Many companies are battling for survival in the light of the current economic downturn with competitors invading all their traditional markets with prices 10% lower. The importance of sales training has come to the fore and this is how one principle manufacturer has reacted. Alongside cost reductions they have reorganised the sales force and introduced a development system for the sales team, which is specifically a training program for their distributors. With this they have succeeded in reinforcing their market position once more and in binding their distribution trading partners more closely to the company.
The system contains the following points
Objectives of distributor training: Building up trust and motivation in the distributive trade The training is intended to make the distributors work more efficiently for the supplier. Questioning distributors has shown that the company has chosen the right route to its intended goal. All the trained distributors stated that their organisational skills had improved. 80% said that training had made them better at planning and selling. 50% were able to polish up their financial know-how.
Raising turnover Distributors who have a precise knowledge of their products and markets will also sell more. Those distributors partaking in the trial phase of System, increased their sales by 102%.
Methods and contents of distributor training
Who should be trained? Not all distribution partners are amenable and suited to a training program. The manufacturer selected participants according to the following criteria:
How great is the likelihood that the distribution partner will commit themselves fully to the company?
Does the distribution partner possess a sufficient financial base to be able to invest the necessary time and the appropriate personnel in the training course?
Does the trading partner have a stable organisational structure?
Is the trading partner’s home country economically and politically stable?
Does the trading partner hold out sufficient prospects of growth in their sales, market shares and margins?
What should the contents of training be? Product knowledge: Many managers believe that distributor training should above all be sales training. They forget that a strong awareness of goods is and remains the basis to successful selling! If a distributor proves himself incompetent in the customer’s eyes he cannot expect loyalty!
Selling technique: On this score the manufacturer transmits know-how in the fields of negotiating tactics, concluding techniques and general sales management.
Planning: Storage and transport costs for products are enormous. A sensible system of requirement planning [dictated by plant divisions for materials and operating supplies] will help to reduce costs here markedly. Where should training take place? This is a very complex question primarily confronting internationally active companies. Centralised training at the firm’s headquarters has the advantage that highly-specialised staff and all the products necessary for demonstration purposes are available there. Also if top management participate in the training this strengthens motivation.
Opposed to that as disadvantages are the substantial travel and accommodation expenses that usually have to be assumed by the company. An extra problem is that the distribution partners only make half-hearted use of the training as they infrequently get away from their everyday job.
The producer follows a double-track policy here. At the company head offices basic training courses take place lasting two to four days. 60% of the distributors’ available time is spent on theoretical teaching and 40% on the practical. Besides that, the company maintains regional training centres in Brazil, Japan, Australia, Malaysia and Spain, where the subjects of selling technique and planning are dealt with more intensively.
Who should give training? An internal staff unit is responsible for developing training concepts and contents as well as the management of training. The individual programs are carried out by external trainers. Trainers with practical sales experience are preferred. They are more convincing than pure theoreticians, have a feel for the market and bring in more ideas. To stop the signs of strain new trainers are repeatedly being utilized.
What methods of training? Methods are employed which stimulate the distributors to assume an active role: role-playing, video recordings, direct observation. What has proved to be inefficient and so has been rejected is boring ‘cramming’.
A comparison between ‘trained’ and ‘untrained’ distributors allows conclusions as to the success of training.
Monitoring results The company continually compares the sales results of trained and untrained distributors using the indicators: turnover per customer visit, market share, new products as share of turnover and lost order rate (share of orders that fail to be achieved).
To guarantee the success of training recognised defects are eliminated immediately and concrete proposals for improving training procedures are put into practice straight away.
Follow-up training It is not enough to invite a distribution partner to a training course once and then just to ‘cross him off’. That is why the manufacturer also offer their distributors the self-monitoring and training program Management Minded Supervision (MMS). MMS enables distributors to carry out their own sales training courses for their salespeople and to monitor their own results.
