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Commercial Maintenance Sales - Class Overview



Class Description

Commercial Maintenance Sales teaches dealers how to capture high-margin negotiated commercial replacement sales by creating strong, loyal customers through service relationships. These service relationships assist in stabilizing service revenues, allowing for planning and growth of the service department. Every $1 of Commercial Maintenance generates $2-$3 of repair and replacement revenue and can be as high as $13. This can continue for several years after securing the service agreement.

Instructor

Jennifer Shooshanian

Class Mission

  • Realize the economic need and financial justification for growing a strong and profitable commercial maintenance program
  • Own the commercial replacement market and have all the profitable maintenance agreements in the market place.
  • Build non-seasonal demand workload for service technicians.
  • Develop a plan for hiring, compensating, and training a professional salesperson.
  • Determine a marketing and lead development strategy.
  • Review the steps to properly survey and qualify the jobsite.
  • Set up a profitable estimating process.
  • Develop a professional value building presentation & proposal.
  • Set up the internal process for transferring the sales information to the service department for implementation.

Class Outline

  1. Class Mission
  2. Financial Justification
  3. Surveying, Estimating & The Proposal
  4. Sales Process
  5. Managing & Owning The Sales Process
  6. After The Sale
  7. Organizational Structure
  8. Hiring & Compensating
  9. Tooling & Training Plan
  10. Implementation

Who Should Attend

Owners, Sales Managers, Service Managers

Length of Class

2 1/2 days

Schedule

Don't see a class scheduled for your area? Request A Class

Start Date End Date Location Sponsor
2/17/2011 2/19/2011 SeaTac, WA BDR University
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