1 / 28

I Need Some 411! Controls & Contracting Information and Resources

I Need Some 411! Controls & Contracting Information and Resources. Dane Taival and Greg Tatro Global Controls & Contracting. Objectives. Create an awareness of common challenges Introduce (again?) information sources Provide a roadmap for access to information

kaelem
Télécharger la présentation

I Need Some 411! Controls & Contracting Information and Resources

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. I Need Some 411!Controls & Contracting Information and Resources Dane Taival and Greg Tatro Global Controls & Contracting

  2. Objectives • Create an awareness of common challenges • Introduce (again?) information sources • Provide a roadmap for access to information • Highlight key people to help you • Listen to additional needs you may have

  3. Agenda • Background • Common challenges and opportunities • Management oriented material • Customer research • Sales tools • Sales & Operations information • Closing summary thoughts

  4. Background • Offices are bombarded from all directions • “Smorgasbord” is too full…don’t know where to start • More information now than ever before • Move to electronic information “on-demand” • Great intentions…less than perfect results

  5. Common Challenges & Opportunities • Need help “mining the mountain” efficiently • Speed of access • Who is responsible for what…today • Spend all my time working in the business, little time to work on the business • What does it really mean to be a broad services provider?

  6. Presentation Format Sales Operations Service Management Sales Manager Operations Manager Service Manager

  7. Management Management Information • People focused tools • organization models • role/job descriptions • FLSA (Fair Labor Standards Act) • manpower planning • Financial benchmarks • Sales management • Operations management • Safety • Best practices

  8. Management People • Organization models • District Office Toolbox • Contracting Handbook • Distribution Development Team • Dane Taival (651) 407-3829 • Role descriptions • District Office Toolbox • Stowers (608)787-4069, Stackhouse x4389 • GCC Distribution Development Team • FLSA - Stowers, Stackhouse • Manpower Planning • GCC Distribution Development Team

  9. Management District Office Toolbox • Organization structures • Role descriptions • Best practices • Training • Documentation • OT information http://tranenetlax1/DistrictOfficeToolbox/Home/index.asp

  10. Operations Controls Operations TraneNet Site • Contracting Handbook • Best practices • Metrics • Tool Information • Estimator • GraphICS http://tranenetlax1/BAS_Operations/Home/index.htm

  11. Service Management GAM TraneNet Site • Presentations delivered • Training available • Best practices http://tranenetlax1/Service_Business_Unit/Home/index.htm

  12. Management Human Resources • Hiring • Role descriptions • Training • Contact information http://tranenetlax1/TSO_HR/Home/index.htm

  13. Management Financial Benchmarks • Average of top quartile of Trane offices • $/person in operations • $/PM • $/PA • $/PE • More details in the Management Track session... • $/tech • $/sales • $/Estimator • Closure rate

  14. Sales Operations Management Sales & Operations • Sales Management • SLP - Sales Leadership Program • SP2 - sales training in your office • Training - D.O. Toolbox/Field College • Role specific training • Create a personal plan • Many new courses under development • Tech training, Scope Development, GraphICS, etc. • GCC Distribution Development team • Team Leader: Dane Taival (651) 407-3800 • Training: Beth Wehrer (651) 407-4051 • OT: JJ Loew (262) 628-8198

  15. Operations Management Safety • People • Morris Elkins - LaCrosse (608) 787-3890 • Walt Zukowski - GCC (651) 407- 3947 • Trane Commercial Office Manual • Vol. 9 CSO Employee Safety • Vol. 10 CSO Construction Safety • Subcontractor Guidelines - available electronically • TraneNet • http://tranenetlax1/tso_riskmgmt/home/index.htm • Portal • http://ascnet/safety/index.html

  16. Sales Customer Information • V-Files - vertical market information • www.sec.gov • Hoover’s • TraneNet sites • Trane people • Dun & Bradstreet report (D&B) • Tom Miller - GCC Finance Manager • (903) 581-3049

  17. Sales V-Files TraneNet Site • Variety of information on the specific market • Links to other locations for information • Case studies • Brochures • Associations • Mktg. Plan • Much more http://tranenetlax1/Vfiles/home/reports/reports.asp

  18. Sales EDGAR • Securities Exchange Commission required filings • WWW.SEC.GOV • 10-K and 10-Q reports • FREE! • your taxes... • http://www.sec.gov/edgar/searchedgar/webusers.htm

  19. Sales Hoover’s • Wide variety of company information • Some items require a fee WWW.Hoovers.com

  20. Sales Assorted KeyTraneNet Sites • Federal Government • http://tranenetlax1/AMS_FederalSector/Home/index.htm • http://tranenetlax1/bas/home/gsa/gsa_intro.htm • Jeff Rud (651) 407-3827 • Mike Weise (703) 525-4015 • Marketing • http://tranenetlax1/Marketing/Home/index.htm • CompStop • http://tranenetlax1/compstoponline/home/ compstoponline.htm

  21. Sales People • Market Development • Jane Sidebottom (651) 407-3813 • Pete Berger (651) 407-3822 • Carrie Eppelheimer (651) 407-3816 • GCC Product Planning & Support • Jay Althof (651) 407-3811 • TNG: Paul Ehrlich (651) 407-4028 • GCC Distribution Development • Dane Taival (651) 407-3829 • GCC Direct Execution • Rob Andersen (651) 407-3835

  22. Sales Sales Tools • www.trane.com • Case studies • Engineers Newsletters • CS sales process book • presentations, letters, RFP/Q and responses, references and many other tools • http://tranenetlax1/AMS_PACT/Home/Downloads/index.htm • TraneNet • Presentation Builder • http://tranenetlax1/slidelibrary/home/slidebuilder.asp • District Office Toolbox • Process Documentation section - Forms Link • Lynx Document Generator

  23. Sales Operations More Tools... • Product information • http://tranenetlax1/BAS/Home/index.htm • Specification guides/assistance • Spec Wizard • CompStop • GCC Website • Marketing pieces • GCC Website • People • GCC Product Planning & Support

  24. Operations Operations • Product information • Controls Technical Support • 1 (800) TRACER1 {1-800-872-2371} • Training • ICS Institute - product focus • Field College - role focus • Technician, GraphICS, Estimator, Controls Engineering, etc. • People • Distribution Development Team

  25. Training ICS Institute, Field College Tools GraphICS, Estimator, etc. RAT program Rent-A-Tech All technical support 1-800-TRACER1 Systems Integration Jennifer Schroer (651)407-4288 Documentation TopICS http://tranenetlax1/ BAS_Literature/Home/ TopICS/index.htm Tech Support http://tranenetlax1/ BAS_TechnicalSupport/ Home/Index.asp Operations Operations:Engineering/Technical

  26. How Can We Improve? • What don’t you have that you want? • access to people • information • training programs • specialized expertise • products • Other ideas???

  27. Closing Thoughts... • There is a mountain of resources out there…more than ever before • information • training • people • Performance expectations are rising • Profitable growth is not optional • We’re stronger together than separate • ask for what you need • be willing to help deliver it

  28. Thank You! Questions

More Related