Online Truck Classified Leader, Mautofied.com, Offers a Unique Forum to Trade a Custom Car or Truck for a Classic Car
Anaheim, CA (PRWEB) December 28, 2009
Mautofied.com, the leading online custom auto classified site, continues to expand its categories of custom cars. It now has 32 categories including muscle cars, hot rods, racecars, and classic car classifieds. However, the traditional custom car sections such as lifted trucks, show trucks, and full size truck classifieds continue to generate the most sales and trades. Users have averaged over 1200 transactions in both trades and sales each per month. Trucks, of every kind including semis, duallys, work trucks, classic trucks, classic cars, have been exchange for dirt bikes, ATVs, street bikes, daily drivers, and project cars of every description. And, yes, in one instance, a lawn mower.
With unemployment sweeping the country, people still need to get to work, to haul tools, and to cart the family around. Many owners, who have had the luxury of garaging a show truck and only pulling it out to show, now need a daily driver. A custom truck or show car can take months to sell. A trade often solves the immediate transportation problem quickly. Owners with a fully modified vehicle often need to trade down, if they are looking for a new projector a daily driver. Cash is often included in the deal to bridge value gaps. In one instance, a landscaper decided to take an expensive mower he needed for his business in a trade. He was able to make an investment without dipping into his cash flow. A true win-win scenario.
Mautofied.com is the only auto classifieds site that allows sellers to indicate they accept trades. Users have the option of listing the vehicle “For Sale” only or to indicate that they are open for a “Possible Trade.” Mautofied also allows buyers to designate the terms of a trade when they make an offer on another vehicle through the sites exclusive offer system. Increasing communication drives more specific offers.
Why would a seller want to trade a custom truck or lifted truck?
Because of modifications only a specialized buyer would be interested and the owner needs a daily driver now.
- A trade allows a seller to get value for parts and accessories to add value for a trade.
- A trade down allows owners to acquire a project car and some cash to build another show car.
- Trades allow a small business person to conserve cash by leveraging what he or she has on hand.
Some of our most active traders have compiled sure-fire trading tips in the form of trading best practices:
INTERACTION: It’s important to establish personal contact, such as a phone call, with trading partner as soon as possible so you know you’re dealing with a real person. Next, follow up through email. An authentic trading partner will not give you vague answers, but will talk specifically about what they want to deal for. Stay away from anyone who wants to send more money than the transaction requires.
RESEARCH: Get the VIN and do a CARFAX.
PICTURES: Always ask for recent photos. If they send pictures or a link, that will work, but ask for brand new pictures. Ask them to put a colored piece of paper on the vehicle with that days date and snap a photo of it.
DISCLOSURE: Always ask: Are you the owner? Is the title clear? People like to trade around a car and will not bother with registering it. When someone has a vehicle for only a few days they have a reason to get rid of it. Ask them to disclose everything. If they hesitate, move on. A buyer has to take responsibility to check out everything. Once you “receive” the vehicle and sign the dotted line, it’s yours.
INSPECT THE VEHICLE. Take a good look at the vehicle in a well lit area. Look down the sides for any hidden dents and uneven body lines. Pop the hood and the trunk. Open all doors. Close everything and repeat the process. Roll all the windows up and down and the make sure the locks function. Inspect underneath for leaks or build up. Pull the oil and the tranny dipsticks. Check the radiator fluid. Don’t let a clean engine fool you.
SYSTEMATIC TEST: Crank the engine a couple times. Turn the AC to full blast, and let the car idle and get up to operating temperature. Turn the steering wheel fully in both directions to hear for noises. Turn on all the lights and the emergency flashers. Check the warning lights. Make sure the vehicle is not overheating.
DRIVEABILITY TEST: How does the transmission shift from park, to reverse, to park, to drive. If it’s a manual, push it through all the gears while holding the clutch down. Make sure its shifts smoothly. Make sure the vehicle gets up to speed fine and slows down fine. Stretch it out some in all the gears. Shift through all the gears swiftly. In most cases synchronizers may not show their problems until you try to shift swiftly. Drive down a quiet street with the windows down and listen for noises. Apply the brakes. Check for vibrations. Try all of these patterns in reverse.
