Maximizing the Invoice With Value-Added Selling

1. Maximizing the Invoice With Value-Added Selling Panelists: George Ghanem, CERP, Creative Events & Rentals/Taylor Rental, Fort Myers, Florida Heidi Whitcomb, CERP, Ventura Rental Party Center, Ventura, California Leslie Cole, CERP, Ducky-Bob’s Event Specialists, Carrollton, Texas Educational Session Sponsors: Seitz, The Fresher Company TopTec Products Alert Management Systems Aztec Tents

2. Booth #3740 Please remember to thank these educational session sponsors Booth #2725 Booth #2346 Booth #3720

3. Maximizing the Invoice With Value-Added Selling Panelists: George Ghanem, CERP, Creative Events & Rentals/Taylor Rental, Fort Myers, Florida Heidi Whitcomb, CERP, Ventura Rental Party Center, Ventura, California Leslie Cole, CERP, Ducky-Bob’s Event Specialists, Carrollton, Texas Educational Session Sponsors: Seitz, The Fresher Company TopTec Products Alert Management Systems Aztec Tents

4. Creative Events & RentalsTaylor RentalFort Myers, Florida George Ghanem, CERP

5. What is value? Customer Focused Value… Seller Focused Value… Perceived Value… Performance Value… ….everything you do to something from the moment you buy it, sell it, and service it…. It is not VALUE until the customer says it’s VALUE

6. Traditional Sales Approach Many problems salespeople encounter come from a short-term transaction-oriented sale mentality. get in get out move to the next sales call Traditional, seller-focused approach to selling concentrates on: Filling the pipeline pitching the product closing the deal

7. Value-added Selling Approach The value added selling is a philosophy and a process. It’s not a sales call The value added sales process brings maximum value to the customer and to the sales rep Value added salespeople are thinkers and planners Cradle to grave selling Identify customer needs and follow through until customer need satisfaction occurs

8. What is Value-added Selling The ability to add value to your product and services that are viewed as a commodity. Value added selling that relies on building on the inherent value of a product. Value added selling is often tied to up-selling or vertical selling. The utility of the product or service, ease of integration, time saving benefits are just a few areas that can be exploited when focusing on value add.

9. Value-added Selling Skills Integrity – trust as foundation of all relationships Knowledge – well informed Equity – mutually beneficial outcomes, get what you give Excellence – pleasure from doing well Time – most precious resource Service – a pleasure, not a pain Teamwork – peer respect and value from the “we”

10. What do Customers Really Want Knowledgeable sales person Product quality Product availability Ease of doing business Technical Support Acquisition price Salesperson’s ability to get things done Salesperson’s follow-up Product performance Support after the sale

11. Value Added Large EventSuccess Story Festival Event 2013 revenue $ 26,062.61 2014 revenue $ 32,727.25 5K Race Event 2013 revenue $ 16,027.74 2014 revenue $ 26,782.49

16. Ducky-Bob’s Event SpecialistsCarrollton, Texas Leslie Cole, CERP

17. Qualifying the Client I have a long standing relationshipwith the Wedding Planner. I was one of the firston property to look at the space for the tents. The overall result of this wedding was to have a one-of-a-kind wedding that was spectacular and over the top. Budget wasn’t a concern because of the clients lifestyle.

18. Recommending appropriate equipment and services I started with the foundation – the tents and flooring. Then I suggested adding the service entrance and exit stairs, carpet, power, utilities, and catering equipment as well as finishing out the sides of the flooring with scrim.

19. Recommending appropriate equipment and services We also provided “Event Prep” service to get the tent cleaned and ready. As for the rental equipment, I recommended using our Chameleon chairs dressed with White toppers and custom rhinestone belts, chargers, heaters and upscale linens. These particular upgrades accounted for the biggest rental $ cost other than the tents.

24. Tent & Rental Timeline

27. Ventura Rental Party Center Ventura, Calif. Heidi Whitcomb, CERP

28. Ask the right questions! What is the goal of the event? What is yourrole as a rental professional? Illicit solid future business … PARTNERSHIPis the key to success!

29. Education and Selling Awareness

30. Fundraising Image building Appreciation

31. Pink Carpet Runner Valentine’s Event at Chumash Casino Bridal Bliss Wedding Showcase Women’s Health Breast Cancer Awareness

32. Jeepney Created for Filipino event Chumash Casino Santa Ynez, CA Multiple Filipino-typhoon event usage Profit source for fundraising events (photo booth)

34. Rentals include: Fencing = $75 10’x10’ Canopy w/walls = $100 Cocktail tables = $25 (2) 60” Rounds = $15 Linens = $60 Chairs = $25 Rental cost = $300 Guest expense cost = $1,500 Total cost to organization = $1,800 Profit to organization = $8,200 $10,000 Sponsorship Total benefit to rental companies - $18,000 (60 canopies @ $300 each)

35. Rentals include: Fencing = $150 Moroccan canopy = $250 (2-3) Lounge furniture = $400 Tables = $75 Chairs = $50 Rental cost = $1,000 Guest expense cost = $2,500 Total cost to organization = $ 3,500 Profit to organization = $21,500 $25,000 VIP Cabana Sponsorship

36. Time for Questions

37. NextSessions Room S310G Know If You Made a Profit: Job Costing Essentials Panel Room S310E Corporate Clients: How to Communicate With and Gain Loyal Customers Panel Room S310A Chic Tabletop Trends for 2014 Robin Brockelsby Room S330A Create Desired Effects With LED Lights Panel