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I Need Some 411! Controls & Contracting Information and Resources PowerPoint Presentation
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I Need Some 411! Controls & Contracting Information and Resources

I Need Some 411! Controls & Contracting Information and Resources

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I Need Some 411! Controls & Contracting Information and Resources

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  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