If you observe common sense in making a sale or trade, Mautofied.com can become your partner in getting the custom truck or custom car of your dreams. For more information go to sell my custom auto.
Mautofied.com – The #1 Custom Auto Classifieds on the web
Categories: Uncategorized Tags: auto classifieds, classic car, custom auto, custom car, custom truck, daily driver, lifted truck, problem quickly, trade mautofied, trades users, trading partner, trucks classic
SCOTTSDALE, Ariz.–(BUSINESS WIRE)–May 16, 2000
Through B2B.com Dun & Bradstreet, FedEx, Slam Dunk Networks and
VeriSign Provide Solutions to Rapidly Extend B2B E-commerce
Functionality to Trading Networks, Marketplaces
and Global 2000 Companies
webMethods, Inc. (Nasdaq:WEBM), the leading provider of
business-to-business integration (B2Bi) solutions, introduces the
webMethods Value Added Services program to enable trading networks,
marketplaces and Global 2000 companies to extend their B2B e-commerce
capabilities by providing a wide array of pre-packaged, plug-and-play
services that will enhance the functionality of any B2B trading network
or marketplace. The program’s charter members include Dun &
Bradstreet, FedEx Corp., Slam Dunk Networks and VeriSign (Nasdaq:VRSN).
The webMethods Value Added Services program will be available later this
year through B2B.com, the company’s Web-based rapid trading partner
integration platform. Both services were unveiled today during the
webMethods B2Bi Leadership Forum. (See related press releases for more
In today’s highly competitive business environment,
organizations are eager to harness the power of B2B e-commerce
initiatives to further extend the connections and business processes
between buyers and suppliers. Many companies are seeking solutions that
provide a fast and easy way to connect their trading partners and enable
them to extract additional value from trading networks and marketplaces.
Through easy-to-use, integration-ready solutions, the webMethods Value
Added Services program will enable companies to access the
mission-critical services needed to rapidly deploy and extend the
functionality of their B2B trading networks.
“The webMethods Value Added Services program clearly addresses
the next step in B2B trading networks–the seamless integration and
automation of all business processes over the Internet,” said
Phillip Merrick, president and CEO of webMethods, Inc. “webMethods
continues to demonstrate its leadership role by introducing easy-to-use,
plug-and-play services that allow trading networks, marketplaces and
Global 2000 companies to rapidly extend and integrate enhanced
business-to-business e-commerce capabilities to their extensive network
of buyers and suppliers.”
As webMethods continues to expand the Value Added Services program,
the full spectrum of solutions will include network infrastructure
services such as security and archiving; application services including
auctioning and trading partner registration; and business-level services
such as financial and credit services, logistics and quality assurance.
Current participants include:
Dun & Bradstreet offers seamless solutions for identifying and
qualifying business partners in Internet trading networks. Leveraging
its world-class database of over 58 million companies worldwide and over
a century of industry leadership in providing B2B information, D&B
helps companies make smarter business decisions. The capabilities
offered by D&B enable companies conducting e-business to identify
and check the credit and payment history while qualifying trading
partners, providing a way to seamlessly execute deals on-line. With
real-time access to D&B information, e-commerce transactions from
unknown entities can be handled with greater ease and confidence.
“Dun & Bradstreet is pleased to work with webMethods to
enable Internet commerce. The webMethods relationship provides D&B
with a unique opportunity to extend our strategy of embedding D&B’s information and services in Internet trading networks.
Dun & Bradstreet brings deep experience and knowledge to support the
critical needs of large companies conducting B2B e-commerce,” said
Frank Fitzsimmons, senior vice president, Dun & Bradstreet.
FedEx provides customers with the convenience of tracking package
status from shipment through delivery.
