • Fractional HP to 100’s HP • Oil-Sealed, Water Sealed, Tough Applications Best Mix of Equipment

  30. What Mix Provides the Greatest Coverage? • Add a Rotary Lobe Blower Line • 2 HP to 100’s HP • Single Stage, Two Stage, Water Injected Best Mix of Equipment

  31. What Mix Provides the Greatest Coverage? • For Fun: Add a Regenerative Blower Line • Fractional HP to 30 HP • Oil-Less Design, Compact Best Mix of Equipment

  32. The Vacuum Sales Process

  33. Compressors vs. Vacuum Pumps • What is the Primary Sales Process Difference? Vacuum Sales Process

  34. Compressors vs. Vacuum Pumps • What is the Primary Difference? Applications Orientation Vacuum Sales Process

  35. Applications Orientation • What You Must Know: • Targeted Operating Vacuum Level • Contamination Issues • Duty Cycle • Water? • No Easy HP to HP Conversion Vacuum Sales Process

  36. Sales & Financials

  37. The Financial Picture • Your Market • Rotary Screw: $200,000 • Rotary Vane: $750,000 • Liquid Ring: $1,500,000 • Rotary Lobe Blower: $350,000 • Regenerative: $250,000 Total: $3,050,000 Your Average Sales Potential: $600K (20%) Sales and financials

  38. The Financial Picture • Three Models • Model #1: Business as Usual • Model #2: Moderate Effort Toward Vacuum Sales • Model #3: Strong Effort Toward Vacuum Sales Sales and financials

  39. The Financial Picture • Model #1: Business as Usual Sales and financials

  40. The Financial Picture • Model #2: Moderate Effort Toward Vacuum Sales Sales and financials

  41. The Financial Picture • Model #3: Strong Effort Toward Vacuum Sales Sales and financials

  42. Financial Summary • Moderate Effort Gains Big Results • Small Vacuum Pumps Lead to Large • Add Specialist When Sales Reach Targets Sales and financials

  43. Support Requirements

  44. Help Needed To Sell Vacuum • Product Support • Applications Support • Documentation Support • Information • Training on Vacuum Selling & Technology Support Requirements

  45. Risk and Exposure

  46. What Can Happen? • Poor Inventory Investment • Application Mistakes • Lost Sales Time • Loss of Sales Force Motivation Risk and exposure

  47. How Dan Bott Consulting Can Help You • Audits – Full, Mini, Remote • Vacuum Technology/Sales Training • Complete Package: Sales/Mktg./Technical • Air Audits & Leak Detection Services Vacuum Services

  48. Results: Get the gears Turing!

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