1 / 35

Growth through Mul -T-Lock Centers

Growth through Mul -T-Lock Centers. Mul-T-Lock is the Locksmith Champion. Locksmith Channel − Development. To H ybrid L ocksmith (HLS). From traditional locksmith. To Small System Integrator (SSI) . Current status. Effect on growth. GAP. 4.

Télécharger la présentation

Growth through Mul -T-Lock Centers

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.


Presentation Transcript

  1. Growth through Mul-T-Lock Centers

  2. Mul-T-Lock is the Locksmith Champion

  3. Locksmith Channel − Development To Hybrid Locksmith (HLS) From traditional locksmith To Small System Integrator (SSI)

  4. Current status Effect on growth GAP 4

  5. Closing the Gap with Mul-T-Lock centers • MTL centers an effective tool • Increase Brand reputation • Increase commitment of customers • Promote Unique products • High security focus (patented) • Recurring revenues (Key control) • Block competition 5

  6. Goals for today’s session • Define • What are MTL Centers • Who is the right candidate • What are MTL Centerprogram components • Explain • Benefits to MTL • Benefits to you • Benefits to your customers • Benefits to end users • Action plan • Define the most suitable business model for your region

  7. So, what is a Mul-T-Lock Center?

  8. Mul-T-Lock branded Shop

  9. Mul-T-Lock branded Shop • Immediately Identified as a Mul-T-Lock Partner Israel

  10. Mul-T-Lock branded Shop • Inside and Out Israel

  11. Mul-T-Lock branded Shop • Can be part of the shop Turkey

  12. Mul-T-Lock branded Shop • Combined with Shop unique brand Argentina

  13. Mul-T-Lock branded Shop • Or only Mul-T-Lock Mexico

  14. High Security Focus • Patented key business • Key Control • Master Key Systems • Unique Products

  15. Reputation • Mul-T-Lock Center certification • Long term business relationships • Clear commercial policy • Selling Reliable product Brands • Quick response to the market needs

  16. A MTL Center should be… • Positioned as anautorityonSecurity • Knowledgable of the potential securityproblemsfacedbycustomers • Knowledgabletheproductfeatures and theproductportfolio • Knowledgableof thevariousapplications and productmodels • Able to listen and understandcustomerneeds • Able to Providecomplete, clear and consistentinformation • Able to Influencethedecisions of cunsumers

  17. Mul-T-Lock Center Strategy We offer… They commit to… • Training • Support • Differentiation • Special Conditions • Sale patented keys cut • Get Key cutting machine • Assign space for branding • Allow us to train their sales team

  18. Training Patented Investment level Non-Patented MTL Center rules Technical training Unique Product solutions Security level 18 18

  19. Support examples • Advertising material • Partner zone access • Appears in web site • Toll free number • Free master systems • Participate in our PEU’s projects • Networking with our distributors/customers • Other

  20. Special Condition examples • Prices • Sales targets • Priority on deliveries • Shipments FOC • Engraved patented key blanks (inserts) • Free access to show room/training facilities • Support for their events

  21. Key Factors • Long term business relationship with the locksmiths • Clear commercial policy • Reliable products • Locksmith work to restricted key cutting • Quick response to the buildings needs • Raising wave of insecurity creates growing awareness about the importance of the restricted key in buildings entrances

  22. Mexico case study Developing a Mul-T-Lock Center program where a professional Locksmith culture exists

  23. Starting Point Organization: 2 Exclusive Salesman 4 Non exclusive Salesmen 4 Assembly people Problems: High rotation of non exclusive salesmen and low sales Salesmen going to all channels Unorganized assembly • 0Mul-T-Lock Centers • No agreement signed • 5 locksmiths with key cutting machines • End user channel: 30 % Locksmiths 70 % Wholesalers • 20 k key blanks sold 19,500 Non patent 500 Patent

  24. First Step • Segmentation locksmiths and wholesalers • Reconsider / establish the key platform policies • Establish Goals • Elaborate business plan PEU PEU Wholesale Locksmith Wholesale Locksmith Non Pattented Pattented

  25. Difficulties • No control on non patented keys • End user not worried if it’s patented • MT5 price difference vs Interactive • LS don’t follow key cutting policies • Wholesalers had highest discount • Lack of knowledge on high security • End users & salesmen • No regulations or standards

  26. Business Plan • Mul-T-Lock center launch • Strong Launch Patented platform (Interactive +) • Launch of new products (SPL810, TLO, code-it) • Regions to attack • 1st stage: 2 Centers per neighborhood • 2 ½ hour drive rule • List of potential Centers by area • Locksmith Show

  27. Locksmith Show • Showed a MTL center • Cut keys with KC5 • New products • Conference for 50 locksmiths • Informed platform conditions

  28. Sales team job • Locksmiths show  over 250 leads • 52 possible Centers visited • 45 trainings (marketing & technical) • 140 “emergency” deliveries • 450 possible customers sent to their centers 2012 2013

  29. Results • Rumor of our centers has spread out • Inquiries every week • 23 Mul-T-Lock Centers • All with signed agreement • 28 locksmiths/centers with key cutting machines • End user channel: 80 % Locksmiths 20 % Wholesalers • 20 k key blanks sold 15,000 Non patent 5,000 Patent • 12 Compact KCM sold 2013 Goal 37 Centers

  30. Mul-T-Lock Centers

  31. Sales by Channel Before After

  32. Sales (MEX, K)

  33. Brazil case study Developing a Mul-T-Lock Center program where no professional Locksmith culture exists

  34. Video of David describing the case

  35. Thank you

More Related