“FedEx is committed to offering access to shipment information
in the most convenient, easily integrated form possible,” said
Laurie Tucker, senior vice president of Global Product Marketing for
FedEx. “When available, organizations can easily integrate the
competitive advantage of the FedEx global transportation network and
reliable delivery into their customer service.”
Slam Dunk Networks’ internet-based infrastructure provides
rapid integration of trading partner systems with business quality
levels of guaranteed transaction delivery, security, reliability,
archiving, managed network operations and non-repudiation. By utilizing
this worldwide infrastructure, both corporate trading communities and
B2B marketplaces can quickly connect to and manage large numbers of
trading partner systems.
“Through the webMethods Valued Added Services program, trading
partners around the world utilizing webMethods B2Bi solutions can easily
take advantage of Slam Dunk Networks’ infrastructure to rapidly
establish highly reliable, dependable connections between their
systems,” said Suzanne Farley, vice president of business
development for Slam Dunk Networks, Inc.
VeriSign provides authentication and validation services to
webMethods customers through the integration of its B2B Trust Services
with the webMethods solution. Once a partner has registered
automatically with their sponsoring company via the webMethods solution,
the VeriSign Value Added Service will enable trading partners to
seamlessly enroll for and acquire digital certificates through an
automated interface. Digital certificates are electronic credentials,
which enable both online authentication as well as the ability to
digitally sign transactions and communications conducted across a B2B
network. These services are key to providing a trust infrastructure for
B2B transactions and to enabling other value added services such as
digital receipts and secure electronic payments.
“webMethods continues to lead the way in providing robust,
scaleable and customer-focused B2B solutions,” said Anil Pereira,
vice president of VeriSign’s Internet Services group. “With
the introduction of the webMethods Value Added Services program, trading
exchanges, marketplaces and Global 2000 enterprises will have a further
set of services to enhance their mission-critical B2B initiatives.”
Pricing and Availability
webMethods Value Added Services will be available through B2B.com,
which is currently in beta and will be generally available in third
quarter 2000. Subscription-based pricing will be available later this
For more information about the webMethods Value Added Services
program or about becoming a part of the program, please contact
Catherine Brown at webMethods, Inc. by phone at 703-460-2500, via e-mail
at info@webMethods.com or on the Web at http://www.webMethods.com.
About webMethods, Inc.
webMethods, Inc. (Nasdaq: WEBM) is the leading provider of software
solutions for business-to-business integration (B2Bi). Leveraging the
open standards of the Internet, the award-winning webMethods B2B(TM)
family of products provide the B2Bi infrastructure enabling Global 2000
companies and B2B marketplaces to connect customers, suppliers and
partners to form real-time B2B trading networks. webMethods B2B allows
companies to create new revenue opportunities, strengthen relationships
with customers and substantially reduce supply chain inefficiencies.
Founded in 1996, webMethods is based in Fairfax, Va., with offices
across the U.S. and Europe. webMethods has more than 160 customers
worldwide–from Global 2000 leaders such as Dell, Eastman Chemical
Company, Lucent, Bell Atlantic and W.W. Grainger to major B2B
marketplaces like ChemConnect, e-STEEL and Ventro. webMethods’
strategic partners include Ariba, Commerce One, Deloitte Consulting,
EDS, KPMG, Microsoft, Sterling Commerce and SAP AG. More information
about the company can be found at www.webMethods.com.
webMethods and webMethods B2B are trademarks of webMethods, Inc.
All other company and product names are property of their respective
This press release contains various remarks about the future
expectations, plans and prospects of webMethods that constitute
forward-looking statements for purposes of the safe harbor provisions
under The Private Securities Litigation Reform Act of 1995. The actual
results of webMethods may differ materially from those indicated by
these forward-looking statements as a result of various important
factors, including those discussed in the Risk Factors section of
webMethods’ recent Registration Statement on Form S-1, which is on
file with the Securities and Exchange Commission.