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WMS Sales

WMS Sales. Risk & Reward. Founded in 1959 by Dave Wiggins, Dan McGuckin and Paul Schaefer. Specification based representative with shelf good (wholesaler) products in our mix. Dodge Reports, Builders exchange, Plans & Specifications. Customers: Wholesalers, Contractors, Engineers & Owners.

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WMS Sales

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  1. WMS Sales Risk & Reward

  2. Founded in 1959 by Dave Wiggins, Dan McGuckin and Paul Schaefer. • Specification based representative with shelf good (wholesaler) products in our mix. • Dodge Reports, Builders exchange, Plans & Specifications. • Customers: Wholesalers, Contractors, Engineers & Owners. • Primary Markets: Plumbing, HVAC, Municipal and Industrial. • Focused Business Outlook from Management to Employees. This is everyone’s business! • Positive growth in people, products and sales.

  3. Outside Sales

  4. Residential Sales Channel: Wholesaler WMS Sales Contractors End Users • Problem: • Need to increase stocking distributors across 5 major regions. • Need to retain & increase sales with present distribution. • 80% of sales were from 2 stocking distributors. Covered < 50% of territory. • These distributors had 9 locations with13 salespeople. • Agency Risk: • Internal: Multi-million $$ Residential boiler product conflict. • External: New distribution raises conflict & crosses multiple manufacturers.

  5. Growth through increased WMS personnel, new stocking distributors and existing distributors. Building new relationships and using our relationship with all levels of personnel is key to our success. There are very few substantial rewards if there isn’t a risk. The only constant in our business is Change. Learn to change or you’ll be run over!

  6. Support the plan with research No. Locations 0-4 Rankings

  7. Sales and Marketing Strategy • Growth Plan and Expectations: • Additional Wholesale Distribution in key markets – Hudson, Albany, Syracuse, Rochester & Buffalo. • Long term relationship with distributors at VP & Security Supply are key to initiating negotiations. Timing, market demand and involvement from all levels of personnel at distributors, Lochinvar and WMS bring about a distribution network with 21 new sales locations and 27 new Lochinvar salespeople! • Mechanical contractor focus, increased engineer specs, • increased “In House” service capabilities and improved quote packages continue to be focuses of our agency.

  8. Sales and Marketing • Marketing Programs – A talented “Team” Effort: • Engineer/Contractor/Wholesaler programs. • Engineer Specification Programs. • Contractor “Tool” Incentives. • Merchandise/Clothing Programs. • Trade Shows • CASH! • Support • Trade Associations: ASPE, ASHRAE, PMCA, AWWA • College & Trade Schools technical training. • Continuing education for our staff - internal and external. • Customer Training.

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